Welcome to COLDWELL BANKER UNIVERSITY!

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1 Course Offerings 2008 Coldwell Banker Real Estate LLC. Coldwell Banker is a registered trademark of Coldwell Banker Real Estate LLC. An Equal Opportunity Company. Equal Housing Opportunity. Each Coldwell Banker Office Is Independently Owned and Operated Except Offices Owned and Operated By NRT Incorporated.

2 Contents Welcome 3 Registration Instructions 4 Courses 5-10 Accredited Buyer Representative (ABR) 5 BOO$T 6 Certified E-Marketing Specialist (CeMS) 6 Certified Negotiation Specialist (CNS) 6 Coldwell Banker Previews International and the Luxury Market 6 Coldwell Banker Systems Orientation (CBSO) 7 Continuing Education - Online 7 Discover the COLDWELL BANKER Difference 7 efaststart 7 FastForward 8 FastStart 8 LeadRouter SM Training 8-9 Learn How to Learn Online 9 Ready, Aim, Hire! 9 Seniors Real Estate Specialists (SRES) 9 SpringBoard 10 Refund & Cancellation Policy 11 Contacts 12 2

3 Welcome to COLDWELL BANKER UNIVERSITY! The mission of Coldwell Banker University is to provide real estate entrepreneurs learning opportunities, which enhance their individual and company performance resulting in personal success and increased profitability. As a member of the COLDWELL BANKER team, you have the opportunity to participate in the most thorough and up-to-date training in the real estate industry training that will help you master the knowledge and skills required to meet the needs of today s home buyers and sellers training that will help you succeed in this exciting industry. The following pages contain a sampling of the COLDWELL BANKER UNIVERSITY course offerings. For a full list of courses and the latest schedules and pricing, log on to CBU (via coldwellbankerworks.com). Remember, many COLDWELL BANKER UNIVERSITY classes are FREE! These include free on-demand classes that can be taken at your leisure on topics such as CREST EDG and Lead Router to name a few. Get started right away by taking the class Learn How to Learn Online. For more information refer to page 11. Explanation of Coding In this document, you will find descriptions of many COLDWELL BANKER UNIVERSITY Course Offerings and the intended target audience for the course. We have also included the delivery methods for the courses as follows: Field courses that are held in a traditional classroom setting with an instructor face to face. Virtual courses that are held in the Virtual classroom with an instructor via the internet. Self-Paced courses held via the internet with no instructor. Learning Download downloadable document that is customizable for the local affiliate s in-house usage. These downloads can be found in the Library under Online Resources on CBU. 3

4 Registration Instructions Please note: in order to log on and register for classes via CBU, participants must be active in CREST. 1. Log onto Coldwell Banker Works at: 2. Access COLDWELL BANKER UNIVERSITY under LEARN or Quick Links. 3. Be sure to turn off pop-up blockers prior to beginning the registration process. If you are unsure of this process or are having trouble logging on, call the Technical Support line at and select Option #1. 4. From the CBU homepage, click Course Catalog. It is located on the blue menu bar at the top of the screen. You will need to select the catalog for Canada or United States. 5. A course category page will appear. If you know the name of the course you are looking for, you can type it in the search or you can select a category from the list. 6. The category page is divided into various sections including FastStart (Regional Field Course), BOO$T, Coldwell Banker Certifications,, etc. 7. From the categories page, click on the type of course you are interested in. For example, click on FastStart- Regional Field Course if you are interested in taking a live FastStart class. Or if you are interested in a certification course, click on Coldwell Banker Certifications. If you aren t sure, you can perform an advanced search on the course you are looking for. 8. Once you have selected your category, you will need to select the specific course you would like to register for on the Training page, for example FastStart or FastStart Self Paced Modules only. Select the course by clicking on its name. The next page will contain a description of the course and pricing information as well as a listing of available class dates. 9. Once you have located the class you would like to register for, you can now add this class to your cart. The add to cart button is located under the class information. Once you have added the class to your cart, you will be given the opportunity to review the information before selecting the checkout button. 10. Next you will be asked to fill in your billing and credit card information and will need to submit your order at the bottom of the page. The next screen will confirm your order and is also where any discount codes can be entered. If everything is correct, select confirm order on the bottom of the screen. 11. You will now receive a purchase confirmation on the screen. 12. You are now registered for your class. You can check your training schedule at any time by clicking on My Courses and then registered training on the main menu bar. 4

