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Sales Fundamentals

Dennis Russell and Julia Lashay

In the Sales Fundamentals course, you will build on and apply the previously learned concepts of lead generation and database management to obtain a deeper understanding of how real estate agents work with leads and how agents convert leads to potential, current, and future business. You will also learn how agents create a lasting client experience that fosters long-term relationships and continuously feeds new leads into their business. Additionally, you will explore the opportunity to grow a business with the rental market.

By the end of this course, you'll be able to explain how real estate agents:

Read more

In the Sales Fundamentals course, you will build on and apply the previously learned concepts of lead generation and database management to obtain a deeper understanding of how real estate agents work with leads and how agents convert leads to potential, current, and future business. You will also learn how agents create a lasting client experience that fosters long-term relationships and continuously feeds new leads into their business. Additionally, you will explore the opportunity to grow a business with the rental market.

By the end of this course, you'll be able to explain how real estate agents:

1. Generate leads through a variety of methods and convert those leads to appointments.

2. Manage leads in a database.

3. Construct a customer experience centered around business growth.

4. Compose brand standards that enhance the customer experience.

5. Grow a real estate business with a variety of different referral types.

6. Leverage the business opportunities of working with rental properties and leases.

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What's inside

Syllabus

Focus Your Lead Generation and Conversion Efforts
Welcome to Focus Your Lead Generation and Conversion, the first module of Sales Fundamentals. This module will build on the concepts of lead generation from the first course. You will learn more about what happens after you generate a lead, what it takes to convert a lead, and how to be purposeful about your lead generation efforts.
Read more

Traffic lights

Read about what's good
what should give you pause
and possible dealbreakers
Teaches foundational concepts of lead generation and database management for real estate agents
Provides practical guidance on converting leads to appointments and sales
Covers strategies for building and managing a customer experience that fosters long-term relationships
Teaches how to create brand standards that enhance the customer experience in real estate
Provides insights on generating leads from referrals and rental listings
Taught by instructors with experience in real estate

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Create your own learning path. Save this course to your list so you can find it easily later.
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Reviews summary

Essential sales strategies for real estate

According to learners, Sales Fundamentals offers a highly practical and relevant deep dive into real estate sales. Students find the course provides actionable strategies for lead generation, database management, and cultivating lasting client relationships. It particularly excels in teaching how to construct a robust customer experience and leverage referrals for business growth. The inclusion of a module on the rental market opportunity is seen as a unique and valuable addition. While the course provides hands-on methods for agents, some learners note it builds on previous knowledge, making it most suitable for those with foundational understanding in sales or real estate.
Comprehensive module on rental property opportunities.
"The module on the rental opportunity was a surprising but valuable addition."
"I hadn't considered the rental opportunities before taking this course."
"It clearly explained how agents leverage rental properties and leases."
Emphasizes long-term client relationships.
"I loved the emphasis on building client relationships for life."
"The segment on customer experience really resonated with me; it's about creating value."
"It taught me how to continuously generate new leads through relationships."
Provides actionable strategies for client growth.
"I could immediately apply the techniques for managing my client database."
"The tips on client experience and referrals are extremely practical."
"I learned how to construct cohesive branding for my real estate business."
Highly tailored for real estate professionals.
"This course is incredibly focused on real estate, which is exactly what I needed."
"I found the strategies directly applicable to my real estate practice."
"It's so relevant to the daily work of an agent, unlike generic sales courses."
Requires prior understanding of basic sales concepts.
"I felt it really helped if I had already completed the first course."
"This course assumes you know the basics of lead generation already."
"It's not for absolute beginners; you need some background."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Sales Fundamentals with these activities:
Read 'The Millionaire Real Estate Agent' by Gary Keller
Gain insights and strategies for building a successful real estate business.
View The Millionaire Real Estate Investing Series... on Amazon
Show steps
  • Purchase and read the book.
  • Take notes and highlight key concepts.
  • Summarize and reflect on the main takeaways.
Volunteer at a Local Real Estate Office
Gain practical experience and network with professionals in the field.
Browse courses on Customer Service
Show steps
  • Contact local real estate offices and inquire about volunteer opportunities.
  • Attend scheduled volunteer shifts.
  • Assist agents with tasks such as showing properties or managing paperwork.
Attend a Real Estate Sales Training Workshop
Acquire practical skills and knowledge through hands-on training.
Browse courses on Sales Techniques
Show steps
  • Research and identify relevant workshops.
  • Register and attend the workshop.
  • Actively participate and engage with instructors.
  • Take notes and ask questions.
Four other activities
Expand to see all activities and additional details
Show all seven activities
Compile a Database of Local Real Estate Resources
Build a comprehensive repository of valuable contacts and information.
Browse courses on Database Management
Show steps
  • Identify and gather contact information for local real estate agents, brokers, lenders, and other professionals.
  • Create a spreadsheet or database to organize the information.
  • Include details such as name, contact information, services offered, and any relevant notes.
Role-Play Sales Pitches
Enhance communication skills and build confidence in presenting sales pitches.
Show steps
  • Prepare a sales pitch for a specific property.
  • Find a partner and role-play the sales pitch.
  • Provide feedback and constructive criticism.
Follow Online Real Estate Investment Courses
Expand knowledge and skills in real estate investment strategies.
Browse courses on Real Estate Investing
Show steps
  • Identify and enroll in reputable online real estate investment courses.
  • Follow course content, complete assignments, and participate in discussions.
  • Seek clarification and ask questions when needed.
Develop a Real Estate Marketing Plan
Apply marketing principles to create a comprehensive plan for promoting real estate listings.
Browse courses on Marketing
Show steps
  • Conduct market research and identify target audience.
  • Define marketing objectives and strategies.
  • Develop a marketing budget and timeline.
  • Create marketing materials and launch campaigns.

