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 75% passing score. A course completion certificate for Rhode Island real estate continuing education credit will be issued after passing the final exam and completing a feedback survey.

Assistance

For sign language or CART services for the deaf and hard of hearing, please contact Josh McGinn (josh@rirealtors.org), call (401) 432-6932, or write to: 100 Bignall Street, Warwick, RI 02888.