Establish Clients for Life with Sellers

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

Instructors: Molly de Mattos

Access provided by ExxonMobil

2,260 already enrolled

7 modules

Gain insight into a topic and learn the fundamentals.

15 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.

15 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

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

20 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

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 videos Total 86 minutes

Introduction to Course 4- Establish Clients for Life with Sellers 4 minutes
Introduction to Module 1- Working with Sellers 4 minutes
The Seller Service Cycle 6 minutes
Lead with Listings 4 minutes
Hear it From the Experts- The Benefit of Leading with Listings 3 minutes
Find and Pre-Qualify Motivated Sellers 7 minutes
How Sellers Find Their Agent 6 minutes
What Matters To Sellers 8 minutes
Connecting with Sellers 9 minutes
Hear it From the Experts- How Uncovering Seller Needs Informs My Job 6 minutes
The Seller Client Experience 7 minutes
Focus Your Value Proposition for Sellers 5 minutes
Set Expectations with Sellers 5 minutes
Hear it From the Experts- How I Surpass Seller's Expectations 6 minutes
Summary and Wrap-Up- Working with Sellers 5 minutes

9 readings Total 125 minutes

A Quick Guide to the Keller Williams Real Estate Agent Professional Certificate 10 minutes
Course 4 Syllabus- Establish Clients for Life with Sellers 10 minutes
A Quick Guide to the Seller Service Cycle 10 minutes
A Quick Guide to Types of Sellers 10 minutes
A Quick Guide to Pre-Qualification and Seller Lead Sheets 10 minutes
A Quick Guide to Uncovering Seller Needs 10 minutes
A Quick Guide to the Seller Client Experience Lifecycle 10 minutes
Practical Application- Seller Value Proposition 45 minutes
A Quick Guide to Resolving Problems 10 minutes

4 assignments Total 90 minutes

Practice Quiz- Being a Listing Agent 20 minutes
Practice Quiz- Sellers' Diverse Needs 20 minutes
Practice Quiz- The Seller Client Experience 20 minutes
Graded Quiz- Working with Sellers 30 minutes

2 discussion prompts Total 20 minutes

Share Your What- Reflection 10 minutes
Share Your What- Seller Value Proposition 10 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 videos Total 92 minutes

Introduction to Module 2- The Listing Consultation 2 minutes
Set Yourself Up For Success with a Pre-Listing Package 7 minutes
Hear it From the Experts- Pre-Listing Preparation 4 minutes
The Purpose of a Listing Consultation 6 minutes
Hear it From the Experts- Preparing for a Listing Consultation 6 minutes
Be the Local Market Expert For Sellers 6 minutes
Comparative Market Analysis (CMA) 4 minutes
Hear it From the Experts- Preparing a Comparative Market Analysis (CMA) 5 minutes
A Listing Consultation 7 minutes
Tour the Potential Listing 5 minutes
Hear it From the Experts- Conducting a Listing Walk-Though 7 minutes
Conduct the Listing Consultation with the Sellers 6 minutes
Hear it from the Experts- The Listing Consultation 6 minutes
Close for a Signed Listing Agreement 7 minutes
Hear it From the Experts- Getting a Signed Listing Agreement 9 minutes
Summary and Wrap-Up- Listing Consultations 4 minutes

13 readings Total 160 minutes

A Quick Guide to a Pre-Listing Package 10 minutes
A Quick Guide to Preparation with a Seller Checklist 10 minutes
A Quick Guide to a Listing Presentation 10 minutes
A Quick Guide to Upholding Fair Housing Laws with Your Potential Sellers 10 minutes
A Quick Guide to Market Data for Sellers 10 minutes
A Quick Guide to a Comparative Market Analysis (CMA) 10 minutes
Practical Application- Comparative Market Analysis 45 minutes
Practical Application Review- Comparative Market Analysis 10 minutes
A Quick Guide to the 10 Steps of the Listing Consultation 10 minutes
A Quick Guide to Touring the Potential Listing 5 minutes
A Quick Guide to Conducting the Listing Consultation with Sellers 10 minutes
A Quick Guide to Getting a Signed Listing Agreement 10 minutes
A Quick Guide to Giving Gratitude with Handwritten Notes 10 minutes

4 assignments Total 90 minutes

Practice Quiz- Prepare For a Listing Consultation 20 minutes
Practice Quiz- Be the Local Market Expert For Sellers 20 minutes
Practice Quiz- Conduct a Listing Consultation 20 minutes
Graded Quiz- Listing Consultations 30 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 videos Total 70 minutes

