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You’re interviewing a would-be agent. Are you prepared for these 77 questions? Seventy-seven?????!!!!!!

Are you prepared for those 77 interview questions?

You’re interviewing a would-be agent. But, you quickly find out these aren’t interviews. These are Q and A. And, the would-be agent is asking all the questions. You, ever gracious, are taking hours with each person. Unfortunately, you never see most of them again.

I just finished my new eBook Launching Right in Real Estate: What They Won’t Teach You in Pre-License School. Of course, to write the book, I contacted dozens of newer agents. I also drew on my experience of having interviewed thousands of eager, enthusiastic–and naive–people who thought they would love selling real estate.

They Have More Questions than You have Time to Give

When I was a new manager, I graciously spent hours answering these many questions. I found out, though, that I didn’t get to know the candidate at all. Why? Because they just weren’t far enough along in the ‘gathering information’ process to answer my candidate questions. They were just hungry to get information. 

Would-Be Agents Get Lots of Dis-Information

I found out that these would-be agents thought:

  1. They would make $100,000 their first year in the business
  2. They could work 20 hours a week.
  3. The business consisted of looking at pretty houses and selling them to clients that magically appeared.
  4. Somehow, the client would find the agent.
  5. Armed with business cards and a good company name, the agent would provide great service, were ‘honest’, ‘worked hard’, and would ‘go the extra route’. (Heard those claims before?)
  6. Someone (manager, company, relo, websites) would provide them leads–all people ready and willing to buy from that agent.
  7. Their training program would give them all the answers and they would be educated to deal with any client. 

Where Did the Would-be Agent Get These Fantasy Ideas?

From affiliates, friends, reading, and, unfortunately, some interviewers. Oh, I almost forgot. They also get it from agents who write those ‘how I made a gazillion dollars selling real estate in a half year in my spare time’.

How Do You Set the Record Straight?

I tried to solve that problem by handing the would-be agent lots of information. Finally, one of my new agents said, “Why don’t you put that in a book?” So, I did. I found providing the book early on in the relationship saved both the would-be agent and I time, and gave the would-be agent better information with which to interview.

Back to those 77 Interview Questions

Get ready to answer ANY of these 77 interview questions…..

Download those interview questions and topics below.

Save time and give those eager would-be agents good, straightforward, realistic information. The easy way to do that is to get Launching Right in Real Estate and provide it to your would-be agents. Pre-order now and get it at half price (regularly $24.95, now $12.95). Available June 1, 2021.

They all have high aspirations in the interview. But, how can you predict who will really be successful–fast?

Here’s how to absolutely predict they will be successful selling real estate.

Nope, it’s not about behavioral profiles. Although they are somewhat accurate, there are qualities, traits, and skills that most profiles don’t measure. It’s not the entrancing, rehearsed answers they give you to your equally entrancing questions during the interview. Words are cheap. It’s about measuring activities.

Watch What They Do 

Yes, you’re going to ask the right type of questions during your interview (See ‘behavioral predictor questions’ in The Complete Recruiter and Your Blueprint to Select Winners). However, even when their answers are on track, they’re not actions–yet. Instead, watch and measure what they do from the first day in the business.

What New Agents Say They Expect

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many of them start lead generating even in the first month?

Expecting ‘Dumb Luck’ to Carry them to Success

Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure business-producing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Are You a Pardon the Expression–‘Dumb Luck’ Manager or a Business Start-up Coach?

 Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once they’re mentally and emotionally out of the business, they will resist any help from you. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions. 

Leave Them Alone–They will Leave–and You’ll be Surprised

They’re nice. They are team players. Although they aren’t selling much real estate, they’re not causing problems, so you leave them alone. One day, they come in and tell you they are going to ABC Realty, because they will get ‘support’ there. They have a marketing person to help them, etc., etc., etc. You are surprised and dismayed. You thought they were happy with you, even though they weren’t experiencing much ‘dumb ‘luck–or any kind of luck. That’s the problem with leaving them alone until they fail. It’s too late for them–and you. It’s a huge retention problem. 

