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Course Overview

This course covers the key skills you need to negotiate offers  in estate agency in England and Wales.

Taking you through the process from being proactive and generating offers up to the memorandum of sale and instruction of the sale. You will cover all the content you need to be more confident in advising your buyers and Vendors in what can be a very tricky process.

In addition, we look at the negotiation skills necessary to advise Vendors on price reductions and also to keep the lines of communication open to prevent withdrawals.

What You Will Learn

• Understand the process of encouraging, negotiating and processing offers on residential property for sale or to rent in England and Wales
• Understand how to give professional advice with due skill and care when negotiating
• Understand how to use sales skills to negotiate offers on residential properties for sale and to act ethically and with integrity
• Understand how to communicate clearly, accurately and transparently when negotiating
• Understand how to use sales skills in negotiation to encourage offers
• Understand how to negotiate the sale of residential property
• Understand the process of accepting offers to buy or rent a residential property
• State how to comply with the relevant legislation, guidelines and codes of practice relevant to negotiating the sale of properties
• Explain how to create an offer to buy or to let from buyer’s/tenant’s interest in particular properties
• Explain how to confirm prospective buyers’/tenants’ circumstances relevant to purchasing/renting a property
• Identify reasons for prospective buyers’/tenant’s different timescales for purchasing/renting a property
• Describe the main concerns and objections given by prospective buyers/tenants to making an offer and how to deal with these concerns
• Outline the key stages in the process of selling a residential property and relevant legal documentation
• Identify the different parties involved in the process of buying and selling properties
• State the different types of offer that can be made when purchasing a residential property
• Analyse the advantages and disadvantages of different types of offer
• Identify factors that might affect the acceptability of the buyer by the Seller for a property of interest
• Identify the typical areas for negotiation in the sale of a residential property
• Explain why it is important for a negotiator to establish the limits of negotiation with the Seller and buyer
• Explain different ways of resolving differences between the Sellers’ and buyers’ proposals when negotiating terms and conditions
• Explain the risks associated with varying the agreed terms and conditions during and after negotiations
• Explain the importance of informing all relevant parties in a timely manner of offers, which have been accepted by the Seller or Landlord