Career center

Learners who complete Sales Fundamentals will develop knowledge and skills that may be useful to these careers:
Real Estate Agent
Becoming a Real Estate Agent typically requires either some college coursework or a high school diploma and passing a licensing exam. This course can help aspiring or new Real Estate Agents get a solid foundation for many of the tasks they are expected to perform. Not only does it teach how to generate and manage leads, but how to continuously service those clients and cultivate them for referrals. Real Estate Agents need to know how to create a cohesive brand and leverage opportunities in the rental property market. This course helps build a foundation for success in all these areas.
See salaries and explore the career path for Real Estate Agent
Relationship Manager
Relationship Managers need a bachelor's degree. This course can help those seeking to become Relationship Managers understand the importance of building and maintaining relationships. The course can provide a foundation for understanding the concept of growing a business through relationships and referral opportunities.
See salaries and explore the career path for Relationship Manager
Property Manager
Property Managers typically need a high school diploma and may need to pass a licensing exam, depending on the state. Those who wish to become a Property Manager can use this course to get a head start on the type of work they will be doing. By building a strong foundation in managing a database and creating a brand, Property Managers can use this course to help them start a career.
See salaries and explore the career path for Property Manager
Account Executive
Account Executives typically need a bachelor's degree. This course can help build a foundation for success for Account Executives by providing guidance on lead generation, lead conversion, and turning one-time clients into repeat and referral clients.
See salaries and explore the career path for Account Executive
Real Estate Broker
Real Estate Brokers typically need a bachelor's degree. This course may be useful to Real Estate Brokers in serving clients best by helping them understand how to obtain leads through various methods. Creating a positive client experience can grow a real estate business with referrals and other repeat business, something that this course goes in depth about. Real Estate Brokers need to learn how to manage their leads and nurture them. This course also covers topics that help Real Estate Brokers develop a strong and cohesive brand for themselves that would attract and retain clients.
See salaries and explore the career path for Real Estate Broker
Customer Success Manager
Customer Success Managers typically need a bachelor's degree. This course can be instrumental in the early career of a Customer Success Manager. The focus on maximizing the customer experience is crucial for the job role. Additionally, the course teaches how to create cohesive branding which is essential for the type of marketing work Customer Success Managers do.
See salaries and explore the career path for Customer Success Manager
Sales Manager
Sales Managers typically need a bachelor's degree. Those seeking to become a Sales Manager may find this course helpful when learning how to optimize business operations. The course focuses on converting leads into clients, something that Sales Managers are tasked with doing as they help to increase revenue.
See salaries and explore the career path for Sales Manager
Business Development Manager
Business Development Managers typically need a bachelor's degree. This course may be useful for those who want to become a Business Development Manager by giving them strategies for lead generation and lead conversion.
See salaries and explore the career path for Business Development Manager
Marketing Manager
Marketing Managers typically need a bachelor's degree. This course may be useful for those who wish to become a Marketing Manager. The course provides a solid foundation on which to build when creating and implementing marketing campaigns. In particular, the module that teaches about creating cohesive branding and marketing can be helpful for Marketing Managers who plan to work in any industry.
See salaries and explore the career path for Marketing Manager
Social Media Manager
Social Media Managers need a bachelor's degree. This course may be useful for Social Media Managers by providing them with a foundation in brand building and marketing. The course's focus on creating a cohesive brand can be helpful for Social Media Managers who wish to build a strong and consistent brand across various social media platforms.
See salaries and explore the career path for Social Media Manager
Real Estate Developer
Real Estate Developers typically need a bachelor's degree. This course may be useful for Real Estate Developers looking to grow their business by leveraging referral building strategies. It can help build a foundation for understanding how to network with other professionals in the industry and grow their business.
See salaries and explore the career path for Real Estate Developer
Business Analyst
Business Analysts typically need a bachelor's degree. This course can be used to help Business Analysts improve their lead generation and conversion skills. This course can be part of a strategy to grow their business by adding new clients and offering more services to existing clients.
See salaries and explore the career path for Business Analyst
Project Manager
Project Managers typically need a bachelor's degree. This course can help those who wish to become a Project Manager by providing a framework for understanding lead generation and conversion. Project Managers need to understand how to find, recruit, and manage a team. This course provides a foundation for doing just that.
See salaries and explore the career path for Project Manager
Operations Manager
Operations Managers typically need a bachelor's degree. This course can help build a foundation for Operations Managers by teaching about lead generation. Additionally, the course content on creating a cohesive brand and marketing campaign can be helpful for Operations Managers who wish to grow their business.
See salaries and explore the career path for Operations Manager
Event Planner
Event Planners typically need a bachelor's degree. This course can be helpful for Event Planners who wish to develop their skills in managing a database. Event Planners can leverage their CRM tools more effectively by using the lessons taught in this course.
See salaries and explore the career path for Event Planner

