Real Estate Residential Leasing

This course provides an understanding of the fundamental requirements associated with leasing of residential real estate, learn how to analyze, prepare, and market residential real estate effectively through the creation of a comprehensive marketing plan. Such a plan would include market research for market recognition, lead generation, directed marketing campaigns, budgeting for marketing, and targeted outcomes with a supporting action plan to increase business in response to market conditions. Gain the skills to use the latest sales and marketing tools to evaluate the best target markets for the product. Some strategies to be covered include segmenting the market, evaluating and deciding which target markets are most appropriate in the area, and evaluating potential markets for ongoing growth.

Modules

Module 1 Real Estate Residential Leasing Investment: 

In this module we discuss what is real estate investing, residential real estate investment manners, real estate investment ratio such as NOI, CAP Rate, ROI, ROE, IRR, NPV, leverage, DPBP

Module 2 Prospecting and Lead Generation:

In this module we discuss The sales and Leasing cycle, the Prospecting methods, key success factor of Prospecting, the Prospecting tools, Telephone techniques, how to differentiate your offering over the phone, how to read customer needs, need recognition, customer wants and needs, ways to know what your customers want before they do, buying versus selling, matching product values to customer needs, fears all buyers have,  The importance of follow up, Metrics of a good sales call.

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

in this module we discuss the Meeting Etiquette, What is the protocol needed for business meetings, The importance of an appropriate meeting structure, ways to build rapport in sales and connect with people, steps for successful sales meetings, showing preparation,negotiation definition, seller/buyer goals, why improve your negotiation skills., the three critical variables, negotiation prep, strategies to negotiate more successfully.

Module 4  Handling Objection and Closing:

In this module we discuss how to develop stronger objection handling skills, how to be an active listener, how to mirror the prospect's objection., how to identify the true objection, how to use empathy to validate the prospect's concerns, how to reframe price objections, how to use evidence to alleviate the prospect's concerns. ...

Learn the psychology of closing, how to recognize buying signals, the (SPIN) closing techniques, how to identify what's the meaning of closing, how to close using KASH technique, how to handle objections, learn different types of closing