Establish Clients for Life with Sellers

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Establish Clients for Life with Sellers

This course is part of Keller Williams Real Estate Agent Professional Certificate

Instructors: Molly de Mattos +1 more

2,618 already enrolled

Included with

7 modules

Gain insight into a topic and learn the fundamentals.

16 reviews

Beginner level

Recommended experience

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

7 modules

Gain insight into a topic and learn the fundamentals.

16 reviews

Beginner level

Recommended experience

3 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Category: Lead Generation
Category: Real Estate Transactions
Category: Sales Presentation
Category: Closing (Sales)
Category: Advertising Sales
Category: Contract Management
Category: Real Estate Sales
Category: Marketing Materials
Category: Consultative Approaches
Category: Customer Relationship Building
Category: Client Services
Category: Price Negotiation
Category: Prospecting and Qualification
Category: Negotiation
Category: Customer Retention
Category: General Sales Practices
Category: Selling Techniques
Category: Sales Prospecting
Category: Marketing
Category: Consultative Selling

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

20 assignments¹

AI Graded see disclaimer

Taught in English

Build your Entrepreneurship expertise

This course is part of the Keller Williams Real Estate Agent Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate from Keller Williams

There are 7 modules in this course

In the Establish Clients for Life with Sellers course, you will gain insight into a real estate agent’s comprehensive approach to working with sellers. This includes generating seller leads, mastering the art of conducting a listing consultation, navigating the listing selling process, and nurturing client relationships beyond the transaction’s conclusion.

By the end of this course, you'll be able to explain how real estate agents: 1. Execute the process of listing and selling a home. 2. Find seller leads and convert the leads to appointments. 3. Conduct listing consultations that end with a signed listing agreement. 4. Market homes to get them sold. 5. Make, receive, present, and negotiate offers for listings. 6. Manage the post-closing process.

Welcome to Working with Sellers, the first module of Establish Clients for Life with Sellers. This module will educate you on how to position yourself as a trusted expert for potential sellers and the places where you can find seller leads. You will also learn how to create an unbeatable seller-client experience that continues to grow your database over time.

What's included

15 videos9 readings4 assignments2 discussion prompts

15 videosTotal 86 minutes

Introduction to Course 4- Establish Clients for Life with Sellers4 minutes
Introduction to Module 1- Working with Sellers4 minutes
The Seller Service Cycle6 minutes
Lead with Listings4 minutes
Hear it From the Experts- The Benefit of Leading with Listings3 minutes
Find and Pre-Qualify Motivated Sellers7 minutes
How Sellers Find Their Agent6 minutes
What Matters To Sellers8 minutes
Connecting with Sellers9 minutes
Hear it From the Experts- How Uncovering Seller Needs Informs My Job6 minutes
The Seller Client Experience7 minutes
Focus Your Value Proposition for Sellers5 minutes
Set Expectations with Sellers5 minutes
Hear it From the Experts- How I Surpass Seller's Expectations6 minutes
Summary and Wrap-Up- Working with Sellers5 minutes

9 readingsTotal 125 minutes

A Quick Guide to the Keller Williams Real Estate Agent Professional Certificate10 minutes
Course 4 Syllabus- Establish Clients for Life with Sellers10 minutes
A Quick Guide to the Seller Service Cycle10 minutes
A Quick Guide to Types of Sellers10 minutes
A Quick Guide to Pre-Qualification and Seller Lead Sheets10 minutes
A Quick Guide to Uncovering Seller Needs10 minutes
A Quick Guide to the Seller Client Experience Lifecycle10 minutes
Practical Application- Seller Value Proposition45 minutes
A Quick Guide to Resolving Problems10 minutes

4 assignmentsTotal 90 minutes

Practice Quiz- Being a Listing Agent20 minutes
Practice Quiz- Sellers' Diverse Needs20 minutes
Practice Quiz- The Seller Client Experience20 minutes
Graded Quiz- Working with Sellers30 minutes

2 discussion promptsTotal 20 minutes

Share Your What- Reflection10 minutes
Share Your What- Seller Value Proposition10 minutes

Welcome to Listing Consultations, the second module of Establish Clients for Life with Sellers. This module will educate you on how real estate agents conduct appointments with sellers known as Listing Consultations.

