Chapter 5: Sales Techniques and Practices

Part 1:  Read the scenario below and answer the questions that follow.

Janet is a seasoned real estate agent and with her business growing fast, she is in need of an assistant. She interviews and then hires Megan, a young go-getter. The only downside is that Megan currently does not hold a real estate license. Janet asks Megan to advertise and hold an open house for her on one of Janet’s new listings. To prepare for the open house, Megan provides the sellers with some general tips to properly stage their home so it shows better and will garner higher offers.

During the open house, Janet has Megan greeting any prospective buyers and taking them on a tour of the home.  Megan is sure to point out the property features and discusses the condition of the home. Megan hands out property flyers that Janet put together, with all of the detailed property information and listing price. Since Megan is not licensed, she does not engage in any negotiations nor does she write offers to purchase. When buyers appear to be considering making an offer, Megan asks if they would like to schedule an appointment for them to meet with the listing agent, Janet.

• Are Janet and her assistant violating the law?
• Is the assistant performing any tasks that require a real estate license? If so, which of her activities cross the line?

 

Part 2: In terms of sales practices…

• As a newly licensed agent, describe three practices you plan to implement in order to secure seller clientèle.
• As a newly licensed agent, describe three practices to obtain new buyer clientèle.