The course instructor, Rich Hart, is a nationally recognized Speaker, Consultant and Trainer with the National Association of REALTORS® and REBAC. As a business and personal development coach, he continues to take individuals on a journey beyond their personal attitudes and abilities. As a business professional today, the emphasis has focused on proper planning, creating new habits and exceeding levels of performance in order to carve a pathway towards exceeding client expectations time and again. As a REALTOR®, he holds prestigious nationally designations of an, ABR, GRI, SRS, SRES, CIPS, RLI, TRC & E-pro and gives personal testimony and practical experience to his professional knowledge and expertise which he continually delivers to his audiences.

This 2 day course (9:00am-5:00pm) is broken down into 4 specific modules of advanced learning techniques.

Module # 1 Getting Started (Mindset of a Specialist)
- Describe the methods sellers use to find a specialist
- Identify sphere and cold lead generation
- Proper and improper conduct under Do Not Call laws
- Describe solicitation of FSBOs and Expired Listings
- Describe policy and procedure based on office practices, state laws and current regulations
- Identify policy implementation and office policies of professional service fees
- Describe different listing strategies such as commission structures, limits of REALTOR® services, office exclusions and Auctions
- Preparation of marketing as a business professional, prospecting, business generation, compensation and advanced listing strategies

Module #2
Preparing for the Listing Appointment (Pooling your talents and Resources)
- Methods of the Seller and what Sellers are looking for
- Aspects of the Seller counseling session
- Formulation of pricing index and marketing information
- Raw and advanced components of CMAs
- Evaluation of pre-Listing inspections, property condition disclosures, and successful service partners
- Process of the staging for advanced market interest
- The use of the open house and how the program is utilized as a promotion indicator
- Listing objectives and getting the best results
- Developing the necessary tools and information for reaching seller objectives

Module #3
Marketing the Listed Property (Where objectivity meets the advertising and marketing challenge)
- Communication and conversation methods for seller positioning
- Various conversion methods when working with a represented buyer
- Identify methods of conduct when dealing with another agent’s buyer, Code of Ethics and professionalism
- Strategies for closing the unrepresented prospect and ad callers
- Handling the cooperating agent questions and negotiations
- Key concepts and rules of procuring cause
- Key components of the contract and the areas of interest inside being compliant.
- Identification of RESPA and Fraud issues in negotiating and closing the contract
- Keys of communication and the identification of conduct, strategies and components to the close of the contract.

Module #4
Bringing it all together (The reasons for professional REALTOR® success)
- Presentation and methods of gaining seller client trust
- Multiple offer presentation and working for your client’s best interest
- Myths and complexities of the inspection process
- Keys of Negotiation and the technique of repair vs. request
- Choosing the correct course of action alternative regarding issues of possession, property loss, pre-closing, and all related closing issues
- Crisis at the last minute and how we deal with the current situation.
- How the success comes together and dealing with the issues along the way. Negotiation and a key to where the process starts and where it ends. Crisis management and closing the sale.