Reading list

We've selected ten books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Sales Fundamentals.
Cover image
Your First Home
Save
Provides a step-by-step guide to building a successful real estate business. It covers topics such as lead generation, conversion, and client management. It is an excellent resource for anyone who wants to learn more about the real estate industry.
Your First Home
Paperback
Check
Your First Home
Kindle Edition
Check
Cover image
The Sales Acceleration Formula
Save
Provides a step-by-step guide to building a sales pipeline that generates leads, converts prospects, and closes deals. It covers topics such as sales strategy, marketing, and customer service. It valuable resource for anyone who wants to improve their sales performance.
The Sales Acceleration Formula: Using Data,...
Hardcover
$$
(中文) Sales acceleration formula: how to achieve rocket...
Paperback
$$
销售加速公式：如何实现从0到1亿美元的火箭式增长（中文版）THE SALES ACCELERATION...
Paperback
$$
The Sales Acceleration Formula: Using Data,...
Kindle Edition
$$
The Ultimate Sales Machine
Save
Provides a comprehensive guide to building a sales machine that generates leads, converts prospects, and closes deals. It covers topics such as sales strategy, marketing, and customer service. It valuable resource for anyone who wants to improve their sales performance.
The Ultimate Sales Machine
Paperback
Check
The Ultimate Sales Machine
Kindle Edition
Check
Cover image
Sell it Today, Sell it Now
Save
Provides proven techniques for closing sales. It covers topics such as overcoming objections, handling rejections, and negotiating deals. It valuable resource for anyone who wants to improve their sales performance.
Sell it Today, Sell it Now: Mastering the Art of...
Kindle Edition
$
Cover image
Jeffrey Gitomer's The Sales Bible
Save
Comprehensive guide to sales. It covers topics such as lead generation, sales presentations, and negotiation. It valuable resource for anyone who wants to improve their sales skills.
Jeffrey Gitomer's The Sales Bible: The Ultimate...
Hardcover
$$
Jeffrey Gitomer's The Sales Bible: The Ultimate...
Kindle Edition
$$
Cover image
A Treasury of Success Unlimited (16pt Large Print...
Save
Classic sales book that has been inspiring and motivating salespeople for decades. It provides insights into the mindset and habits of successful salespeople. It valuable resource for anyone who wants to improve their sales performance.
A Treasury of Success Unlimited (16pt Large Print...
Paperback
$$
Cover image
The Fastest Way To Success
Save
Explores the importance of having a positive attitude in sales. It provides tips and techniques for developing a positive attitude and maintaining it in the face of challenges. It valuable resource for anyone who wants to improve their sales performance.
The Fastest Way To Success
Paperback
Check
The Fastest Way To Success
Kindle Edition
Check
Cover image
Competing with Giants
Save
Explores the psychological aspects of selling. It provides insights into how buyers think and make decisions. It helpful resource for anyone who wants to understand the psychology of selling and improve their sales skills.
Competing With Giants: How One Family-Owned Company...
Hardcover
$$
Cover image
Sell More with Science
Save
Explores the scientific principles that underlie sales success. It provides insights into how buyers think and make decisions. It valuable resource for anyone who wants to understand the psychology of selling and improve their sales skills.
Sell More with Science: The Mindsets, Traits, and...
Hardcover
$$
Sell More with Science: The Mindsets, Traits, and...
Kindle Edition
$$
Cover image
The Science of Influence
Save
Explores the psychological aspects of selling. It provides insights into how buyers think and make decisions. It helpful resource for anyone who wants to understand the psychology of selling and improve their sales skills.
The Science of Influence: How to Inspire Yourself...
Kindle Edition
$$
Brian Tracy’s Success Handbook Box Set: The Science...
Kindle Edition
$$
(Español) Conecta con los demás [The Science of Influence]:...
Audible Audiobook
$$
(中文) The Science of Influence (Chinese Edition)
Paperback
$$

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Course image
Level
Introductory
Via
Coursera
Institution
Keller Williams
Instructors
Dennis Russell
Julia Lashay
Language
English
Transcripts
Español Français
This course belongs to a collection called Keller Williams Real Estate Agent. It's comprised of five courses:
  1. Establish Clients for Life with Sellers
  2. The Principles of Real Estate
  3. Manage a Real Estate Business
  4. Sales Fundamentals (viewing)
  5. Establish Clients for Life with Buyers
Traffic lights
Read about what's good
what should give you pause
and possible dealbreakers
Teaches foundational concepts of lead generation and database management for real estate agents
Provides practical guidance on converting leads to appointments and sales
Covers strategies for building and managing a customer experience that fosters long-term relationships
Teaches how to create brand standards that enhance the customer experience in real estate
Provides insights on generating leads from referrals and rental listings
Taught by instructors with experience in real estate
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