Tip: Even though they keep rebuffing your efforts at ‘help’, keep trying to put them into a business start-up plan, so they’ll come to the conclusion that you are on their side, and that is the way to create a concrete, predictable business. Then, if they leave, they leave without blaming you, or trying it with another company who provides ‘more support’.

Lead Generating on Purpose

Do you start your new agents in a specific lead generating plan their first week in the office? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios that will result in 8-12 transactions the first year in the business:

20 contacts to get one buyer or seller lead

8 times of putting people in the car to sell someone a home

3 listing appointments to gain one marketable listing

80% of listings sell

80% of transactions close

What are the ratios in your office? Do you coach your agents to those ratios? Do they know the work it takes to consistently generate the income they want to generate? Or, are they counting on ‘dumb luck’?

 

    

Here’s the straight scoop on real estate as a career: Launching Right in Real Estate: What They Won’t Teach You in Pre License School. I’ve put the principles of a business start-up-plan, and I’ve laid out exactly what it takes to create a successful career-fast. Pre-order now here. Available April 30. $24.95 300 pages/eBook.
Feb
19

Give Me Your Expert Advice!

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How can we ‘stack the deck’ so new agents succeed more often? More $ for you, easier to recruit….

Give me your expert advice!

What are new agents doing that causes them to succeed–or fail? What do you want in a start-up program that will help more of your new agents do well–and do it fast? What’s missing in the training and coaching programs you’ve been using?

I’m editing Up and Running in 30 Days, the new agent’s business start-up plan, for the 6th edition, due to be out in mid-2021.  In it, I show the what, how, why, and how much of real estate activities needed to do well quickly. Up and Running is very specific, and is easy to use to coach new agents to productivity fast. It has the specific prioritized weekly schedule and activities that future-exceptional agents do to assure a sale fast.

Many updates: The 6th edition has lots of updates, including a new section on promoting yourself through social media, new tech new agents need, and alternative methods of lead generation.

In the next blog, I’ll share more of what I’m putting into this wildly-successful program and get your input, too.

In my blog for agents, Up and Running in 30 Days, I am asking for their advice too, with a separate questionnaire.  

What’s Your Advice?

As one of the new features of the 6th edition, I’m incorporating great managers’ advice to new agents. And, I’m providing dozens of coaching tips to help managers and motivate the new agent and keep him/her in the game.

Here’s what I’m asking:

  1. What do new successful agents do consistently that agents who fail don’t do?
  2. What common mistakes do new agents make that cost them time, money–and hinder their success?
  3. Would you advise a new agent to (why or why not)

–join a team

–have a mentor

–hire a professional coach

  1. What should a new agent look for in a training program?
  2. Other advice you provide to a new agent?

Comments: Do you have advice to me about what’s missing in training and coaching programs? Just put that in comments here. 

Your name:                                                         Email:

Company name:                                                           Your Phone:

Number of agents in your office:

How to Get your Advice to Me

You can write comments to this post with answers to these questions.  

Or, you can download the questionnaire to your computer, complete the questionnaire, save it, and email it to me at carla@carlacross.com. Here is the questionnaire.  You will be assisting thousands of new agents as they begin their careers, and, I think you’ll find that being published will help your ‘street cred’ with those you want to hire!

If I’m able to use your comments in my book, you will receive a complimentary copy of Up and Running, acknowledgment of your comments, AND lots of PR–to help you in your recruiting as an expert in helping new agents.

P. S. Please get your comments to me by Feb. 24, so I can meet the publisher’s deadline for submitting the edited book. Thank you!

Well, I couldn’t resist…although this blog has a completely different meaning and outcome from this picture!

Here’s when agents’ demands are a good thing. 

As a manager, admit that, when you see certain agents coming toward you, your instinct is to run the other way! I’m not talking about those situations, though. I’m addressing those new agents. They probably won’t make demands. In fact, they may be afraid to approach you.

