i-FAStTRAC 101 - Course Details and Syllabus

The  syllabus for the 6-Week i-FAStTRAC 101 Real Estate Training & Coaching Program is targeted at New and Underachieving Agents. Each training sessions is 'Live' and 'Interactive'  and conducted by Kevin Ahearn, a Master Real Estate Trainer and Key Yessaad, an Advanced Technology and Internet Marketing Strategist. This is a Fundamental Real Estate Training that many veterans in the Industry have taken and benefited from. 

We cover topics that deal with Technology; Time Management; The Psychology of Search Engines; Prioritized/Proactive Prospecting and Lead Generation; How to launch a Successful SEO Friendly Website, etc. Nothing Basic!  But everything Fundamental to building a successful real estate business.

View the Calendar for exact dates and times (Note: All times are Eastern Standard Time - please adjust accordingly.)

Download a PDF for the whole Course Syllabus

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iF101 Session #1 Kevin - Understanding The Real Estate Business and Goal Setting

Part 1: Program Overview; Understanding the Real Estate Business; The Success Formulas
Time: 85' - 1:00 pm -2:25 pm
Kevin introduces participants to a ‘how to’ video which gives a structural and philosophical ‘Overview’ of the i-FAStTRAC 101 and 201 programs. He cultivates a better appreciation for, and understanding of, the real estate business and what it takes to be successful; introduces and explains the Real Estate Success Triangle, the Variables Impacting Short and Long-term Production and the Importance of Awareness, Control and Commitment. Kevin also introduces three (3) proven formulas for success: the Listing Success Formula; the Sales Success Formula and the Personal/Business Success Formula.

Part 2: Goal Setting
Time: 85' - 2:35 pm – 4:00 pm
Without goals we tend to lose direction and end-up working harder rather than smarter! In this session, Kevin addresses why we need to set goals; the 'facts' about goals; and ‘how to' establish and achieve goals! He also introduces two automated documents (each with ‘how to' video support): the Business Income Goals Worksheet and Personal and Business Expense Analysis.

iF101 Session #2 Kevin - Effective Time Management for Real Estate Success

Part 1: Time Management: Part 1
Time: 85' - 1:00 pm - 2:25 pm
The single most precious, irreplaceable resource we all have is time! Agents need to be acutely aware of this because in real estate: 'We don't get paid for the work we do' we only get paid for the results we produce! - In this session, Kevin outlines the benefits of time management; the 'facts' about time management; the four (4) kinds of time; and ‘how to' structure an effective Time Management Plan.

Part 2: Time Management: Part 2
Time: 85' - 2:35 pm – 4:00 pm
In this session, Kevin finishes his discussion of Time Management by emphasizing the importance of planning in weekly increments; holding oneself accountable; and regularly reviewing one's Time Management Plan. He introduces two (2) automated time management documents (both supported by a ‘How to' videos): Weekly Planner and Weekly Activity Report. He also identifies and interactively discusses the Time Robbers and Time Savers. And, for the first time, participants are introduced to i-FAStTRAC® Mantras and how to use and benefit from them.


iF101 Session #3 Key - Your Technology Communication Tools and Time Management

Part 1: SmartPhones, Tablets, Laptops, and Communication Tools
Time: 80' - 1:00 pm – 2:20 pm
We live in the age of integrated Communication; one important tool that real estate agents must realize they need is a properly connected Smartphone. The ability to run all your communication in a synced fashion will open opportunities for your business to grow. What are the tools, specs, and habits needed to deploy a properly Integrated Smartphone tied to your tablets and Laptops.

Part 2: Managing your Time, Contacts, Emails, and Texts
Time: 75' - 2:40 pm - 3:55 pm
Communication in Real Estate is job 1! It is this commitment and the ability to remain focused, and not get overwhelmed with your emails, contacts, texts, Social Media, and Time Blocking require you deploy the right tools and to acquire the right habits. Learn the easy steps of using technology, Tools, and Web Solutions, in your business and make time for the important activity of Prospecting.

iF101 Session #4 Key - Internet Marketing, the Psychology of Search Engines, and Indexing

Part 1: The Fundamentals of Marketing and Inbound Marketing
Time: 80' - 1:00 pm – 2:20 pm
Traditional Marketing and Internet Marketing are not the same! It is the distinction between Outbound Marketing versus the internet based Inbound Marketing that defines Web Marketing. The job of the real estate agent is to understand that distinction and offer the most effective marketing to their sellers and have the right marketing magnet to attract Buyers and Sellers.

Part 2: The Psychology of Search Engines: An Introduction and Statistics
Time: 75' - 2:40 pm - 3:55 pm
Your Buyers and Sellers have embraced the Internet and they have learned to use Search Engines to seek information and Solutions; and it is this fact that forces you to get into the psychology of Search Engines like Google, Bing, and Yahoo. How do you start building the right thinking to attract Search Engines to you? And most importantly what does Google look for?


iF101 Session #5 Kevin - Prioritized/Proactive Prospecting

Part 1: Prioritized/Proactive Prospecting: 'Daily Prospecting Funnel‘; Warm Canvassing; Script Building
Time: 70’- 1:00 pm - 2:10 pm
The single most important activity an agent can undertake is prioritized/proactive prospecting and lead generation! Yet most agents fail to do so consistently! In this session, Kevin interactively explores the reasons agents tend to be more reactive than proactive when it comes to prospecting. He also introduces and explains (with ‘how to' video support) the relevance of the Daily Prospecting Funnel to agents at different levels of production. He then shows participants how easy it is to build personalized prospecting scripts that work.

