Course Description

The role of the negotiator is paramount to the reputation and success of an office. Invariably seen as the first point of contact, the role of the negotiator is one that can decide whether or not a client uses you. First impressions last, so a negotiator needs to be professional, courteous, approachable and willing to go beyond the call of duty. Covering the whole process from creating the right first impression, through to effectively handling viewings…and more, this comprehensive day gives those in the role the tools required to be an outstanding negotiator.

WHO THE COURSE IS FOR

All Franchise Owners, Negotiators and Junior Negotiators, either new to the Brand and/or the industry, or those with experience, looking for the opportunity to refresh and share new ideas


LEARNING OBJECTIVES
  • Recognise what it takes to be an outstanding negotiator
  • Examine and agree on the outstanding negotiators objectives
  • Understand how great first impressions count!
  • Apply outstanding telephone techniques to create great first impressions on the phone
  • Recognise the power of body language and understanding personal space
  • Understand how proactive qualification, ensures the right service / opportunities are delivered
  • Translate property / service features into client benefits
  • Understand that trust and rapport building gets you commitment
  • Effectively manage landlord / seller enquires and book market appraisals
  • Apply key skills to run effective viewings
  • Understanding 'The Art of Negotiation'
  • Implement proactive applicant communication – working with the ones who’ll generate income!

TOPICS

Part One (Online)
  • Have you got what it takes to be an outstanding negotiator?
  • What are your objectives? Why are you here?
  • First impressions count! – the fundamentals of outstanding customer service
  • Outstanding Telephone techniques
  • Recognising the power of body language and understanding personal space

Part Two (Classroom)

  • Qualify, don’t order take!
  • Presenting the opportunities, the RIGHT opportunities!
  • Getting commitment through trust and rapport building
  • Booking market appraisals effectively
  • Running effective viewings –Preparation, controlling the viewing and ensuring feedback
  • The Art of Negotiation

Part Three (Online)

  • Outstanding applicant communication – working with the ones who’ll generate income!
  • Effective Applicant Management
  • Test your understanding


Once all three parts have been completed, you'll receive a certificate of completion, and will be a Property Franchise Group Certified Negotiator

Lead Trainer

Dean Gill

Dean is the Lead Trainer for The Property Franchise Group and has been with them since 2010. His wealth of industry experience and longevity in the training world, positions him perfectly for delivering The Property Franchise Group's training proposition.

Course curriculum

  • 1

    Being an Outstanding Negotiator Part One

    • Introduction

    • What Makes an Outstanding Negotiator?

    • Creating the Right First Impression

    • Effective Telephone Techniques

    • Summary Handout