California Real Estate Contract Negotiation Courses
Course Outline (pdf) |
CALIFORNIA "ONLY" NEGOTIATING
Closing Secrets of the Masters |
Course Format:
Course CD's:
Course Manual:
Additional Resources:
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Recorded Live Event
10 CD's
133 Full Color Pages
Forms, checklists, call scripts and more |
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Course Overview
In this course, Bruce Norris teams up with sales guru and accomplished author Ben Gay III to create this outstanding course on negotiating.
Ben’s expertise is door knocking, cold calls, and hardcore negotiation skills. What’s interesting is he is so good at it that you don’t even realize persuasion is occurring. This is a once-in-a-lifetime opportunity to be taught by a master closer coming from an entirely different world of selling. For those of you who have already read his books, The Closers and The Closers II, we know you won’t want to miss this!
This course will definitely take you out of your comfort zones, but why not risk it? It’s the best way to learn and one of the most overlooked skills of our business. Topics include:
- Character qualities of a great closer
- What defines strength in negotiation?
- General hints about negotiating
- One-liners that have made people millions
- Million dollar deals: Three real life deals that made a million bucks and how they were negotiated
- Specific negotiating techniques with sellers facing foreclosure, sellers needing to do a short sale, sellers who have a bad tenant, lending institutions, and listing agents
- Dealing with the different personality types
- Negotiating over the phone
- Negotiating in person
- Negotiating a "Subject to" deal, a low all-cash purchase deal, a lease option deal nd a seller carry-back financing deal
- The informal offer form
- Formulas for buying property
- Deal making practice with the formulas
- How to document your costs to a seller
- Initial phone conversation openers for calling:
- The broker who sells lender-owned properties
- The lender who has REO’s
- The private party seller
- Objections most often raised and our responses
- Closing techniques of a master closer: Ben Gay III presenter
The two days of training are followed by 10 days of assignments. Once you practice, you’ll be ready for the real deal!
The course offers a full-color, 133 page manual and 10 audio CDs. The 10 days of assignments are included in the manual and also in a special online training portal which you will have access to.
Please click the links above to view the table of contents, included tools and resources, and user testimonials.
Table of Contents
| The Business That Can Change Your Life |
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1 |
| Imagined Barriers That Make Most People Quit |
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3 |
| Early Lessons Learned in the Buying Business |
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7 |
| The Investor’s Place in the Real Estate Market |
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15 |
| Half Dozen Books That Changed My Life |
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17 |
| How to Promote Your Buying Business |
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25 |
| Deal Strategy Sessions |
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35 |
| Using a Hard Money Lender for Flipping |
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45 |
| How to Determine the Value of the Property |
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53 |
| Seeing a Property for the First Time |
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71 |
| How to Make Offers That Make Sense |
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81 |
| How to Sell Your Houses |
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95 |
| Dealing with Escrow, Title and Lenders |
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123 |
| A Basic Understanding of Different Types of Entities |
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129 |
| Do’s and Don’ts of the Buying Business |
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143 |
Tools & Resources
The Tools & Resources listed below are included with your purchase of the Investor Essentials Course. Most items are downloadable from the training web portal in Excel, Word or PDF formats.
After your purchase you will receive an email with your login, password and instructions to access the web portal and the included tools and resources.
- Formula #1 – Buying cash with hard money loan
- Formula #2 – Buying cash to existing low balance loan
- Formula #3 – Buying cash to existing high balance loan
- Formula #4 – For lease / option purchase
- Rental Formulas
- Phone Form (script)
- Informal Offer Form
- Cost of Real Estate Form
- Uniform Residential Appraisal Report
- Property Inspection Form #1
- Interior Repairs Form
- Property Inspection Form #2
- Four Unit Repair List
- *Real Estate Purchase Agreement Form
- *Addendum Form
- *Counteroffer Form
- *Holdover Occupancy Agreement Form
- *Condition of Property Form
- *Lead Based Paint Disclosure Form
- *Natural Hazard Disclosure Statement
- *Sellers Listing Agreement
- California Real Estate Withholding
- 2006 California Form 593-C with Instructions
- 2006 California Form 593-L with Instructions
- Title Holding Trust Agreement
- Grant Deed
* Denotes sample forms and documents included in the workbook. These forms, however, are not downloadable from the web portal. Actual documents may be purchased from the original publisher.
Testimonials
"Before I attended the seminar I did some research on Bruce as a presenter and just about every website I went to gave Bruce nothing but rave reviews. ‘The real’ deal' was how past seminar attendees referred to Bruce. I couldn't agree more. I prepaid for my seminar and I now know these will be the best dollars I will have spent at the beginning of my soon to be very fruitful real estate investment career. I know I will be a money partner and returning student! Thank you to all the Norris Group."
— Anonymous
"They only get better."
— Leroy
"Great stuff! There is no other place to get this critical, timely, well researched information. Thank you!"
— Anonymous
"Bruce Norris’s modesty and trustworthiness is revealed by his words. Every word spoken by him is invaluable and his seminar is worth attending. His presentation skill, material, and his presence positively influence you and guide you in the golden world of real estate."
— Asma Memon
"Bruce works harder to earn my money than any other speaker I know. By the time he gets my seminar cost, he’s already spent hundreds or thousands of hours earning it. His research methodologies are second to none."
— Reno Caro
"Your written materials are unparalleled, as are your insights."
— Ken Kossoff
"Other seminars say, ‘Do this, do that.’ Bruce shows you ‘how’ to do it and dots all the ‘Is’ and crosses all the ‘Ts!’ "
— Keith Mills
"I have never been disappointed by any of Bruce’s speeches or seminars - quality throughout."
— Linda Wessels
"As expected, Bruce has outdone himself again. Nowhere in California can I find this condensed information presented in a user-friendly way. His vision and professionalism is unmatched. Thank you for sharing your knowledge with me and other investors to help protect our investments and get us closer to retirement."
— Tina Lasley
"Bruce is THE California teacher. If you’re going to be in our business in California, you must listen to Bruce."
— Steve Love
"This seminar provides such a unique edge; I can hardly express my gratitude for Bruce’s choice to do a California only investor’s course. I have taken several national courses and they have left me knowledgeable, but not where I felt competent enough to go out and do a deal. I have always had a nagging feeling in the back of my head regarding the use of a form or the variation in a real estate law that is not taught by the national investor’s course. Well done, Bruce!"
— Joe Hardy
"The best thing about today is knowing I don’t have to fail. The pitfalls have already been experienced and overcome by Bruce. At the very least, as I tiptoe into this, I know I can find a strong wholesale deal and I can bring that deal to The Norris Group. I can rely on their knowledge and expertise and maybe even more importantly their credibility in the industry."
— Anonymous
"The quality and presentation of the speaker and materials are quite frankly the best that I’ve experienced. I look forward to attending the next three events."
— Anonymous
"As usual, The Norris Group seminars are excellent: great speakers, content, and value."
— Hank Guarienti
"The Norris Group always has a top-notch seminar. The quality of information presented is based on extensive research, facts, and figures, not on personal opinions and tea leaves. Bruce’s personal integrity carries throughout his presentations. I feel blessed to have been exposed to his training."
— Dail Kyle |
