THE ELITE DEALMAKER INSTITUTE
16-Week Dealmaker Program
Follow a rigorous 16-week transformation focused on mastering mindset, prospecting, client conversion, and scaling a high-performance business.
Phase 1 —
Build the Professional
Week 1 — The Elite Producer Mindset & Business Plan
Build the foundation for the business and career you want to create.
• Define your income, production and career goals
• Reverse-engineer your goals into measurable daily and weekly activities
• Build the discipline, consistency and accountability of an elite producer
Week 2 — Becoming the Professional Clients Want to Hire
Develop the confidence, communication, preparation, and professional habits that build credibility and earn client trust.
• Develop confidence, presence and professional communication
• Learn how to establish credibility and trust quickly
• Build a client-first mindset that creates lasting relationships
Week 3 — Choose Your Market, Specialize & Become the Expert
Define your market and specialization, identify your target prospects, and develop the market knowledge required to become the expert clients rely on.
• Choose the right market, geography or asset specialization
• Master comps, market trends and the financial indicators that drive value
• Position yourself as the professional clients think of first in your market
Phase 2 —
Create the Business
Week 4 — Build Your Database & Prospecting System
Turn your chosen market into an actionable database of prospects and build the prospecting system that creates consistent opportunities.
• Building and prioritizing your prospect database
• Creating a daily and weekly prospecting system
• Tracking activity and pipeline
Week 5 — Cold Calling Mastery: The Framework
Learn how to open conversations, handle resistance, and move prospects toward an appointment.
• Learn how to prepare, open and control a professional prospecting call
• Handle resistance while asking questions that uncover opportunities
• Turn a cold conversation into a qualified appointment
Week 6 — The Art of Questions, Listening & Understanding Motivation
Use better questions and active listening to uncover what clients truly want, need, and value.
• Use open-ended and linking questions to create meaningful conversations
• Listen beyond the first answer to uncover goals, pain points and motivation
• Learn when to stop asking questions and begin offering advice
Week 7 — Follow-Up, Referrals & Relationships That Compound
Build a disciplined follow-up and referral system that strengthens relationships and creates long-term business.
• Build a systematic follow-up process that keeps you relevant
• Create value before asking clients and prospects for business
• Turn relationships into repeat business, introductions and referrals
Phase 3 —
Win the Client
Week 8 — The First Appointment: Build Trust & Earn the Next Meeting
Create a strong first impression, uncover motivation, and earn the next step in the relationship.
• Prepare for and structure a powerful first client appointment
• Use open-ended questions and listening to uncover true motivation
• Establish trust and earn the opportunity for the next meeting
Week 9 — Underwriting, Valuation & Building Your Case
Understand the numbers, develop your opinion of value, and communicate it with confidence.
• Analyze comparable sales, financials and market fundamentals
• Develop and defend a credible opinion of value
• Communicate complex numbers and assumptions clearly to the client
Week 10 — Presenting Your Value & Asking for the Business
Present your value clearly, communicate with confidence, and ask for the business.
• Structure a compelling proposal and presentation around the client’s objectives
• Communicate your strategy, marketing plan and value of representation
• Recognize buying signals and confidently ask for the business
Week 11 — Objections & Negotiation
Handle pushback, communicate your value, and negotiate with confidence.
• Identify the real concern behind common client objections
• Communicate and defend your value without becoming defensive
• Navigate pricing, competition, fees and difficult negotiations with confidence
Phase 4 —
Execute the Deal
Week 12 — You Won the Listing. Now What?
Launch the assignment, execute the marketing strategy, and manage client expectations effectively.
• Build and execute a strategic property marketing and launch plan
• Create a consistent communication and reporting cadence with the client
• Manage expectations, feedback and strategy when the market doesn’t respond as expected
Week 13 — Working Buyers, Offers & Creating Competition
Understand buyers, evaluate offers, create competition, and negotiate stronger outcomes.
• Qualify buyers by motivation, financial capability and likelihood of execution
• Present opportunities and manage buyer and seller expectations
• Create competition and negotiate the strongest combination of price and terms
Week 14 — From Contract to Closing: Execution Matters
Manage the details, solve problems, and keep the transaction moving from contract through closing.
• Navigate due diligence, inspections, appraisal and financing
• Coordinate buyers, sellers, lenders and other parties while maintaining momentum
• Solve problems, manage renegotiations and guide the transaction through closing
Phase 5 —
Scale & Build Your Future
Week 15 — Market Yourself, Scale Your Business & Build a Team
Strengthen your brand, allocate resources wisely, and decide how to build leverage and scale.
• Build a personal brand and marketing strategy that strengthens your market position
• Decide when to remain a solo producer versus building a team
• Hire, delegate and create a culture of accountability around the right people
Week 16 — Build Wealth, Freedom & a Fulfilling Career
Turn career success into long-term wealth, greater freedom, and a meaningful life.
• Create a long-term career and financial plan beyond commissions
• Learn principles for managing income, investing and building wealth
• Build your personal 12-month Elite Dealmaker plan for the next stage of your career