Sales Fundamentals

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

Instructors: Dennis Russell

Access provided by Bertelsmann

6,004 already enrolled

7 modules

Gain insight into a topic and learn the fundamentals.

28 reviews

Beginner level

Recommended experience

Flexible schedule

3 weeks at 10 hours a week

Learn at your own pace

99%

Most learners liked this course

7 modules

Gain insight into a topic and learn the fundamentals.

28 reviews

Beginner level

Recommended experience

Flexible schedule

3 weeks at 10 hours a week

Learn at your own pace

99%

Most learners liked this course

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

21 assignments¹

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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.

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 Sales Fundamentals course, you will build on and apply the previously learned concepts of lead generation and database management to obtain a deeper understanding of how real estate agents work with leads and how agents convert leads to potential, current, and future business. You will also learn how agents create a lasting client experience that fosters long-term relationships and continuously feeds new leads into their business. Additionally, you will explore the opportunity to grow a business with the rental market.

By the end of this course, you'll be able to explain how real estate agents: 1. Generate leads through a variety of methods and convert those leads to appointments. 2. Manage leads in a database. 3. Construct a customer experience centered around business growth. 4. Compose brand standards that enhance the customer experience. 5. Grow a real estate business with a variety of different referral types. 6. Leverage the business opportunities of working with rental properties and leases.

Welcome to Focus Your Lead Generation and Conversion, the first module of Sales Fundamentals. This module will build on the concepts of lead generation from the first course. You will learn more about what happens after you generate a lead, what it takes to convert a lead, and how to be purposeful about your lead generation efforts.

What's included

19 videos11 readings4 assignments2 discussion prompts

19 videos Total 109 minutes

Introduction to Course 2- Sales Fundamentals 2 minutes
Introduction to Module 1- Focus Your Lead Generation and Conversion 4 minutes
Lead Generation Review 8 minutes
Prospect Your Way to Profit 8 minutes
Master Marketing Basics 6 minutes
Method, Message, and Market 7 minutes
Matchmaker- Lead Generation and Your Personality 7 minutes
Hear It From The Experts- How I Lead Generate 4 minutes
The Lead Conversion Process 7 minutes
Step One- Capture 7 minutes
Step Two- Connect 8 minutes
Hear it From the Experts- Come From Curiosity and Connect with Leads 3 minutes
Step Three- Cultivate 7 minutes
Step Four- Close 6 minutes
Lead Generation and ROI 6 minutes
Lead Generation and the Rule of Four 5 minutes
Level Up Your ROI with Lead Conversion 5 minutes
The Impact of Lead Conversion 5 minutes
Summary and Wrap-Up- Focus Your Lead Generation and Conversion 5 minutes

11 readings Total 110 minutes

A Quick Guide to the Keller Williams Real Estate Agent Professional Certificate 10 minutes
Course 2 Syllabus- Sales Fundamentals 10 minutes
A Quick Guide to Lead Generation 10 minutes
A Quick Guide to Lead Generation Conversations 10 minutes
A Quick Guide to Step One- Capture 10 minutes
A Quick Guide to Step Two- Connect 10 minutes
A Quick Guide to Step Three- Cultivate 10 minutes
A Quick Guide to Step Four- Close 10 minutes
A Quick Guide to Lead Generation Data 10 minutes
A Quick Guide to Tracking Lead Conversion 10 minutes
A Quick Guide to the Impact of Lead Conversion 10 minutes

4 assignments Total 90 minutes

Graded Quiz- Focus Your Lead Generation and Conversion 30 minutes
Practice Quiz- Get to Know Different Lead Generation Methods 20 minutes
Practice Quiz- Convert Possible Business to Profitable Business 20 minutes
Practice Quiz- Use Data to Fuel Your Lead Generation and Conversion Efforts 20 minutes

2 discussion prompts Total 20 minutes

Share Your What- Reflection 10 minutes
Share Your How- Lead Generation 10 minutes

Welcome to Maximize Your Database, the second module of Sales Fundamentals. This module will build on the concepts of building a database from the first course. You will learn more about managing your database and communicating with your database to leverage new, repeat, and referral business.

