SRS Seller Representative Specialist NAR Designation *Canceled*

The 2-day SRS Designation Course provides a comprehensive foundation of skill development, training and resources to help real estate professionals represent the interests of sellers in today's marketplace. Students learn to:

• Increase listings and grow their business
• Demonstrate and communicate their value package to seller clients
• Understand and apply the Code of Ethics and Standards of Practice
• Understand and comply with state license laws when representing sellers
• Understand and apply methods, tools, and techniques to provide the support and services that sellers want and need

National Instructor Marcie Roggow brings her decades of experience in real estate and combines it a dynamic and engaging teaching style to educate, inform and transform REALTORS businesses.

Learning Objectives

Generational Marketing

• Differentiate between effective generational styles
• Understand Senior, Boomer and Gen X & Y needs

Emerging Future Business Trends

• Anticipate the needs of future seller clients

Prospecting for Business

• Methods sellers use to find agents and methods buyers use to search for property
• Define a target market for future business
• Identify sphere and cold lead generators
• Understand cultural marketing and prospecting
• Drip system prospecting
• Understand the effectiveness of each type of marketing method
• Proper and improper conduct under Do Not Call laws
• Solicitation and characteristics of FSBO objections
• Understand the rules to seeking expired listings as new business

Listing Strategies

• New and alternate business models
• Office policy on agency and state laws and regulations
• Forms, agreements and authorizations given to the seller when listing
• Alternate listing strategies

Compensation Policies

• Application of Standard of Practice 1-12, 16-1, 3-1, 16-16, 3-4
• Identify how to implement their office policy's professional service fees
• Demonstrate to seller how commission fees are split

Listing Models

• Unbundling services and how service packages can reflect different service levels
• Marketing service options
• MLS entry only Limited Services Office Exclusives

Preparing for the Appointment

Key aspects of advance research for a listing appointment and seller counseling session

• Existing Liens & Mortgages
• CLUE Reports & Cautions
• Short Sale Cautions
• CMA Components
• Absorption Rates & Analyses
• Automatic Valuation Models (AVMs)

The Seller Counseling Session

• Formulate pricing and marketing information
• Reasons for the appointment
• Topics to discuss at seller counseling session
• Assess the listing

Setting the Stage Pre-Sale Preparation

• Process and reasons for staging a property
• Reasons and marketing rationale for improvements
• Identify sources of work / advice and cautions about recommendations
• Disclosure of third party business relationships Standard of Practice 6-1

Marketing the Listing

• Different venues for marketing including technology apps and different methods per survey data
• Offline and Online marketing
• Property marketing tools (including social media, photos, virtual tours, single property websites, traditional tools and others)
• Different types of open houses and preparations for sellers
• Objectives of different types of open houses and issue that arise
• The auction process and value to sellers
• Agent safety issues and resources
• Sources of buyers and their processes in the home buying process
• Call conversion methods to position the seller's property
• Key question to ask prospects when beginning a relationship
• Application of Standard of Practice 16-13
• Considerations about photos/videos of listings and disclosures to sellers
• Methods for feedback

Blueprint for a Successful Transaction

• Handle multiple offer presentations by prioritizing the offers by type and quality based on seller's needs
• Approaches to negotiation of the sale, depending on area and local/state law or custom
• Understand performance contingencies in contract forms
• Understand key areas of terms in common sale contracts
• Understand terms for back-up offers or contracts
• Learn to look for false records, credits not on HUD1, and inflated appraisals (RESPA violations)

Presentation Methods

• Understand different presentation methods, including key concepts in Standard of Practice 1-6
• Understand agent's requirements to present offer and not delay presentation
• Learn to process requested confidentiality agreements presented prior to the delivery of an offer
• Application of Standard of Practices 1-13 and 1-15
• Myths and misconceptions of multiple offers
• Presenting multiple offers and the grid method
• Clarifying questions to ask buyer representative, including counter offer patterns and strategies
• Application of Standard of Practice 3-8
• Learn to work with subsequent offers after accepted contract is in place

Inspection Phase

• Understand the purpose of inspection and types available to sellers
• Understand the listing agent's and co-op agent's roles and conduct at the inspection
• Verification of repair requests
• Seller options regarding defects

Pending Issues Prior to Closing

• Identify and understand possible issues that can occur between contract and closing
• Understand problems that can occur with personal property inclusions and exclusions
• Application of Code of Ethics Article 9
• Counter offer and negotiation strategy how to handle last minute crisis before closing