Part 2: Prioritized/Proactive Prospecting: ‘Integrated’ Open Houses and Target Marketing/Farming
Time: 100' - 2:20 pm – 4:00 pm
In this day and age, agents need to learn the importance of 'integrating' traditional 'outbound' marketing techniques with non-traditional 'inbound' marketing strategies. Participants will be introduced to a step-by-step strategy for promoting, hosting and following-up 'Integrated' Open Houses. Agricultural 'farming' is in concert with the Laws of Nature - i.e. 'It takes time'! The same can be said for 'farming' in real estate! In this session, Kevin introduces proven strategies and techniques for significantly shortening the developmental time of a geographic farm; introduces and develops the concept (and benefits) of 'Integrated' Farming; provides a detailed checklist, parameters and guidelines for development of a geographic farm.

iF101 Session #6 Kevin - Prioritized/Proactive Prospecting

Part 1: Prioritized/Proactive Prospecting: For Sale By Owners
Time: 85' - 1:00 pm – 2:25 pm
Why do some sellers choose to sell 'For Sale By Owner'? What are the keys agents need to remember when working For Sale By Owners? In this session, Kevin interactively explores the answers to these questions; addresses 30 ways agents can more effectively work For Sale By Owners; and introduces and explains (with ‘how to' video support) the For Sale By Owner Questionnaire and four (4) unique and proven For Sale By Owner Approaches.

Part 2: Prioritized/Proactive Prospecting: 'Integrated' Just Listed/Sold Promotions
Time: 85' - 2:35 pm – 4:00 pm
You've just gotten a 'marketable' listing or sold a piece of property. Now what? In this session, Kevin shows agents ‘how to' parley one piece of business into two, two pieces of business into four etc. How? Simply by initiating proactive, 'Integrated' Just Listed or Just Sold Promotions which enable agents to take full advantage of their 'bragging rights'! Kevin also outlines and explains the step-by-step prospecting strategy that needs to be implemented and helps participants create personalized prospecting scripts that are highly productive.


iF101 Session #7 Key - Internet Spiders and Search Engine Optimization Concepts

Part 1: Internet Spiders and their role in the Indexing Process
Time: 80' - 1:00 pm – 2:20 pm
The language of the Internet is HTML, and you are not here to learn to write code; but there are few things that you can learn to comprehend what Web Crawlers focus on. What are Web Crawlers? How do they work? How do I control them to visit my Real Estate Website? What is indexing and how can I find what my website scale is? And what is all this fuss about Keywords - how do I focus on the right ones?

Part 2: Search Engine Optimization Fundamental Concepts and Thinking
Time: 75' - 2:40 pm - 3:55 pm
SEO is a concept that is bandied about all over the internet; what is Search Engine Optimization? And how does this concept apply to Real Estate Websites? Ranking high for the right Keywords requires a website with the right content, the right inbound hyperlinks, and an understanding that Web Solutions Vendors do not always tell you what they offer that is important versus fluff marketing.

iF101 Session #8 Key - Internet Marketing Bio and the Effective Channels Visibility

Part 1: Your Real Estate Marketing Bio: Its Scale and Power
Time: 80' - 1:00 pm – 2:20 pm
What is an Internet Marketing Bio and how do I deploy one? Your Presence on the Internet needs to be multifaceted, scalable, and Google-able; your clients will Google you, behind your back, to validate your Real Estate Knowledge - How do you create an Internet Presence beyond Social Media? What should you include in your Marketing Bio? What do Search Engines look for and how long should your Bio be?

Part 2: The Channels of Visibility for your Internet Marketing Bio
Time: 75' - 2:40 pm - 3:55 pm
You have learned how to put together an Effective Internet Marketing Bio; Now what? Where do you place your Bio on the Internet in order to become highly visible? What are all of the channels that an agent should deploy with their Marketing Bio? And what are the mistakes agents should not commit when visiting these sites? Hint: Learn How to create a Social Email that will help you connect with your Business Email!


iF101 Session #9 Kevin - Prioritized/Proactive Prospecting

Part 1: Prioritized/Proactive Prospecting: Expired Listings
Time: 85' - 1:00 pm - 2:25 pm
In this session, Kevin interactively explores the answers to the question: 'Why do listings expire'? He introduces more than a dozen ways for agents to more effectively work Expired Listings; he gets agents ready for the seller's most likely responses to the question 'Is your property still for sale'?; introduces (with ‘how to' video support) the unique and proven Marketability Survey; and he helps agents build Expired Listing prospecting scripts designed to get the listing presentation appointment each and every time.

