Effective Buyer Sales Strategies: Mastering Salesmanship and Customer Motivation
Effective Buyer Sales Strategies: Mastering Salesmanship and Customer Motivation
16 CREDITS
CLASSROOM
Top sales associates enjoy a competitive advantage because they understand what motivates and influences their customers. Sales Strategies gives students the inside track to win over prospective buyers by teaching them the necessary strategies that make their sales quick and efficient. Students will learn how to work with today's new buyers through counseling, salesmanship, and negotiation. These effective strategies will give agents customers for life.
Implement specific prospecting systems to attract buyersCommunicate effectively with a buyer prospectPrepare, plan, and conduct an effective buyer interviewDevelop successful selling strategies and techniques for the different categories of buyers, including the local and out-of-town buyer (to include showing)Ask closing questions and respond to objectionsDemonstrate effective negotiating techniquesBuild a continuing/ongoing base of referral business by using effective customer service techniquesRecognize technology tools of e-commerce to effectively service the buyer’s needsIdentify the different types of mortgage fraudRecognize how to protect clients from mortgage fraud
Default Policy: Unless otherwise stated, RRC classes operate under the following cancellation policy:
RRC, RRC States, and licensees reserve the right to cancel any scheduled course. If a course is cancelled, registrants will be notified via email or phone and will be given a full refund. RRC, RRC States, and licensees are not responsible for any expenses incurred by the registrant due to cancellation. Class cancellations by a participant will be accepted until one week prior to the event. Cancellations will be refunded minus a $25 administrative fee. No shows will be charged the full registration amount.
Instructor fees are as follow, plus any incurred cost (travel,lodging,etc.) for in-person or hybrid courses
Half Day (4 hours) - $1,500
Student royalty fee: $25 per student for half day courses
- Full Day (8 Hours) Fees:
Licensing Fee: $300
Instructor fees are as follow, plus any incurred cost (travel,lodging,etc.) for in-person or hybrid courses
Full Day (8 hours) - $3,000
Student royalty fee: $35 per student for 1-day courses
- 2 Day (16 Hours) Fees:
Licensing Fee: $300
Instructor fees are as follow, plus any incurred cost (travel,lodging,etc.) for in-person or hybrid courses
2 Days (16 hours) - $6,000
Student royalty fee: $75 per student for 2-day courses
CRS Live One- and Two-Day Classroom Courses contain comprehensive, practical, real-world strategies and solutions that can immediately benefit your students. Licensing a CRS Course is a great way to offer value to your members and help them become better agents. CRS courses offer top-notch content, expert instructors, and a robust suite of marketing materials and support to ensure that your course is a success.
Login Required
Please log in to be able to access the content and associated links on this page.
Course Licensing Terms and Conditions
In consideration of the right to present the RRC Course, Licensee is responsible for:
• a $300 non-refundable course License Fee that allows the licensees to promote offering the RRC
course;
• a fee for each student who attends the course (“Per Student Fee”) $70 for CRS Two-Day course and
$35 for
a CRS One-Day course;
• a $200 per day for facilitator if one is requested;
• Instructor Fee $3000 for a One-Day course and $6000 for a Two-Day course; and
• Instructor’s direct travel expenses, including but not limited to, transportation, lodging and
meals or up
to $75/day meal per diem to be reimbursed to the Council.
• Participate in Council promotions and honor commissions to 3rd parties earned through various
efforts.
Plus other out of pocket expenses of the Council such as, but not limited to, sending course
materials,
supplements, and rosters.
The Per Student and Instructor Fees are due within five (5) days after completion of the course, with
the
class roster. Reimbursable expenses are due five (5) days after receipt of invoice from the Council.
A finance charge of 1.5% per month will be assessed on any balance that is unpaid 45 days after the
class.
CRS Designation credit and local continuing education credit may not be able to be issued as well if
the
roster is received after 45 days.
Course Licensee and Sponsored/Hosted Activities
The course Licensee is liable for any sponsored/hosted and/or co-sponsored/co-hosted activities
organized before,
after or in conjunction with the RRC Course. The sponsors or hosts of any event indemnify the
Council and its
officers, directors, agents and employees from and against any loss or costs arising out of these
activities and
shall include the Council as an additional named insured on any insurance policy covering an event
at which alcoholic
beverages may be served. The course Licensee is prohibited from adding a subsequent Co-Licensee for
the RRC. If after
the execution of this Agreement, all parties agree in writing to accept a subsequent Co-Licensee,
the Agreement shall
then be amended to include the subsequent Co-Licensee. The course Licensee is responsible to the
Council for fulfilling
all terms of this Agreement, regardless of any arrangements between Licensee and any Co-Licensee.
RRC Registration System
If use of Council's registration system is selected to support the licensed course, Licensee agrees
to the cancellation and refund policy that is set by the Council plus third party fees for credit
card processing and/or commissions due. These arrangements may include commission arrangements
between 2-10% and discounts to incent registrants. The Licensee agrees to honor these arrangements
and the revenues received will be less the third party commissions and credit card processing fees.