5 Courses Accredited Buyer Representative (ABR) Virtual Become a buyer agency expert by taking the nationally recognized Real Estate Buyer s Agent Council (REBAC) Certification Course and earning the Accredited Buyers Representative (ABR) designation. You ll learn how to effectively train your buyer-clients, how to best work with your buyer-client during the selection, evaluation and showing of properties. You ll learn contract preparation and presentation and negotiation of the offer, when representing your buyer-client. You ll learn how to recognize conflicts of interest, how to work with relocation buyers and trends in the relocation industry. Please refer to for a full list of ABR Designation Requirements. This course is offered in the live online virtual classroom. BOO$T Virtual & Self Paced BOO$T is a high-accountability program designed for experienced sales associates that promotes best-practice sharing, networking and working smarter, not harder. Learn how to target your prospecting activities to lead to more listings and contracts. Learn how to maximize your value proposition to help you protect your commissions. Learn about the technology that can help you make all this happen. BOO$T your career, and BOO$T your results! Who should attend this program? BOO$T is designed for COLDWELL BANKER sales associates who have: At least one year real estate experience; Annual transaction sides that put you in the second or third quartile of your company (ask your manager where you fit within your company); AND A commitment to grow their business. Using the virtual classroom technology, a learning instructor facilitates these live interactive sessions taken from a desktop near you! Additionally, a coach is assigned from the local office to keep the participant on track! Calling all BOO$T students! The Coldwell Banker emarketing Series program is FREE for you because it is so clearly aligned to the experience and skill development during BOO$T. Talk to your BOO$T learning instructor to find out how you can attend emarketing Series today! (Refer to the description on page 8 of this document for course information.) 5

6 Certified E-Marketing Specialist (CeMS) Field Many consumers now prefer to communicate and shop using the Internet. The Certified E- Marketing Specialist learns how to capture consumers by surpassing the competition with superior e-communication and e-customer service skills in: Tips & Enhancements Using the Coldwell Banker Works enewsletter Locating and Targeting Online Leads Maximize Listings Online: Photo Tips Conducting Laptop Presentations Certified Negotiation Specialist (CNS) Field The Certified Negotiation Specialist embraces the negotiating tools and techniques that give a Sales Associate the competitive edge accelerating them to the top of the market. Proven techniques that are provided in this course include: Understanding the Emotional Side of the Real Estate Process Affect Buyer & Seller Behavior Increase Profits with Negotiation Techniques COLDWELL BANKER Previews International and the Luxury Market Field or Virtual This interactive course provides the core foundation for any sales associate who is serious about working with the affluent market and is required for any COLDWELL BANKER sales associate who wants to earn the Previews Property Specialist certification. Offered in either the virtual classroom or as a regional field event, this course covers the following topics: I. Getting Started with Previews a. COLDWELL BANKER Previews International b. The Successful Previews Property Specialist c. Analyzing the Affluent Market II. Attract and Retain Affluent Clients a. Prospecting Strategies b. Relationship Building Strategies III. Exceed the Needs of Affluent Clients a. Seller Strategies b. Buyer Strategies Visit Coldwell Banker Works for the requirements to become a Previews Property Specialist (PPS). 6

