J.C. Melvin holds several designations including his ABR, CRS, GRI,
PMN and ITI.
He is an ABR instructor, GRI instructor and also approved to facilitate
the WCR programs.
J.C. has been honored by his home Association as the instructor of
the year twice and in ‘97 recognized by the National Association
of REALTORS as one of the top five real estate instructors in America.
He has been certified by NAR as a risk reduction instructor and also
provides Professional Standards updates to Local and State boards
and Associations of REALTORS.
J. C. is an ITI ( Instructor Training Institute), Train the Trainer
presenter and has trained instructors from all walks of life and for
numerous states and countries. J.C. has trained instructors in Nevada,
Texas, New York, Chicago, California, New Jersey, Washington State,
Washington DC, Poland, Russia, Romania and the Ukraine just to name
a few.
He has presented for CENTURY 21, Coldwell Banker, RE/MAX, Realty
Executives, Windermere, Chicago Title, National, State and Local associations,
Woman’s Council of REALTORS local chapters and at the national
conventions.
Click on the area that you have interest in for more detail or click
on his video links to see him in action.
Video - Coming soon
Women's
Council of Realtors®
Below, are two programs approved for the PMN designation.
1. Effective Negotiating for Real Estate Professionals
2. Networking and Referral Systems
J. C. Melvin is approved to instruct the courses listed. WCR is
adding new PMN courses as time goes by. Links to WCR are included
for ease of research.
Should you decide you’d like to hire J.C., call or e-mail him
now.
Effective Negotiating for Real
Estate Professionals
Course Credit: Counts as one of the three designation
courses required for the
Performance Management Network Designation. This is a new curriculum
course and will satisfy the designation transition for current LTGs.
This course also counts as one REBAC elective course to be applied
towards the ABR® designation.
Course duration: 1 day
Effective Negotiating for
Real Estate Professionals Course Objectives
In this course, we will
be examining the main types of negotiating. As a result of completing
this course, you will be able to:
• Differentiate between the main negotiating practices
• List specific steps in the Positional Bargaining and Value
Negotiating processes
•Select the appropriate negotiating practices based on specific
negotiating circumstances
• Apply processes of positional bargaining and value negotiating
during role playing activities and case scenarios
• Identify factors that could lead to impasse
• Overcome barriers in a negotiation that otherwise would
lead to impasse
Effective Negotiating
for Real Estate Professionals Course Outline
Module
1: Overview of Negotiation: Why People Negotiate
I. Why people negotiate
II. When the other side wonít participate
III. Types of negotiating
IV. Introduction to positional bargaining
V. Introduction to value negotiating
Module 2: Positional
Bargaining
I. What is positional bargaining?
II. Process of positional bargaining
III. Preparation for positional bargaining
IV. Participation in positional bargainers
V. Evaluation of positional bargaining
VI. Risks of positional bargaining
Module 3: Value Negotiating
I. What is value negotiating?
II. Process of value negotiating
III. Preparation for value negotiating
IV. Participation in value negotiators
V. Evaluation of value negotiations
VI. Risks of value negotiating
Module 4: Breaking Impasse
I. Decision makers in a negotiation
II. Negotiations by a representative
III. Difficulties individual styles can bring to the negotiations
Toolkit
• Interest based negotiations worksheet - client
• Interest based negotiations worksheet ñ other representative
• Interest based negotiations worksheet - others
• Journal entries
• Preparation for value negotiating
Networking
& Referral Systems
Course Credit: Counts as one of the three designation
courses required for the Performance
Management Network Designation. This is a new curriculum course
and will satisfy the designation transition for current LTGs.
Course duration: 1 day
Networking
& Referral Systems Course Outline
Between 'networking and'referrals' are the relationships we build
and manage. The goal of this courseis to provide REALTORS® with
the information and tools they need to make thetransition from a
salesperson making cold calls to a professional, knowledgeableconsultant
with a steady stream of advocates and referrals.
The Networking & Referral Systems Course will explore:
Networking
• Approaching networking as building relationships
• Maximizing the networks you already belong to
• How to increase networking competence
• Discovering the opportunities in everyday situations
Referrals
• Learning how to work leads to generate more leads
• Transitioning from passively accepting occasional referrals
to a pro-active referral mind set
• Making the connection between your "brand" and
referral success
• How to build trust in others
• Plugging into WCR's nationwide referral network
• Learning how to work toward a referrals-only business
Business Planning and Marketing
• Making networking and referral generation (incoming and
outgoing) an intentional part of your business plan
• Learning how to think of networking and referrals strategically
• Setting networking and referral goals annually
• Differentiating your services from those of your competitors
Additional Information Link:
The Official PMN Designation Guide link:
• Includes what’s involved
• A complete guide to course delivery
• Plus more www.wcr.org/pmnd.html