Part 2: Prioritized/Proactive Prospecting: ‘How To’ Build A Referral-Based Business
Time: 85' - 2:35 pm – 4:00 pm
Why is it that some agents are consistently more productive than others? And, why is it that top-producing agents typically work smarter, rather than harder, than new and mid-level producers? The answer: because top-producers have, over time, built a viable ‘Referral-Based' Business. In this session, Kevin introduces a six (6) step system for building a referral-system; five (5) components of such a system; 'How To' structure your referral-database; 'How To' evaluate/rate candidates for the database; and introduces the Prioritized/Proactive Prospecting and Lead Generation Mantras.

iF101 Session #10 Kevin - Lead Capture, Cultivation, Conversion and Management

Part 1: Lead Capture, Cultivation, Conversion and Management: Part A
Time: 85' - 1:00 pm - 2:25 pm
Generating leads is easy! Generating, converting and managing 'quality leads' is also easy! if you correctly understand: where 'quality leads' originate; the lead capture and conversion process; the 'facts' about lead capture and conversion; the numerous 'realities' of lead capture and conversion; and ‘how to' avoid the most common mistakes agents make when capturing and converting leads. Kevin will address these and other lead generation, cultivation and conversion issues in this 'eye-opening' session.

Part 2: Lead Capture, Cultivation, Conversion and Management: Part B
Time: 85' - 2:35 pm – 4:00 pm
In this session, Kevin contrasts the Lead's Objectives in making inquiries and the Agent's Objectives in handling the inquires; suggests ways to better control the 'initial' phone conversation with a new prospect; introduces the fourteen (14) stepping stones to getting the appointment; and introduces ten (10) 'traditional' closes that enhance the possibility of getting the 'face-to-face' appointment with the prospect.


iF101 Session #11 Key - Web Platforms and the Tools of Successful Real Estate Websites

Part 1: Real Estate Web Services: The Various Web Platforms and Solutions
Time: 80' - 1:00 pm – 2:20 pm
Real Estate Websites come in a variety of flavors and are not all geared to do the same thing; many Website Vendors offer excellent 'Hands-off' Websites; others focus on the 'Do-It-Yourself Internet Marketer'; yet others bridge no gap and offer little value when it comes to Web Tools for Real Estate Agents. What are the various types of Web Platforms and what are their Pros and Cons.

Part 2: The Essential Tools and Services of a proper Real Estate Website
Time: 75' - 2:40 pm - 3:55 pm
What are the primary ingredients and tools of your Real Estate Web Container that will help you with Internet Marketing, SEO, Internet Visibility, and Lead Generation? Your website needs to become a Marketing Tool that helps you with your Sellers as well as be attractive and Sticky to would-be Buyers. The days of having a glorified business card on the internet that you call your website are long gone.

iF101 Session #12 Key - Lead Management Systems and an Introduction to internet Verbs

Part 1: Real Estate Lead Management Systems and the Habits of Conversion
Time: 80' - 1:00 pm – 2:20 pm
There are various Lead Management Systems on the market; some are broker driven by Pay-per-Clicks and Google Adwords, others self-made and/or integrated within your website. What are they and how do they work? What are the Pros and Cons? Most importantly: What are the habits that will help Real Estate Agents become more successful a turning Internet Registrations into Real Estate Closings?

Part 2: Hyperlinks and Real Estate Strategic Links; a How To Session
Time: 75' - 2:40 pm - 3:55 pm
By now you have learned the importance of Hyperlinks, also known as Links for short. Let us learn how to turn text and pictures into hyperlinks; Let’s also learn what Strategic links are, and how to create them. What is the difference between all the possible links? Which one do Search Engines follow and which one are cosmetic? This session also includes an understanding of the Link versus Like Economy.

Recent Testimonials:

  • "Thank you for a great class yesterday. "The Power Prospecting class with Kevin Ahearn and Key Yessaad was one of the best training classes that I have ever attended in my 25..."
    Bob Swartz
    Power Prospecting Class with Kevin & key
  • "Because of commitments that take me to far flung places, I don?t always get to take part in the live video training and when I do, sometimes it is great to be able to review ke..."
    Senior Broker
  • "Yesterday, I attended an incredible training with Kevin Ahearn & Key Yessaad. They were both very different which made this training like no other. I have learned so much from t..."
    Marjorie Chacon ? Associate Broker ? Team Leader
    Power Prospecting Class with Kevin & key

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View the detailed Syllabus of the i-FAStTRAC 201 Real Estate Training Program

Important Copyright Notices ©1998-2014: The enclosed files, ideas, and videos are for the personal use of our paying i-FAStTRAC Brokers and their participating Agents. The information in this website is copyrighted and may not be shared, copied, reproduced, distributed, emailed, or played at any event or gathering without the expressed permission of the Real Estate Training Institute, Inc. and Real Estate Web Trainer, LLC. Unauthorized duplication of this program, book, handouts, or outline is illegal under international copyright law. No part of this Real Estate Training Program designed by Key Yessaad and Kevin Ahearn, may be reproduced, transmitted, transcribed, stored in a retrieval system or translated into another language in any form, by any means, without the written permission of the Real Estate Training Institute, Inc. and Real Estate Web Trainer, LLC. Please Respect all Copyrights. Your dedicated Real Estate Trainers Kevin and Key.