#1 Hot seats

Even a magnifying glass held over one focused spot can create fire.

For 20 minutes you will be in the ‘Hot Seat’. Bring your current selling and marketing challenges and have a room full of marketing trained architects and 4 marketing experts pour their collective wisdom in one direction to remove, dissolve or dismantle your problem.

#2 Your 30 second pitch

"Why should I hire you over all other architects?" If you can't answer this question then projects and fees are walking out the door.

You'll learn a specific structure for answering this question. You'll get dramatic and instant feedback as you craft your 30-second elevator pitch. In Sydney we had one gent who completed this task and got a standing ovation for his 30-second pitch. When done correctly, you can feel a good answer to this question. We'll reveal the 'secret ingredient' you need.

#3 Objection busting

Ever had a prospect throw you an objection and feel they were just waiting for a good answer... But you didn't have one?

Objections are coming whether you like it or not so you might as well get good at disarming them. Once again projects are walking away taking their fees to another architect if you don't have a strategy for handling objections. Richard will show you how court room lawyers break the simple structure that objections are built upon down so you can dismantle it like a bomb disposal expert and move forward to win the deal.

#4 Benefit Busting

Ever get frustrated when a prospect doesn't move ahead ...even though you explained everything in detail?

When it comes to selling services there are two languages: Client language and architect language. To land the project you need to speak "client language". And yet you probably won't even realize you can't speak CLIENT until you get to Vegas.

The problem is, as architects we know too much. The poor client is still trying to understand what ‘concept drawings’ are.

STOP – most of what you are talking about are FEATURES. You assume clients understand the value of 3D drawings and CAD (or BIM). They don't, not without getting a translation. This means they get confused and scared. Of course they won't say anything – they don’t want to look dumb.

It will take Richard 20 minutes to teach you 'client language' that transforms the way people react. You won't just see the change as we do the exercises - you'll FEEL the change (this is the secret mentioned earlier).

#5 Acing The Test – Power Questions

Imagine being able to go to your old school teacher before the exam and getting her to slip the answers into your school bag. It would be impossible to fail. Selling professional services is the same.

Most architects collect the basic requirements but never collect the ‘hot buttons’. If you know how to get the client's hot buttons then persuasion is easy. In fact they'll be practically powerless to defend against you.
Prospects will give you the answers if you ask the right questions. And we'll GIVE you the exact questions to ask to get all the intelligence you need. This is the same skill Richard teaches to police hostage negotiators (with raving reviews).

#6 Avatar/ Target Market

"Being a generalist is generally a really dumb idea." - Richard Petrie

If you had a problem with your brain would you want to go to the family doctor or the neurosurgeon? Seems obvious, but we seldom apply the same criteria when we present ourselves to others.

How many times have you said, "we do all kinds of projects from A-Z". After you meet with us, you'll never utter those words again. We'll hold your hand and help you identify your unique 'specialty'.

#7 Buddy

Owning an architecture firm can be a lonely existence. By ‘Learning From Las Vegas’ you'll form connections with a group that may support you until you retire. We'll facilitate networking and help you connect with others - people who have the same growth and marketing foundation. The New Zealand and Sydney workshop attendees found the feedback from their peers hugely valuable for a day. Let’s extend that to a career.

#8 Start your 2015 Implementation Plan

"What does money like? Money likes speed. That's the secret few know about money. Money comes to those who act fast. If you think, wonder, question, doubt, plan, meet, discuss, or in any other way drag your feet, money goes to the next person in line." — Joe Vitale

This workshop could be called a sweatshop as you'll be challenged to take action. Yes we'll help you make a plan, but truthfully that doesn't take long. The goal is to make taking action easy.

When you leave ‘The Northern Rumble’ in Las Vegas you'll walk away with a crystal clear plan you can execute. Why?

The plan will be simple and easily actionable. The plan will be based on what works for other architects around the world. The plan will be detailed enough that you'll know exactly what to do.