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Real Estate

Real Estate

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Published by citizenschools

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Published by: citizenschools on Jun 21, 2011
Copyright:Attribution Non-commercial

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05/27/2015

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Real Estate Apprenticeship
Description
Do you work in real estate? Or are you an expert in researching the housing market? Teachapprentices how to assess the housing market and a client's needs, prepare a house for touring,negotiation skills, and how to pitch the house to a prospective buyer or seller.
WOW!
Sit down with apprentices at the negotiating table with an actual seller, along with their client(potential buyer), and negotiate a deal! Apprentices can even sign a fake deed to the house.
 
WeeStage
LessonObjectives:What do we needto get donetoday?
LearningObjective:What will theapprenticeslearn today?
Activities
1
Learnnewskills
MODEL
WOW! ‘em!
1.
 
Build trust in the groupand establish expectationsfor the rest of theapprenticeship.
2.
Map out the four stagesof buying and selling ahouse
3.
Complete “assessingneeds” exercise
4.
Assign WOW! Roles
1.
 The basics of Real Estate (4 basicplayers and 4stages of buying/selling ahouse
)
2.
How to assessclient needs-
theimportance of asking questions asa salesperson
3.
What our WOW!Roles will be
1.
Donald Quiz
2.
Goals –Our futureopening ritual
3.
Fill in player’schart(15)
4. 5.
Shoe exercise:Learning how to askquestions
6.
Choosing Our WOW!Roles
2
Learnnewskills
MODEL
Assessing ClientNeeds
1.
practice asking questions
2.
make CommunityExpectations contract
2.
brainstorm the featuresof a home
3.
fill out assessing clientneeds worksheet
1.
that sellinghomes is all aboutgetting to knowwhat the clientwants
assessingclient needs
2.
How to properlygreet and actaround a client.
4.
how to fill out anassessing needsworksheet
1.
What’s In a HomeBrainstorm
2.
CommunityExpectationscontract
3.
Mr./Mrs. PersonalityGame
4.
Assessing NeedsHome ProfileWorksheets
3
Learn
MODEL
Select a Propertyand Prepare for
1.
Asking why aneed is important.
2.
How to askvisualization
1.
Assess TL’s needs
2.
 Turn “Why” intoVisualizing
Page
1
of 
54
 
Real Estate WOW! Plan
 
newskills
 Touring
1
. Review assessing needs
2
. Writing out visualizationsquestions about thatproperty
3
. Practice walking a clientthrough homequestions
3.
How to walk aclient through ahouse
 
Questions
3.
Plan tour aroundschool
4.
Tour of school
4
Produce
SCAFFOLD
Negotiation Skills
1.
fill in the rest of theplayers chart
2.
negotiate the sale of ahouse in an imaginaryscenario
3.
practice the "Tricks of the Trade
"
4.
Putting all skills together
1.
other variablesin buying/sellinghouses
2.
the basiccomponents of a grant deedand how tonegotiate theterms of a grantdeed
3.
the "Tricks of the Trade" andhow/when touse themresponsibly
.
4.
How to askvisualizationquestions
5.
What questionsto ask givenspecific clientneeds
3.
How to close
 
1.
Fill in rest of players
2.
Practice Secrettricks of the Trade
3.
play Negotiationpoker
4.
Putt all skillstogether andpractice beforeclient arrives
5.
Interview actualclient.
6.
Closing Signalsgame
 
5
Produce
SCAFFOLD
Meet theClient and Tour Prep
1.
Review client-agentetiquette
2.
 
Assessing actual client’sneeds
3.
create a plan for thetour 
1.
How to fill out aclient/homeprofile with anactual client
 3.
How we will tourour client aroundthe house
4.
What ourvisualizationquestions will befor our clients
1.
review client-agentetiquette
2.
interviewing client
3.
 
plan route aroundhouse and writevisualization questions
6
Practice
COACH
Client Tour Time!
1.
Tour client around thehouse
2.
make the close
1.
Demonstrateagent skills.
2.
Read the clientand make theclose.
1.
tour the client
2.
close and discussmaking an offer
7
Prepare to Pitch
1.
how to matchclient to seller
1
.
discuss seller needs
2
.Preview of next week
Page
2
of 
54
 
Practice
COACH
to Seller
!
1.
watch tape/hearrecording/read seller’sneeds
2.
prepare to present ourclient’s offer
3.
Practice negotiation skillsneeds
2.
what willhappen atnegotiationtable
3.
how tonegotiate
3.
negotiation pokerwith real terms
8
Practice
COACH
PracticeWOW!
1.
Apprentices practice theirnegotiating table WOW!Roles CT/TL feedback
2.
Apprentices write draftsof speeches for WOW!Show
3.
Apprentices give andreceive feedback to/fromeach other
 
1.
negotiation skills
2.
speech writingskills
3.
oralcommunication
1.
Rehearsenegotiation
2.
write speeches forWOW! show
3.
rehearse for WOW!Show
9
Practice
FADE
DressRehearsal forWOW!
1.
Oralcommunication
2.
practicespeeches
1.
Run througheverything for bothWOW!s
10
Perform
FADE
WOW!
Apprentices sit down atnegotiating table withactual seller and theirclient/potential buyer andnegotiate a deal, sign afake deed to the house.At WOW! Show,apprentices talk aboutwhat they learned about21
st
Century Sales Skillsand Real Estate
Page
3
of 
54

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