Successful Buyer Client Systems

This course will provide real estate professionals with the proper training, technology, tools and systems to generate more successfully completed closings by educating buyers on the buying process, and by helping buyers negotiate the best terms for a loan and for a purchase. Discover hands-on systems and solutions to improve your productivity and manage the process of working with buyers to generate a higher return on your investment.

The modules covered in this course are:

1. Buyer Business Model
2. Working with Systems
3. Buyer Needs and Expectations
4. Working with Different Buyer Types
5. Buyer Client Relationship
6. Qualifying the Buyer
7. Buyer Credit Score
8. Counseling the Buyer
9. Reach the Buying Decision
10. Contract Negotiation and Closing
11. Scripts and Dialogues
12. Client Relationship Management

Learning Objectives

At the conclusion of this course, students will be able to:

• list your three keys for successfully working with buyers.
• explain the importance of having systems in place for your business.
• define the number one thing buyers want from their real estate professional.
• create an Interview Questionnaire for buyers to use to hire you as their agent.
• identify the different types of buyers by generation and needs, allowing you to form strategies for working with them.
• communicate your value and your "point of difference" to a buyer.
• qualify a buyer using the three categories of questions: qualifying, pricing, and property.
• explain the five factors used to calculate a FICO score.
• conduct a buyer counseling session.
• use systems for helping a buyer rank homes and reach a buying decision.
• implement a 3‐10‐30 follow‐up system to ensure buyer satisfaction after closing.
• educate buyers about how they can communicate with you and what information they can expect from you.
• explain the benefits of using a Customer Relationship Management (CRM) system.

Course Content

Each module will begin with an informational video lecture from the course instructor, Chandra Hall, followed by interactive activities to expand upon the module's subject. At the end of each module is a short quiz to help remember the important points you should now be better familiar with.

After completing all of the modules, a 30-question final exam will be given. The final exam is not timed and can be attempted as many times as needed to earn the minimum 90% passing score. A course completion certificate for Kansas real estate continuing education credit will be issued after passing the final exam and completing a course feedback survey.

Instructors

Although this course is largely self-guided, you may contact your instructor at chandra@chandrahall.com if you have questions or concerns about the course content.

Issuance of Credit

You will receive a digital Kansas continuing education completion certificate (PDF) after the completion of this course. This certificate can be printed or kept digitally with your records.

The Kansas Association of REALTORS® (KAR) will upload your CE course completion record to the Kansas Real Estate Commission (KREC) within 5 days of course completion. You do not need to send the course completion certificate to KREC unless requested to by the commission.

Technology Requirements

This course is compatible with all major web browsers and operating systems. This includes Internet Edge and current versions of Chrome, Safari, Opera, and Firefox. Current Android and iOS mobile devices are supported.

Course Access

Access to this course is allowed for 45 days, and up to 180 days after completion, whichever is greater. The course will be available 24 hours a day, 7 days a week, unless there is scheduled system maintenance. If this course is not completed within the given amount of time, a reinstatement fee may be charged.

Cancellation and Refund Policies

No refunds are available for this course. Cancellation requires no notification and students may discontinue the course at any time.

Policies on Cheating and Misrepresentation

Misrepresentation of personal identity is strictly forbidden for all courses. Falsifying personal information, forgery, and misrepresentation may result in immediate suspension. Additional actions by state and federal agencies may include loss or suspension of a license, failure to grant a license, fees, or criminal prosecution.

Cheating on courses that supply completion certificates, designations, or official credit is not tolerated. Keynote is not obligated to continue to furnish credit or continued support for students caught cheating on any part of the coursework or testing.