Real Estate School of Sales

Course Curriculum

Lecture 1: Introduction

Chapter 1: Lesson 1: The Basics of the Real Estate Agent

Lecture 1: The Basics of the Real Estate Agent

Chapter 2: Lesson 2: Choosing the right real estate agency

Lecture 1: Lean is better

Lecture 2: The importance of market dominance

Lecture 3: The importance of a good manager

Lecture 4: The boss & colleagues

Lecture 5: Public perception of real estate agents

Lecture 6: Fees & charges of a real estate agent

Lecture 7: Agency performance

Lecture 8: Agency traits to watch out for

Lecture 9: Agency commission & pay

Lecture 10: Session 2 Summary

Chapter 3: Lesson 3: Prospecting & getting clients the right way

Lecture 1: Prospecting the right way

Lecture 2: Business marketing budget

Lecture 3: Don't like prospecting

Lecture 4: My top 4 prospecting choices

Lecture 5: Direct mail prospecting

Lecture 6: The power of the prospecting letter

Lecture 7: Giving not getting attittude

Lecture 8: For sale by owner approach

Lecture 9: Contacting clients & the rules

Lecture 10: Door to door the easier way

Lecture 11: Expired listings

Lecture 12: Prospecting summary

Chapter 4: Lesson 4: The Appraisal

Lecture 1: The appraisal basics

Lecture 2: Learn the market

Lecture 3: Visit open homes or open inspectons

Lecture 4: Study past sales

Lecture 5: Study the current market

Lecture 6: The benefits of knowing your local market

Lecture 7: The CMA

Lecture 8: CPA & CMA

Lecture 9: Building analysis & 4 key criteria

Lecture 10: A basic CMA exercise

Lecture 11: Why use the CMA

Lecture 12: The value of the CMA

Lecture 13: What does a CMA look like?

Lecture 14: Key important tips

Lecture 15: The CMA summary

Lecture 16: BONUS: The importance of area knowledge

Lecture 17: BONUS: Legal knowledge

Lecture 18: BONUS: Communication

Chapter 5: Lesson 5: The Listing Presentation

Lecture 1: The listing presentation

Lecture 2: Right property, right price, right time

Lecture 3: Right property

Lecture 4: Burnt listing

Lecture 5: Right price & time

Lecture 6: Be prepared for a new listing

Lecture 7: Overcoming objections

Lecture 8: Objections the benefits

Lecture 9: Ethics are powerful

Lecture 10: The marketing plan

Lecture 11: Know your market knowledge

Chapter 6: Lesson 6: The USP – Unique Selling Proposition

Lecture 1: Getting the USP

Lecture 2: BONUS: The listing communication

Lecture 3: BONUS: Roundup listing presentation

Chapter 7: Lesson 7: Databases

Lecture 1: Database

Lecture 2: Keep your client database secure at all times

Chapter 8: Lesson 8: The Power of the Newsletter

Lecture 1: The Power of the Newsletter

Chapter 9: Lesson 9: Why legal knowledge is important

Lecture 1: The Importance of legal knowledge in a real estate role

Chapter 10: Lesson 10: Be active, be sucessful

Lecture 1: Be Active & stay out of the office

Chapter 11: Lesson 11: The Importance of a good Sales administration

Lecture 1: The admin structure of a real estate office

Lecture 2: The admin compliment for an effective salesperson

Lecture 3: Master the admin compliment to be a sales success

Chapter 12: Lesson 12: Affordable Managed Marketing

Lecture 1: Affordable managed marketing

Lecture 2: Marketing strategy

Lecture 3: Timing

Lecture 4: Effective marketing spend

Lecture 5: Regular & consistent marketing

Lecture 6: So many marketing techniques

Lecture 7: Sign written car

Lecture 8: Marketing postcard

Lecture 9: Personalized notepad

Lecture 10: Community Newsletter

Lecture 11: Community newsletter topics

Lecture 12: Print publications

Lecture 13: Personal website

Lecture 14: Marketing summary

Chapter 13: Lesson 13: Recession

Lecture 1: Recession

Chapter 14: Lesson 14: Love People, Love Selling, Love Property – in that order

Lecture 1: Love People, Love Selling, Love Property

Chapter 15: Lesson 15: Staying educated & motivated

Lecture 1: Staying motivated & educated in real estate

Lecture 2: Stay educated

Lecture 3: Know your rental market

Lecture 4: Motivation

Lecture 5: Procrastination