Seller Representative Specialist (SRS) - 2 Day Designation Course (8 CE)
LIVE WEBINAR
8 CE, $94
February 22nd - 23rd
8:30 am - 4:30 pm
Register Now
The 2-day SRS Designation Course (February 22-23, 2021) provides a comprehensive foundation of skill development, training and resources to help real estate professionals represent the interests of sellers in today’s marketplace. You will earn 8 Specialty credits upon course completion.
Students learn to:
- Increase listings and grow their business
- Demonstrate and communicate their value package to seller clients
- Understand and apply the Code of Ethics and Standards of Practice
- Understand and comply with state license laws when representing sellers
- Understand and apply methods, tools, and techniques to provide the support and services that sellers want and need
Learning Objectives:
Generational Marketing
§ Differentiate between effective generational styles
§ Understand Senior, Boomer and Gen X & Y needs
Emerging Future Business Trends
§ Anticipate the needs of future seller clients Prospecting for Business
§ Methods sellers use to find agents and methods buyers use to search for property
§ Define a target market for future business
§ Identify sphere and cold lead generators
§ Understand cultural marketing and prospecting
§ Drip system prospecting
§ Understand the effectiveness of each type of marketing method
§ Proper and improper conduct under Do Not Call laws
§ Solicitation and characteristics of FSBO objections
§ Understand the rules to seeking expired listings as new business
Listing Strategies
§ New and alternate business models
§ Office policy on agency and state laws and regulations
§ Forms, agreements and authorizations given to the seller when listing
§ Alternate listing strategies
Compensation Policies
§ Application of Standard of Practice 1-12, 16-1, 3-1, 16-16, 3-4
§ Identify how to implement their office policy’s professional service fees
§ Demonstrate to seller how commission fees are split
Listing Models
§ Unbundling services and how service packages can reflect different service levels
§ Marketing service options
§ MLS entry only; Limited Services; Office Exclusives
Preparing for the Appointment
§ Key aspects of advance research for a listing appointment and seller counseling session
§ Existing Liens & Mortgages
§ CLUE Reports & Cautions
§ Short Sale Cautions
§ CMA Components
§ Absorption Rates & Analyses
§ Automatic Valuation Models (AVMs)
The Seller Counseling Session
§ Formulate pricing and marketing information
§ Reasons for the appointment
§ Topics to discuss at seller counseling session
§ Assess the listing
Setting the Stage – Pre-Sale Preparation
§ Process and reasons for staging a property
§ Reasons and marketing rationale for improvements
§ Identify sources of work / advice and cautions about recommendations
§ Disclosure of third party business relationships – Standard of Practice 6-1
Marketing the Listing
§ Different venues for marketing including technology apps and different methods per survey data
§ Offline and Online marketing
§ Property marketing tools (including social media, photos, virtual tours, single property websites,
traditional tools and others)
§ Different types of open houses and preparations for sellers
§ Objectives of different types of open houses and issue that arise
§ The auction process and value to sellers
§ Agent safety issues and resources
§ Sources of buyers and their processes in the home buying process
§ Call conversion methods to position the seller’s property
§ Key question to ask prospects when beginning a relationship
§ Application of Standard of Practice 16-13
§ Considerations about photos/videos of listings and disclosures to sellers
§ Methods for feedback
Blueprint for a Successful Transaction
§ Handle multiple offer presentations by prioritizing the offers by type and quality based on seller’s needs
§ Approaches to negotiation of the sale, depending on area and local/state law or custom
§ Understand performance contingencies in contract forms
§ Understand key areas of terms in common sale contracts
§ Understand terms for “back-up” offers or contracts
§ Learn to look for false records, credits not on HUD1, and inflated appraisals (RESPA violations)
Presentation Methods
§ Understand different presentation methods, including key concepts in Standard of Practice 1-6
§ Understand agent’s requirements to present offer and not delay presentation
§ Learn to process requested confidentiality agreements presented prior to the delivery of an offer
§ Application of Standard of Practices 1-13 and 1-15
§ Myths and misconceptions of multiple offers
§ Presenting multiple offers and the grid method
§ Clarifying questions to ask buyer representative, including counter offer patterns and strategies
§ Application of Standard of Practice 3-8
§ Learn to work with subsequent offers after accepted contract is in place
Inspection Phase§ Understand the purpose of inspection and types available to sellers
§ Understand the listing agent’s and co-op agent’s roles and conduct at the inspection
§ Verification of repair requests
§ Seller options regarding defects
Pending Issues Prior to Closing
§ Identify and understand possible issues that can occur between contract and closing
§ Understand problems that can occur with personal property inclusions and exclusions
§ Application of Code of Ethics Article 9
§ Counter offer and negotiation strategy – how to handle last minute crisis before closing
CLICK HERE for more information about the SRS Designation, including any additional requirements.
Instructor: Gonzalo Mejia