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Sales

Harcourts Sales Training

Sales Programme Structure

New to the industry consultants attend 6 training days in the full programme in addition to completing iStart24. Experienced consultants attend only the final 2 days. Participants may return at no charge within 12 months to complete the course again.

Getting Started the Harcourts Way (4 days in the classroom)

To kick-start their career new to the industry consultants first attend Getting Started the Harcourts Way.

iStart24 (24 weeks in the field)

A self paced 24 week programme for those new to real estate sales. iStart24 will help you attain lifetime success in the real estate business.  The programme requires full-time commitment and a willingness to complete all assignments, including Daily Activity Records.

Throughout the programme we’ve provided real life examples that have worked for some of our most successful sales consultants.  Let their experience guide you along your journey.

Succeeding the Harcourts Way (2 days in the classroom)

This programme caters for experienced consultants to help them take their businesses to the next level of success. New to the industry consultants also attend.

They will be embraced by the Harcourts culture and made aware of the extensive support and in-the-field resources available to them. Bring your offline and online personal marketing resources inline; examine your listing ability and consistency of service; and learn how to manage your time more effectively and earn more.

Industry Qualifications

Completion of the Sales Programme is a requirement for many industry qualifications. In some cases the cost of the Sales Programme is not included in the cost of the industry qualification

Getting started the Harcourts way - What you will learn

  • To develop real estate success attitudes and strategies
  • To mind your own business - planning and goal setting
  • To prospect for future business through consultative techniques
  • To make superstar presentations and sales
  • To build repeat and referral business through client management systems
  • To develop skills for managing yourself and achieving life balance
  • To maximise the benefits of Harcourts technology, communication and marketing tools for self promotion, service and efficiency

Succeeding the Harcourts way - What you will learn

  • To develop real estate success attitudes and strategies
  • To mind your own business - planning and goal setting
  • To prospect for future business through consultative techniques
  • To make superstar presentations and sales
  • To build repeat and referral business through client management systems
  • To develop skills for managing yourself and achieving life balance
  • To maximise the benefits of Harcourts technology, communication and marketing tools for self-promotion, service and efficiency.

Auction Programme - What you will learn

The Auction Programme provides skills, knowledge and resources to enable sales consultants, office managers and support staff to list and sell property using the auction method of marketing.
  • The auction method of marketing property and why no-price marketing can be so successful
  • Scripts to assist you with handling common seller concerns about auction
  • The importance of the auction listing file and what it should contain
  • How to identify components for bidders packages and review high profile auction marketing plans
  • How to work with buyers for auction and explain the benefits of the auction process to them
  • Effective scripts for discussing price with buyers of no-price property
  • How to handle offers prior to auction and hold buyer interest up until the auction day
  • How to establish a strong working relationship and communicate effectively with sellers
  • How a reserve set meeting is conducted and what your responsibilities are leading up to the auction day
  • Successful auction day strategies and understand auction procedure
  • How to work the auction floor and know the tasks and scripts required of you whether the property is sold or passed in

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Contact

New South Wales
Mark Morrison - Chief Executive Officer

Business: 02 9380 8665
Mobile: 0437 774 197
Email: mark.morrison@harcourts.net


Victoria
Sadhana Smiles - Chief Executive Officer

Business: 1300 856 773
Mobile: 0403 271 676
Email: sadhana.smiles@harcourts.net


Queensland
Brendan Whipps - Chief Executive Officer

Business: 07 3839 3100
Mobile: 0400 605 757
Email: brendan.whipps@harcourts.net


Tasmania
Tony Morrison - Chief Executive Officer

Business: 03 6337 9700
Mobile: 0418 130 563
Email: tony.morrison@harcourts.com.au


Western Australia
Paul Blakeley - Chief Executive Officer

Business: 08 9388 7700
Mobile: 0457 005 179
Email: paul.blakeley@harcourts.net


South Australia
Andrew Friebe - Chief Executive Officer

Business: 08 8410 4444
Mobile: 0407 811 662
Email: andrew.friebe@harcourts.net
 

Other enquiries
Marcus Williams  -  Operations Manager, Harcourts Group Australia

Business:   1300 856 773
Mobile:   0411 468 703
Email:   marcus.williams@harcourts.net