"Power of Relationship Selling"
This 3 hour course will teach you how to prove your value by always knowing your next line. In Real Estate, the series of excuses and objections remain as constant as human nature and can be costly unless we sell with deliberate purpose. In addition, market shifts and increased competition are impacting both new and seasoned Real Estate Professionals. This training will inspire and empower you to communicate and demonstrate your value. |
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"
Once you have learned the "Power of Relationship Selling", the next step is to control the sales process. In "The Art of Controlling the Sale" you will learn, through language and techniques, how to allow the prospect to be smart and right about doing business with you. Urgency isn't about moving quickly, it is about moving with right behavior. You will learn seamless negotiation techniques and strategies to perfect the most important skill in Real Estate. A strong negotiator will never have to compete on the cost of commission. And finally, you will learn how to think like a FSBO and institute proven techniques to educate the for sale by owner past their ignorance of trying to sell on their own. Realtors don't just help people buy and sell property, they absolutely change lives. And with that, comes the necessity to control the sales process. |
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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