The following are some of Mike’s favorite courses in abbreviated format that have been offered throughout the United States. 

Variations and time adjustments are available for specific needs. All courses can be 90 minute to 3 hours format except for Ninja and CRS courses as they are full day or 2 day format only. Contact us for details. 

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Ninja Selling

Description:

Ninja Selling© is a powerful one day seminar which is modeled after the methods and philosophy of one of the most successful real estate companies in the country. Using unique processes, systems, and dialogs that they have developed, The Group, Co. Inc., of Northern Colorado with 245 partners, averages 44+ transactions per year per agent, without "cold-calling", working with strangers, expired's or For Sale By Owners, and they help each other become wealthy. Mike will show you how this system worked for him and can work for you as well.

In the seminar, participants learn the specifics on:

• Staying Focused
• Achieving unlimited success while working an average of 30 hours per week
• Staying "In the FLOW" with 50 people that you already know using the "F.O.R.D." process
• Creating Customers for Life
• Getting Referrals without asking for them
• Conducting a 20 step "Pre-Listing" interview
• Making powerful presentations
• Today's buyers and how they want to be treated, based on extensive National Surveys
• "Book End Selling"
• Overcoming Objections using "Experiential Questioning"
• Running your business as a business
• Creating Personal Wealth and a Retirement Plan

Course Topics:

·Wealth Building

·Referrals

·Listing

·Negotiation 

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Ninja Selling II - Life Planning 

Description:

The Group, Inc. in Northern Colorado was founded on the business philosophy focusing on equality and profits for its agents or "partners." Ninja Selling II builds upon the career- and life-changing ideas from the number one real estate company nationwide in average agent production that you find in Ninja Selling I. You'll learn from Council Senior Instructor Michael Selvaggio, CRS, CCIM,  about "Self-Image Development," "Getting Your Life in Balance," "Values Clarification," "Writing Affirmations," "NLP"--- understanding your processing modalities, "Goal Setting," "Feature to Benefit Interviewing Process" and "Advanced Time Management."

Course Content:

· Understanding the importance of staying in communication

· formulating an investment plan to help customers achieve financial independence

· Identifying the major important areas of our lives and how to stay in balance

· Writing new goals and understanding the mental and physiological process

· Identifying productive, indirectly productive and non-productive time

Course Topics:

· Time Management

· Goal Setting 

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Course title:Digital advantages to make you smile 

Teaching Objective: Upon completion of this course, the student will be able to better understand digital image capturing, manipulation, and distribution. The process and appropriate use of digital photography and how it applies to real estate is examined form the click of the camera as it travels across the internet to printers and web based applications.

Orientation, class self-assessment 

A. Situational Analysis/ Class introductions and goals 

B. Photo use discussion 

C. 4 phases of digital discovery 

D. Changes in the industry 

Hardware, reading, and software 

A. Text recommendations and book review 

B. Camera advantages, features to look for 

C. Photo samples, aerial, portrait, and landscape  

A. Internet usage 

B. Course review 

C.Wrap-up, evaluations
 

Instructor and  

Course Author:Michael Selvaggio GRI,CRS,CCIM 

Cell:(302) 584-5590 

Email:Mike@Selvaggio.com 

Website:www.Selvaggio.com 

Postal:

Townsend, De  19734 

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Course title:Creating your own P.O.D. (Point of difference)

Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of providing the consumer a different way to achieve their desired results in the selling or buying of real estate. Class activities focus on the challenges in today’s real estate business and how we can better set and meet the consumer expectation level.

Orientation, class self-assessment 

A. Situational Analysis/ Class introductions and goals 

B. Local custom discussion
C. What is our P.O.D.? 

D. Do we need one? 

Communication and Bibliography review

A. Text recommendations and book review 

B. Class exercise to measure objectivity vs subjectivity 

C. Customer management skills  

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A. Predictability exercise 

B. Course review 

C.Wrap-up, evaluations 

Instructor and  

Course Author:Michael Selvaggio GRI,CRS,CCIM 

Cell:(302) 584-5590 

Email:Mike@Selvaggio.com 

Website:www.Selvaggio.com 

Postal:

Townsend, DE 19734 

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Course title:New Homes Marketing

Teaching Objective: Upon completion of this course, the student will be able to better understand the needs of today’s new home buyers. The student will also be better prepared to handle new home construction questions concerning actual construction techniques and the unexpected delays and challenges associated with new construction.

Additional digital tour of the International Builder Show may be included.


I. Orientation, class self-assessment, new vs. used homes.
A. Situational Analysis/ Class introductions and goals
B. What we need to know to better serve our customers
C. Measuring needs versus wants
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II. Bricks and Sticks

A. Foundation 

B. Framing 

C. Mechanicals

D. Fit and finish 

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Break 

III. Customer contact management
A. Builder relations,
B. Demand Side economics
C. Supply side economics
D. Long term customer care, wrap-up, evaluations 

Instructor and   Course Author: Michael Selvaggio GRI,CRS,CCIM 

Cell:(302) 584-5590 

Email:Mike@Selvaggio.com 

Website:www.Selvaggio.com 

Postal:

Townsend, DE  19734 

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Course title:Taming the Wire Jungle

Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of the proper application of hardware and software in the real estate profession. Class activities focus on the intricacies of new products, regular maintenance of equipment, disaster prevention, to better serve the consumer and communicate with our clients.

