Course curriculum

    1. Welcome to Sales Caffeine!

    1. Systems for circle sales or hotspotting | Social Media posts and ads for circle sales

    2. Get on the shopping list - Mastering the art of building trust in your market place and getting hands raised - aka "outside sales"

    3. How Circle Sales (Hotspotting), Inside Sales (Database) and Outside Sales (Farm Area, Expireds) co-mingle to generate more leads

    4. Appraisal follow ups, The 9 word email and your USP

    5. The Destination Report, The Facebook Live Challenge, All about buyers, USP continued

    6. Improving your soft skills | Powers of Persuasion | Using your voice | Asking the right questions

    7. Masterclass: The Power of Persuasion with Claudio Encina

    8. Mastering negotiation aspects of the listing presentation | understanding value | friction free selling

    9. How to handle objections and protect your fee

    10. Matt Lahood in the hotseat for Sales Caffeine

    11. Digital Marketing strategic overview: Relevance, Relationship and Presence - why you need all three to grow your brand and your business

    12. Friction free selling and using content marketing to nurture your customers

    13. Rapid fire practical social, digital marketing tips | creating a weekly schedule

    14. Get seen everywhere: A non-annoying content repurposing blueprint

    15. Will Ainsworth in the hotseat | Going back to basics | Building a database | What's working now | Instagram tips that work

    16. Why not all stress is bad, and what to do about the stuff that is with Stress Scientist Chris Wilson

    17. Claudio Encina on productivity and time management

    18. Rik Rushton on the dialog you need to navigate a normalising market, managing vendor expectations and more

    19. Active Listening, First impressions, Asking good questions, heaps of tips for listing appointments and more

About this course

  • $497.00
  • 20 lessons
  • 26 hours of video content

Instant Access

Better sales prospecting and lead conversion is just a click away


Coach Claudio Encina

Claudio Encina is a highly regarded Australian real estate coach, speaker, mentor and trainer. With more than 20 years of industry experience, including almost a decade as a leading real estate agent, Claudio is driven by his passion for helping clients implement proven sales techniques, systems, strategies, and skills to increase their productivity and profitability in all market conditions.

Founder, Elite Agent Samantha McLean

Samantha McLean is the Co-Founder and Managing Editor of Elite Agent and the Host of the Elevate Podcast. She is a three-time winner of the prestigious Mumbrella Publish Business Editor of the Year award and has led Elite Agent to two gongs as Business Magazine of the Year in 2016 and 2020. A sales and marketing professional with more than 20 years of experience, she has held senior management and marketing roles in the past for companies like Optus, Cisco, British Telecom and PwC.


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