What's included

16 videos13 readings4 assignments

16 videosTotal 92 minutes

Introduction to Module 2- The Listing Consultation2 minutes
Set Yourself Up For Success with a Pre-Listing Package7 minutes
Hear it From the Experts- Pre-Listing Preparation4 minutes
The Purpose of a Listing Consultation6 minutes
Hear it From the Experts- Preparing for a Listing Consultation6 minutes
Be the Local Market Expert For Sellers6 minutes
Comparative Market Analysis (CMA)4 minutes
Hear it From the Experts- Preparing a Comparative Market Analysis (CMA)5 minutes
A Listing Consultation7 minutes
Tour the Potential Listing5 minutes
Hear it From the Experts- Conducting a Listing Walk-Though7 minutes
Conduct the Listing Consultation with the Sellers6 minutes
Hear it from the Experts- The Listing Consultation6 minutes
Close for a Signed Listing Agreement7 minutes
Hear it From the Experts- Getting a Signed Listing Agreement9 minutes
Summary and Wrap-Up- Listing Consultations4 minutes

13 readingsTotal 160 minutes

A Quick Guide to a Pre-Listing Package10 minutes
A Quick Guide to Preparation with a Seller Checklist10 minutes
A Quick Guide to a Listing Presentation10 minutes
A Quick Guide to Upholding Fair Housing Laws with Your Potential Sellers10 minutes
A Quick Guide to Market Data for Sellers10 minutes
A Quick Guide to a Comparative Market Analysis (CMA)10 minutes
Practical Application- Comparative Market Analysis45 minutes
Practical Application Review- Comparative Market Analysis10 minutes
A Quick Guide to the 10 Steps of the Listing Consultation10 minutes
A Quick Guide to Touring the Potential Listing5 minutes
A Quick Guide to Conducting the Listing Consultation with Sellers10 minutes
A Quick Guide to Getting a Signed Listing Agreement10 minutes
A Quick Guide to Giving Gratitude with Handwritten Notes10 minutes

4 assignmentsTotal 90 minutes

Practice Quiz- Prepare For a Listing Consultation20 minutes
Practice Quiz- Be the Local Market Expert For Sellers20 minutes
Practice Quiz- Conduct a Listing Consultation20 minutes
Graded Quiz- Listing Consultations30 minutes

Welcome to Getting a Listing Sold, the third module of Establish Clients for Life with Sellers. This module will educate you on how to extend the client experience after the listing agreement has been signed. You will learn how to exceed your client's expectations during the listing process. You will also learn how to market a listing to get the listing sold in a way that continues to increase the leads in your database.

What's included

14 videos5 readings3 assignments2 discussion prompts

14 videosTotal 70 minutes

Introduction to Module 3- Getting A Listing Sold2 minutes
Provide Sellers Stellar Service4 minutes
Set, Execute, Exceed- Communication Standards with Sellers6 minutes
Surprise and Delight Your Sellers5 minutes
Hear it From the Experts- Surprise and Delight Your Sellers4 minutes
What Marketing a Listing Means7 minutes
A Listing Marketing Plan7 minutes
What to Say and How to Say It- Marketing A Listing4 minutes
Make Your Marketing Dollars Work For You, No Matter the Budget5 minutes
The Magic of an Open House4 minutes
Hear it From the Experts- Developing a Successful Marketing Plan for Listings5 minutes
Leverage Staging to Help Buyers Envision their Future6 minutes
Hear it From the Experts- The Cost of a Listing That Doesn't Sell6 minutes
Summary and Wrap-Up- Getting a Listing Sold4 minutes

5 readingsTotal 100 minutes

Practical Application- A Quick Guide to a Communication Checklist10 minutes
A Quick Guide to SUPER Service10 minutes
Practical Application- SUPER Service60 minutes
A Quick Guide to the Fourteen-Step Marketing Plan for Listings10 minutes
A Quick Guide to Getting Social with Listings10 minutes

3 assignmentsTotal 70 minutes

Practice Quiz- Service Continues After the Listing Agreement is Signed20 minutes
Practice Quiz- Market a Listing to Get it Sold20 minutes
Graded Quiz- Getting a Listing Sold30 minutes

2 discussion promptsTotal 20 minutes

Share Your What- SUPER Service10 minutes
Share Your What- Objection Handling with Sellers10 minutes

Welcome to Receive Offers and Negotiate on Behalf of Sellers, the fourth module of Establish Clients for Life with Sellers. This module will walk you through the offers process when working with sellers. You will learn how to interpret offers and communicate the details of the offers with your potential sellers. You will also learn about how to negotiate on behalf of your sellers to get them the best deal possible.

