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Client Focused Communications New

Course Description

Course Description

This course teaches the student how and why we communicate. Learning these basics will provide the student the basis for effective client communication. Knowing what the client wants and being able to find the perfect property based on good communication skills will result in more sales and satisfied clients.

Content Outline:

Effective Communication Models
Pacing and Matching for Effective Communication
Understanding How the Other Person Thinks
Negotiating with Style
Achieving Desired Outcomes in Communication
Understanding and Using Effective Communication.

Learning Objectives

  • Define communication and its meaning; Differentiate between verbal communication and non – verbal communication; Explain and interpret the concept of “the map is not the territory”;
  • Compose an effective communication model
  • Recognize the use and effects of communication when implementing pacing, matching body language, pacing the breath, voice matching, mismatching, and appreciation; Start applying these uses and effects of communication
  • Discover how your client thinks; Recognize the three primary representational systems; Spot accessing cues; Practice “active listening”;
  • Apply this information in guiding negotiations
  • Apply leading and pacing techniques to guide negotiations; Choose predicates to influence participants in a negotiation; Utilize future pacing to get a client to imagine a desired outcome;
  • Set and fire an anchor; Employ directive speaking, presuppositions, influential language and patterns for negotiations
  • Evaluate customers’ criteria, then list and discuss them; Explain the effectiveness of the language of benefits over features; Distinguish customers’ buying behavior; Model how to achieve desired outcomes, in a transaction, a career and a life
  • Evaluate the importance of congruency and incongruency; Recognize the reasons behind using personal criteria; Apply reframing in any situation; Differentiate between being proactive and reactive; Practice conflict resolution; Apply triple descriptions; Follow the principles for negotiation and utilize its techniques

6 lesson assessments
1 post assessment.

State Requirements

Our real estate CE courses meet the requirements of the Georgia Real Estate Commission (GREC). Take your 24-hour Georgia real estate continuing education now. All licensees who have a license number above 100,000 are required to take continuing education during a four-year renewal period to renew their licenses. A renewal period begins four years prior to the current renewal due date. For instance, your renewal date is March 31, 2006. You must complete your CE requirements between April 1, 2002 and March 31, 2006. All CE courses completed outside the renewal period will not be credited.



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