Home Seller Prospecting

6 Lessons

36 mins

In this online course, the learner will have an overview of the real estate transaction in the perspective of the home seller – the steps a home seller takes with the assistance of a real estate professional.

The course also introduces other key sales concepts in the real estate industry when a homeowner defaults on mortgage payments – the different stages of foreclosure and how a property ends up getting tagged as Real Estate Owned (REO) or a Short Sale.

A very important course in the module will also cover a system of questions that a lead generation specialist working with a seller’s agent needs to ask to gather information and ultimately have a typical seller lead agree to an appointment to meet with the agent.

Similar to buyer lead generation, a seller generation specialists needs to keep in mind that it is less about the script they are using and more about knowing what questions to ask and how to ask these questions to know what may cause a seller lead to hesitate to start the home selling process. Seller pre qualifying questions are asked to learn the needs of each lead and look for opportunities to help them move forward in the home selling process.

This course will not only dissect a seller lead generation scripts for two types of home sellers, which incorporates the seller pre qualifying questions, but also common objections that seller lead generation specialists would hear when they get on a call with a seller lead. The learner will also know how to handle these objections using appropriate rebuttals. These rebuttals are not only meant to educate the lead but also for the lead generation specialist set up quality appointments for their seller’s agent.

A sample call at the end of the module is available so the learner will have a preview of a typical seller lead generation call flows using one of the two scripts included.

The following are the modules included in this course:

WWWH
REO and Short Sales
Seller Lead Scripts Dissection
Seller Lead Objection Handling
Sample Seller Lead Roleplaying Call

Lessons

Sales Principles
Easy

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WWWH
Easy
4 mins

The learner will have acquired an understanding of seller lead generation and management.
REO and Shortsales
Easy
5 mins

Home sales do not only include straight forward scenarios such as typical homes for sale by homeowners.
Seller Lead Scripts Dissection
Easy
6 mins

In this video, sample scripts used for seller lead generation will be discussed and dissected.
Seller Lead Objection Handling
Easy
15 mins

A lead generation specialist could always wish to get on a call with a seller lead with very minimal or without any objections when he or she tries to set up an appointment between the lead and his or her agent.
Sample Seller Lead Roleplaying Call
Easy
6 mins