REAL ESTATE SALES AGENT SKILL SET

TRAINING INDEX

 

 

1. LISTING AGENT SUCCESS POINTS

2. NEGOTIATING YOUR BUYER'S OFFER BEFORE YOU EXTEND IT

3. ASKING FOR THE SALE (buyers and sellers)

4. CHARACTERISTICS OF TODAY'S BUYER AND WHAT THEY WANT FROM REALTORS

5. DEMONSTRATING / BUILDING VALUE WHILE SHOWING HOMES

6. REFERENCES TO "HAPPY" BUYERS / OWNERS

7. FEEDBACK...FEEDBACK...FEEDBACK

8. WORDS THAT BUILD BUYING TEMPERATURE

9. SELLING FSBO'S

10. GREETING (making the best first impression)

11. CREATE URGENCY FOR BUYERS TO BUY AND SELLERS TO LIST

12. "FISH OR CUT BAIT" (when you sense a buyer is "using you")

13. WHAT DO BUYERS WANT FROM REALTORS?

14. NEGOTIATION SKILLS AND STRATEGIES

15. CONVEYING THE OFFER TO THE SELLER (strategies)

16. ASKING BUYERS FOR THEIR LOYALTY

17. ELEMENTS TO REMEMBER WHILE DEMONSTRATING HOMES

18. GRATUITIES FROM THE SELLER

19. POSITIVE ATTITUDE TURNS INTO POSITIVE ACTION

20. MARKET TALK (how to set the stage with both buyers and sellers)

21. NUANCES OF THE HOUSING STIMULUS PACKAGE

22. ASKING FOR THE SALE (from buyers and sellers)

23. WHY ARE SALES PEOPLE AFRAID TO ASK CLOSING QUESTIONS?

24. DELIVERING "COMPS" STRATEGICALLY (CMA'S)

25. PREVENTING BUYER'S REMORSE

26. THE DELICATE QUESTION OF FINANCING AND WHEN / HOW TO BROACH IT WITH .......YOUR BUYER

27. "MUST ASK" QUESTIONS TO GET "INSIDE" THE BUYER'S HEAD

28. HANDLING OBJECTION STRATEGIES AND TECHNIQUES

29. THE LISTING APPOINTMENTS (the blueprint of a successful one)

30. POSITIONING YOURSELF FOR PRICE BREAKS WITH SELLERS

31. TELEPHONE PROFESSIONALISM AND SKILL SETS

32. TIME MANAGEMENT (how to use your time on money making activities)

33. AGENT DIALOGUE IN SETTING VIEWING APPOINTMENTS

34. SOME "TRUTHS" ABOUT OBJECTIONS

35. GETTING PROSPECTS TO ACCEPT THEIR OWN OBJECTIONS

36. CLOSING STRATEGIES (HOW TO POSITION THE "close")

37. "TEST-CLOSE" QUESTIONS

38. HANDLING CUSTOMER COMPLAINTS AND CUSTOMER SERVICE

39. PRESENTATION DEVELOPMENT FOR SELLING NEW HOMES

40. THE POWER PATH OF SELLING ON-SITE