Course Content
    Understanding Buyer Personas
    What agents must master: The 5 core buyer archetypes: The First-Timer (emotional, nervous, hopeful) The Investor (numbers, yield, risk) The Upgrader (lifestyle, timing, convenience) The Downsizer (security, simplicity, legacy) The Relocator (speed, certainty, local knowledge) What this module teaches: How to listen before you list. How to read motivation vs. budget vs. urgency. How to spot a “tyre kicker” in 90 seconds (and still handle them with class). Practical Tool: Icon Buyer Profiling Sheet 12 diagnostic questions that actually tell you the truth.
    0/2
    Guide to Buyer Personas
    06:10
    Questionnaire: Guide to Buyer Personas
    Prequalification & Financial Readiness
    Core Principles: No prequalification = no full service. Your job is to protect your time and your buyer’s heart. What agents learn: How to explain bond pre-approval without sounding like a bank. How to work with bond originators like a pro. Red flags in buyer affordability.
    0/2
    Agent’s Prequalification Playbook
    05:55
    Questionnaire: Prequalification Playbook
    Building trust on First Contact
    0/2
    Trust on First Contact
    07:31
    Questionnaire: Pillars of Instant Trust
    Viewing Protocol: Etiquette and Strategy
    This lesson covers: How to prepare before every viewing: Property facts Seller story Area intel How to walk a buyer through a home like a curator, not a tour guide. Viewing Rules: No price talk at the door. No pressure. Guide, don’t push. Strategy: “The Three-Room Close” — where buyers make emotional decisions.
    0/2
    The Viewing Protocol and Etiquette
    05:59
    Questionnaire: The Viewing Protocol
    Handling Buyer Objections with Confidence
    0/2
    Handling Buyer Objections Confidendly
    07:38
    Questionnaire: Handling buyer Objectives
    From Viewing to OTP – The Buyer Journey
    0/2
    From viewing to Closing
    06:23
    Questionnaire: From Viewing to OTP
    After-Sales Service & Referrals
    0/2
    Building Your Referral Network
    00:06
    Questionnaire: Building a referral network
    Selling to First-Time Buyers
    0/2
    Selling to First Time Buyers
    07:10
    Questionnaire: Selling to First-Time Buyers
    The Perfect Buyer Experience

    Romance is nice. Pre-approval is better.

    Core Principles:

    • No prequalification = no full service.

    • Your job is to protect your time and your buyer’s heart.

    What agents learn:

    • How to explain bond pre-approval without sounding like a bank.

    • How to work with bond originators like a pro.

    • Red flags in buyer affordability.

    Previous
    Next