Course curriculum

  • 1

    Welcome to the course!

    • Before we begin...
  • 2

    Qualifying Buyers

    • Buyers: The First Meeting, Needs & Motivation

    • Financial Qualifying & Prepare Buyers to Buy

    • Financial Qualifying Interview

    • Financial Qualifying with Debbie Morris

    • Financial Benefits of Owning by Pat Zaby Favorite

    • Overcome Buyer Objections with Financing Information by Pat Zaby

    • Needs & Motivation, Financial

    • Test your learning
  • 3

    Buyer Counseling

    • Buyer Counseling, Agency, Expectations, Urgency

    • Saving Time with Buyers - Robert Allen

    • Buyers: The First Meeting, Needs & Motivation

    • Test your learning
  • 4

    Prepare Buyers to Buy

    • Agency and Loyalty, Prepare them to Buy, Showing

    • Get Your Buyers to Buy Now

    • Prepare Buyers to Buy

    • Manage Buyer Expectations

    • Test your learning
  • 5

    Showing

    • Buyers: Showing Sequence and Guidelines

    • Procuring Cause

    • Working with Buyers, Showing

    • Ten Tips for Better Showing, Part 1

    • Ten Tips for Better Showing, Part 2

    • Overcome Buyer Objections...Not!
  • 6

    Close for the Purchase

    • Buyers: Closing, Purchase Agreement

    • Top Producer Negotiates a Multiple Offer

    • Top Producer Negotiates a Multiple Offer
  • 7

    Next steps

    • Before you go...