Successful Seller Client Systems

Working with today’s sellers is a process that begins with a phone call and should end with referrals after a successful close. The steps in the process require systems and skills. This course takes real estate professionals through each step of the process and includes unique strategies, dialogues and skill sets to enhance the professional counseling and services provided to today’s sellers.

The modules covered in this course are:

1. What Different Sellers Need
2. Listing Consultation
3. Professional Preparation 
4. Discover Their Expectations
5. Earn the Right to List
6. Price to the Market
7. Integrity
8. Directional Meetings
9. Offers and Negotiations 
10. Escrow: No Surprise Approach
11. Closing: Make It a Positive Experience

Learning Objectives

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

• identify the various needs of different types of sellers. 
• describe the three stages of the seller interview process.  
• create a pre‐listing packet to help sellers prepare for the appointment. 
• list the four kinds of expectations that should be discussed and understood during a listing presentation. 
• pair a seller need with an offered skill or service. 
• describe how your service, skill, time and cost will justify your fee. 
• describe the difference between pricing and positioning. 
• devise a strategy for remaining in communication with seller
• describe the purpose of a directional meeting. 
• identify the pros and cons associated with electronic and in‐person offers. 
• create a flowchart or other tool to help sellers understand and be prepared for the escrow process. 
• identify at least two ways you can leave a memorable impression with sellers after closing. 

Course Content

Each module will begin with an informational video lecture from the course instructor, Jackie Leavenworth, 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 jackie@coachjackie.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.