Introduction to Real Estate Sales

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Course Overview:

This comprehensive training course is designed to transform you into a high-performing salesperson in the Australian real estate market. Through a series of focused lessons, you will develop the essential skills and knowledge needed to excel in sales, from initial prospecting to closing deals and providing exceptional after-sale service.

Course Content

Introduction to Sales 2 Quizzes

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Lesson Content

Lesson 1.1: Overview of the Sales Profession

Quiz 1.2: “Personal and Professional Goals” – Understanding and establishing your sales career goals.

Prospecting 2 Quizzes

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Lesson Content

Quiz 2.1: “Prospecting Essentials” – Review of who, when, where, how, and why of prospecting.

Quiz 2.2: “Lead Generation Strategies” – Testing knowledge on effective strategies for generating leads.

Clients (Sellers) 2 Quizzes

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Lesson Content

Quiz 3.1: “Identifying Potential Sellers” – Techniques to locate and identify potential sellers in the market.

Quiz 3.2: “Initial Contact Strategies” – Evaluating outreach techniques and first contact strategies.

Customer Relationship Management (CRM)

Understanding Clients

Mastering Communication

The Art of Negotiation 7 Quizzes

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Lesson Content

Understanding Behavioural and Personality Profiles

Understanding Body Language and Verbal Tonalities

Working with Buyers – Where to find them and what to do with them

How to Prospect – Where, When, How, Why, What, Who

Overcoming Objections – Buyers, Sellers and Everyone in between

Negotiations – Appraisal, Listing, Contracts and Advertising

Professional and Personal Accountability Program – How to get the results

Handling Objections

Closing Techniques

After-Sale Service and Follow-Up 1 Quiz

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Lesson Content

Quiz 4.1: “Benefits of CRM” – Understanding the advantages and utility of CRM systems in sales.

Building a Sustainable Career in Sales

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