7 Coldwell Banker Systems Orientation (CBSO) Managers/Broker-Owners Field There are many reasons why people decide to join COLDWELL BANKER. Perhaps the most important are the vast resources COLDWELL BANKER offers in marketing, education, state of the art technology, as well as a tremendous network of support tools and services. This program is designed specifically to familiarize you with the powerful COLDWELL BANKER Systems approach to a successful real estate business. Continuing Education - Online Everyone Online Resource COLDWELL BANKER UNIVERSITY is partnering with Career WebSchool to offer Real Estate Continuing Education courses. All courses are conducted solely by Career WebSchool. Career WebSchool online real estate schools are guided by state licensing requirements and are designed to provide a comprehensive education that thoroughly prepares candidates for licensed activities in the Real Estate business. CBU participants receive a 40% discount from regular retail prices. (Go to CBU under Library to check your state for availability.) Discover the COLDWELL BANKER Difference Self Paced Discover the COLDWELL BANKER systems approach to Real Estate and see what a difference it makes to individual productivity. This course provides an intensive and condensed overview of the many COLDWELL BANKER resources and marketing tools that make up the systems approach to Real Estate. efaststart Virtual and Self-Paced Since February 2005, sales associates have been jump starting their careers using efaststart, the COLDWELL BANKER UNIVERSITY training program for new sales associates. efaststart offers an alternative to the traditional classroom setting because it brings learning directly to the desktop. With efaststart, there is no need to travel and sales associates will be able to practice their new skills immediately. Facilitated by learning instructors, efaststart uses various learning methods to deliver course content including engaging discussion with peers nationwide, a participant guide with scripts and tools to reference long after the program ends, video modules to model dialogue, and self-paced lessons with quizzes built in to help learn and retain real estate industry terms and behaviors. Our goal is to guide new COLDWELL BANKER sales associates to consistently perform the right activities the right way getting them off to a fast start in their new career! efaststart Program: 12 live virtual classroom sessions held on Tuesdays, Wednesdays and Thursdays 6 self-paced on demand modules Weekly field assignments 7

8 FastForward Learning Download FastForward promotes positive work habits, emphasizes productive, business-building activities and reinforces consistent use of COLDWELL BANKER systems and tools. The program is designed to provide structured opportunities for to apply and refine the knowledge and skills they learned in FastStart, help become productive as soon as possible by maintaining the business-generating momentum of FastStart, and provide a structure for managers while minimizing time demands to coach during the program. work independently to complete assignments and track results. FastForward can be easily administered by managers or trainers and provides a method for managers to evaluate a Sales Associate s strengths and tailor activities to support individual needs. FastStart Live and Self-Paced FastStart is a comprehensive blended learning program designed to shift real estate careers into high gear! Upon completion of the program you will have the skills you need to successfully prospect, work with buyers, work with sellers, present offers and negotiate agreements while learning about the COLDWELL BANKER tools and systems that will set you apart from your competition. This program consists of two equally important and successive components: Part One: Complete the online self-study modules. Part Two: Attend the four-day instructor-led skill development workshop. Participant Requirements: Participants must be active in CREST in order to participate in this program. Participants must complete BOTH the online self-study modules and attend the four-day skill development workshop in order to graduate from this program. LeadRouter SM Training Managers Virtual Finding Success in Lead Management After viewing this course you will gain an understanding of the benefits, role of business decisions in the Lead Management Process and the steps involved in implementing an effective Lead Management System in your organization. The coldwellbanker.com Lead Distribution system The coldwellbanker.com Lead Distribution System (LDS) is your control center for capturing and distributing online leads. Built into coldwellbanker.com, the lead distribution system provides you with the tools you need to manage and distribute buyer and seller leads on a company-wide, per office, or per sales associate basis. Successful Lead Management Strategies In this interactive presentation, three panelists share their strategies for establishing and maintaining a successful lead management program in their market. Contains video highlights taken from the 2004 International Business Conference in Las Vegas. 8