What's included

10 videos3 readings3 assignments

10 videos Total 49 minutes

Introduction to Module 2- Maximize Your Database 2 minutes
Your Database is Your Crystal Ball 6 minutes
Work Your Database 6 minutes
Deliver Value Through Segmenting Your Database 5 minutes
Hear It From the Experts- How I Deliver Value to the Segments in My Database 3 minutes
Communicate in Meaningful Ways 6 minutes
Breaking it Down- Touch Campaigns 6 minutes
Hear it From the Experts- Mindshare Matters 4 minutes
Have Conversations that Matter 7 minutes
Summary and Wrap-Up- Maximize Your Database 3 minutes

3 readings Total 65 minutes

Practical Application- Your Sphere of Influence and Your Database 45 minutes
A Quick Guide to Touch Campaigns 10 minutes
A Quick Guide to Leading with Value 10 minutes

3 assignments Total 70 minutes

Graded Quiz- Maximize Your Database 30 minutes
Practice Quiz- Contact and Classify 20 minutes
Practice Quiz- Have Conversations That Matter 20 minutes

Welcome to Create Clients for Life, the third module of Sales Fundamentals. In this module, you will learn about client experience and its potential to impact business. You will consider what potential client experience you would want your clients to experience when working with you. You will explore effective communication methods and how you can combine client experience with effective communication to surpass expectations before, during, and after the transaction process.

What's included

16 videos8 readings4 assignments2 discussion prompts

16 videos Total 83 minutes

Introduction to Module 3- Create Clients for Life 4 minutes
Client Experience vs Customer Service 6 minutes
The Value of a Client Experience 9 minutes
Hear it From The Experts- My Client Experience 5 minutes
Master Communication Basics 5 minutes
Set Your Expectations 5 minutes
Hear it From the Experts- How I Set and Communicate Standards 2 minutes
The Power of Your Words 6 minutes
Ask Question to Seek Understanding 5 minutes
Use Communication to Seek Agreement with Clients 4 minutes
Enforce the Standards You Set 6 minutes
Reflect, React, and Adapt- Measure Your Client Experience 7 minutes
Surprise and Delight Your Clients Through Your Client Experience 7 minutes
Hear it From the Experts- Exceeding Expectations 4 minutes
Sustain the Relationships You Establish 6 minutes
Summary and Wrap-Up- Create Clients for Life 3 minutes

8 readings Total 135 minutes

A Quick Guide to the Client Experience Model 10 minutes
A Quick Guide to The Value of a Client Experience 10 minutes
A Quick Guide to Setting Communication Standards 10 minutes
A Quick Guide to Asking Questions 10 minutes
A Quick Guide to Adding a Personal Touch 10 minutes
Practical Application- Developing Communication Standards 45 minutes
Practical Application- When Have Your Expectations Been Surpassed? 30 minutes
A Quick Guide to Client Experience 10 minutes

4 assignments Total 90 minutes

Graded Quiz- Create Clients for Life 30 minutes
Practice Quiz- The Value of a Client Experience 20 minutes
Practice Quiz- Set and Communicate Defining Standards 20 minutes
Practice Quiz- Surpass Client Expectations 20 minutes

2 discussion prompts Total 20 minutes

Share Your What- A Client Experience 10 minutes
Share Your How- Surpass Client Expectations 10 minutes

Welcome to Construct Cohesive Branding and Marketing, the fourth module of Sales Fundamentals. In this module, you will learn about the different components that come together to make a cohesive brand. You will learn about value propositions and create your own for your potential future career in real estate. You will learn more about the impact of social media when marketing a brand.