An Agent Who Seeks You Out Is More Likely to Succeed

. Inversely, agents who hang back, afraid to ask for the manager’s guidance, in my observation, will be less successful. Why? Because it takes intestinal fortitude (guts) to launch a real estate business. It takes jumping in, taking risks, and willingness to fail. It takes the same qualities to be proactive in seeking out the manager’s help.

Failing, hiding, and leaving. Over and over, I see agents failing, avoiding their manager (even when he asks to help), and then leaving. Unfortunately, these agents often tell their side of the story–that they didn’t get enough ‘support’. They are right. Secret agents don’t get a lot of support. But, that’s not the fault of the manager.

Confidence in Oneself Is Behind the Action

Agents who come forward to ask for help–or to thank the manager for help–are more confident in their own abilities. They want to succeed. They’re willing to be guided by their managers. These attributes show me, again and again, that they are future success stories. 

Advice to agents: If your manager doesn’t come forward to ask to coach you, go to her! I really appreciate new agents who consistently make appointments with me to let me know what they are doing, how they are doing it, and how I can assist them. That’s managing the manager! Obviously, these new agents get more of my attention, concern, and positive strokes—the fuel for motivation.

See more on how new agents can work successfully with their managers in Up and Running in 30 Days.

You’ve interviewed dozens–maybe hundreds of would-be agents. What behaviors have you seen them exhibit that indicate they will be successful in real estate?

What are behaviors that #successful agents exhibit? What are the #attributes of successful real estate agents?

Make your list here. Now, compare it to the behaviors I listed in my book I wrote to educate prospective real estate agents. 

What They May Exhibit that will Assure Failure

It may be easier to make a list of the behaviors that assure someone won’t make money fast enough in our competitive, self-starting business:

  1. Never had a job until mid-twenties.
  2. Still lives at home.
  3. Doesn’t have to make a living.
  4. Has never taken initiative to try something new. 
  5. Hates having to reach out to talk to people.
  6. Loves technology; fears people.
  7. Has had 7 jobs in 7 years.
  8. Doesn’t believe in having to learn from someone or be led.
  9. Gives up easily.

What should I add to that list?

How to Use this Information in the # Real Estate Interview Process

Are you familiar with behavior-based questions? They are questions that ask a person about his past behavior. Why? Because past behavior determines future behavior. (Not always, just 95% of the time. Do you like those odds?) I don’t mean that what someone does specifically determines she will do that again. This is what I mean:

As you listen to a person tell a story about his past, listen for themes that run through the story. For example: One of the behaviors good agents exhibit is tenacity. They just don’t give up. They accept rejection and keep going. If someone or something is difficult, they wade through it. 

The question: Think of a time in your life when you thought of giving up–a time when you really wanted something, but getting it seemed difficult or out of reach. Describe what happened. 

Don’t interrupt. Don’t ask another question. Just hum, agree, or probe. Find out all you can about that story. As you listen, ask yourself:

Does that person have enough ________________ to be a success in real estate?

Your turn. Look at my list of behaviors. What should I add?

I’m updating my book for prospective agents. Please help me create a book that’s different, insightful, and helpful to both the prospective agent and the manager/interviewer. Thank you!

Apr
30

Connections, not Sales

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Are your agents giving a ‘hand up’ to their clients at this time? Making connections?

Connections, Not Sales

The biggest change in your agent’s real estate business plan has to be in their short-term goals. All business plans have a lead generation component. That means we’re actively looking for listing leads and buyer leads. Our dialogues and our marketing materials are designed to bring us those leads.

 What does that mean? That means our communication needs to be

  • Supportive
  • Positive
  • Helpful
  • Meaningful
  • Relationship-based

That means we’re not looking for that big, money-making result. We’re really in a

“pre-lead” phase.

Why Connections?

Remember Maslow’s Hierarchy of Needs? It states that we must meet the lowest unmet need before we can be motivated to meet higher needs. What are the majority of people’s needs now?

