Professional One Training Program

Every real estate company talks about all of the great training that they have for their agents. This might be the single biggest deception in the industry. This is one of the biggest areas where we separate ourselves from our competition. We sincerely believe that our training is the most comprehensive in the industry. Below is our core curriculum.

• Is Real Estate Right for You? A realistic look at the life of a successful Realtor. Real estate is not for everyone, but for the right personality it can be very rewarding and lucrative. Get a look behind the scenes before you take the leap.
• Financial Implications of Independent Contractor Status. A detailed review of the financial pros and cons of self employment, including tax implications, allowed write-offs, benefits of auto leasing, etc.
• NAR Code of Ethics. An overview of the foundation of our industry, the rules that we live by every day as we practice real estate.
• Agency and Disclosure Laws. A review of the laws affecting the fiduciary responsibilities of a Realtor, as well as the laws governing the seller's and lead-based-paint disclosures.
• Professional One Way. An overview of the philosophies upon which our company is built, including:
  • Absolute integrity
  • Commitment to excellence
  • Guaranteed service policy
  • Professional competency
  • Proactive mentality
  • Conservatism
  • Under-promise and over-deliver
• Anatomy of a Transaction: Selling Agent. A step-by-step review of an agent's responsibilities when representing a buyer, including checklists and transactions control items.
• Lead Generation. A detailed review of techniques historically proven to create business for Realtors, including:
  • Sphere of influence creation
  • Farming
  • Designing an effective self-promotion program
  • Creating and maintaining a database
  • Becoming the local expert
  • Working FSBO's and expireds
  • Open houses
  • Getting involved in the community and within the industry
  • "Community cheerleaders" and corporate referral sources
• Mastering Real Estate Contracts. A detailed review of the difference between the various commonly used contracts. Mastering the details of the contract and the preparation of same. Understanding the various addenda that are used in special-purpose situations.
• Client Selectivity. Work smarter, not harder; a review of the techniques that can be used to differentiate between "good" clients and "bad" clients, including:
  • Realtor pre-qualification
  • Lender pre-qualification
  • Importance of the preliminary interview / critical questions to ask up front
  • Educating Your Client to Make Your Job Easier. A review of the steps that can be taken to educate your client to minimize the psychological trauma that results from the "negative" events that frequently occur within a real estate transaction, including:
    • Adverse inspection results
    • Objectionable contracts and provisions
    • Adversarial personalities
    • Multiple simultaneous offers
    • Potential for dual agency

• Negotiation Techniques. Real-life examples of the methods used to close over $.7 billion worth of residential sales.

• The Comparative Market Analysis (CMA). A review of the theories and practical aspects of CMA preparation. Includes real life case studies and discussion with agents representing over $.7 billion in residential sales.

• Mastering Listing Presentations. A detailed review of the listing presentation other than the CMA, including but not limited to:
  • Preparing the documents/reviewing same with the client
  • Seller's net sheet
  • Summary of key statistics
  • Presentation techniques
  • Overcoming seller's objections
  • Optimal responses to seller's frequently asked questions
  • Dealing with sellers that insist upon overpricing their home
  • Defending your commission
  • Role playing
  • Case-studies of real life examples

• Real Estate Technologies. Understanding the technological aspects of real estate that are critical for success in an ever-evolving industry, including key websites (RealcompOnline.com, ZipFormOnline.com, ProfessionalOne.com and Realtor.com), email and related anti-spam law and contact management software and "ePro&" designations

• Understanding and Reviewing Closing Documents. A detailed review of the items that compose the typical set of title company closing documents. Understanding how to check same for propriety, accuracy and completeness. Discussion of how and when to review these documents with your client.