Stepping Stones to Estate Agency
Head of Estate Agency at NLD - Sandie Purl explains all. 
Sandie Purl in action. 
Sandie Purl ready to take questions.This programme has been designed for all those individuals who want to start their own estate agency business or who wish to add an estate agency service to their existing mortgage broker business.
The programme includes an in-house 3 day National Association of Estate Agents course conducted by John Band, followed by a 5 day residential induction course conducted by Sandie Purl an estate agency professional with 20 years experience in the business. Sandie set up and ran her own successful agency, which she sold 5 years ago, the business continues to thrive and grow.
Throughout the 5 days you will learn the basic skills required to set up and run your own professional estate agency whether this be, purely an on-line service or fully staffed shop premises.
Included in the cost of the programme is 3 months ongoing support, which comprises of a 1 day work shop each Monday for 3 weeks following the induction course, where you will practice valuation, listing, viewing and sales techniques, after which you will be assessed and evaluated.
This is followed by a further 2 months access to personal support from a member of our training staff which includes assistance in prospecting for business and our attendance at your first valuation and accompanied viewing.
There will also be a free telephone/email helpline available throughout this period.
Should you wish to continue with these facilities after the initial 3 month period, this can be arranged on a quarterly basis for which there is a charge of £600 + vat per quarter.
You can rest assured that whatever level of ongoing advice you choose, you will be fully supported so as to ensure you have every opportunity to be successful in your new career.
What are the Costs?
The cost to enter the programme for new entrants is £2,500 + vat, which includes the in-house 3 day N.A.E.A course, 5 day residential induction course and 3 months ongoing support.
The cost to enter the programme for existing New Leaf brokers is £1,500 and includes all of the above.
Continued Practical Support is available to all delegates following the initial 3 months at a cost of £600 + vat per quarter.
Stepping Stones to Estate Agency Process Chart
Course Agenda
Day 1: Getting Started
- Office Equipment
- Website
- Boards
- Property Portals
- Compliance
- Case Management Systems (Why you should use case management software) followed by - ½ Day training session presented by Estates IT
- Q&A Session
Day 2: Prospecting for Business
- Leaflet drops (General)
- Leaflet drops (Other agents boards – the do’s & don’ts)
- Open houses
- Farming
- Local Community opportunities
- Private Adverts
- Advertising – website, Boards, Property Portals
- Rightmove Portal – ½ Day training session presented by Rightmove
- Q&A Session
Day 3: Valuations
- Learning to value property
- Sole Agency
- Multiple Agency
- Closing the instruction
- Managing Sellers Expectations
- Excellent communication
- Accompanied viewings
- Client reporting
- Role Play
- HIPs – Presentation by HIPAG
- Q&A session
Day 4: Selling techniques - Attracting the buyers
- Email/telephone enquiries
- Managing your buyers
- First Time buyer events
- Buyers Bus trail
- Open Houses
- Managing offers
- Taking offers
- Negotiating the offer
- Agreeing the deal
- Change in agreed price
- Standard letters
- Role Play
- Q&A Session
Day 5: Sale Progression
- Understanding surveys
- The legal process
- Chains – checking the chain & chain management
- Transaction tracking
- Role Play
- Q&A Session
3 x 1 day Practical Workshops
N.B. A 1 day practical workshop will be conducted each Monday for 3 weeks following the completion of the 5 day Induction Course
Day 6: Workshop 1
Today we visit a local property where you will put into practice the valuation & listing techniques you learned on day 3.
The first part of the work shop is designed to give you the experience of a real live valuation and you will carry out the following procedures.
- Call the Seller to arrange the valuation appointment
- Attend the property to evaluate the home
- Take the particulars of the property which includes taking room measurements and photographs
- Discussing the value with the seller and reaching an agreed sale price
- Explanation of the HIP – costs and payment terms
- Agree terms of instruction – i.e. Sole/multi agency
- Completion of instruction forms
The 2nd part of the workshop is an interactive discussion where your performance is constructively assessed and evaluated.
Day 7: Workshop 2
The Day 7 workshop is designed to enable you to hone your selling techniques as discussed on Day 4.
The first part of the workshop is the practical session. Here you perform the following elements:
- Register a prospective buyer
- Arrange an accompanied viewing
- Accompany the prospective buyer to the property
- Take an offer
- Negotiate the offer
- Agree the sale price
- Prepare the standard letters
The 2nd part of the workshop is an interactive discussion where your performance is constructively assessed and evaluated.
Day 8: Workshop 3
Workshop 3 enables you to practice your Sales progression skills as covered in Day 5 of the Induction Course.
The first part of today’s workshop is designed to provide you with the practical aspects of progressing your sale through the various stages from offer to exchange by carrying out the following tasks:
- Carrying out the chain check
- Organising mortgage appointment (Buyer & Seller)
- Confirm appointment of conveyancers (Buyer & Seller)
- Arrange survey appointment with the seller
- Tracking the progress of the sale
- Dealing with an adverse survey
- Price renegotiation
- Exchange & Completion
The 2nd part of the workshop is an interactive discussion where your performance is constructively assessed and evaluated.
Further Advice and Support
After completing the Stepping Stones to Estate Agency programme, we continue to assist with your development by providing continued support for a further 2 months.
You have access to the following:
- Proactive support in prospecting for business – we will help you locate and set up your first farming area and assist you with the wording for your leaflets
- Attendance at your first valuation appointment
- Attendance at your first accompanied viewing
- A telephone/email hotline is available to answer any queries and to offer guidance on any aspect of estate agency that you may have
- Personal visits are available on request should you require further assistance with valuations, viewings, or help with surveys, offers and general sales progression.
Advisory and Support Service
A chargeable advisory and support service is available at the end of the 2 month period, this can be purchased on a quarterly basis and costs £600 per quarter.
This service provides the following benefits:
- Constant access to expert advice
- Continuing proactive support in prospecting for business
- Personal visits
- Personal guidance and advice with all aspects of your business
- Proactive support with setting up buyers bus trails and open houses
- General enquiry telephone/email hotline
