"Power of Relationship Selling"
This 3-hour Continuing Education Course will build the foundation for powerful Relationship Selling. Since so many real estate products are similar, the real difference is in the Real Estate Professional’s ability to build and maintain a compelling relationship, communicate and demonstrate value and guide the prospect or client through the buying and selling process. You will also learn that every response needed to be successful has already been written you just have to make the commitment to know your next line. This training will empower, inspire and provide the tools to be successful in any market. |
Course Outline:
- Rapport,Control and Set-Up Listing Presentation
- Uncover emotional motivation and potential stalls. “We have a program for that!”
- Customize a marketing strategy, assume the sale and turn a “I want to try it on my own” into a sale
- Question and Answer
Break
- Overcome more difficult seller stalls
- Introduction to Buyer Listing Presentation
- Qualify, define and commit before showing property
- Buyer prospecting and scripts
- Prospecting for sellers
Break
- Communicating and demonstrating your value
- Closing Motivation
- Question & Answer
- Handout study material
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"The Art of Controlling the Sale"
This 3-hour Continuing Education Course is about controlling the “sales process”. You will learn the language that makes a prospect right, smart and want to take action by doing business with you. You will learn how to create urgency, seamlessly embed powerful negotiating ground rules and techniques and understand what goes on in the head of a for sale by owner. Realtors don’t just help people buy and sell property, they absolutely help change their lives and with that comes responsibility and the necessity to control the sales process. This training will further build upon the Power of Relationship Selling and will transform an information giver into a leader. |
Course Outline:
- Defining Urgency
- Building & Maintaining Urgency for Buyers
- Building & Maintaining Urgency for Sellers
Break
- The technical side of negotiating
- 9 Ground rules to negotiating
- Deliberate negotiating techniques
- Negotiating using the entire sales contract
- Negotiating role-play
Break
- In the Head of a For Sale by Owner
- What is a For Sale by Owner thinking?
- Educating past the seller’s Real Estate ignorance
- Communicating and demonstrating value
- Questions and answers
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