  • Comfort
  • Shelter
  • Enough food and supplies (toilet paper!)
  • Fear of sickness
  • Fear of losing one’s job—or of making payments

Where are we on Maslow’s Hierarchy? We are close to the bottom—that need to meet very basic needs. Maslow calls those Safety or Security needs. That’s why agents’ messages have to be reassuring. You have to establish trust. You have to provide a safe harbor for your clients and potential clients.

Re-Designing that Business Plan

Instead of thinking ‘how am I going to get leads’? Think ‘how am I going to connect’? Help your agents design messages to their best target markets with connection as their goal. That means, too, that you must identify those markets and make your messages meaningful to those markets.

I just did a complimentary webinar for Real Estate Professionals called “Build Your Business Right Now to Position for Success Later”.

You can  see the video and grab the materials at my websiteI also have a 60-Day Business Plan template for all attendees so they can easily complete their plans. 

Outcomes of a Re-Designed Plan

The irony of this re-design is that your agents are going to create listing and sales opportunities because your client base is looking for that connection now. When they find it, they will walk one step closer to a transaction with you—even when you didn’t ask. The danger in ‘laying out’ (as we say in the music performance business when we’re told not to play) is that you’ll be way behind the curve when the market comes back. Those people agents considered clients found the agents were a ‘secret agent’ when they needed connections and information. They have turned to a new source of connections because you didn’t communicate. Don’t let that happen.

Start Today

From working with hundreds of real estate professionals during this time, I know clients are so grateful for these connections. Each agent has something to offer. Don’t keep it a secret. Help your agents share information, concern, and a positive attitude today. Not only will you reap real estate business in the future, they will feel better for having given value to their clients.     

 

 

We’re in a situation we’ve never faced before. Do you consider this an ‘interruption’ or an opportunity?

Is this an interruption or an opportunity?

We’ve never faced this kind of situation. Yes, we’ve been through and weathered the slumps. We’ve helped our agents change their strategies from sellers’ to buyers’ markets and back again. But, this is somewhat different.

Consider This a Unique Leadership Opportunity

On April 23, at 10 am PDT, I’ll be presenting a webinar for leadership on how to seize this time as an opportunity to lead. 

For many agents (I estimate it’s about 75% or more), this time is seen as an interruption of a great market. These agents have depended on

the market driving their businesses.

Now, in an instant, 

the agents must drive the market themselves.

But, most agents are not going to make that shift alone. You need to lead them to the concept that they now drive the market–and show them how to do that.

The Leadership Actions to Reveal Opportunities to Agents

How can you implement specific actions that work now to get your agents back into the business and connecting with their client base? Here are four methods to do just that. In the webinar, I’ll show you how to

  1. Motivate your team members to communicate value to their client base
  2. Mobilize your team to gain exceptional support
  3. Re-focus each of your agents by helping them implement a 60-Day Pivot Business Plan*
  4. Up’ your communication with specific changes

*You’ll receive my 60-Day Pivot Business Plan as my ‘thank you’ for attending this webinar. I’ll show you how to use this plan to coach your agents.

Special circumstances require special leadership actions. How have you lead your agents from an ‘interruption mindset’ to an ‘opportunity mindset’?

Leadership:

The Right

Actions to

Take

Now to

Assure Profits

Later

Join me for this fast-paced, 45-minute webinar exclusively for leadership April 23 (Thursday), at 10 am PDT. Click here for more information and to register.

Engagement: Do you have a plan to drive engagement with your agents in this shifted market? Or, are you waiting for your company, your association, or …… to take over? Or, do you think you just don’t have to engage?

Sometimes it takes years! I don’t want you to lose your agents–or your business.

Concrete Methods to Re-Engage Your Agents

Every week, I’ll be giving you specific actions to take to re-vitalize the communication and the activity levels of the agents in your office. I’m not just drawing these out of a hat. This is what I have done for years to encourage, tell truth, and get agents into action in challenging markets. This will set you up for great profitability, retention, and a wonderful recruiting tool. How do I know? I’ve done it several times. It works.

