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Determining Market Value
credit hours: 3
instructor: Peter Porcelli
upcoming dates
Knowing how to confidently interpret value of real property is vital to both listing and selling agents. Without
such skill, one may inadvertently over-price their listings and/or cause their buyers to offer too much money. This
class will teach you economic and financial principles, how to use two kinds of CMAs and various statistical reports
to interpret market value. Take this class and you will speak with conviction!
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Fast, Top Dollar Home Sales with Staging
credit hours: 3
instructor: Rick Duda
upcoming dates
Learn staging tips and tricks for fast, inexpensive solutions to update the look of your listings. Also learn how to
remove odors, pick "quick sale" paint colors, ideal furniture placement, green design trends, and landscaping tips.
The tricks taught will help sell your listings fast!!!
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Lead Generation in Today's Market
credit hours: 3
instructor: Dave Kubat
upcoming dates
Finding clients is important to all agents, but in the world after the crash, the skill of efficenty bringing in new
clients on a routine basis has become a daunting task. This class teaches the student a blend of high-tech and
low-tech ways to keep your business safely in the black.
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Listings: Formula That Sells
credit hours: 3
instructor: Peter Porcelli
upcoming dates
There exists a formula that is fundamental to the sale of all commodities: the right price, condition to match, and
a wide market exposure. Therefore, a salesperson armed with this formula, and the ability to explain it to clients,
makes for a valuable resource, and a time and money saver. All commodities are subject to this formula, whether that
commodity is a bar of soap, a microwave oven, or a house. This class will equip students with the tools and
resources, and instill conviction into their presentations.
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Successfully Selling HUD Homes in Georgia
credit hours: 3
instructor: Shannon Judd
upcoming dates
This class is taught by a HUDPemco representative and will teach the following: Who can buy HUD properties, how to
register with HUD, how to navigate the HUD listing site, how to market, advertise, and show HUD Homes, how to write
a HUD Sales contract, how "priority bidding" works, and much, much more!
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Super Powers of a Real Estate Professional
credit hours: 3
instructor: Peter Porcelli
upcoming dates
The Real Estate Sales Industry is one of small business ownership with relatively few barriers to entry. As a
result, many people enter the business, receiving little or no training. This class will teach the student goal
setting and business planning, sales techniques and contact management, lead generation and the art of
professionalism. The class will expose the daily routine of successful agents and customary practices, instilling
direction and confidence into the work of the real estate professional. This class is for new agents and for
seasoned agents that new to get back to basics.
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Super Skills of Buyer Representation
credit hours: 3
instructor: Peter Porcelli
upcoming dates
The process of successfully guiding a Buyer to consummate a sale is not one free of hurdles, nor hiccups. This class
will teach the student how to conduct a through buyer consultation, pre-qualification of funds, property search,
showing property, ins and outs of earnest money, mortgage fraud recognition, home inspection, re-negotiating during
contingency periods, customary practices, and handling of objections throughout the buying process.
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Super System Business Planning for the Real Estate Professional
credit hours: 3
instructor: Peter Porcelli
upcoming dates
While everyone agrees that proper planning leads to desired outcomes, most real estate agents do not have a formal
plan. When an agent follows a business plan, the rollercoaster of sales cycles all but disappear, and are replaced
with steady income. This class is a workshop, and at the completion of class, each student will have their own
budget, weekly activity schedule, and annual business plan for real estate sales.
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Super-Effective 30-Minute Listing Presentation
credit hours: 3
instructor: Peter Porcelli
upcoming dates
A great listing presentation is one that is the same every time. The only difference is the client and the value of
their property. Therefore, an agent with a carefully-worded presentation only needs thirty minutes to convience any
seller. This class will teach you the right scripts, concepts, elements of presentation, and a strong closing
script.
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Super-Simple Prospecting
credit hours: 3
instructor: Peter Porcelli
upcoming dates
Without clients, even the expert professional cannot make income. Leads are generated through either prospecting or
marketing. Marketing requires little effort, but is expensive, difficult to track, and produces relatively few
quality leads. Prospecting requires time, but is inexpensive, and generally produces more quality leads. Therefore,
the basic skills of prospecting are arguably the most important to possess. This class will teach the student
techniques of prospecting including: database building, management, and mining, networking, FSBOs, expired listings,
open houses, the leverage of listings, seminars, call-capture systems, e-newsletters, referrals, and use of the
internet.
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Super-Sized Sales Techniques
credit hours: 3
instructor: Peter Porcelli
upcoming dates
Every small business owner needs two sets of skills to succeed at a high level: they must have expert knowledge of
their product/service, and they must know how to sell it. Without a customer, even the greatest professional will
not make money. This class teaches the student how to recognize and respond to objections, to script common
presentations, develop an “elevator pitch”, build rapport and trust, improve writing skills, use humor, provide
value, earn referrals, and get great testimonials.
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Super-Smart Listing Presentation
credit hours: 3
instructor: Peter Porcelli
upcoming dates
Many agents spend hours at a listing presentation. This practice is mostly a waste of time for the agent and
prospective clients alike. The reasons for these occurrences are lack of preparation, lack of procedure, and lack of
closing technique. This class will teach the student how to make each listing appointment consistent and effective
through development of a pre-listing packet, an organized presentation, the use of relevant market statistics, and a
powerful close.
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The Ultimate Listing System
credit hours: 3
instructor: Dave Kubat
upcoming dates
Not every seller is the same (especially in the current market), and not every listing plan will fit each seller's
needs. This class teaches the student creative ways to never miss out on listings: listing options, killer scripts,
special stipulations to add to listing agreements, additional services without additional expense, simple
presentation, and get seller referrals! Great for new and experienced agents.
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