Content
44 modules
Rating
Course length
6 hours
Instructor
Niki Ackels
Description
According to the American Society of Training and Development (ASTD), the definition of sales is “The holistic business system required to effectively develop, enable, and execute a mutually beneficial interpersonal exchange of goods and/or services for equitable value.” In Principles of Marketing, Phillip Kotler defines marketing as “a social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and value with others.”
Marketing then, in working hand in hand with sales, becomes an ongoing process of planning and executing the strategy and tactics for products and services to create a dialogue or communication.
In this course, sales and marketing are discussed in relation to the buying and selling of real estate.
Objectives
At the end of this course, participants will be able to:
- Differentiate the difference between a buyer’s market and a seller’s market
- Calculate Absorption Rate
- Develop a marketing plan for the subject property
- Seek and provide the information necessary to best serve the customer
- Apply the 4 P’s of marketing
- Understand the sales process
- Define common motivators for consumers to buy and sell property
- Prepare a pre-listing and listing presentation
- Develop a seller’s concern questionnaire
- Determine what makes your business unique
- Write effective ad copy
- Demonstrate communication models that gain appointments, listings, and answer listing objections
- Define elements of, and timeline for, a property marketing plan
- Manage the complete listing process
- Determine which listing approach works best for you
- Demonstrate an understanding of the issues relating to pricing a property
- Define specific listing presentation questions
- Identify and overcome objections
- Use proven, successful approaches with FSBOs and expireds
1.
Buyers or Sellers Market
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2.
Quiz: Absorption Rate
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3.
Marketing
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4.
Real Estate Marketing Specifics
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5.
Marketing Specifics
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6.
The Sales Process
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7.
Assignment: Common Motivators
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8.
Exercise: Common Motivators
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9.
Survey: Common Motivators Follow-up
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10.
Role of the Buying Consumer
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11.
Knowledge Check: Marketing
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12.
Before a Listing Presentation
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13.
Exercise: Listing Package
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14.
Before a Listing Presentation Continued
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15.
Marketing
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16.
Writing Effective Ad Copy
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17.
Exercise: Writing Effective Ad Copy
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18.
Elements of a Property Marketing Plan
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19.
Assignment: Competitive Market Analysis
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20.
Elements of a Property Marketing Plan Continued
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21.
The Listing Process
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22.
Exercise: Presentation Approach
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23.
The Listing Process Continued
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24.
Knowledge Check: Pre-listing Presentation
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25.
The Listing Presentation
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26.
Exercise: Closing Questions
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27.
Assignment: Listing Presentation
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28.
Overcoming Objections
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29.
Exercise: Overcoming Objections
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30.
After the Listing Presentation
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31.
Exercise: After the Listing Presentation
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32.
Determining Marketability
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33.
Manage Total Customer Satisfaction
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34.
Knowledge Check: Listing Presentation
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35.
How to Remain Excited and Market an "Old" Listing
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36.
How to Remain Excited and Market an "Old" Listing Continued
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37.
Exercise: Working with Old Listings
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38.
FSBOS and Expired Listings
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39.
FSBOS and Expired Listings Continued
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40.
Exercise: Expired Listings
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41.
Some Final Tips for Capturing More Business
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42.
Assignment: Create an Action Plan
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43.
Extra Resources
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44.
Knowledge Check: Old, Expired, & FSBO Listings
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