Description

Elective for License Renewal

Instructor: Lino Mendogni

CE Credit Hours: 3.0

Turn your buyer consultation into a confident, repeatable process that wins commitment and delivers a smooth path from first contact to closing. You’ll learn exactly how to work cold and referral leads, set expectations with a pre-buyer checklist, present and manage offers, make compliant recommendations to key professionals, guide the final walk-through and closing, and keep clients for life with simple CRM workflows.

What you’ll learn

Lead to appointment: Proven steps for handling cold/referral leads, building rapport, showcasing your brokerage value, clarifying needs/wants, and setting an in-person or video consultation.

Pre-buyer checklist: How to explain disclosures, use a buyer questionnaire, meet with all purchasers, walk through the full buying process, set up CRM + IDX, and prepare clients for bank appraisal realities.

Offers—before & after acceptance: When and how to present an offer, why terms matter, and the mechanics of updating MLS and office paperwork after acceptance.

Professional recommendations: Best practices for offering attorney, home inspector, and mortgage professional options—what to say (and not say) and why these referrals protect clients and transactions.

Final walk-through & closing: Using photos/video effectively, understanding the attorney’s role, and setting expectations for what actually happens at the table.

Client retention: Simple CRM rhythms that keep you top-of-mind and generate repeat and referral business.