About us

Training, Coaching & Mentoring

It's an age old question:

"What if we invest in our staff and they leave?"

The answer?:

"What if you don't and they stay?"

Ensuring that you and your team operate at peak performance and focus on the things that count, comes from maximising a combination of attitude, behaviour, knowledge and skill.

Training, coaching and mentoring helps ensure peak performance and service delivery as well as regulatory compliance and good business practice.

Integra provide a range training and coaching sessions that can be delivered individually or as part of a structured series or longer programme. These courses are run by Michael Day MBA FRICS FNAEA FARLA – a highly experienced industry professional with considerable training, coaching and mentoring experience who has built up an enviable reputation as an engaging and knowledgeable trainer and coach, delivering bespoke courses to management and staff at all levels.

Dozens of business leaders, owners, directors, partners and managers have attended Michael’s unique “Mind Your Own Business” programmes as delegates and their feedback on how the programmes have helped them and their businesses can be found in the testimonials section of this website.

Training and coaching sales and lettings staff to build trust with clients and customers, identify needs, spot opportunities, gain commitment and close appointments and transactions is key to success and, when well managed, also builds teamwork and loyalty. 

As one of the property industry’s leading experts on legislation and good business practice, over 3500 delegates have attended Michael’s courses on Consumer Protection Regulations, Money Laundering Regulations, GDPR and other legislation. Michael manages to make what might seem to be somewhat dry content, engaging and fun, without ever losing sight of the objectives of education and compliance.

Much of the training, coaching and mentoring that we provide is bespoke and best delivered in regular, short and punchy sessions so that delegates can digest easily put the knowledge, skills and techniques into practice right away.

All training sessions can be delivered in person or online.


All modules and courses (and custom created programmes) can be delivered in face to face scenarios but are usually delivered online via Zoom (or other video platforms if preferred). All online sessions are live and interactive and not pre-recorded.

All sessions have been developed specifically for online delivery. The "multi session" programmes are highly motivational and effective (Sales skills excellence or Mind your own business) as they are delivered over a period of a few weeks and this helps keep momentum whilst also giving time to implement and review what is being learned.

The modular approach is also a very cost effective way of keeping staff and teams at the top of their game and, whether back in offices or remote working, helps keep people motivated, committed and up to date with legislative knowledge, best practice and required sales and management skills.  

You can see the full schedule of upcoming open courses, book and securely make payments here:


These programmes can be run in a format to suit your organisation as formal training sessions or as individual or group mentoring sessions.

We welcome the opportunity of discussing your training needs and our flexibility means we will tailor a solution to meet your requirements.

Please call us on 01753 889287 or contact us by email at enquiries@integra-ps.co.uk

  • 1.       Sales Skills Excellence (sales or lettings) - six modules

  • Module One - Creating excellent first impressions, taking control and building trust

