The Ultimate Real Estate Sales Training Guide

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Lestraundra Alfred
Lestraundra Alfred

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Real estate sales is a highly competitive and challenging field. According to the National Association of Realtors, 21% of realtors with 8 years of experience were unsure if they would remain active in the profession for the next two years.

realtor handing keys over to new homeowners

However, those who stick around can see benefits. “I know many agents who consistently clear seven figures in annual gross commission income after a few years in the business,” Emile L'Eplattenier, a licensed agent and founder says.

One quality that sets these top-earning agents apart is their ability to sell. This is where sales training comes in. To help you become a top-earning agent, we've gathered helpful real estate sales training and a list of the best programs you can find.

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Table of Contents

Real Estate Sales Training Skills

Developing a vast toolbox is crucial to your success as a real estate agent. Here are the key skills you’ll need to find success as a real estate agent.

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    1. Negotiation

    Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must.

    Seek training opportunities that introduce you to new negotiation techniques. They should also provide you with real-life examples of effective negotiation so you can see what you learn in action.

    2. Copywriting

    When selling a property, good photography alone does not make a strong listing. Learn how to write compelling copy that gets a “yes” from your client. Look for real estate training courses that allow you to improve your writing skills so you can create stellar material.

    You should also know how SEO works so you can optimize your listings with keywords that people type in search engines.

    3. Working Through Objections

    Handling objections is a common part of your job description as a real estate professional. However, objections don’t always have to lead to an immediate “no.”

    When managed properly, objections can get you closer to making a sale because they can help you learn what your buyer is truly after. While handling objections can be challenging at first, with practice, you can effectively resolve many of them to make the sale.

    4. Presenting

    If you are delivering a pitch or showing a property, having strong presentation skills is vital for success in the real estate profession.

    Many training programs offer public speaking and/or presentation resources that can help you feel more confident and in control when pitching a sale or new property.

    5. Local Area Knowledge

    Knowing your local market is essential. While some distance education programs cannot speak to your geographic location, you can learn best practices that can help you successfully navigate and stay on top of what’s happening in the real estate market around you.

    What to Look for in a Real Estate Sales Training Course

    Lots of real estate training programs exist in the market. The sales training that’s right for you depends on your goals and skill level. To make the best choice, here are a few factors to consider.

    1. Accreditation.

    Before you can become a real estate agent, you need a license. So if you haven’t gotten your license, take a pre-licensing course from an accredited real estate licensing school.

    Groups like the Association of Real Estate License Law Officials (ARELLO) and Association of Real Estate License Law Officials (IDECC) accredit courses.

    2. Reputation

    It’s better to take a course from an established and reputable training provider. Learning from emerging real estate sales training providers may be okay, but that’ll be a gamble on your part. To assess the reputation of a real estate course, you can read third-party reviews on Trustpilot and similar review websites.

    3. Curriculum

    It is common for people to buy a program and later find that the program's curriculum doesn’t align with their needs. So, before you commit to a program, inquire about its curriculum and be sure it can provide the sales skills you want to build.

    4. Return on Investment (ROI)

    What do you expect as the potential ROI from the course? Every course you take should provide a decent ROI. Make sure you’ll leave the course will a skill that can help you grow your revenue.

    5. Delivery Method

    Is the training delivered online or on-site? Consider which of the learning methods works best for you and whether you can adjust your schedule to fit the program’s requirements.

    Here are some online training courses that can help you strengthen your skills and increase your success in real estate.

    1. Colibri Real Estate

    • Pricing: Available upon request
    • Accredited: Yes (By ARELLO and IDECC)

    Colibri real estate training course

    Image Source

    Colibri Real Estate is a multifaceted training program that covers the requisite certification elements of professional real estate, both pre- and post-license. The organization also features programs specific to the laws of 41 states.

    Colibri Real Estate’s curriculums are about guiding professionals through the technical and legal requirements of being a real estate agent — as opposed to providing insight into more abstract, strategic elements.

    If you're interested in a program that will prepare you for your real estate exam or other aspects of either getting or improving your license, Colibri Real Estate might be for you.

    Best for: Someone interested in getting or upgrading their real estate license

    2. Kaplan Real Estate Education

    • Pricing: Varies by program
    • Accredited: Yes (By ARELLO and IDECC)

    Kaplan real estate education

    Image Source

    Like Colibri Real Estate, Kaplan offers industry-leading real estate courses and exam prep for those seeking a real estate license or continuing their education. Kaplan offers real estate education resources specific to each state, so you can attain relevant education for your area.

    You can also take courses on important subjects such as appraisal, home inspection, wholesale real estate, and contractor licensing.

    Free Real Estate Planning Template

    Use this free template to plan the marketing, sales, and growth for your real estate business.

    • Company Overview
    • Territory Overview
    • Market Penetration Strategy
    • And more!
    Learn more

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      All fields are required.

      You're all set!

      Click this link to access this resource at any time.

      Kaplan offers a wider array of services than most other options on this list. The company has courses that offer concrete exam prep, as well as refreshers for current agents to help advance their careers.

