Establish Clients for Life with Buyers

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

Instructors: Jen Davis

Access provided by ExxonMobil

2,693 already enrolled

7 modules

Gain insight into a topic and learn the fundamentals.

24 reviews

Beginner level

Recommended experience

2 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.

24 reviews

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

19 assignments¹

AI Graded see disclaimer

Taught in English

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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.

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There are 7 modules in this course

The Establish Clients for Life with Buyers course explores the comprehensive approach that real estate agents take when working with buyers. You will learn how to generate buyer leads, conduct property showings, and nurture client relationships beyond the transaction’s conclusion, and all the essential steps in between.

By the end of this course, you'll be able to explain how real estate agents: 1. Manage the entire buyer lifecycle, from lead to closed contract. 2. Find buyer leads and how they convert the leads to appointments. 3. Plan and conduct buyer consultations that end with signed buyer representation agreements. 4. Show homes to buyers. 5. Prepare offers, negotiate offers, and get offers accepted. 6. Manage the post-closing process.

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

What's included

15 videos11 readings4 assignments3 discussion prompts

15 videosTotal 73 minutes

Introduction to Course 3- Establish Clients for Life with Buyers3 minutes
Introduction to Module 1- Working with Buyers5 minutes
The Buyer Service Cycle8 minutes
The Buyer Benefit4 minutes
Hear it From the Experts- Why I Work with Buyers6 minutes
Find Motivated Buyers6 minutes
How Buyers Find Their Agent5 minutes
Buyer's Diverse Needs5 minutes
What Matters to Buyers5 minutes
Hear it From the Experts- How Knowing My Buyer's Needs Helps Me Find the Right Homes for Them3 minutes
Hear it From the Experts- Diversity, Equity and Inclusion3 minutes
Focus Your Value Proposition for Buyers6 minutes
Set Expectations with Buyers5 minutes
Hear it From the Experts- How I Surpass Expectations for My Buyers3 minutes
Summary and Wrap-Up- Working with Buyers5 minutes

11 readingsTotal 215 minutes

A Quick Guide to the Keller Williams Real Estate Agent Professional Certificate10 minutes
Course 3 Syllabus- Establish Clients for Life with Buyers10 minutes
A Quick Guide to the Buyer Service Cycle10 minutes
A Quick Guide to How A Buyer Agent Gets Paid10 minutes
A Quick Guide to a Buyer Lead Sheet10 minutes
A Quick Guide to Steering, Fair Housing, and Working with Buyers10 minutes
A Quick Guide to the Impact of Fair Housing60 minutes
A Quick Guide to The Buyer Client Experience Lifecycle10 minutes
Practical Application- Buyer Value Proposition45 minutes
A Quick Guide to Surpassing Expectations for an Unbeatable Buyer Experience10 minutes
Practical Application- Set Expectations with Buyers30 minutes

4 assignmentsTotal 90 minutes

Graded Quiz- Working with Buyers30 minutes
Practice Quiz- Being a Buyer's Agent20 minutes
Practice Quiz- Buyer's Diverse Needs20 minutes
Practice Quiz- The Buyer Client Experience20 minutes

3 discussion promptsTotal 30 minutes

Share Your What- Reflection10 minutes
Share Your What- The Impact of Fair Housing10 minutes
Share Your What- Value Proposition for Buyers10 minutes

Welcome to Buyer Consultations, the second module of Establish Clients for Life with Buyers. This module will help you prepare for and conduct a buyer consultation that ends with a signed exclusive buyer agency agreement.

What's included

16 videos3 readings3 assignments

16 videosTotal 88 minutes

Introduction to Module 2- Buyer Consultations2 minutes
The Buyer Service Cycle- Buyer Consultations4 minutes
Prepare for the Buyer Consultation6 minutes
Use a Buyer Presentation to Guide the Appointment7 minutes
Hear it From the Experts- Prepare For a Buyer Consultation5 minutes
Be the Local Expert for Your Potential Buyers6 minutes
Buyer Consultations6 minutes
Step One- Set the Stage5 minutes
Step Two- Conduct a Needs Analysis and Educate the Buyer7 minutes
Step Three- Share Your Value Proposition4 minutes
Step Four- Set Service Expectations5 minutes
Step Five- Close for the Exclusive Buyer Representation Agreement8 minutes
Step Six- Establish Next Steps6 minutes
Your Safety is a Priority7 minutes
Hear it From the Experts- Conducting a Buyer Consultation5 minutes
Summary and Wrap-Up- Buyer Consultations6 minutes

3 readingsTotal 30 minutes

A Quick Guide to a Buyer Presentation10 minutes
A Quick Guide to Buyer-Focused Data10 minutes
A Quick Guide to Conducting a Buyer Consultation10 minutes

3 assignmentsTotal 70 minutes

Graded Quiz- Buyer Consultation30 minutes
Practice Quiz- Prepare for a Buyer Consultation20 minutes
Practice Quiz- Conduct a Buyer Consultation20 minutes

Welcome to Find Homes for Potential Buyers, the third module of Establish Clients for Life with Buyers. This module will help you understand the process of showing homes to potential buyers. You will learn how to recognize different buying signals and how to ask questions to uncover buyers needs, all while maintaining your fiduciary duties.

