Establish Clients for Life with Buyers

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Establish Clients for Life with Buyers

This course is part of Keller Williams Real Estate Agent Professional Certificate

Instructors: Jen Davis

2,606 already enrolled

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7 modules

Gain insight into a topic and learn the fundamentals.

22 reviews

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

7 modules

Gain insight into a topic and learn the fundamentals.

22 reviews

Beginner level

Recommended experience

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

19 assignments¹

AI Graded see disclaimer

Taught in English

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This course is part of the Keller Williams Real Estate Agent Professional Certificate

When you enroll in this course, you'll also be enrolled in this Professional Certificate.

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Earn a shareable career certificate from Keller Williams

There are 7 modules in this course

The Establish Clients for Life with Buyers course explores the comprehensive approach that real estate agents take when working with buyers. You will learn how to generate buyer leads, conduct property showings, and nurture client relationships beyond the transaction’s conclusion, and all the essential steps in between.

By the end of this course, you'll be able to explain how real estate agents: 1. Manage the entire buyer lifecycle, from lead to closed contract. 2. Find buyer leads and how they convert the leads to appointments. 3. Plan and conduct buyer consultations that end with signed buyer representation agreements. 4. Show homes to buyers. 5. Prepare offers, negotiate offers, and get offers accepted. 6. Manage the post-closing process.

Welcome to Working with Buyers, the first module of Establish Clients for Life with Buyers. This module will educate you on how to position yourself as a trusted expert for potential buyers and the places where you can find buyer leads. You will also learn how to create an unbeatable buyer-client experience that continues to grow your database over time.

What's included

15 videos11 readings4 assignments3 discussion prompts

15 videos Total 73 minutes

Introduction to Course 3- Establish Clients for Life with Buyers 3 minutes
Introduction to Module 1- Working with Buyers 5 minutes
The Buyer Service Cycle 8 minutes
The Buyer Benefit 4 minutes
Hear it From the Experts- Why I Work with Buyers 6 minutes
Find Motivated Buyers 6 minutes
How Buyers Find Their Agent 5 minutes
Buyer's Diverse Needs 5 minutes
What Matters to Buyers 5 minutes
Hear it From the Experts- How Knowing My Buyer's Needs Helps Me Find the Right Homes for Them 3 minutes
Hear it From the Experts- Diversity, Equity and Inclusion 3 minutes
Focus Your Value Proposition for Buyers 6 minutes
Set Expectations with Buyers 5 minutes
Hear it From the Experts- How I Surpass Expectations for My Buyers 3 minutes
Summary and Wrap-Up- Working with Buyers 5 minutes

11 readings Total 215 minutes

A Quick Guide to the Keller Williams Real Estate Agent Professional Certificate 10 minutes
Course 3 Syllabus- Establish Clients for Life with Buyers 10 minutes
A Quick Guide to the Buyer Service Cycle 10 minutes
A Quick Guide to How A Buyer Agent Gets Paid 10 minutes
A Quick Guide to a Buyer Lead Sheet 10 minutes
A Quick Guide to Steering, Fair Housing, and Working with Buyers 10 minutes
A Quick Guide to the Impact of Fair Housing 60 minutes
A Quick Guide to The Buyer Client Experience Lifecycle 10 minutes
Practical Application- Buyer Value Proposition 45 minutes
A Quick Guide to Surpassing Expectations for an Unbeatable Buyer Experience 10 minutes
Practical Application- Set Expectations with Buyers 30 minutes

4 assignments Total 90 minutes

Practice Quiz- Being a Buyer's Agent 20 minutes
Practice Quiz- Buyer's Diverse Needs 20 minutes
Practice Quiz- The Buyer Client Experience 20 minutes
Graded Quiz- Working with Buyers 30 minutes

3 discussion prompts Total 30 minutes

Share Your What- Reflection 10 minutes
Share Your What- The Impact of Fair Housing 10 minutes
Share Your What- Value Proposition for Buyers 10 minutes

Welcome to Buyer Consultations, the second module of Establish Clients for Life with Buyers. This module will help you prepare for and conduct a buyer consultation that ends with a signed exclusive buyer agency agreement.

