Real Estate Sales Training

Course Objectives:

This course provides an understanding of the fundamental requirements associated with selling of all types of real estate , including: residential, commercial, Resale..etc.

It will outline the distinct differences in the approaches taken sales when selling specific types of properties. ways to develop your sales career, how to model success, skills needed for residential / commercial real estate professionals, how to speak the real estate/investment/commercial languages , understand investment ratios, run sales calls professionally , manage business meeting efficiently/ effectively, develop customers need recognition, know how to match product values to customer needs, improve your negotiation skills, master the psychology of handling objection/closing

Modules

Module 1 Real Estate Investment: 

• Investment Ratios:
  • Capitalization Rate
  • Payback Period
  • Equity Buildup
  • Price Appreciation
  • Return on Investment (ROI)
  • Return on Equity (ROE)
  • Internal rate of return (IRR)
  • Leverage
  • Net present value (NPV)
• Active Vs passive Investment 
• Long term vs Short term investment 
• Investor Vs End user
• Strategies to sell property as investment product

Module 2 Real Estate Sales Calls Engagement:

• Effective Call Opening Strategies
• Understanding the Sales Cycle for both Direct and Indirect Sales
• Building and Enhancing Personal Branding
• Leveraging LinkedIn for Prospecting
• Key Success Factors in Prospecting (both Direct and Indirect)
• Essential Prospecting Tools
• Techniques for Telephone Sales
• Strategies for Setting Your Offering Apart Over the Phone
• The Significance of Follow-Up in Closing Deals
• Metrics for Evaluating Successful Sales Calls
  
  
  

Module 3 Meeting, Showing, Negotiation and Communication Strategies/Skills:

• Business meetings protocols
• Meeting Etiquettes,
• Appropriate meeting structure
• Steps for successful sales meetings
• Showing Preparation
• Real Estate Negotiation skills
• Reading Customer Personalities 
• How to be persuasive
• Negotiation Strategies
• Communication Strategies

Module 4  Handling Objection and Closing:

• Objections Handling Techniques
• Unique selling propositions (USPs) development 
• Psychology of closing
• SPIN techniques
• KASH closing technique
• 10 Closing Strategies