Realty Association Self Study Classes
>>> FREE!
>>> Take them at your convenience!
>>> 22 different classes to choose from!
>>> Credits towards your GRA!
To better accommodate agent schedules, we are now offering our Mentor Series and Real Estate Live! Series (aka Reality Real Estate) as Self Study Classes here at the office.
Both of these series are DVD based, and you may check out the materials (through Jim) during normal business hours to be watched here at the office. DVD’s can be viewed on your laptop computer (at the office), or on the TV in the training room. Unfortunately, we cannot allow the training DVD’s to leave the building. The DVD’s run from 18 minutes to 1 hour and 47 minutes in length.
There are a total of 22 different classes to choose from (see course descriptions below). Most of the classes have handout materials and an audio training CD that you may keep. You will also receive a credit towards your GRA Designation for each class you complete. Complete a total of any 12 classes and you will receive your GRA!
Just let Jim know which class you would like to schedule, and he will prepare the materials you’ll need. If you want to take a class on the weekend, let Jim know by Friday afternoon, and he’ll leave the materials with the front desk.
PS - our TRA Series is typically offered as a live training on the first Tuesday of each month at noon. There are 6 different classes covering the fundamentals of all contracts, agency agreements, counteroffers, disclosures, amendments, addendums, and other paperwork. These classes also count towards your GRA designation. See Announcements on the company website for schedule and course content. Come join us!
Take advantage of these FREE trainings to boost your business!
Real Estate Live! (aka Reality Real Estate)
(click links below for more details):
DVD run times for the “Featured Presentation” are listed above. Some DVD’s also include optional bonus materials (Technology Tips, Live on Stage, REALcoach, REALtalk, Business Management, Marketing, etc) that run an additional 2 minutes to 30 minutes each.
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Mentor Series:
(see full course descriptions at bottom of page)
Mentor Series #1 - Intro to Prospecting, Questioning & Motivation (36:00)
Mentor Series #2 - Telephone & Referral, Prospecting (36:00)
Mentor Series #3 - Open Houses (22:00)
Mentor Series #4 - For Sale By Owners (32:00)
Mentor Series #5 - Expired Listings (18:00)
Mentor Series #6 - Seller Counseling (28:00)
Mentor Series #7 - Listing Presentation, Closing the Seller (46:00)
Mentor Series #8 - Managing Resistance, Commission Objections (50:00)
Mentor Series #9 - Pricing Presentation (34:00)
Mentor Series #10- Buyer Counseling (30:00)
Mentor Series #11- Showing Homes, Closing the Buyer (37:00)
Mentor Series #12- Presenting & Negotiating Purchase Agreements (41:00)
Click link below for brochure on the Mentor Series:
Mentor Series Course Descriptions:
Mentor Series #1 (36:00) Introduction to Prospecting, Questioning & Motivation
I. Introduction to Prospecting
II. Questioning Skills
III. Types of Questions
IV. Determine Who is Ready, Willing and Able—NOW
V. Probe for Motivation
Mentor Series #2 (36:00) Telephone & Referral Prospecting
I. Purpose
II. Opening the Call
III. Qualify, Don’t Sell
IV. Ask for Appointment, Name
V. Develop a Referral Business
VI. Ask for a Referral
Mentor Series #3 (22:00) Open Houses
I. Why Hold Open Houses?
II. Create Traffic
III. Preparation
IV. Greeting/Rapport
V. Probe for Discontent
VI. Ask for an Appointment
VII. Follow Up
Mentor Series #4 (32:00) For Sale By Owners
I. Understanding FSBOs
II. Making Contact
III. Seller Qualifying Questions
IV. Get in the Home
V. Seller Counseling, Ask for Listing Presentation
VI. FSBO Listing Presentation
Mentor Series #5 (18:00) Expired Listings
I. Understanding Expired Listings
II. Expired Listings: Phone Technique
III. Questions to Ask at First Meeting
Mentor Series #6 (28:00) Seller Counseling
I. Preparation for Listing
II. Build Rapport, Establish Positive First Impressions
III. Establish Trust
IV. Determine Motivation
Mentor Series #7 (46:00) Listing Presentation, Closing the Seller
I. Open the Presentation
II. Create Acceptance
III. Present Your Marketing Plan
IV. Close for the Listing
V. Servicing and Marketing
Mentor Series #8 (50:00) Managing Resistance, Commission Objections
Part I
I. Three Categories of Resistance
II. Six Steps to Objections
III. Buyer Objections
IV. Listing Objections
Part II
I. Commission Objections
II. Relative (Comparative) Objection: You vs. Them
Mentor Series #9 (34:00) Pricing Presentation
I. Problems of Overpricing
II. Separate Listing from Pricing
III. Establish Value, Present the CMA
IV. Respond to Objections
Mentor Series #10 (30:00) Buyer Counseling
I. The First Meeting
II. Pre-Counsel the Buyers
III. Motivation
IV. Financial Qualifying
V. Prepare the Buyer; Train Your Buyers to Buy
VI. Fast Markets
Mentor Series #11 (37:00) Showing Homes, Closing the Buyer
I. Sequence Your Showings
II. Avoid “Sticker Shock”
III. Showing Guidelines
IV. Pay Attention to Feedback Reference Points
V. Trial Close
VI. Writing the Purchase Agreement
VII. Handling Other Types of Offers
Mentor Series #12 (41:00) Presenting & Negotiating Purchase Agreements
I. Myths and Stereotypes
II. Negotiation Strategies
III. Prepare to Negotiate
IV. Set the Stage
V. Present the Buyers
VI. Present the Agreement
VII. Multiple Offers
VIII. Co-op Offer
IX. Counteroffers
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