Training Schedule
| When | What | Learning Objectives | Success Measurements | Training Duration |
| Day 1-3 | Orientation | Acclimate you to your new XLG career Provide a baseline understanding of how we generate leads and run our business Prepare you for prospecting on the sales floor Become familiar with our tech systems | Be able to articulate who we are, our market and our team structure Able to begin outbound prospecting | 24 hrs |
| Weeks 1 & 2 | XLG Basics, Circle Prospecting & Handling Buyer Leads | Gain a baseline understanding of the XLG Selling System and phone skills Learn how to set appointments Practice your skills with Circle Prospecting Become more proficient with CRM & phone dialer | Proficient understanding of XLG selling skills such as Mirror & Matching, GoForNo, Effective Questioning, Objection Handling, and Closing techniques Ability to set appointments | 30 hrs |
| Weeks 3 & 4 | Buyer Leads/ Buyer Consultation Training/ Intro to Seller Leads | Understand Buyer profiles and motivations Learn how to handle common buyer objections Learn the different types of buyer lead sources and how to engage with them Begin building your pipeline of buyer leads | Have at least 2 appointments Set and Met 10 Nurture leads Be able to prospect and nurture all Buyer Lead Sources | 8 hrs |
| Week 5 | Buyer Mastery | Leverage your selling skills to consistently effectively set Buyer appointments Practice Time! Improve your Set-Met Conversion Ratio Learn how to effectively show property | Verbally test out of each Buyer Lead Source Begin taking Inbound Buyer calls 30-Day Review + 2 Mets | 2 hrs |
| Weeks 6 & 7 | Seller Leads | Understand Seller profiles & motivations Learn how to handle common seller objections Learn the different types of seller lead sources and how to engage with them Attending Consultations & Showings | Have at least 7 appointments Set & Met 25 Nurture leads Be able to prospect & nurture Lead sources | 8 hrs |
| Week 8 | Sales Mastery | Create a library of tie-downs, objection handlers, gen ben statements, and 3rd party testimonials Practice Time! Improve your Set/Met Conversion Ratio | Verbally test out of each type of Seller Inbound Calls 60-Day Review + 7 Mets | 2 hrs |
| Weeks 9 – 12 | XLG Mastery of Lead Generation | Become proficient with your XLG Selling Skills Be able to handle all buyer and seller objections Maintain minimum standards for Set/ Met Conversion Ratios Prepare for transitional training into Buyer or Listing Agent team, if applicable | 80% Seller Conversion 60% Buyer Conversion Minimum 12 Appts Met in 4 Weeks 50 Nurture leads in your pipeline 90-Day Review + 12 Mets | Weekly One-on-One Coaching & Mentoring |