METRO BROKERS ADVANTAGE (MBA) POSTLICENSE TRAINING
MBA training focuses on improving basic marketing skills necessary to list and sell property. The course is ideal for newly licensed associates or experienced associates who are looking for a refresher course. The intensive 10-day curriculum includes insightful techniques for prospecting and referral generation. Graduates earn 25 credit hours toward post-license education requirements and receive the prestigious MBA designation.

SECTION I

Day 1
-Welcome, housekeeping, Georgia Real Estate Commission rules and regulations
-Real estate environment in Atlanta Metro GAMLS and FMLS overview
     -Map books
     -Supra key
-Your company's work environment
-Accounts receivable policy
     -How you are billed
     -Late payments and penalties
-Courier service/basic policies
-Facts about E & O insurance
     -Broker support
-Branch office procedures - the paperwork
-Who to call for help and service
-Your company's commission plan
-Buying and selling real estate yourself
-Basic tools for success
     -Your personal webpage
     -MetroNet resources
-Technology support for prospecting
     -Georgia no call list
     -Silent Flyer program
     -eNeighborhoods
     -GAR forms

Day 2

-Working with  buyers - Who are they?
     -Sphere of influence
     -Renters
     -Engaged/divorced
     -Transferees
     -Lottery winners
     -Sellers
-How do you find them?
     -Ask, ask, ask - prospecting buyers/scripts
     -Farming
          -Apartment complexes (door knocking, telephone, mail)
          -Open house sitting
          -Newspaper ads (must be active listing)
          -Prospecting in public places/Beware of "No Soliciting" signs
     -Personal marketing
-Getting buyers to work with you
     -Explain how you operate
     -What you will do for them
     -Hand holding
     -Overcoming fears
     -Free (no obligation) service packages
     -Company reputation
     -Training
-Agency and pre-qualification
-Financial pre-qualification/insurance
-Financial - loan program/pre-approval
     -Loan process/contract to close

Day 3

-Resales
     -Face to face appointments
          -What are their needs, desires
          -Ask about financial ability
     -Research properties/comps
          -Neighborhoods, schools, shopping, amenities, etc.
          -Make maps, routes
          -Select three to show
     -Showing properties
          -Make appointments
          -Demonstrate the homes
          -Ask for critique
          -Close or make another appointment
-Showing new construction
     -On-site responsibilities
     -Buyer's agent role
     -Registration requirements
     -Look out for buyer's best interests
     -Covenants, by-laws and restrictions
     -Loan requirements and time limits

Day 4

-Contract difference between a new construction and a purchase and sale agreement
     -Closing dates and requirements
     -Earnest money
     -Inspection
     -Seller's disclosure
     -Additional exhibits and addendums
-Contracts/basic laws
-Landmines and cowpies/common mistakes
-Handling earnest money and retainers
-Preparing contract and processing
-Writing the offer - what to ask
-Type the offer using GAMLS forms
-Presenting the offer - present all offers
-Turning in the offer for processing
-Inspections
-Common contract mistakes

Homework assignment - write a contract on a particular property as assigned.

SECTION II

Day 5

-Identifying potential seller clients
-Where do we find potential sellers?
-Setting up a geographic farm
-Prospecting scripts
-Preparing for the first visit with the seller
-The two step method of building a listing presentation
-Answering the sellers questions and overcoming obstacles
-Working with expired listings
     -Contract scripts
     -Getting an appointment to talk with the owners
-Working with for sale by owners
     -Locating FSBOs
     -Contact scripts
-Pricing residential property
     -Information search for the CMA
     -Preparing the CMA
-GAR forms
-Contracts and forms
-Atlanta metro school information

Day 6

-Preparing for the listing presentation
-Presenting the listing presentation
-Presenting a marketing plan
-Closing for the listing
-Preparing the seller for what happens once their home is on the market
     -Staging the home for showings
     -How showing appointments are handled
     -Lockboxes and access to show
-How offers are to be presented
     -Seller right to respond or accept
     -Counters
     -Pets
     -Protecting valuables
     -When to walk away

Day 7

-Demonstrating the value of your service
     -Major reasons a seller chooses one agent over another
     -What services the commission buys the seller
     -Ethics and honesty
-Writing effective advertising
-Avoiding legal and unethical problems in advertising
-Holding an effective open house
     -Offers to purchase - the paperwork
     -Amendments, addendums and exhibits
-Preparing the seller's estimated net proceeds statement
-Handling earnest money
-Processing the transaction
     -Building a checklist
     -Follow up
-Turning in the paperwork to the business office

Day 8

-When things go wrong
-What to do when earnest money is in dispute
     -Time management - choosing whom to work with
     -Prioritizing your time
-Pros and cons of working at home
-Avoiding time-stealers
-The value of establishing goals
-Building an action and activity plan
     -Determining activities to achieve your earnings goal
     -Making an activity plan

SECTION III

Day 9 & 10

-The 80/20 rule of real estate sales
     -Why 20% of agents sell 80% of homes
     -How to become part of the 20% through training
-Order taking (clerking) vs. selling (persuasion)
     -Definition of selling
     -Overcoming fear of persuasiveness
-Definitions of sales terms
     -To close
     -Pulley vs. pushy approach

The Art of Negotiating in Real Estate Sales

-Types of persuasive techniques
-Letting buyers and sellers win
-What is an objection?
     -Common seller objections
     -Common buyer objections
-5 step communication process to aid buyers and sellers in making a good decision

Real Estate Sales Psychology

-Professional approach to problem resolution
-How buyers and sellers negotiate
-Professional negotiating tips
     -Nothing sells but the truth
     -Ethics

The Art of Closing for an Appointment

-Why is it sometimes difficult to obtain an appointment even with a motivated buyer or seller?
-Common objections to meeting with you
-Real estate buyers and getting an appointment
     -Sign calls
     -Advertising response
     -Mail, fax, etc.
-Real estate sellers and getting an appointment
     -Answering questions regarding your commission rate over the phone
     -Answering questions as to the value or suggested list price of a home you have never seen
     -Setting appointments with potential home sellers you meet while shopping, banking or socializing

The Art of Selling While Working with Buyer Clients & Customers

-All objections are based on fear because of lack of knowledge
-Answers and responses to 15 common questions often asked by home buyers
-Knowing the services and practices of the competition
     -Broker support
     -Marketing
-Answers and responses to seller questions
     -Getting an appointment to see their home
     -Commission rate negotiations
     -List price objections
          -Importance of honesty
          -Sellers expectations and dreams
          -Problems with overpricing
               -For seller
               -For REALTOR
     -Facts about for sale by owners
-Final exam