Meeting the Needs of Buyers and Sellers

This online course provides crucial information for working with buyers and sellers.

The first half of this course covers how real estate professionals establish relationships with buyers, and how to match buyer expectations with the current market. This section also explores the process of credit reporting, and describes various loan products in detail.

The second half of this course examines initial contact with the seller, managing seller expectations, and how to best position homes in a particular market. Current technologies and resources are explored, as well as agent presentations, loan products, and the market challenges an agent may encounter.

Learning Objectives

After completing this course, you will be able to:

• list the five benefits of correctly managing buyer expectations.
• explain the DISC behavior profiles.
• describe the importance of managing buyer expectations.
• explain how a knowledge of loan financing is useful to a real estate professional.
• describe the reasons credit bureaus report credit scores differently.
• discuss the market share and likely borrowers of FHA loans.
• describe the purpose and advantages of VA loans.
• identify the seller concession amounts for conventional loans.
• explain the problem of inflated seller expectations.
• list the Four Pillars of Branding that are important to an agent's success.
• identify the types of loans that may impact a buyer's choices.
• describe strategies for serving customers when listings do not sell.
• calculate an absorption rate for home sales.
• describe how to position a home where the buyers are buying.

Course Content

This course is divided into fourteen chapters. Each chapter begins with a video lecture from the course instructors, either Jackie Leavenworth or Chandra Hall. After the lecture, interactive activities will help reinforce the tips you just learned. The chapter will end with a short multiple-choice question quiz.

At the end of the course is a 30-question final exam. Passing the test requires a minimum 75% passing score and can be attempted as many times as needed to obtain the passing score. 

This course will take about four hours to complete.