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 The
Nuts & Bolts of Selling Real Estate
Nuts &
Bolts of Selling Real Estate is a four week course in the mechanics
and skills of selling real estate, for licensees new or renewed
in the business.
This is a how-to program designed to get new business
written now. It's a quick start do-this, say-that
course full of understandings that otherwise take years of bleeding
and shock therapy to learn. This course is meant for people who
want to earn a meaningful income while building a lasting career
filled with satisfied clients and customers. Nuts & Bolts of Selling
Real Estate
is designed to operate through Boards of Realtors®, large
brokerages and cooperating collections of offices. |
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WHY NUTS & BOLTS?
In the last four years, several hundred-thousand new members
have joined the National Association of Realtors®
coming from different industries, some attracted to the career
possibilities, others laid off during cut-backs and mergers;
still others in record numbers directly from college.
o Less than 10% of them have prior experience in sales
o Less than 1% bring prior successful experience in real estate
sales.
o 90% of all Board training ignores salesmanship!
Historically there has never been more business, nor has
it been easier or more likely to fail.
WHERE DO CLASSES MEET?
At a facility provided by the Board of Realtors® or sponsoring
brokerages.
THE PROCESS
The course meets four times: once per week for four weeks. Each
class runs for a three-hour combination of instructor presentation,
active participation, role-play and practice/drill/rehearse.
WHAT DO YOU GET?
o Four classes deep with content.
o Personal in-class coaching & outside-class phone coaching
o Scripts, techniques, presentations ... and
Attitude!
o Course materials, audio tapes, one book
o Free subscription to Big Ideas sales e-mail newsletter
WHAT DOES IT COST?
The total investment is only $195, roughly 1½% of one
side of one residential transaction commission. Additionally,
any agent may re-enroll an unlimited number of times at the cost
of only $15 per class or $40 for a complete series at any location. |
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Lesson #1 - Prospecting
Finding potential clients and customers o The Three Best Calls
you can make! o Techniques for quickly building a solid client
base o FSBO's o Expired's o Open Houses o Centers of Influence
o Referrals o Open Houses o Cold Calls vs Warm Calls o Internet
Prospecting o Two Contracts signed in the next 30 days
Lesson #2 - Listing
Once you've got a live one, it's 70% up to your presentation.
What you say, when to say it, how long to talk o The Magnitude
of Price! o How to build your presentation o Closing and handling
seller objections o Getting referrals to other sellers. You are
given an actual listing presentation you can deliver within 24
hours.
Lesson #3 - Working with Buyers
This is the single most dangerous area of real estate sales -
most likely to kill a career in 90 days and most likely to land
you in court! But if you've got the courage for it, we cover:
Qualifying needs and finances o Gaining buyer loyalty and commitments
o Showing less property while selling more homes o Documentation
("But I never said that!") o Closing for faster decisions
o Overcoming standard objections o Getting referrals o Buyer
Brokerage
Lesson #4 - Technology
Technology has turned the industry on its ear. o Using Email
to build your business o Contact Management Software (Top Producers,
PREP, ACT)o Web sites that make you money or lose it o Review
of all four classes. |
