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Estate Agency Training

Here's an overview of some of our most popular
estate agency training seminars

Jump to:
Raising Fees

Why You Need This Seminar

  • Feeling threatened by cheap competitors?

  • Worried you might lose the instruction on fee?

  • Concerned about low-value agency models?

  • Anxious about shifts in consumer attitudes towards fees?

  • Wondering how to maintain/increase your commission percentage?

 

You’re not alone. But there IS a solution – and it works! 

What it's All About

Fast paced and challenging, this hugely popular seminar has helped thousands of estate agents deliver quantifiable results, not only on fees, but conversions too. It's laden with advanced skills, tips, ideas and over 100 dialogues for estate agency managers, valuers and listers.

 

Delivered by the best in the business, this award-winning course does exactly what it says on the tin, as proven time and time again.

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Be challenged and supported, but most of all – empowered, to charge the fee you deserve!

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This is not about compliance - it's about SUCCESS!

What You'll Learn

  • The psychology of pricing

  • The Why and How of charging more than your competitors

  • How to overcome your own assumptions and fears

  • Why under-cutting fees is unprofitable, and preventable

  • What you need to know about the maths of perseverance

  • Understanding the seller’s motivators

  • How to draw their fire, and why you should

  • Dozens of quick fixes and about 100 proven dialogues

  • How to walk tall and enjoy being the reassuringly expensive agent of choice.

Expect Results - Fast!

Persuasive Pitching

Why You Need This Seminar

  • Conversion ratio below 65%?

  • Other agents overvaluing to get the instruction?

  • Losing business on valuation?

  • Struggling to convince stubborn sellers on asking price?

  • Unsure how to professionally "close" the client so they instruct you?

What it's All About

You may not have been trained in the latest techniques in

the psychology of persuasion and the science of price pitching. 

Good news – neither have most of your competitors! 

​

You should never lose an instruction on price! Let Richard show you how.

​

In this seminar, residential estate agency listers and managers will be shown exactly how to persuade sellers to list with you from day one - even in the face of over-valuing, competitors. 

What You'll Learn

  • How to prepare for the marketing proposal meeting

  • What to do and say before, during and after your pitch

  • Understanding the seller’s (flawed) position

  • Making sense of different price opinions

  • Reversing the client relationship so you're in charge

  • How to make a seller think like a buyer

  • How to demonstrate the science of comparative analysis

  • How never to lose an instruction on price

  • The time-value of property

  • Using the power of assertive prediction

  • Using alternative pricing models as a selling tool

  • Re-engineering sole agency traditions

  • Charming but effective closing techniques.

Buyer Representation

Buyer
Representation Lite Seminar
(Unique to Rawlings 360)

Why You Need This Seminar

If you are like most estate agents, you probably fail to sell to about 95% of your registered buyers, because you can only offer them your own limited stock. 

 

By representing selected buyers and converting just 5% of your existing buyer base into fee-paying clients, you can effectively DOUBLE your current revenues.  This is dynamite!

What it's All About

  • Agents who represent buyers as well as sellers in their existing estate agency business can legitimately access everything on the market, including other agents’ stock.

  • You'll be well-placed to pick up additional instructions (in three unexpected ways)

  • You already have most of the experience, skill and knowledge to harness this opportunity today.

  • Most agents find that the fee per transaction is not only similar to a regular sale (and potentially much more) but it comes in much faster too!

  • Buyer Representation is set to become a mainstream component of every progressive estate agent's offering.

What You'll Learn

  • ​Everything you need to integrate the Rawlings 360 system of buyer representation into your existing estate agency, whether you are a major corporate or an independent personal agent.

  • ​All the skills and resources an agent needs, in order to offer the service immediately after the seminar.

  • Dozens of conversational prompts, phone scripts, persuasive reasoning and responses to common queries and objections from buyers, sellers and competing agents.

  • A series of prospecting approaches, FAQs and suggested template letters/emails to buyers, sellers and agents.

  • Full documentation including legal contracts and offer documents.

Agents who complete this seminar are automatically entitled to use the Rawlings 360 Referral Hub, connecting with other buyer representing agents across the UK and elsewhere. Have a seller who is moving out of your area? Pass them to a Rawlings 360 qualified agent in that area and receive a 15% referral commission.  

You may not have been trained in the latest techniques in

the psychology of persuasion and the science of price pitching. 

Good news – neither have most of your competitors! 

​

You should never lose an instruction on price! Let Richard show you how.

​

In this seminar, residential estate agency listers and managers will be shown exactly how to persuade sellers to list with you from day one - even in the face of over-valuing, competitors. 

Advanced Negotiation

Advanced Negotiation Skills Seminar

Why You Need This Seminar

Most agents simple submit offers to their clients. They simply use basic haggling techniques, yet they are called "Negotiators".

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As the market changes, the need is greater than ever before to become proficient in effective negotiation - you'll arrange more sales and they'll stick too!

What You'll Learn

Estate Agency Training in Yorkshire

  • Understanding the buyer and seller's objectives in context
       (it's probably not what you think!)​​

  • How and when to use 5 different types of negotiation strategies

  • 19 dialogues for getting the buyer up

  • 18 dialogues for getting the seller down

  • How and when to use a Kustingbrief

  • How and when to suggest an ERM

  • Negotiation attitudes and positive outcomes

Empower your agents - and secure more deals!

Please enquire HERE about personally delivered seminars and conference speaking

Other seminars are available, and are described in pricing options

Jonathan Handford has used Rawlings' training services for many years

Jonathan Handford,
Fine and Country

"Richard's training immediately had a positive effect on our percentage commission rate. Our fee is now consistently 2.3% in a 1% area"

Angi Cooney is a big fan of Rawlings' estate agency training

Angi Cooney,
C Residential

"Please do pass this testimonial on to other agents who, like me, might have been sitting on the fence about using your services. It is ABSOLUTELY worth it and highly recommended."

Christopher Watkin is a great friend of Rawlings 360

Christopher Watkin
Estate Agency Consultant

"Motivating, forward-thinking and intelligent. I have learnt so much from Richard and will always hold him in the highest esteem"

Honoured to have this quote from Sussanne Chambers

Sussanne Chambers
HomeXperts

"Richard is a World-Class
estate agency trainer"

One of our earliest clients

James Ryan
Ellis and Co

"Richard's training is not normal. It is INSPIRATIONAL! Clearly the best estate agency trainer in the UK and highly recommended"

Peter Greatorex Buyer Representation Training

Peter Greatorex
The Apartment Company

"Following Richard's Buyer Representation course, we are already seeing results. New clients are signing up and we now regard this as a mainstream part of our business."

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