9 LeadRouter SM Training (Cont d.) Strategic Lessons from COLDWELL BANKER LeadRouter Unlock the management and coaching benefits of COLDWELL BANKER LeadRouter by expanding your use of the LeadMonitor functions. Investigate leads, identify agent incubation trends, generate reports to use in agent coaching sessions and improve your company's lead "revival" strategy for abandoned leads. This session is for brokers, managers and administrators looking for ways to use LeadMonitor to identify and improve lead conversion efforts for their office or company. Learn to quickly examine the key performance indicators in reports and interpret them to modify your training, coaching or monitoring strategies. (Not a basic overview course - for experienced users only). Unlocking COLDWELL BANKER LeadRouter This session will help sales associates learn to use the extra features of COLDWELL BANKER LeadRouter, like ing to prospects, creating and sorting groups, personal follow-up dates and other organizational features. (Not a basic overview course - for experienced users only). Learn How to Learn Online Everyone Virtual Attend this FREE interactive session to learn how to learn online! Topics include virtual classroom and self-paced navigation tips as well as a discussion of learner roles, responsibilities and expectations. Ready, Aim, Hire! Managers & Broker/Owners Self-Paced Ready, Aim, Hire! is a self-paced module designed to help Brokers and Managers recruit top prospects. Throughout this course, you will build an action plan, specially tailored to your needs that you will use to recruit agents for your office. While this course doesn't offer a magic recruiting formula, it does provide you with the knowledge, skills, and the tools necessary to become an effective and successful recruiter. Recruiting has a direct impact on your bottom line. The better you are at recruiting, the better your business will be. Seniors Real Estate Specialists (SRES) Virtual The SRES Designation demonstrates to your consumers that you have the requisite knowledge, experience and expertise to successfully provide seniors with professional consultation about real estate. SRES is the largest and most comprehensive senior program in the real estate industry. It is the only designation and marketing program designed to specifically service seniors. The SRES Designation Program Course is a blended online program. This allows you to take this course from the comfort of your own home or office. Participate in live online sessions in a virtual classroom environment with students from across the country. The SRES Course also includes 3 self-paced modules on: Aging, Finance and Legal Issues. These two types of learning are combined to bring you a comprehensive course on working with this special market of seniors. 9

10 SpringBoard Learning Download In SpringBoard you will participate in a series of important learning activities in three key areas: 1. Essential career start-up activities. 2. Introduction to the industry-leading service resources of COLDWELL BANKER. 3. Preparation for the important prospecting, listing, and selling skills that you will learn in FastStart, which is the next step in the COLDWELL BANKER training program. During SpringBoard, your manager will assign sets of learning activities for you to complete. It is important that you complete each assignment thoroughly. Feel free to ask questions, but expect to work independently. After completion of each set of activities, you will meet with your manager to discuss your progress; he or she will assign the next set of activities, and schedule your next meeting. 10

11 Refund and Cancellation Policy Applies to All tuition-based programs WebEx Live Sessions Use the table below to identify the cancellation policy for tuition-based, virtual instructor-led training programs (ILT). If the refund request is received Before registration deadline After registration deadline & materials are shipped After first session starts Then we will refund 100% of tuition Tuition cost less $50 materials fee (materials are nonrefundable) No refund given Instructor Led Training Use the table below to identify the cancellation policy for tuition-based onsite instructor-led training programs (ILT). If the refund request is received Greater than 10 business days of start date Less than 10 business days of the start date After the start date of the class Then we will refund 100% of tuition 75% of tuition No refund given Online Training Use the table below to identify the cancellation policy for tuition-based, self- paced online training programs (OLT). If the refund request is received Within 48 hours of registration AND class has not been accessed After 48 hours of registration OR class has been accessed. Then we will refund 100% of tuition No refund given Please call , option #1 to request a refund. 11

12 Contacts COLDWELL BANKER Help Desk 877-4COLDWELL (For assistance logging onto COLDWELL BANKER UNIVERSITY Help Desk , Option #1 (For assistance in logging onto CBU and Technical Support while registering and navigating) National Education Team Patty Cullim, Director, Educational Events Jessica Gratt, Education Project Specialist Regional Education Team Janice Coscia, Director of Regional Education (Northern Region) Dave Rood, Sr. Director of Regional Education (Southern Region) Dave Thompson, Director of Regional Education (Canada) elearning Team Bill Anzel, Sr. Manager, elearning Cheryl DePaolis, Learning Instructor Michelle Dixon, Learning Instructor Michael Tears, Learning Instructor

ABOUT COMMERCIAL UNIVERSITY

ABOUT COMMERCIAL UNIVERSITY COMMERCIAL UNIVERSITY A comprehensive training and development resource for Coldwell Banker Commercial affiliates and professionals OVERVIEW The mission of Commercial University