New Agent Training Calendar

Orientation*	Company culture; expectations; customer service
Intro to Business Planning*	The numbers; business sources and activities
Setting up your Sphere*	The Client Connect program; establishing a Top 40; dialogues; software introduction
Unique Competitive Advantage*	Our selling proposition; competition analysis
Pre-qualifying Sellers	Pre-qualifying call; pre-listing package; preview appointment field trip
The Listing Presentation*	Listing appointment; presentation demo
Generating Seller Leads	FSBO's and Expired's; dialogues and objections
CMA's and Pricing Issues*	Sample CMA scenarios; pricing issues
Appraiser	Common adjustments; paired analysis
Understanding Seller Proceeds	Sample Worksheet
Listing Agreements	Sample case file; line by line analysis
Handling Seller Objections	Dialogues and role play
Marketing	Ideas; budgets; company policies
Agency	Policies; dialogues; forms
Buyer Counseling*	The initial buyer appointment; presentation demo
Retainer Agreements	Presentation; objection handling
Showing Property	Preparation; field trip
Contracts & addenda	Sample case file; line by line analysis
Negotiating	Sample case file (buyer and seller side)
Case Studies in Contracts	Delivery & acceptance; issues
Home Inspections & Warranties	Forms; negotiating; processes
Generating Buyer Leads	Prospecting dialogues and role play
Contract to Close	Process overview
Anatomy of a Closing	HUD's, title insurance; attorney
Technology	Introduction to MLS; Quick Costs
Converting Calls to Appointments	Role Play
The Liz Moore and Associates System	Setting up your schedule

RENTALS • CLIENT LOGIN • AGENT LOGIN
Oyster Point in Newport News 11801 Canon Boulevard, Suite 100 Newport News, VA 23606 (757) 873-2707		(800) 825-2707 Licensed in Virginia		New Town Williamsburg 5350 Discovery Park Blvd. Williamsburg, VA 23188 (757) 645-4106

Areas we serve: Fort Eustis, Fort Monroe, Gloucester, Hampton, Isle of Wight, James City County, Langley Air Force Base, Naval Weapons Station, Newport News, Poquoson, Smithfield, Suffolk, West Point, Williamsburg, Yorktown, Yorktown Coast Guard Station

Our Specialties: residential real estate, buyer brokerage, commercial real estate, luxury homes, lots and land, new construction, condos, townhomes, waterfront, acreage, property management, foreclosures, short sales, investor services.

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