Prospecting for customers is the key to building your real estate business. Many real estate professionals do not do enough prospecting activities and as a result have minimal success in their real estate business. Both active and passive prospecting is encouraged for short term and long term goals. Prospecting goals should be alien with your business goals.
Objectives: After taking this class students will be able to:
● Define Prospecting.
● Identify the difference between active prospecting and passive prospecting.
● Understand how to develop prospecting goals.
● Identify prospecting techniques for your sphere of influence.
● Identify prospecting techniques for your farm.
● Identify prospecting techniques for targeted strangers.
● Understand the importance of prospecting scripts.
● Examine common objection handlers.
● Understand the importance of qualifying a prospect.
Florida Realtors® and The Florida Bar approved the “AS IS” Residential Contract for Sale and Purchase for use in residential transactions. Remember: if there is an asterisk next to a line number, there is something to be filled in on that line; the “Effective Date” is imperative, everything is counted from that date; the contract has a Time is of the Essence Clause. If timelines are not followed the buyer or seller is in default and the contract may be canceled
Learning Objectives:
● Understand, explain and complete the Purchase Price and Closing portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand, explain and complete the Financing portion of the“As Is” Residential Contract For Sale And Purchase.
● Understand, explain and complete the Closing Costs, Fees and Charges portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand and explain the Disclosures Lines of the “As Is” Residential Contract For Sale And Purchase.
● Understand, explain and complete the Property Maintenance, Condition, Inspections and Examinations portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand and explain the Escrow Agent and Broker portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand and explain the Default and Dispute Resolution portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand and explain the Standard for Real Estate Transaction portion of the “As Is” Residential Contract For Sale And Purchase.
● Understand, explain and complete the Addenda and Additional Terms portion of the “As Is” Residential Contract For Sale And Purchase.
Licensees often share the two areas of business in which they struggle the most, how to work their database to build their business and what to do once they have actually found a customer.
This course is designed to provide those answers by showing licensees how to create a vast and purposeful Customer Relationship Manager (CRM) system, how to stay in contact with their
community, how to follow up with leads and how to acquire the skills necessary to be competent and confident in a real estate transaction.
Licensees will understand how to organize their community and learn ways to keep in contact with them in a way that will generate income. This is accomplished by focusing on adding community members to a CRM system, contacting them on a regular basis, asking for business and following up on all leads strategically. The second issue, what to do once a customer enlisted our services is answered through acquiring and honing new skills. Licensees will understand the importance of attending classes at their brokerage and local board of realtors, reading professional and personal development texts and practicing scripts, contracts, disclosures, addendum’s and riders.
Objectives: After taking this class students will be able to:
● Identify and evaluate a CRM program and understand their benefits.
● Identify and categorize contacts to input into the CRM.
● Formulate a system to stay in contact with a CRM community.
● Identify marketing material to promote you and your business to your CRM community.
● Explain the difference between staying in contact with your community and following up on leads.
● Design a process for following up with your community, saturate and remind.
● Recognize the importance of continuing education.
● Identify sources to improve your skills and build your confidence.
● Focus on what will make you confident and competent.
With so much information available to potential buyers, it is easy to see why they may feel they do not need the services of a real estate licensee. It is our job to educate buyers on why it is in their best interest to work with us to save them time, money and heartache. From prospecting for new customers to the closing table, it is important to guide the buyers through the process so that in the end they are raving fans and want to refer you to friends and family.
Objectives: After taking this class students will be able to:
● Identify top buyer prospecting activities.
● Nurture buyer leads.
● Identify components of a successful buyer presentation package.
● Qualify prospective purchasers.
● Explain the use of a buyer broker agreement
● Explain the use of a showing agreement.
● Understand how to successfully show property.
● Present a “complete” offer to purchase.
● Manage a buyer transaction.
Real Estate Staging Preparing for those Tough Talks
3 hours CE Credit ~ FREC Course # 0026004
Staging a home for sale goes far beyond the smell of fresh baked cookies and fluffing the throw
pillows. A complete seller consultation is necessary to understand a seller’s motivation and how
much time, energy and money they can put into preparing the home for sale. Once the
decluttering, depersonalization and cleaning are complete, it may make sense to have a pre
listing home inspection. This can be important especially if the home has not been maintained,
or has not been occupied for some time. Remember it is our job to support our customers and
assist in solving issues associated with the sale, not to judge.
Discuss your strategy for photography and virtual staging with the seller. Take into
consideration their needs and wants, for example you would not want to include a photo of the
master walk in closet if they do not want such a personal area advertised online. When in doubt
ask. After the home is prepared and and repairs or replacements have been taken care of,
provide a showing checklist to help keep the home in tip top shape. Finally, compose a complete
listing which should include accurate MLS data, attractive photography, a description that tells
the story of the home and any addendums or riders appropriate for the listing, such an HOA
addendum or the lead based paint rider.
Objectives: After taking this class students will be able to:
● Complete a Seller Consultation
● Explain and Demonstrate the Decluttering Process
● Explain and Demonstrate the Depersonalization Process
● Examine Each Room for Cleanliness
● Suggest Repairs
● Suggest Replacements
● Professional Photography/Virtual Staging
● Provide a Pre Showing Checklist
● Compose a Complete Listing