What's included

10 videos4 readings3 assignments2 discussion prompts

10 videosTotal 51 minutes

Introduction to Module 4- Receive Offers and Negotiate on Behalf of Sellers3 minutes
The Offer Process5 minutes
Present the Offers to the Sellers6 minutes
Hear it From the Experts- Presenting Offers to Sellers7 minutes
Counsel Your Sellers7 minutes
Hear it From the Experts- Counseling Your Sellers on their Options4 minutes
What is a Negotiation?6 minutes
A Counter-Offer Starts the Negotiation Process7 minutes
Hear it From the Experts- Negotiate on Behalf of Your Sellers3 minutes
Summary and Wrap-Up- Receive Offers and Negotiate on Behalf of Sellers4 minutes

4 readingsTotal 50 minutes

A Quick Guide to the Contents of an Offer10 minutes
Practical Application- Counsel Your Sellers20 minutes
Practical Application Review- Counsel Your Sellers10 minutes
A Quick Guide to Preparing Your Mindset for Win-Win Negotiation10 minutes

3 assignmentsTotal 80 minutes

Practice Quiz- Receive and Interpret Offers20 minutes
Practice Quiz- Negotiate on Behalf of Sellers30 minutes
Graded Quiz- Receive Offers and Negotiate on Behalf of Sellers30 minutes

2 discussion promptsTotal 20 minutes

Share Your What- Counsel Your Sellers10 minutes
Share Your How- Negotiations10 minutes

Welcome to Seller Transactions from Contract to Close, the fifth module of Establish Clients for Life with Sellers. This module will educate you on your responsibilities as a listing agent from the contract until when sellers have officially sold their home, and beyond. You will learn strategies for protecting seller transactions to ensure that deals do not fall through at the signing table.

What's included

15 videos6 readings3 assignments

15 videosTotal 70 minutes

Introduction to Module 5- Seller Transactions from Contract to Close2 minutes
The Seller Service Cycle- Contract to Close5 minutes
Hear it From the Experts- Contract to Close4 minutes
The Contract to Close Timeline with Sellers7 minutes
Hear it From the Experts- Celebrate Closing with Your Sellers3 minutes
The Truth About Risk Avoidance4 minutes
Keep Your Transactions Together5 minutes
Where Transactions Can Go Wrong- Inspections and Repairs6 minutes
Hear it From the Experts- Inspection and Repair Issues For Sellers6 minutes
Where Transactions Can Go Wrong- Appraisals5 minutes
Where Transactions Can Go Wrong- Loan Approval and Funding5 minutes
Where Transactions Can Go Wrong- Other Contingencies6 minutes
Where Transactions Can Go Wrong- Deadlines4 minutes
Hear it From the Experts- Timeless Strategies to Get the Deal Closed4 minutes
Summary and Wrap-Up- Seller Transactions From Contract to Close3 minutes

6 readingsTotal 100 minutes

A Quick Guide to the Contract to Close Timeline with Sellers10 minutes
A Quick Guide to Contract-to-Close Responsibilities10 minutes
A Quick Guide to Protecting Your Transactions with Checklists10 minutes
A Quick Guide to Contract-to-Close Issues10 minutes
Practical Application- Protect Every Transaction45 minutes
Practical Application Review- Protect Every Transaction15 minutes

3 assignmentsTotal 70 minutes

Practice Quiz- The Contract to Close Process20 minutes
Practice Quiz- Protect Every Transaction20 minutes
Graded Quiz- Seller Transactions From Contract to Close30 minutes

Welcome to Maintaining Relationships with Sellers, the sixth module of Establish Clients for Life with Sellers. This module will educate you on different ways you can maintain relationships post-closing in ways that come from value and continue to grow your database. You will also learn about the various post-close administrative tasks that help set your business up for success for future and new transactions.

What's included

7 videos2 readings3 assignments1 discussion prompt

7 videosTotal 36 minutes

Introduction to Module 6- Maintaining Relationships with Sellers2 minutes
The Seller Service Cycle- Post-Close5 minutes
Hear it From the Experts- Referrals6 minutes
Stay Top-of-Mind with All Sellers8 minutes
Manage Post-Close Administrative Tasks5 minutes
Your Vendor Database6 minutes
Hear it From the Experts- Post-Close Responsibilities4 minutes

2 readingsTotal 20 minutes

A Quick Guide to Growing a Business with Referrals10 minutes
A Quick Guide to Staying Top of Mind with Sellers10 minutes

3 assignmentsTotal 70 minutes

Practice Quiz- Maintain Relationships with Sellers After Closing20 minutes
Practice Quiz- Post-Close Responsibilities20 minutes
Graded Assessment- Maintaining Relationships with Sellers30 minutes

1 discussion promptTotal 10 minutes

Share Your How- Maintain Relationships After Closing10 minutes

Please watch and read the review materials for Establish Clients for Life with Sellers before beginning the Peer Review Project.

What's included

1 video1 reading1 peer review

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Instructors

Instructor ratings

(5 ratings)

Molly de Mattos

Keller Williams

1 Course2,618 learners

Julia Lashay

Keller Williams

5 Courses66,408 learners

Offered by

Keller Williams

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