First: Set Up Your Plan

Don’t wait for your company or some outside force to do this for you. All well and good, but you need to step right in and be the one who literally LEADS right now. That’s right–leads. Oh, boy, I just thought of what I don’t want to happen for you: DON’T just send them to some training guru site and hope all works out (that includes me!).

What Your Plan Should Look Like

First, when I say ‘meetings’, of course I mean via Zoom or Go to Webinar, or a similar program!

As a group (and groups):

  1. New agent training at least weekly with actionable items they are to complete–must be high accountability
  2. Advanced agent training at least weekly with guests sharing best practices for this market
  3. Mastermind groups of various experience and/or production levels
  4. Office meetings weekly with guests

In other words, your training calendar must

  1. Address the needs of the various levels of your agents
  2. Be consistent and well-thought out to serve your agents with actionable items–which you then can get permission to share
  3. Create a compelling reason why your agents should re-engage frequently

You DO have a training calendar, don’t you?

With individuals:

  1. Quartile your agents using any weighing variables you feel are important (4 points for production, 3 points for culture, etc.). See who you can help (probably not the bottom quartile, but you make that call. It’s your time and energy. You deserve a pay-off…..)
  2. Look at what you’ve been urging these agents to get done for the past 6 months (or more!): their website, their bios, their databases, their presentations, etc.
  3. Choose 5 action items you want to use with each agent, and let each agent prioritize and add to these actions, add dates–so it’s their plan; or, ask each agent to come up with 5 prioritized items
  4. Set up a schedule with each agent to review actions–I’ll be helping you apply great coaching techniques so they are motivated to keep going!

What I’ll be Providing You

Besides these overview and bigger picture items, I’m going to provide you specific action items (some with templates so you don’t have to reinvent the wheel) that you can drop in in several training/coaching areas

Who Will Survive and Thrive Through this Time

I know today, there are companies and/or managers who have a ‘hands off’ approach: It’s the agent’s business and that agent decides when, how, and how much to do–alone. When the market is going nuts, that works, because the market is driving the agents. But, when the market becomes challenging, the agents are looking for leadership, for guidance, for coaching. They get lost–more easily than they will admit. Those who provide positive, clear, supportive leadership now will come out with a much stronger profit picture, a synergistic team, and a recruiting tool.

Tell me: What are YOU doing to drive action in your office right now?

               Let’s Partner to Drive your Success!

Online Training – keyboard 3d render illustration with word on blue key

Why reinvent the wheel right now? Take advantage of my online training program, Up and Running in Real Estate, created from my smash hit, proven business start-up program Up and Running in 30 Days. 

Not just a distance learning program!

No one wants to sit in front of a computer especially now!) and learn neat stuff….

Effective online training has to have 3 things:

  1. An easy, engaging process to draw the attendee in and keep him/her interested
  2. Interaction with a real human being once inawhile
  3. Interaction and idea exchange with others in the course

Ive integrated these 3 critical factors in Up and Running in Real Estate.

  1. Engaging--I created humor, introspection, and awards to motivate attendees to keep going through the program
  2. Coaching: I will be personally group coaching agents in the program, and you have a unique opportunity to coach in the program, too.
  3. Interaction:  set up discussion groups so agents can interact and support each other 

An Easy Way to Integrate Coaching Your Agents 

Your support right now is critical. So, I waived the $99 fee for Coaches Corner (the coaching component of the program) for all who sign up prior to Sept. 1, 2020. To qualify, register at least 1 of your agents in the program. See more here.

Lets create success together!

It’s time to do your business plan! So, my next blogs will focus on helping you create that business plan–and getting your agents to plan. I’ll include some of the planning templates, too, from my business planning program (see below).

Do your agents have mission statements as part of their business plans?

Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans.

Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while, they’ve already discovered that their biggest challenge is time management. How can they get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritize all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

I have a gift for you right now, to help you assist your agents in defining their missions (it works for leadership, too). Click here to get this planning tool, which is excerpted from my online resource Beyond the Basics of Business Planning. 

