Sales Fundamentals from Coursera

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.

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.

Maximize Your Database

Welcome to Maximize Your Database, the second module of Sales Fundamentals. This module will build on the concepts of building a database from the first course. You will learn more about managing your database and communicating with your database to leverage new, repeat, and referral business.

Create Clients for Life

Welcome to Create Clients for Life, the third module of Sales Fundamentals. In this module, you will learn about client experience and its potential to impact business. You will consider what potential client experience you would want your clients to experience when working with you. You will explore effective communication methods and how you can combine client experience with effective communication to surpass expectations before, during, and after the transaction process.

Construct Cohesive Branding and Marketing

Welcome to Construct Cohesive Branding and Marketing, the fourth module of Sales Fundamentals. In this module, you will learn about the different components that come together to make a cohesive brand. You will learn about value propositions and create your own for your potential future career in real estate. You will learn more about the impact of social media when marketing a brand.

Grow Your Business with Relationships

Welcome to Grow Your Business with Relationships, the fifth module of Sales Fundamentals. In this module, you will learn how establishing relationships outside of the clients in your database can help you grow your business. You will also learn about the referral opportunity and how to maintain relationships that continue to bring you referral business.

Grow Your Business with the Rental Opportunity

Welcome to Grow Your Business with the Real Opportunity, the final module of Sales Fundamentals. In this module, you will learn about the rental opportunity from two different viewpoints. First, you will learn how a real estate agent can help current homeowners rent the properties they own. Second, you will learn how a real estate agent can help people looking to rent a variety of property types. Finally, you will learn how a real estate agent can take advantage of the opportunities that come from property management.

Summary and Wrap-Up- Sales Fundamentals

Please watch and read the review materials for Sales Fundamentals before beginning the Peer Review Project.

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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

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

Show steps

Gain insights and strategies for building a successful real estate business.

View The Millionaire Real Estate Investing Series... on Amazon

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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

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Gain practical experience and network with professionals in the field.

Browse courses on Customer Service

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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

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Acquire practical skills and knowledge through hands-on training.

Browse courses on Sales Techniques

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Research and identify relevant workshops.
Register and attend the workshop.
Actively participate and engage with instructors.
Take notes and ask questions.

Four other activities

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Compile a Database of Local Real Estate Resources

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Build a comprehensive repository of valuable contacts and information.

Browse courses on Database Management

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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

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Enhance communication skills and build confidence in presenting sales pitches.

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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

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Expand knowledge and skills in real estate investment strategies.

Browse courses on Real Estate Investing

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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

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Apply marketing principles to create a comprehensive plan for promoting real estate listings.

Browse courses on Marketing

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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.

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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.

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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.

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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.

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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.

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Sales Fundamentals

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