      If you're interested in having access to a broad range of insight for any stage of your real estate career, consider looking into Kaplan.

      Best for: Current and aspiring real estate agents who seek general knowledge

      3. Udemy: The Modern Real Estate Agent

      • Pricing: $49.99
      • Accredited: No

      udemy real estate courseImage Source

      Image Source

      The Modern Real Estate Agent is a cost-effective resource for any licensed real estate professional looking to begin or revitalize their career. The course offers insight into:

      • Effective goal-setting.
      • Relationship-building.
      • Sound financial decision-making.
      • And several other elements that make for a long, successful career in the field.

      Udemy's program works for both real estate professionals and newbie agents. However, it doesn't feature much of the technical knowledge you’ll need to excel in a real estate exam.

      Still, the three hours of video programming this course offers — coupled with downloadable resources and a certificate of completion — can be a big help to agents with any experience.

      If you're a licensed real estate agent looking to learn some new techniques, consider checking out Udemy's course.

      Best for: A licensed real estate agent looking to further their career

      4. eCornell Commercial Real Estate Certificate

      eCornell commercial real estate certificate

      Image Source

      eCornell's Commercial Real Estate Certificate is one of the more concentrated, rigorous options listed here. Their series of courses helps agents to better understand and approach elements of commercial real estate. That includes property management, property valuation, and financial planning.

      The instructor-led program lasts roughly three months and is 100% online. The curriculum fits into your existing work schedule and gaining the certification doesn’t require a strenuous weekly time commitment.

      eCornell's real estate program is specifically for commercial real estate agents. It's an excellent resource for professionals to improve their skills, bolster their resumes, or simply get a refresher on the field's fundamentals.

      If this series of courses covers your specialty and any of those perks appeal to you, look into the eCornell Commercial Real Estate Certificate.

      Best for: Current or aspiring commercial real estate agents

      5. Center for REALTOR® Development (CRD)

      • Pricing: Varies by course
      • Accredited: No

      eCornell commercial real estate certificate

      Image Source

      The Center for REALTOR Development offers an extensive suite of courses. These courses help real estate agents to better understand the nuances of the field, develop new skills, and grow their businesses.

      With close to 100 classes and presentations available, the Center for REALTOR Development is one of the better, more comprehensive resources real estate professionals have at their disposal.

      The CRD has one of the most robust libraries of online real estate courses of any program listed here. Its curriculum includes Real Estate Negotiation Expert (RENE) Certification Course and Resort & Second-Home Property Specialist (RSPS) Certification Course.

      CRD classes and presentations cater primarily to working real estate agents who want to expand their industry knowledge and personal skill set. It's not suited for non-agents interested in learning more about the field or trying to get their real estate license.

      Best for: Real estate agents seeking continuing education

      6. Mbition

      • Pricing: Varies by course
      • Accredited: Yes (By ARELLO and IDECC)

      Mbition real estate homepage

      Image Source

      Mbition offers a collection of courses that cover topics related to real estate, appraisal, and home inspection. The company's programs thoroughly educate real estate agents at any stage in their careers without distracting too much from their personal and professional lives.

      Mbition sets itself apart from similar programs through its content diversity, offering lessons that extend beyond conventional real estate. Students can leverage the company's content to get licenses in home inspection and appraisal.

      If you're looking for a resource that can help you better understand every facet of the real estate business, Mbition might be for you.

      Best for: New and aspiring agents interested in every aspect of real estate

      7. Agent Campus by 360training

      • Pricing: Varies by Course
      • Accredited: Yes (By ARELLO and IDECC)

      Agent Campus by 360training

      Image Source

      360training is an excellent resource for aspiring and current real estate agents. The program includes courses related to preparation for various state-specific real estate exams, as well as continuing education classes.

      360training differentiates itself from similar programs with its continuing education courses. While other resources on this list also offer similar kinds of material, few have a bank of lessons as extensive and high-quality as 360training.

      Its curriculum covers requirements for virtually any state and is eclectic enough to give agents the flexibility to pursue the subjects they're most interested in. If you're an agent looking to cover your continuing education requirements, look at 360training.

      Best for: Agents who need to fulfill continuing education requirements

      Finding The Best Real Estate Training For You

      Successful real estate agents achieve a lot because they know how to sell. They equip themselves with the right mindset, adequate preparation, and effective sales training.

      So set your gaze on becoming the best sales agent you can be, buy a real estate training course that’ll help you advance your skills, and then put your head down and do the work.

      Free Real Estate Planning Template

      Use this free template to plan the marketing, sales, and growth for your real estate business.

      • Company Overview
      • Territory Overview
      • Market Penetration Strategy
      • And more!
      Learn more

        Download Free

        All fields are required.

        You're all set!

        Click this link to access this resource at any time.

        With this approach, you’ll surely become a top-earning real estate agent. It’s only a matter of time.

        Editor's note: This post was originally published in December 2019 and has been updated for comprehensiveness.

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