What's included

10 videos7 readings3 assignments1 discussion prompt

10 videos Total 45 minutes

Introduction to Module 4- Construct Cohesive Branding and Marketing 3 minutes
Set Your North Star to Guide Your Value Proposition 5 minutes
Value Proposition versus Unique Selling Proposition 5 minutes
Define Your Value Proposition 6 minutes
Hear it From the Experts- Establishing My Value Proposition 3 minutes
Develop a Unique Selling Proposition 6 minutes
Marketing in a Digital Era 4 minutes
Hear it From the Experts- How I Established a Positive Social Media Presence 5 minutes
Hear it From the Experts- Purposeful Posting 5 minutes
Summary and Wrap-Up- Construct Cohesive Branding and Marketing 4 minutes

7 readings Total 150 minutes

Practical Application- Set Your North Star 90 minutes
A Quick Guide to Defining Your Value Proposition 10 minutes
A Quick Guide to Developing Your Unique Selling Proposition 10 minutes
A Quick Guide to Cohesive Branding Best Practices 10 minutes
A Quick Guide to Leveraging Social Media 10 minutes
A Quick Guide to Posting on Social Media 10 minutes
A Quick Guide to Additional Social Media Best Practices 10 minutes

3 assignments Total 70 minutes

Graded Quiz- Construct Cohesive Branding and Marketing 30 minutes
Practice Quiz- Define Your Value 20 minutes
Practice Quiz- Leverage Social Media Marketing 20 minutes

1 discussion prompt Total 10 minutes

Share Your How- Social Media and a Real Estate Brand 10 minutes

Welcome to Grow Your Business with Relationships, the fifth module of Sales Fundamentals. In this module, you will learn how establishing relationships outside of the clients in your database can help you grow your business. You will also learn about the referral opportunity and how to maintain relationships that continue to bring you referral business.

What's included

11 videos4 readings3 assignments

11 videos Total 66 minutes

Introduction to Module 5- Grow Your Business with Relationships 2 minutes
Key Relationships 8 minutes
Best Practices for Key Relationships 7 minutes
The Relationship Opportunity 6 minutes
Grow Your Business with Client Referrals 7 minutes
A Blueprint For Client Referrals 9 minutes
Hear it From the Experts- Client Referrals 5 minutes
Grow Your Business with Agent-to-Agent Referrals 8 minutes
A Blueprint for Agent-to-Agent Referrals 8 minutes
Hear it From the Experts- Agent-to-Agent Referrals 3 minutes
Summary and Wrap-Up- Grow Your Business with Relationships 6 minutes

4 readings Total 40 minutes

A Quick Guide to Key Relationships 10 minutes
A Quick Guide to Building Key Relationships Using Conversations 10 minutes
A Quick Guide to Asking For Client Referrals 10 minutes
A Quick Guide to Asking For Agent-to-Agent Referrals 10 minutes

3 assignments Total 70 minutes

Graded Quiz- Grow Your Business with Relationships 30 minutes
Practice Quiz- Establish More Than Just Client Relationships 20 minutes
Practice Quiz- Grow Your Business with Referrals 20 minutes

Welcome to Grow Your Business with the Real Opportunity, the final module of Sales Fundamentals. In this module, you will learn about the rental opportunity from two different viewpoints. First, you will learn how a real estate agent can help current homeowners rent the properties they own. Second, you will learn how a real estate agent can help people looking to rent a variety of property types. Finally, you will learn how a real estate agent can take advantage of the opportunities that come from property management.

What's included

12 videos3 readings4 assignments

12 videos Total 67 minutes

Introduction to Module 6- Grow Your Business with the Rental Opportunity 3 minutes
The Rental Opportunity with Homeowners 5 minutes
The Earning Potential- Working with Homeowners 8 minutes
A Real Estate Agent's Value Proposition for Homeowners 6 minutes
Hear it From the Experts- Helping Homeowners in the Rental Process 5 minutes
The Rental Opportunity with Renters 6 minutes
The Earning Potential- Working with Renters 7 minutes
A Real Estate Agent's Value Proposition for Renters 7 minutes
Hear it From the Experts- How Working with Renters Impacted My Real Estate Business 3 minutes
The Property Management Opportunity 7 minutes
The Earning Potential- Property Management 6 minutes
Hear it From the Experts- How I Grew My Business With the Help of Property Management 4 minutes