MODULE 1

The Advisor Mindset

Reframe your commission as the price of clarity and calm—so you stop “getting the listing” and start showing up as the advisor.  

In this module, you’ll shift from fee-anxious to professionally grounded by anchoring your identity and language in outcomes. You’ll learn how advisors clarify, guide, and protect a major financial and emotional transition—so your tone, timing, and posture change before you even speak.

• Your One-Sentence Full-Service Promise
  what the seller gains, not what you do 
• Proof of Value
  3 results you consistently deliver 
• Your Standard
  how your service level supports your rate—without claiming “market standard”
• A simple reframe
  Adjust how you talk about “commission” in a way that feels more grounded and professional 

Quick Win:
Write your Full-Service Promise, say it until it sounds like you, then place it into your listing packet, presentation, and pricing conversations as your anchor line.

MODULE 2

The Pre-Framing Advantage

Build trust before price is ever mentioned. 

This module installs a simple, repeatable pre-frame so you walk into a conversation—not a comparison. You’ll use a 3-part sequence that feels human (not polished): the Warm Touch, the Trust Packet, and a short Confidence Call—so by the time you arrive, they greet you like someone they already trust. 

You’ll also learn how to handle “We’re meeting a few agents” with a calm tone—treating it as a care signal, not a curveball—because the pre-frame has already done the heavy lifting.

• Pre-Listing Message Template
  Pre-Frame Before You Present 

•  Your Warm Touch script
  text/voicemail that sounds like you 

• A repeatable Confidence Email Outline
  proof, calm tone, no pressure 
• Pre-Frame Checklist
  Warm Touch / Trust Packet / Confidence Call

Quick Win:
Open the template, write your first warm message, and say it out loud until it sounds like you—not a brochure.

MODULE 3

The Discovery Dialogue

Understand first. Advise second. 

In this module, you learn to run discovery that moves from facts to feelings—so sellers stop shopping and start trusting. You’ll use the 4-Layer map (Situation → Challenge → Impact → Vision) to uncover real motivation with a warm, curious tone. 

The real shift is presence: less interrogating, more guiding. You’ll practice holding space, using silence well, and ending discovery with alignment—so your next step lands as a plan, not a pitch.

• The Four Layer Discovery Map
  questions + prompts
• One custom question for each layer
  Situation / Challenge / Impact / Vision  
• A quick reflection box to track the emotion that showed up
  often more useful than data

Quick Win:
Write one question per layer, run it with a colleague in one pass, and aim to keep them talking for five minutes without interrupting.

MODULE 4

The Commission Conversation

How to stay calm, keep trust, and lead the terms. 

This module teaches you to treat fee pushback as information, not conflict. Instead of defending, you diagnose what they value or fear—then guide them from comparison to consideration with “how” and “what” questions. 

You’ll lead with the 5-Step Calm Flow (Reflect → Name → Ask → Align → Plan), listen longer than you speak, and summarize with empathy—so your recommendations land as solutions, not sales pitches.

• Commission Conversation Cue Card
  prompts for all 5 steps

•  A personal Calm Trigger Phrase
  your breath-before-you-answer anchor

•  A simple practice method to train tone
  calm, curious, confident

Quick Win: 
Record yourself running all five steps once. Listen for tone. If you sound like you’re helping instead of defending, you’re doing it right.

MODULE 5

The Confidence Keystones

From calm conversations to clear agreements. 

This module strengthens what happens after you’ve stayed calm: you’ll learn to anchor your fee once, link it to outcomes, and create certainty through clarity—so people stop comparing and start trusting your direction. 

When the fee question continues, you shift from conversation to structure using your Value Compass: recenter on the goal, explore terms (not price), strengthen value instead of cutting fee, and set fair boundaries so every give has a clear get.

• A set of personal “keystone” lines
  clarity / curiosity / flexibility / fairness

• Your keystone responses
  Goal / Terms / Strengthen Value / Fair Boundaries

• A reflection prompt:“Would I trust me?”
  tone + fairness check

Quick Win: 
Write your Anchor Statement + one sentence for each compass direction, then record yourself answering “Could you do it for less?” and review for calm, fair clarity.

MODULE 6

Building Habits That Hold

Confidence built it. Consistency keeps it. 

This module turns your confidence into a repeatable operating system. You’ll build predictable patterns—because trust is often just reliability in motion. When your experience feels organized and intentional, sellers assume your commission is built on that same consistency. 

You’ll install five pillars: Presentation, Communication Rhythm, Scoreboard, Client Debrief, and a Learning Habit—then run the “Confidence Cycle” (systems → consistency → trust → commission holds). When systems carry the weight, confidence becomes habit—even when you’re tired, busy, or under pressure.

•  A presentation you can repeat
  tone, proof, stories
• A 5-touch rhythm clients can feel
  predictable rails
• A Trust Scoreboard
  full-fee win rate, DOM, reviews
• A client debrief loop to harvest “living proof” for your next presentation
• Full-Fee Scoreboard + 30-day focus areas + weekly reflections

Quick Win: 
Pick three numbers for 30 days (win rate / systems / confidence), enter baseline stats from your last few appointments, and review weekly—small gains count.