What's included

12 videos7 readings3 assignments3 discussion prompts

12 videosTotal 67 minutes

Introduction to Module 3- Find Homes for Potential Buyers2 minutes
The Buyer Service Cycle- Find Homes for Potential Buyers5 minutes
Find and Qualify Homes for Buyers8 minutes
Prepare to Show a Home7 minutes
Protect Your Safety When Showing Homes8 minutes
Tour Homes with Your Buyers6 minutes
Understand Buying Signals5 minutes
Buyer Reluctance Explained9 minutes
Buyer Objections5 minutes
Hear it From the Experts- Overcome Buyer Reluctance3 minutes
Getting to the Bottom Line with Buyers5 minutes
Summary and Wrap-Up- Find Homes for Potential Buyers4 minutes

7 readingsTotal 70 minutes

A Quick Guide to Safely Touring Homes10 minutes
A Quick Guide to Touring a Home10 minutes
A Quick Guide to Understanding Buying Signals10 minutes
A Quick Guide to Facilitating the Decision Making Process with Buyers10 minutes
A Quick Guide to the Objection- I Want to Sleep On It10 minutes
A Quick Guide to the Objection–I Love It But Haven’t Seen Enough10 minutes
A Quick Guide to the Objection- I Just Don't Like...10 minutes

3 assignmentsTotal 70 minutes

Graded Quiz- Find Homes for Potential Buyers30 minutes
Practice Quiz- Find Buyers the Perfect Home20 minutes
Practice Quiz- Bring Your Buyers to a Decision20 minutes

3 discussion promptsTotal 30 minutes

Share Your Why- Home Feature Benefits10 minutes
Share Your How- Scenario10 minutes
Share Your How- Addressing Buyers' Fears10 minutes

Welcome to Make Offers and Negotiate On Behalf of Buyers, the fourth module of Establish Clients for Life with Buyers. This module will teach you how to use data to educate your potential buyers and help them write strong, competitive offers. You will also learn how to prepare for, write, and deliver offers on behalf of your buyers. You will discover common points of negotiation when working with buyers and start to develop negotiation skills that will help you and your buyers win more deals.

What's included

16 videos6 readings3 assignments1 discussion prompt

16 videosTotal 77 minutes

Introduction to Module 4- Make Offers and Negotiate on Behalf of Buyers3 minutes
The Buyer Service Cycle- Make Offers and Negotiate5 minutes
Real Estate Contracts7 minutes
Seven Offer Strategies for Getting an Offer Accepted6 minutes
Educate Your Buyer8 minutes
Hear it From the Experts- How I Helped My Buyers Come to a Decision to Buy with the Help of Market Data4 minutes
Prepare an Offer5 minutes
Write the Offer7 minutes
Present an Offer5 minutes
Hear it From the Experts- Presenting Offers on Behalf of Buyers3 minutes
Breakdown the Common Points of Negotiation5 minutes
Prepare for a Negotiation4 minutes
Ask the Right Questions for a Successful Negotiation5 minutes
Hear it From the Experts- Successful Negotiations4 minutes
Finalize the Deal4 minutes
Summary and Wrap-Up- Make Offers and Negotiate on Behalf of Buyers4 minutes

6 readingsTotal 60 minutes

A Quick Guide to Educating Your Buyer10 minutes
A Quick Guide to Preparing an Offer10 minutes
A Quick Guide to Collaborating with the Listing Agent10 minutes
A Quick Guide to Writing an Offer10 minutes
A Quick Guide to Presenting an Offer10 minutes
A Quick Guide to Ten Negotiation Strategies10 minutes

3 assignmentsTotal 70 minutes

Graded Quiz- Make Offers and Negotiate on Behalf of Buyers30 minutes
Practice Quiz- Make Strong Offers on Behalf of Buyers20 minutes
Practice Quiz- Present and Negotiate Offers on Behalf of Buyers20 minutes

1 discussion promptTotal 10 minutes

Share Your Why- Asking Questions10 minutes

Welcome to Buyer Transactions from Contract to Close, the fifth module of Establish Clients for Life with Buyers. This module will educate you on your responsibilities as a buyer's agent from contract until when buyers are in their new home and beyond. You will learn strategies for protecting transactions to ensure that deals do not fall through at the signing table.

What's included

15 videos2 readings3 assignments

15 videosTotal 84 minutes

Introduction to Module 5- Buyer Transactions from Contract to Close2 minutes
The Buyer Service Cycle- Contract to Close5 minutes
The Contract to Close Timeline7 minutes
Buyer Responsibilities5 minutes
Agent Responsibilities5 minutes
Celebrate Closing with Your Buyers5 minutes
Protect Transactions and Your Potential Income9 minutes
Transactional Problem #15 minutes
Transactional Problem #24 minutes
Transactional Problem #37 minutes
Transactional Problem #48 minutes
Transactional Problem #56 minutes
Transactional Problem #64 minutes
Hear it From the Experts- Protecting Transactions5 minutes
Summary and Wrap-Up- Buyer Transactions from Contract to Close6 minutes

2 readingsTotal 20 minutes

A Quick Guide to Buyer Actions that Could Jeopardize a Purchase10 minutes
A Quick Guide to Contract to Close Responsibilities10 minutes

3 assignmentsTotal 70 minutes

Graded Quiz- Buyer Transactions from Contract to Close30 minutes
Practice Quiz- Working with Buyers from Contract to Close20 minutes
Practice Quiz- Protect Transactions and Your Potential Income20 minutes

Welcome to Maintaining Relationships with Buyers, the final module of Establish Clients for Life with Buyers. 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 in future and new transactions.

What's included

7 videos5 readings3 assignments

7 videosTotal 36 minutes

Introduction to Module 6- Maintaining Relationships with Buyers After Closing3 minutes
The Buyer Service Cycle- Post-Close4 minutes
Grow a Business with Gratitude8 minutes
Hear it From the Experts- How I Maintain Mindshare After the Close5 minutes
Reviews, Referrals, and Testimonials6 minutes
Hear it From the Experts- Reviews, Referrals, and Testimonials5 minutes
Manage Post-Close Administrative Tasks5 minutes