What's included

16 videos3 readings3 assignments

16 videos Total 88 minutes

Introduction to Module 2- Buyer Consultations 2 minutes
The Buyer Service Cycle- Buyer Consultations 4 minutes
Prepare for the Buyer Consultation 6 minutes
Use a Buyer Presentation to Guide the Appointment 7 minutes
Hear it From the Experts- Prepare For a Buyer Consultation 5 minutes
Be the Local Expert for Your Potential Buyers 6 minutes
Buyer Consultations 6 minutes
Step One- Set the Stage 5 minutes
Step Two- Conduct a Needs Analysis and Educate the Buyer 7 minutes
Step Three- Share Your Value Proposition 4 minutes
Step Four- Set Service Expectations 5 minutes
Step Five- Close for the Exclusive Buyer Representation Agreement 8 minutes
Step Six- Establish Next Steps 6 minutes
Your Safety is a Priority 7 minutes
Hear it From the Experts- Conducting a Buyer Consultation 5 minutes
Summary and Wrap-Up- Buyer Consultations 6 minutes

3 readings Total 30 minutes

A Quick Guide to a Buyer Presentation 10 minutes
A Quick Guide to Buyer-Focused Data 10 minutes
A Quick Guide to Conducting a Buyer Consultation 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Prepare for a Buyer Consultation 20 minutes
Practice Quiz- Conduct a Buyer Consultation 20 minutes
Graded Quiz- Buyer Consultation 30 minutes

Welcome to Find Homes for Potential Buyers, the third module of Establish Clients for Life with Buyers. This module will help you understand the process of showing homes to potential buyers. You will learn how to recognize different buying signals and how to ask questions to uncover buyers needs, all while maintaining your fiduciary duties.

What's included

12 videos7 readings3 assignments3 discussion prompts

12 videos Total 67 minutes

Introduction to Module 3- Find Homes for Potential Buyers 2 minutes
The Buyer Service Cycle- Find Homes for Potential Buyers 5 minutes
Find and Qualify Homes for Buyers 8 minutes
Prepare to Show a Home 7 minutes
Protect Your Safety When Showing Homes 8 minutes
Tour Homes with Your Buyers 6 minutes
Understand Buying Signals 5 minutes
Buyer Reluctance Explained 9 minutes
Buyer Objections 5 minutes
Hear it From the Experts- Overcome Buyer Reluctance 3 minutes
Getting to the Bottom Line with Buyers 5 minutes
Summary and Wrap-Up- Find Homes for Potential Buyers 4 minutes

7 readings Total 70 minutes

A Quick Guide to Safely Touring Homes 10 minutes
A Quick Guide to Touring a Home 10 minutes
A Quick Guide to Understanding Buying Signals 10 minutes
A Quick Guide to Facilitating the Decision Making Process with Buyers 10 minutes
A Quick Guide to the Objection- I Want to Sleep On It 10 minutes
A Quick Guide to the Objection–I Love It But Haven’t Seen Enough 10 minutes
A Quick Guide to the Objection- I Just Don't Like... 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Find Buyers the Perfect Home 20 minutes
Practice Quiz- Bring Your Buyers to a Decision 20 minutes
Graded Quiz- Find Homes for Potential Buyers 30 minutes

3 discussion prompts Total 30 minutes

Share Your Why- Home Feature Benefits 10 minutes
Share Your How- Scenario 10 minutes
Share Your How- Addressing Buyers' Fears 10 minutes

Welcome to Make Offers and Negotiate On Behalf of Buyers, the fourth module of Establish Clients for Life with Buyers. This module will teach you how to use data to educate your potential buyers and help them write strong, competitive offers. You will also learn how to prepare for, write, and deliver offers on behalf of your buyers. You will discover common points of negotiation when working with buyers and start to develop negotiation skills that will help you and your buyers win more deals.

What's included

16 videos6 readings3 assignments1 discussion prompt

16 videos Total 77 minutes

Introduction to Module 4- Make Offers and Negotiate on Behalf of Buyers 3 minutes
The Buyer Service Cycle- Make Offers and Negotiate 5 minutes
Real Estate Contracts 7 minutes
Seven Offer Strategies for Getting an Offer Accepted 6 minutes
Educate Your Buyer 8 minutes
Hear it From the Experts- How I Helped My Buyers Come to a Decision to Buy with the Help of Market Data 4 minutes
Prepare an Offer 5 minutes
Write the Offer 7 minutes
Present an Offer 5 minutes
Hear it From the Experts- Presenting Offers on Behalf of Buyers 3 minutes
Breakdown the Common Points of Negotiation 5 minutes
Prepare for a Negotiation 4 minutes
Ask the Right Questions for a Successful Negotiation 5 minutes
Hear it From the Experts- Successful Negotiations 4 minutes
Finalize the Deal 4 minutes
Summary and Wrap-Up- Make Offers and Negotiate on Behalf of Buyers 4 minutes

