"REAL ESTATE SALES" - Table of Contents

•	REAL ESTATE SALES
o	AUCTIONS
•	Auction conduct and assisting
•	Auction authorities and offers
•	Auction Day
•	Auction Flowers
•	Auction Preparation
•	Auction Tasks
•	Auction venue guidelines
•	Auctioneer's guidelines
•	Information pack for Auctioneers
•	Preparing for an Auction
•	Prospective Bidders
o	CUSTOMER SERVICE PROGRAM
•	Anniversary Cards
•	Christmas Cards
•	Customer Service
•	Gift Boxes
•	Movie Ticket ordering
•	New Listing Client Welcome Calls
•	Newsletters - Quarterly
•	Newsletters - Weekly email newsletter
•	Photo Albums
•	Purchaser Calls
•	Questionnaires - Vendor
•	Surveying vendors, purchasers
•	Thank you cards
o	INSPECTIONS
•	After Inspection Advice
•	Conducting an open for inspection
•	Open for Inspection Buyer Referral Policy
•	Presenting property for Inspection and Auction
•	Prospective Buyer Inspections
•	Security - Vendors Property Policy
o	LISTINGS
•	Advertising Negotiation Policy
•	Advice of new listing procedure
•	Changes to listing details
•	Conjunctional Listings
•	Gaining an extended authority period
•	Hidden (on the quiets or pocket) listings are strictly forbidden
•	Is the property suitable for auction?
•	Leave behind documentation
•	Listing aim
•	Listing closing process
•	Listing Presentation Summary
•	Listing Source
•	Methods of sale
•	Needs analysis
•	Obtaining Vendor Statements when taking another agents listing
•	Property marketing plan
•	Property Run Policy
•	Reassigning listing to another Salesperson
•	Tenanted Property managed by another agent
•	The Agency Agreement
•	The Property Run
o	MARKET APPRAISAL
•	After appraisal dropper policy
•	After appraisal filing
•	Market Appraisal Appointment Procedure
•	Delivering Pre- Marketing Appraisal Kits
•	Market Appraisal Contents
•	Market Appraisal Kits
•	Preparing Market Appraisal
•	Recording Market Appraisals
•	Rental Property Appraisals Policy
•	Sales Appraisals
•	Who is authorised to list and appraise a property
o	PROPERTY SALES
•	After inspection advice procedure
•	After settlement
•	After the offer is made
•	Authorities
•	Cancelled Sales
•	Deposit Taken and Under Offer
•	Email Sale Sold Advice
•	Forthcoming Sale/ Auction Spike
•	Guidelines on giving out property information
•	Obtaining and Presenting Offers
•	Organising and exchanging contracts
•	Prospective  buyer inspections 1
•	Offer and Acceptance
•	Property Alterations
•	Qualifying Buyers
•	Reporting to Vendors
•	Reviewing an inspection with a prospective buyer
•	Sales to Foreign Nationals
•	Section 32- Vendor Statements
•	Sold Property Script Policy
•	Sold Stickers
•	Targets for Sales Team
•	Tracking Sales
•	Vendor Weekly Contact
•	When a buyer defaults
o	PROSPECTING
•	After Sales Service
•	Building long term relationships with clients
•	Business Development Areas Policy
•	Handling a telemarketing lead
•	Managing Telemarketing Reports
•	Prospecting Strategy
•	Telemarketing Policy
•	Testimonials
o	SALES TEAM OPERATIONS
•	Builders
•	Buyer communication
•	Buyer Inquiry Source Recording
•	Commission information
•	Conducting sales meetings
•	Data Entry rules
•	Directors Guarantee and Indemnity
•	Discipline
•	Disputes- External Agents and the Public
•	Donations
•	Dress and Behaviour
•	Enquiries and Appraisals
•	Gaining extended authority period
•	Giving out property information
•	Internal Office Disputes
•	Keys and Key Safes
•	Maintaining the Sales White Board
•	Management of Sales Department
•	Management review of listings
•	Market appraisal policy - External to your office
•	Meeting with Presenter
•	Office commissions and basis of calculation
•	Out of Office/Voicemail
•	Mobile Phones
•	Prepare market share reports
•	Salespersons Commission
•	Vendor communication and feedback
•	Personal Assistants
•	Personal Profiles
•	Property Previously sold by Our Company
•	Relations with Other Agents
•	Removal of file
•	Reviews Half- Yearly
•	Staff Members Purchasing Property
•	Supervision of Sales Training
•	Targets for the sales team
•	Tenure of Purchaser
•	Tenure of Vendor
•	Under offer email advice
•	Using Administration team members
•	Weekly sales meetings
•	When a buyer defaults 1
o	SETTLEMENT
•	Confirming Settlement
•	Handing over Key
•	Key Procedure
•	Purchaser & Vendor communication at settlement