Certified Residential Specialist – CRS – Courses

Turning Leads Into Closings – Whether you are a new agent building your business or an established agent keeping your database fresh, maintaining a flow of potential customers is crucial to your success. Attracting leads is key, but if you don’t have effective systems for converting them into closings, you’re leaving money on the table. This course highlights both traditional and digital approaches to identifying and closing more customers. Instruction and activities cover all aspects of a successful customer interaction experience–attraction, first contact, needs analysis, incubation, conversion, closing, and beyond. 1 day

After completing this course, you will be able to:

  • Develop systems for capturing, converting, and tracking leads
  • Implement customer-focused campaigns that highlight consistent touches via various channels
  • Integrate technical tools to enhance the efficiency and responsiveness of your lead management
  • Set priorities for lead conversion and create an action plan for achieving them

Win-Win Negotiation Techniques – To successfully represent and satisfy their customers, agents must be effective negotiators. In fact, the most recent NAR Profile of Home Buyers and Sellers reports that 87% of buyers identified negotiation skills as a very important quality for their real estate agents. Since another key element of success is developing and sustaining relationships, agents must consider not only the outcome of a negotiation but also their rapport with the other party. This course provides negotiation strategies that enable you to achieve mutually satisfying results rather than haggling over issues that can derail transactions. Through highly-interactive role playing activities, you will develop and practice scripts that can prepare you to successfully negotiate with all parties in a transaction, including clients, other agents, and service providers. 1 day

After completing this course, you will be able to:

  • Establish and maintain rapport with other parties in a negotiation
  • Learn about other parties needs and identify their interests
  • Effectively prepare for negotiations by exploring actionable solutions and creating a game plan
  • Respond more effectively to issues that commonly arise during your transactions

Mastering Your Time to Achieve Your Goals – Being successful isn’t just about selling more homes or serving more clients. It’s also about effectively managing your business so that you also can devote time to your personal life. This CRS One-Day Course will provide strategies for creating positive change in your professional and personal lives. Course activities will help you assess your current business, set actionable goals, and develop a plan for how to achieve them. You will create a system that keeps you organized and focused as you take on the various challenges competing for your attention each day. 1 day

After completing this course, you will be able to:

  • Clarify your current status in the five critical areas of your life
  • Design a business that will financially support the life you desire
  • Understand various time management principles and techniques as well as the art of time blocking
  • Prioritize your life goals and create a plan of action to accomplish those goals

Technologies to Advance Your Business (CRS 206) – Today’s internet-enabled real estate market requires sales agents to work faster and be more responsive than ever before. The ability to quickly access and exchange information – anywhere, anytime – can be the difference between making and breaking a transaction. The Technologies to Advance Your Business course guides students through a process for analyzing the technology needs of their business. Course topics focus on using technology tools that enable sales agents to become more productive, increase their profits, and differentiate themselves in the marketplace. This course combines targeted discussion topics, technology demonstrations, and engaging activities to prepare students to select the right technology tools and systems to advance their business.

Course Content:

  • Time-saving technology tools
  • Automated contact management & follow-up systems
  • Strategic mass email & internet marketing
  • Successful marketing via Web sites, Blogs and other communication tools
  • Effective multimedia technologies for enhanced listing & buyer presentations

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