Property listing and sales course: techniques for winning property listings

The property listing and sales course: techniques for winning property listings is designed for real estate professionals who want to refine their sales strategies within the sector. The course takes a comprehensive look at everything you need to do to maximise the number of properties you list — the key to success in property sales.

During the course, you will learn to manage and make effective use of people and material resources to streamline your work and improve the performance and profitability of your estate agency business. It explores in depth the methodology for winning listings, building relationships with property owners and developing the core skills needed to secure exclusive sales mandates.

It is aimed at estate agents, agency managers, listing agents and other professionals looking to advance their careers and put organised, effective listing and sales processes in place. The training is grounded in practical experience and constant updating, covering everything from prospecting techniques to successfully closing listings, adapted to the post-COVID market.

The course lasts 8 hours, and its format and optional work placement are adapted to each student's needs. At a competitive price of 150 euros, it is an ideal opportunity to improve your sales and real estate management skills, contributing to both the viability and the consolidation of your business.

This course will help you develop the skills you need to list and sell properties effectively. You will learn to implement structured working methods and improve your communication and relationships with property owners. Key objectives include:

• Establish and apply your own and a team-based working methodology for winning property listings.
• Obtain and manage valuable information about properties and their owners.
• Acquire and develop personal and technical skills to make your listing activity more effective.
• Prepare sales visits with the aim of securing exclusive sales mandates.
• Select and use the most suitable types of listing and sales mandate for each situation.
• Build loyalty with and motivate property owners to obtain recommendations and referrals.
• Improve the training and efficiency of the team responsible for property listings.

Module 1: The four essential resources in the real estate sector

This module covers the importance of human and material resources in real estate activity for optimising performance. Students identify their talents and fears, learn how to manage sellers and buyers, assess properties using the property radar and learn to organise their time with consistency and discipline, applying key principles for success.

1.1 The human element: hidden talents and fears

Explore self-awareness to boost your abilities and overcome personal barriers in listing and selling.

1.2 Managing sellers and buyers: find, manage and show

Learn to identify client profiles and maintain effective communication with them to make the most of sales opportunities.

1.3 Identifying and valuing properties: the property radar

Develop the skills to locate and assess properties using objective criteria in order to list them.

1.4 Effective time management: daily organisation and discipline

Put techniques in place to plan objectives and activities and keep an efficient diary that maximises results.

1.5 The listing and sales agent's ten commandments

Learn the ten fundamental principles behind successful professional practice in property listing and sales.

1.6 Seven essential habits for property advisers

Acquire the key habits to improve your performance and establish yourself in the property market.

Practical workshop: Self-assessment of personal performance

Assess and calibrate your skills and attitudes to identify areas for improvement in your professional profile.

Module 2: Generating and managing contacts for property listings

This module looks at potential sources of contacts and how to classify them, as well as how to segment and balance prospecting for different types of property and client. It includes techniques for effective listing visits, value-added commercial content and monitoring of the listings portfolio with variance analysis to adjust the strategy.

2.1 Contact sources and classification

Identify and categorise the various sources for obtaining qualified contacts.

2.2 Segmenting and balancing prospecting lists

Learn to organise and balance your contacts by property type and client profile to optimise listings.

2.3 Ten keys to an effective listing visit

Master the techniques for approaching the owner and maximising your chances of securing a mandate.

2.4 Commercially relevant content and value-adding services

Learn what to offer to stand out and build loyalty with owners and clients.

2.5 Monitoring and controlling activities and the listings portfolio

Manage follow-up through results analysis and decision-making to correct deviations.

Practical workshop: Arguments and answers to owners' objections

Practise responding effectively to common questions and statements during listing visits.

Module 3: Techniques for successfully closing a listing

This module analyses the different types of listing and their pros and cons, the importance of the listing meeting and of valuing properties through reports, and the types of sales mandate and how to use them appropriately. It ends with case studies and an analysis of the property market following the impact of COVID-19.

3.1 Types of listing: advantages and disadvantages

Learn the different listing formats and when to use each one, from basic listings to service-based and paid listings.

3.2 The listing meeting and property valuation

Learn methods for carrying out an accurate valuation and listing with confidence using professional reports.

3.3 Sales mandates: types and strategic use

Distinguish between the different mandates and choose the most suitable ones for each property and owner profile.

Practical workshop: Applied cases and outlook for the post-COVID-19 property market

Apply what you have learnt to real situations and adapt your strategies to the current market context.

This course is aimed at real estate professionals who want to progress in property listing and sales by refining their processes and skills. It supports career development in sales and property management environments.

• Estate agent
• Property listing agent
• Estate agency director or manager
• Property portfolio manager
• Real estate sales adviser
• Self-employed professionals dedicated to listing and selling properties

Sectors and companies

• Estate agencies
• Property development and management companies
• Real estate consultancies
• Listing and sales departments in large real estate firms