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The Ultimate Guide to Sales Training for Real Estate Agents

A career in real estate isn’t smooth sailing for many who enter the field, with over 75% of new real estate agents leaving the industry within their first five years. However, if you dream of having a successful career in real estate, all hope is not lost.

Job outlook for real estate brokers and agents is expected to grow 7% from 2018 to 2028 which is faster than the average growth rate across all occupations. To succeed in the field, your skills as a real estate professional need to be in top shape.

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Having a successful career in real estate involves so much more than being able to scout properties, and learning doesn’t stop after you’ve earned your real estate license. Consider investing in continuing education to increase your chances of success in the field.

Real Estate Sales Training

Here are the key skills we recommend honing in on when pursuing continuing education as a real estate agent.

1. Negotiation

Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. Seek out training opportunities that introduce you to new negotiation techniques and give you clear examples of effective negotiation that can deepen your level of understanding from all sides.

2. Writing strong copy

When selling a property, good photography alone does not make a strong listing. You want to learn how to write copy that sells, using search-driven keywords so your listings can be seen by those who are looking for them. Additionally, you want to ensure you can write compelling copy that draws potential buyers in. Look for training or continuing education courses that allow you to hone in your writing skills so you can create stellar materials.

3. Working through objections

Handling objections is a common part of your job description as a real estate professional. However, objections don’t always have to lead to an immediate “no.” When managed properly, objections can get you closer to making a sale because they can help you learn what your buyer is truly after. While handling objections can be challenging at first, with practice you can effectively resolve many customer objections to make the sale.

4. Presenting

Whether you are delivering a pitch or showing a property, having strong presentation skills is critical for success in the real estate profession. Many training programs offer public speaking and/or presentation resources that can help you feel more confident and in-control pitching a sale or new property.

5. Local area knowledge

Knowing your local market is essential. While some distance education programs cannot speak to your geographic location, you can learn best practices that can help you successfully navigate and stay on top of what’s happening in the real estate market in your area.

Real Estate Training Courses

Here are some online training courses that can help you strengthen your skills to be successful in real estate.

1. HubSpot Academy

HubSpot Academy

HubSpot Academy offers free courses and certifications that can take your sales knowledge to the next level. Whether you want to learn how to use workflows to strengthen your sales strategy, or basic sales techniques, we’ve got you covered.

2. Kaplan Real Estate Education

Kaplan Real Estate Training

Image Source: Kaplan

Kaplan offers industry-leading real estate courses and exam prep for those seeking a real estate license or continuing their education.

Kaplan has courses on important subjects such as appraisal, home inspection, wholesale real estate, and contractor licensing. They also offer real estate education resources specific to each state, so you can attain relevant education for your area.

3. Real Estate Express

Real Estate Express Continuing Education

Image Source: Real Estate Express

Real Estate Express specializes in online real estate education. Their continuing education program is regularly updated to incorporate relevant industry trends, and the materials include practical application techniques that can help you generate more income and advance in your career.

4. Cornell Commercial Real Estate

Cornell Commercial Real Estate Training

Image Source: Cornell

Ready to launch a career in commercial real estate? Cornell University offers an online course that will teach you the skills you need to know to be successful in commercial real estate. After taking this course, you’ll walk away able to create a manage a real estate project schedule, budget, and investment strategy.

5. Udemy: The Modern Real Estate Agent

Udemy The Modern Real Estate Agent Training

Image Source: Udemy

If you’re a newly-licensed agent looking to start your real estate career on the right foot, this course is for you. This course teaches you how to grow and scale your real estate business, and covers important topics such as leveraging social media, prospecting, and hiring a team.

6. National Association of Realtors Center for Realtor Development

National Association of Realtors Courses

Image Source: National Association of Realtors

The National Association of Realtors offers a robust selection of courses designed to help you grow your real estate business. Notable courses for real estate agents seeking continuing education include:

  • Generating Buyer Leads: Capture, Qualify, Convert — This course walks you through the lead generation process, teaching you how to find your ideal customers.
  • At Home with Diversity — This course teaches real estate agents how to increase their sensitivity and adaptability when working with diverse populations.
  • Generation Buy — Selling a property to a millennial buyer may feel different than working with a Gen X customer. This course teaches you the characteristics of home buying generations so you feel empowered to meet the needs of all of your customers.

With an effective training plan in place, your potential in the real estate industry can reach new heights. Check out this post to learn how to successfully market your real estate business for even better results.

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