  • The Importance of Customer Service
  • Creating an Exceptional First Impression
  • Taking control of the conversation - assertiveness
  • Setting, Meeting & Exceeding Customer Expectations
  • Communication Skills - Face to Face/Telephone/Online/Written Communication
  • Questioning & Listening Skills
  • Voice - words and tone
  • Body language
  • Building Trust & Rapport
  • Obtaining reviews and recommendations
  • Module Two - Obtaining information, identifying needs and wants, using features and benefits
  • Open and closed questions
  • Identifying needs and wants
  • Identifying the dominant buying or selling, renting or letting motive
  • Using features and benefits to create business
  • Maximising Productivity in a Sales Role – Cross Selling/Up Selling - identifying other business opportunities
  • Recording information
  • The AIDA Sales Model
  • Obtaining reviews and recommendations
  • Module Three - Closing and successfully overcoming objections
  • Trial closes
  • The nail down
  • Other closing techniques - alternative, assumptive etc.
  • Identifying the real objection
  • Quantifying the real objection
  • Overcoming the real objection and closing
  • Module Four - Effective viewings and obtaining offers
  • Achieving more viewing appointments
  • Perfect Preparation Prevents Poor Performance
  • Carrying out effective viewing appointments - online or physical
  • Security Essentials
  • Obtaining constructive viewing feedback
  • Encouraging and securing offers
  • Taking an offer
  • Preparing to, and putting forward, an offer
  • Reinforcement and social proofing
  • Obtaining reviews and recommendations
  • Module Five - Booking and carrying out exceptional valuations to win instructions
  • Identifying valuation opportunities
  • Successfully handling fee enquiries
  • Gaining valuations 
  • Booking valuation appointments to give the valuer the best chance to secure the instruction
  • Preparation for the valuation appointment
  • Standing out from the competition
  • Key stages of an effective valuation
  • Valuing accurately
  • Obtaining the right fee
  • Following up to win business and to learn and improve
  • Obtaining reviews and recommendations
  • Module Six - Effective Sales Progression
  • Setting up a sale for success
  • The conveyancing process
  • The mortgage process
  • Chains
  • Proactively progressing the sale
  • Positive communication with all parties
  • Obtaining reviews and recommendations
  • Compliance (four modules) 
  • Money Laundering Regulations and how to comply
  • Background to the legislation
  • Penalties and risks for non-compliance
  • Compliance requirements – the essentials from a company perspective and on each individual transaction
  • Practical systems and processes to manage risk and ensure compliance
  • Customer due diligence – risk assessments etc - individuals, companies, trusts, probate, LPOA etc
  • Economic Crime Supervision Act 2022 & Register of Overseas Entities
  • Suspicious activity reporting
  • Consumer Protection Regulations and how to comply
  • Background to the legislation
  • Penalties and risks for non-compliance
  • Compliance requirements – the essentials
  • Referral fee compliance
  • Practical systems and processes to manage risk and ensure compliance
  • GDPR and how to comply
  • Background to the legislation
  • Penalties and risks for non-compliance
  • Compliance requirements – the essentials
  • The six lawful bases for holding personal data
  • Privacy policies, security policies and subject access requests
  • Practical systems and processes to manage risk and ensure compliance
  • Estate Agency Law, Money Laundering, Consumer Protection , GDPR, Redress Schemes, Advertising Regulations - A compliance introduction

A two hour session that is ideal for new starters, support staff and those requiring a refresher on core legislation and regulation and how to comply.

  • Background to the legislation
  • Penalties and risks for non-compliance
  • Estate Agents Act - terms of business, handling offers etc.
  • Money Laundering Regulations - compliance must do's.
  • Consumer Protection Regulations - material information, referral fees etc.
  • GDPR - compliance must do's.
  • Redress schemes - codes of conduct, obligations
  • Advertising & Board Regulations - compliance must do's


  • Mind Your Own Business series -for managers, partners, directors and business owners - five modules

    • Module One - Business analysis and creating a business plan

    • Why have a business plan?
    • Getting the buy in of staff and other stakeholders - the Jigsaw Puzzle and Sat Nav approach
    • Knowing your numbers
    • Business analysis - the market and the competition
    • Useful business models - SWOT, PESTLE and others
    • Identifying the "Stategic Gap"
    • Future strategies - Ansoff's matrix

      Module Two - Creating a business plan, setting objectives, monitoring results and achieving goals
    • Setting SMART objectives
    • KPIs and KPRs
    • Action plans (two words - action and plan!)
    • Monitoring results - The Sat Nav approach
    • Communication
    • Being a learning organisation

    • Module Three - Great time management and successfully managing change 
    • Practical time management techniques to help you keep in control and get the right things done
    • The four Ds
    • Machiavelli
    • Project managing
    • Obtaining "buy in"
    • A 360 degree holistic approach
    • Communication

    • Module Four - People management, agreeing targets, performance management and reviews
    • Helping your people be the best they can be
    • Situational leadership
    • Agreeing objectives and targets
    • Carrying out effective and motivational performance reviews
    • One minute managing - praising and reprimands
    • Being a learning organisation

    • Module Five - The value of brands, content marketing, farming databases 
    • The value of brands
    • Culture and holistic approach
    • Content marketing and
    • Communication methods/channels including social media
    • Maximising the business "locked up" in your database through "farming
    • Obtaining reviews and recommendations
  • Setting up an estate agency business (sales and/or lettings) - 1 to 1 session
  • Company structure
  • Proposition - differentiators, brand
  • Business plan and exit plan
  • Compliance - registrations, policies, documents, insurance
  • Marketing - channels
  • People - who, employment model, remuneration structures, management
  • Premises - type, flexibility, terms, health and safety
  • Culture and brand reinforcement