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Sales

Harcourts Victoria Academy - Sales Training

SALES PROGRAMME

Provides both new and experienced Sales Consultants with proven prospecting, listing, sales and self-management methods. There are six training days in the full programme. Experienced consultants attend only the final two day Succeeding The Harcourts Way, whilst new to the industry consultants attend both programmes.


GETTING STARTED THE HARCOURTS WAY

WHAT YOU WILL LEARN

  • To develop real estate success attitudes and strategies
  • To mind your own business - planning and goal setting
  • To prospect for future business through consultative techniques
  • To make superstar presentations and sales
  • To build repeat and referral business through client management systems
  • To develop skills for managing yourself and achieving life balance
  • To maximise the benefits of Harcourts technology, communication and marketing tools for self promotion, service and efficiency

SUCCEEDING THE HARCOURTS WAY

WHAT YOU WILL LEARN

  • To develop real estate success attitudes and strategies
  • To mind your own business - planning and goal setting
  • To prospect for future business through consultative techniques
  • To make superstar presentations and sales
  • To build repeat and referral business through client management systems
  • To develop skills for managing yourself and achieving life balance
  • To maximise the benefits of Harcourts technology, communication and marketing tools for self-promotion, service and efficiency.

AUCTION PROGRAMME

The Auction Programme provides skills, knowledge and resources to enable sales consultants, office managers and support staff to list and sell property using the auction method of marketing.

WHAT YOU WILL LEARN

  • The auction method of marketing property and why no-price marketing can be so successful
  • Scripts to assist you with handling common seller concerns about auction
  • The importance of the auction listing file and what it should contain
  • How to identify components for bidders packages and review high profile auction marketing plans
  • How to work with buyers for auction and explain the benefits of the auction process to them
  • Effective scripts for discussing price with buyers of no-price property
  • How to handle offers prior to auction and hold buyer interest up until the auction day
  • How to establish a strong working relationship and communicate effectively with sellers
  • How a reserve set meeting is conducted and what your responsibilities are leading up to the auction day
  • Successful auction day strategies and understand auction procedure
  • How to work the auction floor and know the tasks and scripts required of you whether the property is sold or passed in

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*The above courses are only available to Harcourts Team members.

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