Estate Agency Essentials Courses

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

Taking 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 how to keep the lines of communication open to prevent withdrawals.

• Understand the process of encouraging, negotiating and processing offers
• Understand how to give professional advice with due skill and care
• Understand how to use sales skills in negotiation to encourage offers
• Gain confidence in qualifying prospective buyers’ circumstances
• Handle objections given by prospective buyers/tenants to making an offer
• Identify factors that might affect the acceptability of the buyer by the seller
• Identify the typical areas for negotiation in the sale of a residential property
• Learn how to resolve differences between sellers and buyers

This course is aimed at helping you impress potential Vendors when booking market appraisals and also giving you knowledge of different types of Vendors, methods of sale (private treaty, auction and tender) and varying terms of business (sole agency etc), so that you can offer the most appropriate advice and also sell the most appropriate services that benefit your business.

• Understand how to handle vendor enquiries to spot opportunities to sell
• Understand how to give professional advice and deliver professional services, whilst complying with all relevant legislation, including conflict of interest to deliver a service with due care, skill and diligence
• Understand how to register client details effectively
• Understand how to use sales skills to sell agency services

In addition to the generic laws that apply to both estate agency and lettings, there are laws that you need to understand that are specific to Estate Agency.

The key law being the Estate Agents Act 1979, which works alongside the consumer protection laws (Consumer Protection from Unfair Trading Regulations).

This module also includes referral fee guidance in line with recent government announcements.

• Understand the key specific laws, regulations and codes of practice for residential estate agency and how they are applied. Updated to include recent changes and additions
• To understand the recent referral fee guidance
• Understand how to comply with the estate agents act, guidelines and codes of practice

This module is designed to help you make the most of any buyer phone call, visit or portal lead, so that you become skilled at spotting business opportunities such as market appraisals, cross selling opportunities (mortgage, conveyancing and rentals), as well as helping you categorise your mailing list as effectively as possible, to make your data more valuable.

• Understand how to register buyer details effectively to create customer relationships and satisfy customer requirements
• Understanding how to arrange viewings and provide relevant advice to buyers and clients, whilst remaining compliant
• Use secure access to utilise bespoke property software effectively and efficiently to record property and client information and data
• Gain feedback in a meaningful way which meets agreed vendors’/landlords’ expectations, and which helps to encourage sales and offers
• Explain how to obtain quality information and data from prospective buyers and why it is so important