Introduction to Module 3- Getting A Listing Sold 2 minutes
Provide Sellers Stellar Service 4 minutes
Set, Execute, Exceed- Communication Standards with Sellers 6 minutes
Surprise and Delight Your Sellers 5 minutes
Hear it From the Experts- Surprise and Delight Your Sellers 4 minutes
What Marketing a Listing Means 7 minutes
A Listing Marketing Plan 7 minutes
What to Say and How to Say It- Marketing A Listing 4 minutes
Make Your Marketing Dollars Work For You, No Matter the Budget 5 minutes
The Magic of an Open House 4 minutes
Hear it From the Experts- Developing a Successful Marketing Plan for Listings 5 minutes
Leverage Staging to Help Buyers Envision their Future 6 minutes
Hear it From the Experts- The Cost of a Listing That Doesn't Sell 6 minutes
Summary and Wrap-Up- Getting a Listing Sold 4 minutes

5 readings Total 100 minutes

Practical Application- A Quick Guide to a Communication Checklist 10 minutes
A Quick Guide to SUPER Service 10 minutes
Practical Application- SUPER Service 60 minutes
A Quick Guide to the Fourteen-Step Marketing Plan for Listings 10 minutes
A Quick Guide to Getting Social with Listings 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Service Continues After the Listing Agreement is Signed 20 minutes
Practice Quiz- Market a Listing to Get it Sold 20 minutes
Graded Quiz- Getting a Listing Sold 30 minutes

2 discussion prompts Total 20 minutes

Share Your What- SUPER Service 10 minutes
Share Your What- Objection Handling with Sellers 10 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 videos Total 51 minutes

Introduction to Module 4- Receive Offers and Negotiate on Behalf of Sellers 3 minutes
The Offer Process 5 minutes
Present the Offers to the Sellers 6 minutes
Hear it From the Experts- Presenting Offers to Sellers 7 minutes
Counsel Your Sellers 7 minutes
Hear it From the Experts- Counseling Your Sellers on their Options 4 minutes
What is a Negotiation? 6 minutes
A Counter-Offer Starts the Negotiation Process 7 minutes
Hear it From the Experts- Negotiate on Behalf of Your Sellers 3 minutes
Summary and Wrap-Up- Receive Offers and Negotiate on Behalf of Sellers 4 minutes

4 readings Total 50 minutes

A Quick Guide to the Contents of an Offer 10 minutes
Practical Application- Counsel Your Sellers 20 minutes
Practical Application Review- Counsel Your Sellers 10 minutes
A Quick Guide to Preparing Your Mindset for Win-Win Negotiation 10 minutes

3 assignments Total 80 minutes

Practice Quiz- Receive and Interpret Offers 20 minutes
Practice Quiz- Negotiate on Behalf of Sellers 30 minutes
Graded Quiz- Receive Offers and Negotiate on Behalf of Sellers 30 minutes

2 discussion prompts Total 20 minutes

Share Your What- Counsel Your Sellers 10 minutes
Share Your How- Negotiations 10 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 videos Total 70 minutes

Introduction to Module 5- Seller Transactions from Contract to Close 2 minutes
The Seller Service Cycle- Contract to Close 5 minutes
Hear it From the Experts- Contract to Close 4 minutes
The Contract to Close Timeline with Sellers 7 minutes
Hear it From the Experts- Celebrate Closing with Your Sellers 3 minutes
The Truth About Risk Avoidance 4 minutes
Keep Your Transactions Together 5 minutes
Where Transactions Can Go Wrong- Inspections and Repairs 6 minutes
Hear it From the Experts- Inspection and Repair Issues For Sellers 6 minutes
Where Transactions Can Go Wrong- Appraisals 5 minutes
Where Transactions Can Go Wrong- Loan Approval and Funding 5 minutes
Where Transactions Can Go Wrong- Other Contingencies 6 minutes
Where Transactions Can Go Wrong- Deadlines 4 minutes
Hear it From the Experts- Timeless Strategies to Get the Deal Closed 4 minutes
Summary and Wrap-Up- Seller Transactions From Contract to Close 3 minutes

6 readings Total 100 minutes

A Quick Guide to the Contract to Close Timeline with Sellers 10 minutes
A Quick Guide to Contract-to-Close Responsibilities 10 minutes
A Quick Guide to Protecting Your Transactions with Checklists 10 minutes
A Quick Guide to Contract-to-Close Issues 10 minutes
Practical Application- Protect Every Transaction 45 minutes
Practical Application Review- Protect Every Transaction 15 minutes

3 assignments Total 70 minutes

Practice Quiz- The Contract to Close Process 20 minutes
Practice Quiz- Protect Every Transaction 20 minutes
Graded Quiz- Seller Transactions From Contract to Close 30 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.