6 readings Total 60 minutes

A Quick Guide to Educating Your Buyer 10 minutes
A Quick Guide to Preparing an Offer 10 minutes
A Quick Guide to Collaborating with the Listing Agent 10 minutes
A Quick Guide to Writing an Offer 10 minutes
A Quick Guide to Presenting an Offer 10 minutes
A Quick Guide to Ten Negotiation Strategies 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Make Strong Offers on Behalf of Buyers 20 minutes
Practice Quiz- Present and Negotiate Offers on Behalf of Buyers 20 minutes
Graded Quiz- Make Offers and Negotiate on Behalf of Buyers 30 minutes

1 discussion prompt Total 10 minutes

Share Your Why- Asking Questions 10 minutes

Welcome to Buyer Transactions from Contract to Close, the fifth module of Establish Clients for Life with Buyers. This module will educate you on your responsibilities as a buyer's agent from contract until when buyers are in their new home and beyond. You will learn strategies for protecting transactions to ensure that deals do not fall through at the signing table.

What's included

15 videos2 readings3 assignments

15 videos Total 84 minutes

Introduction to Module 5- Buyer Transactions from Contract to Close 2 minutes
The Buyer Service Cycle- Contract to Close 5 minutes
The Contract to Close Timeline 7 minutes
Buyer Responsibilities 5 minutes
Agent Responsibilities 5 minutes
Celebrate Closing with Your Buyers 5 minutes
Protect Transactions and Your Potential Income 9 minutes
Transactional Problem #1 5 minutes
Transactional Problem #2 4 minutes
Transactional Problem #3 7 minutes
Transactional Problem #4 8 minutes
Transactional Problem #5 6 minutes
Transactional Problem #6 4 minutes
Hear it From the Experts- Protecting Transactions 5 minutes
Summary and Wrap-Up- Buyer Transactions from Contract to Close 6 minutes

2 readings Total 20 minutes

A Quick Guide to Buyer Actions that Could Jeopardize a Purchase 10 minutes
A Quick Guide to Contract to Close Responsibilities 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Working with Buyers from Contract to Close 20 minutes
Practice Quiz- Protect Transactions and Your Potential Income 20 minutes
Graded Quiz- Buyer Transactions from Contract to Close 30 minutes

Welcome to Maintaining Relationships with Buyers, the final module of Establish Clients for Life with Buyers. This module will educate you on different ways you can maintain relationships post-closing in ways that come from value and continue to grow your database. You will also learn about the various post-close administrative tasks that help set your business up for success in future and new transactions.

What's included

7 videos5 readings3 assignments

7 videos Total 36 minutes

Introduction to Module 6- Maintaining Relationships with Buyers After Closing 3 minutes
The Buyer Service Cycle- Post-Close 4 minutes
Grow a Business with Gratitude 8 minutes
Hear it From the Experts- How I Maintain Mindshare After the Close 5 minutes
Reviews, Referrals, and Testimonials 6 minutes
Hear it From the Experts- Reviews, Referrals, and Testimonials 5 minutes
Manage Post-Close Administrative Tasks 5 minutes

5 readings Total 50 minutes

A Quick Guide to Growing a Business with Gratitude 10 minutes
A Quick Guide to Maintaining Mindshare Through Social Media 10 minutes
A Quick Guide to Providing Service Providers and Vendors 10 minutes
A Quick Guide to Managing Post-Close Administrative Tasks 10 minutes
A Quick Guide to Sending Gratitude Post-Close 10 minutes

3 assignments Total 70 minutes

Practice Quiz- Maintain Relationships After the Close 20 minutes
Practice Quiz- Post-Close Responsibilities 20 minutes
Graded Quiz- Maintaining Relationships with Buyers 30 minutes

Please watch and read the review materials for Establish Clients for Life with Buyers before beginning the Peer Review Project.

What's included

1 video1 reading1 peer review

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructors

Jen Davis

Keller Williams

1 Course 2,606 learners

Julia Lashay

Keller Williams

5 Courses 55,130 learners

Offered by

Keller Williams

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