Grab My Online Business Planning Program and Make Planning Easy!

Thought you’d get it done but it’s still on your ‘to do’ list? I want to help!

Managers: Frustrated because you can’t get your agents to plan? Problems solved! I’ve put my exclusive planning pages online–plus webinars to help you get through that plan fast. Don’t wait another year for business success. See more here.

Managers: I’ll teach your agents how to plan, too! Included in your Manager’s Package!

Ready to order? Click below:

Beyond the Basics of Business planning for Managers  (includes agents’ planning system) 

Beyond the Basics of Business Planning for Agents  

Teaching adults effectively: How are you doing it?

This month, I’m writing a blog series to help trainers write great courses or take those courses and make them ‘live’. From writing courses for most of the major real estate franchises, and training thousands of real estate instructors, I’ve found some undeniable truisms. Here’s one:

 So, let’s look at these truisms and write our courses to reach the adult learner effectively. This is one of the areas we address in my resource on how to write a course (click here to see it).

How Adults Learn and Retain: How to Weave These Principles into your Course

Benefits to teaching to these principles in your course:

  • Adults aren’t bored (!)
  • Adults feel important
  • Adults pay attention
  • Adults retain more
  • Adults feel protected; low risk environment
  • Adults like you better
  • Easier for you to teach!

The Big Principles to Keep in Mind

Adults learn through association:

We learn what we already knowa Two fellows teaching community colleges instructors how to teach shared that one with me. How insightful!

How do skilled presenters accomplish this in a course environment?

Do you relate what you’re teaching to the adult’s prior experience? Or, do you jump right into a complex theory and expect your students to keep up…..

Adults learn by doing

Life is truly ‘do it yourself’. Do you have your students doing an action in class? What happens in your course to assure the students are doing? How do you know they can do whatever it is you are teaching them to do? Observe it in class, of course!

Retention soars when adults do and say something at the same time. How are you using this principle in your course?

How much doing of significance do you have planned in your class?

To live by my own principle, I just increased the amount of ‘student’ teaching I have during my Instructor Development Workshop. The students loved it and showed me I can get them into action faster and more often than I thought!

Big principle: How we retain information is directly related to how we acquire that information.

Would you say that instructors are most concerned with short-term, or long-term student learning?

Adults learn from each other

Use teaching methods to encourage information exchange.

How do you assure students are exchanging information? Are you using various alternative delivery methods (not lecture) to assure students are learning not only from you, but from one another?

Adults learn through repetition

Use several approaches to the same concept/process. Does your course offer review and repetition to assure students are really learning?

Adults learn through rapid recall

What rapid recall methods have you seen used in the classroom? Do you do this so you ‘tie up’ each section before you move on?

Adults seek to satisfy individual needs

Experience levels vary greatly. How would an instructor find out each student’s individual experience levels prior to getting into the classroom? When I’m teaching my Instructor Development Workshop, I provide each attendee a ‘pre-conference survey’ at registration, so I can see the needs and level of learning of that person. Even the words used give me some powerful hints about each attendee’s priorities and beliefs!

Adults learn practical information.

They want information and skills to directly apply to their lives–right away.

How have you seen instructors assure that the information is not only applicable, but that the student applies the information to their challenges, while in the classroom? Are you assuring that each of your attendee translates the course information/skills into action plans?

Go back to the course your teaching or writing and see if you are adequately addressing how adults learn. Doing so is one of the attributes of a real course, not just an ‘information overload!

Honestly: Are the Courses You Teach Boring? (Even to YOU?)

Come join me to put these creative, fun teaching methods into your course. Attend Beyond the Basics: Advanced Skills to Make that Course Come Alive, coming up April 23-24 (approved for 7.5 clock hours in Washington state).

We’ll be working with parts of a course you bring. We’ll put in some great methods and then practice to see how they work–a unique opportunity!

There’s no other course like this–and your chance to get some individual and small group coaching to make your teaching and your course a huge success! Click here to see the course and register.