Neither party shall be deemed in default or otherwise liable for failing to perform its duties and
obligations under this Agreement if such party’s inability to perform is caused by fire, earthquake,
flood, snowstorm, epidemic, or like Acts of God, failure of telecommunications facilities,
curtailment of transportation, explosion, strike, accident, lockout, labor controversy, riot, civil
disturbance, act of public enemy, embargo, war, terrorism, Government action, or any similar
material act, beyond that party’s reasonable control (“Force Majeure Event”). “Terrorism” for
purposes of this section shall include but not be limited to actual acts of terrorism as well as
governmental warnings of potential terrorist activity or other comparable events, occurring within
the United States around the time of the Event, whether within the vicinity of the Event or beyond.
It is provided that the CRS One-Day/Two-Day Course under this Agreement may be cancelled for any one
or more of such reasons by written notice from one party to the other. Course Licensees are required
to e-mail the Council a cancellation confirmation that states the reason for canceling their
contracted CRS One-Day/Two-Day Course. The Licensee must also notify the Council and the Course
Instructor of the decision to cancel the RRC One-Day/Two-Day Course by telephone at the time the
written notice is sent.
A. If an RRC course needs to be modified, not including rescheduling - See section D below, which
includes, but not limited to change in location, offering in-person, virtual, or hybrid, time of
day, Licensee must notify the Council five (5) business days before the scheduled course.
B. If a RRC Course is cancelled for any of the reasons described above, the parties shall bear any
incurred costs for the RRC Course as follows:
• The Council shall bear any costs associated with shipping costs for RRC Course materials and
Council staff time.
• The course Licensee shall bear the costs associated with the RRC Course facility, course
instructor fees, facilitator fees, travel fees, marketing costs, the costs to notify students, and
if necessary, refunding student registration fees and staff time of the course Licensee.
B.The course Licensee may also cancel the RRC Course for other reasons not listed above including,
but not limited to, lack of participants. If the course Licensee elects to cancel for reasons not
specified above in provision 3, the course Licensee shall be responsible for paying the shipping and
warehouse processing fees for courses, instructor travel and change penalty fees, and instructor
rescheduling fees that may be up to the full fee of instructing a course and no less than half that
are cancelled less than 20 business days preceding the start of their contracted RRC Course if the
materials were already shipped from the Council’s warehouse, travel expenses incurred, and the
instructor is not able to be rebooked for the exact same date. The course Licensing Fee will be
retained by the Council, and a $1500 fee will apply if the course is cancelled less than 20 business
days.
C.The Council may, at its own discretion, cancel a CRS Course because of the course Licensee’s
failure to adhere to the conditions listed in this agreement, in which case, the Licensing Fee will
be retained by the course Licensee.
D.The course Licensee may reschedule the RRC Course, upon agreement with the Instructor. The initial
$250 non-refundable Licensing Fee may be applied to only one rescheduling. The course Licensee is
responsible for any direct expenses the Course Instructor incurs as a result of the change. If the
course Licensee reschedules a CRS Course more than once, an additional processing fee must be paid.
The course Licensee must notify the Council in writing of its intent to reschedule the CRS Course no
later than 20 days prior to the original start date of the Course. Failure to notify the Council by
this deadline may result in additional warehouse and shipping fees for course materials, which must
be paid by the course Licensee. CRS courses scheduled before June 30 must be rescheduled within the
same calendar year. Courses scheduled after June 30 must be rescheduled within six months.
Termination
The Council reserves the right to terminate this Agreement, without cause for any reason other than a
Force Majeure Event, immediately upon written notice. Upon such termination, the Council shall
return all fees received less any administrative or other costs incurred. The course Licensee shall
be liable for all other expenses.
Non-Assignment -- Neither party may assign or transfer this Agreement or any of the benefits or
obligations hereunder without the prior written consent of the other party.
Severability -- If any provision herein shall be held invalid or unenforceable under any applicable
law, such invalidity or unenforceability shall not affect any other provision herein and the
remaining provisions shall remain in full force and effect.
CRS Membership
The Council reserves the right to promote Council membership, events and services during the CRS
One-Day Course presentation.
RRC Staff and Member Audit of Course
The Council reserves the right to send representative(s) to audit the RRC Course at no royalty fee to
the course Licensee.
Ownership Rights
The course Licensee expressly acknowledge the Council’s ownership of all rights, title and interest,
including copyrights, except where the copyright of another party is expressly noted, in all RRC
Half-day/One-day/Two-Day Course materials supplied by the Council and the course Licensee agrees not
to reproduce or permit reproduction of these materials without the express written permission of the
Council.
RRC and CRS Marks
The course Licensee may only use the Council and CRS Marks according to the Council's Identity
Graphic Standards in conjunction with its presentation and promotion of this Course or as otherwise
approved by the Council.
Governing Law and Jurisdiction
This Agreement shall be governed by the law of the state of Illinois without reference to its
conflicts of law principles. Exclusive jurisdiction and venues for any litigation arising hereunder
shall reside in the courts seated in Cook County, Illinois.
Integration and Modification
This Agreement constitutes the final written expression of the total agreement between the parties
regarding the subject matter hereof and is a complete statement of those terms. It supersedes all
understandings and negotiations, whether written or oral, concerning the matters specified herein.
No amendment or modification of this Agreement shall be effective or binding upon either party
unless it is set forth in writing and signed by both parties.