Environmental scan 

A. Historical overview 

B. Value of speed in communications
C. Frequency and dependability factors 

D. How to manage the communications needed in today’s business world 

Hardware and Software 

A. What’s new 

B. The value of free and trial software 

C. Pitfalls to avoid  

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Putting it into prospective 

A. Making it easy to use 

B. Getting help and the learning curve 

C. Wrap-up, evaluations 

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Course title:Bones, Phones, and the Jones.

Teaching Objective: Upon completion of this course, the student will be able to better understand the latest building materials available as shown at the International Builder Show. In addition, information will be provided on industry specific challenges, customer contact management, and marketing skills to better serve and meet both builder client and buyer expectations.

Orientation, class self-assessment, new vs. used homes.
A. Situational Analysis/ Class introductions and goals
B. What we need to know to better serve our customers
C. Measuring needs versus wants
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Scenes from the International Builder Show in Orlando, Florida
A. Kitchens 

B. Plumbing 

C. Framing and outside entrance innovations
D. Windows and roofing 

Software and manual follow-up systems 

A. Customer contact management
B. Frequency and systems 

C. Customer expectations
D. Long term and short term care 

E. Builder relations, wrap-up, evaluations 

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Course title:A visit with the Script Doctor 

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Teaching Objective: Upon completion of this course, the student will be able to better understand the importance of a prepared sales presentation. This class demonstrates the importance of “scripts” and “word tracks” for the real estate professional. Core focus is on handling virtually any objection and why “knowing your lines” is important in all industries. Don’t miss your session with the “Script Doctor”!

Orientation, class self-assessment
A. Why scripts? 

B. When to use scripts. 

C. Psychology of phrasing  

Objections
A. Defined 

B. Demonstrated 

C. Live interactive session 

D. Client/customer needs 

Continuing education 

A. Audio usage 

B. Practicing what is important and where? 

C. Successful selling with scripts for customer advantages 

Wrap-up and evaluations 

Instructor and  

Course Author:Michael Selvaggio GRI,CRS,CCIM 

Cell:(302) 584-5590 

Email:Mike@Selvaggio.com 

Website:www.Selvaggio.com 

Postal:

Townsend, De  19734 

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Course title:Websites and Insights

Teaching Objective: Upon completion of this course, the student will be able to understand the key components of a user friendly, content rich, effective website. Demonstrated in the class will be actual sites that are available in the market today and serve the needs of successful REALTORS. This is a great course for anyone who either does not have a website or is not absolutely delighted with their present website.

Why have a website?

A. Customer use 

B. Agent use 

C. Client use 

How to pick a website that works 

A. Questions to ask 

B. Research data 

C. Pitfalls to avoid
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Price and Terms 

A. Design versus placement 

B. Optimization 

C. How to make it work for you

Working with Online Customers 

A. How consumers are changing as a result of the Internet

B. How your role as an agent has changed as a result of the Internet

C. Getting customers to your website

D. Communicating with online customers

Fundamentals of Real Estate Technology (CRS 106) 

Description:

Knowledge of fundamental real estate technologies is an absolute necessity for the active real estate agent. Fundamentals of Real Estate Technology gives today's busy real estate agent the necessary tools to understand existing and evolving technologies. Understanding these essential skills and tools is the root of this one-day technology course, giving agents a base foundation for success.

Course Content:

·Navigating Windows and Windows-based Software using basic skill sets

·Recognize what current hardware provides the most value to today’s real estate agent

·Using the Internet and e-mail to save time and increase effectiveness

·Staying in touch using technology to generate more qualified buyers and sellers

·How to find help when you need it

Course Topics:

·Technology

Mastering the Art of Selling New Homes (CRS 107)1 Day 

Description:

New home sales continue to be one of the fastest growing segments of the real estate industry. This means additional opportunities for residential professionals who want to tap into this market. Students learn the builder-buyer-agent relationship, how to create a marketing plan and servicing techniques.

Course Content:

·Principles and practices of new home sales

·The builder-buyer-agent relationship

·Forecasting new home surpluses, shortages, absorption and saturation rates

·Targeting specific market population

Technology Course (CRS 206) 2 days 

Description: Technologies to Advance your Business demonstrates the latest tools and systems that enable sales associates to become more productive, increase their profits and to differentiate themselves in the market place. Topics include: taking e-mail to the next level for various marketing campaigns, learning new ways to use digital imaging, examining a variety of virtual tours and their marketing applications, understanding the power of PDA’s and other handheld computing technologies and much more. 

Course Content:
• Using a contact manager
• Creating printed and multimedia presentations
• Online services, e-mail and the Internet
• Improving time management 

Sales Course (CRS 202) 2 Days 

Description: Top sales associates enjoy a competitive advantage because they understand what motivates and influences their customers.  

Sales Strategies gives students the inside track to win over prospective buyers by teaching them the necessary strategies that make their sales quick and efficient. Students will learn how to work with today's new buyer through counseling, salesmanship and negotiation. These effective strategies will give agents customers for life. 

Course Content:
• Understand buyer motivation
• Eliminating sales resistance
• Creating trust and loyalty from buyers
• Negotiating skills 

Course Topics:  

·Customer Service 

·Sales 

·Negotiation

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Mastering the Art of Selling New Homes (CRS 107)

Description:

New home sales continue to be one of the fastest growing segments of the real estate industry. This means additional opportunities for residential professionals who want to tap into this market. Students learn the builder-buyer-agent relationship, how to create a marketing plan and servicing techniques.

Course Content: