Sales Excellence manual - Part of the PME system (Membership services)
Platinum PME membership - Real Estate Excellence
The Sales Excellence manual is provided as part of Platinum PME Membership services - Real Estate Excellence. The manual has been updated for the Seller Disclosure laws and is at Member Online login, Sales folder as part of Membership services - Real Estate Excellence.
The Best Practice Residential Sales Excellence manual focus is on Queensland compliance, best practice and risk management. It was first written and released in 2015 with Stacey Holt being the author and editor. The chapter topics are outlined below. The Sales Excellence manual is part of the PME system - Platinum PME membership Real Estate Excellence.
The Best Practice Sales Excellence Manual can be used as an everyday (and or as needed) procedure and training resource for the administrator, licensee and the salespeople of the agency. It is great for someone new to the industry working in sales and or administration to read 'as a book' and guide.
The Sales Excellence manual is similar in concept and design to the existing PME system - Platinum PME membership Real Estate Excellence.
The Sales Excellence manual also includes best practice forms. The best practice forms provided does not replace the agency prescribed/approved forms and contract services provider.
Contents of the Sales Excellence manual
Chapter 1 Residential sales overview
Chapter 2 Enquiries, databases, and prospecting
Chapter 3 The listing appointment and listing the property
Chapter 4 Advertising and showing property
Chapter 5 Rental property for sale
Chapter 6 Disclosure and the law
Chapter 7 Beneficial interest and the law
Chapter 8 Auctions and the law
Chapter 9 Pricing, appraisals, and the law
Chapter 10 Contracts
Chapter 11 Time management
Chapter 12 Filing and record keeping
Chapter 13 File notes and follow up
Chapter 14 Property Occupations regulations
Chapter 15 Agency policies in general
Chapter 16 Relevant legislation references
Chapter 17 Clearance certificates
Chapter 18 Trust accounting – refer to PME chapter 27
Welcome to the Sales Excellence Manual
Stacey Holt - Author of Sales Excellence
Company Director - Real Estate Excellence Academy Pty Ltd
Residential sales and selling are a very diverse, challenging, and interesting career. No two days are ever the same. The role of a career salesperson is important and honourable. Salespeople deal with the greatest financial asset of most people and assist people in one of the most important decisions in their life. The role can sometimes involve great emotion due to dealing with people who are commonly in a life transition which can be either a positive or negative time in their lives.
Salespeople do not make decisions as such; salespeople make recommendations to their client, the seller and provide possible options and solutions to the seller. The priority of a salesperson is to always to think of their client first, to always work in their client’s best interests and do all that is possible to ensure their client receives the maximum sales price for their property.
Another key factor for successful salespeople is to remember that a sales career is very much about relationship building and relationship maintenance. When a successful sale is secured, that is not the end of the relationship. Sellers and buyers should still be contacted over the years to come as the seller may sell again or buy; and the buyer may do the same. Plus, the seller and buyer know other sellers and buyers. Referral and repeat business are two main aims of most successful career salespeople.
Newcomers to sales and experienced salespeople plus administrators are encouraged to read the Sales Excellence manual thoroughly over a period and to use the manual as required. Many references of salespersons’ duties may be carried out by the agency administrator.
Repetition is the key to retention therefore continually reading core documents such as the Sales Excellence manual will assist in retention of information to assist with implementation into practice. Compliance, risk management and best practice procedures and knowledge are a big factor in the success of a salesperson. The focus of the Sales Excellence manual is to assist agencies in the compliance and agency best practice.
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Please ensure that your agency refers to the online version most times as the online version will have the most up to date information. The version number is on the footer and header of each page. The version is updated at Member Online login
www.realestateexcellence.com.au/memberonline
Disclaimer The information provided by Real Estate Excellence is of a general nature only and is not intended to constitute legal advice under any circumstances. Individuals should consider their own circumstances before proceeding to rely upon any information provided by Real Estate Excellence. Whilst care has been taken in best practice advice provided, and the information contained in it has been obtained from sources that Real Estate Excellence believe to be reliable, Real Estate Excellence (including its directors, officers, employees and contractors) does not warrant, represent or guarantee the accuracy, completeness or fitness for purpose of that information. Real Estate Excellence (including its directors, officers, employees and contractors) accordingly does not accept any responsibility, liability, loss or damage whatsoever resulting from the use of the information provided. By using the services of Real Estate Excellence, Clients acknowledge that they have read, understood and accepted this disclaimer of liability.