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1. Describe key elements of a business plan to generate listing business.
2. Describe branding basics.
3. Identify Sphere and Cold lead generators.
4. List 5 methods sellers use to find a listing agent to represent them.
5. Describe methods to create a Client Packet for sellers.
6. Identify Do Not Call Rules.
7. Describe key aspects of a seller counseling session.

Minutes	Detailed Content Outline
5	Introduction
5	Marketing Your SRS DesignationMembership CriteriaMember Benefits
10	Prospecting for Business-Overview
5	Prospecting for Listings
5	Target Your Audience
10	Cultural Marketing & Prospecting
5	Generational Marketing
10	Seniors
5	Boomers
10	Gen X, Y
5	Millennium
10	Sphere Prospecting & Drip Marketing
5	Be Consistent - Target for best results
90	Total Instructional Time
5	Manual or Electronic
10	Define each marketing method
5	Cold Prospecting Methods
5	Cold Prospecting Targets
5	Cold Prospecting Drip Method
10	Exercise - Do Not Call Rules
10	FSBO and Expired Listings
5	Opportunities in Disguise
10	Responding to FSBO Objections
10	Expired Listings Defined
5	Ten Steps to Listing Expireds
10	Ten Questions to Ask -- Exercise 10 Min
90	Total Instructional Time
180	Total Instruction Time AM

1. Identify and describe their office policy on agency, their state laws and regulations.
2. Identify how to implement their office policy’s professional service fees.
3. Describe how to formulate pricing and market information.
4. Evaluate the ramifications of Pre-listing home inspections, property condition disclosures.
5. Describe the process of staging.
6. Assess the viability of listing a property.

Minutes	Detailed Content Outline
10	The Firm Rules
5	Firm Rules are affected by state laws
10	Seller Authorizations in the Listing Agreement
5	Entry and showing instructions
5	What to keep confidential and what to advertise to other agents
10	Compensation in the Listing Agreement
5	Authorization to compensate types of cooperating agent
10	Standard of Practice 1-12
10	The Firm Fees
10	Standards of Practice 3-1
5	Standard of Practice 16-16
5	Standard of Practice 16-14
90	Total Instructional Time
5	Listing StrategiesNew business ModelsAlternate business models
5	Standard of Practice 16-1
5	Standard of Practice 3-4 Commission Disclosure
10	Short Sale Listing
5	Elevated Pricing Diligence
5	Possible “Keep” Options
5	Eight Successful Short-Sale Elements
10	Benefits of Auction Marketing
10	Preparing for the Seller Counseling Session
5	Existing Liens & Mortgages
5	Seven answers you need to know
5	CMA Components
10	Article 4 Standard of Practice 1
5	Article 5
90	Total Instructional Time
180	Total Instructional Time PM
360	Day 1 Total Instruction Time

Minutes	Detailed Content Outline
5	Brief Review of previous day
10	The Seller Counseling Session
5	Demonstrating your Value Package
5	Purpose of the Appointment
5	One step or multi Step process
10	7 things you leave behind-Do You Leave the CMA???
5	8 reasons you should take the listing
5	8 reasons you wouldn’t take the listing
10	Pre-Sale Preparation
10	8 Quick Fixes that increase Value
5	Cost vs. Value from realtor.org
5	Remodeling Payoff – REALTOR Magazine
5	Who is doing the work?
5	Standard of Practice 6-1
90	Total Instructional Time

1. Describe different types of open houses.
2. List objectives of different types of open houses.
3. Identify different call conversion method to position the seller’s property.
4. Describe different methods to convert the inquiry depending on the source of the inquiry.
5. Handle cooperating agent questions.
6. List different components of contracts.
7. Identify RESPA and Fraud issues in negotiation and closing of contracts.

Minutes	Detailed Content Outline
5	Property Marketing Exposure
5	Internet & Electronic Venues
10	Open House Formats
5	Photos
5	Visual Website Tours
5	Resources
5	Public/Broker Open Houses
5	Agency disclosure issues/state laws
5	Feedback -- Why it should not be expected
5	Responding to 19 Questions from Coop Agents
15	Converting the Inquiry
3	Walk-Ins
2	Open House Visitor
2	Sign Callers: Ad Callers
3	Internet Inquiries
5	First Question: Contractual Relationship?
5	Standard of Practice 16-13
90	Total Instructional Time
180	Total Instructional Time AM

1. Describe differing offer presentation methods.
2. Handle multiple offer presentations.
3. Describe the complexities of the inspection process.
4. Negotiate repair requests and verify the need for repairs are valid requests.
5. Describe the alternatives in Possession, property loss, Pre-Closing and Closing Issues.
6. Describe the concepts of procuring cause.
7. Describe methods to handle procuring cause disputes.

Minutes	Detailed Content Outline
10	A "Meeting of the Minds"
5	Types and Quality of Offers
5	Performance Contingencies
5	Deposit Terms
5	Additional items and Repairs
5	Closing Date
5	Time is of the Essence
10	Subsequent Offers
5	Confidentiality Statements
10	Presentation Methods
5	One or Multiple Offers
5	Presentation Concerns
10	RESPA Violations
5	No Delays to Presentation
90	Total Instructional Time
5	Confidentiality Statements
10	Common Myths of Offers -10 minute exercise
5	Standard of Practice 1-15
5	Presentation of Multiple Offers
5	Buyer Agent may present offer to your seller
5	Multiple Offer Presentation Grid
5	Counter Offer Strategies
5	Disclosing Accepted Offers
5	Subsequent offer Issues
5	Types of Inspections -- 26 types of inspections listed for consideration
5	Listing Agent’s role and conduct at the inspection
5	Potential conduct liability Issues during inspection for agent and firm
5	Co-op Agent’s role and conduct at the inspection
5	Repair Request and verification of Repairs
5	Seller Options regarding defects Best practice: Disclose history of all significant repairs
10	Counter Offer and Negotiating Strategy -- Last Minute Crises Exercise Scenario #1, Scenario #2
90	Total Instructional Time
180	Total Instructional Time PM
360	Day 2 Total Instructional Time