Practical Workshops / Sales Course
The practical workshops in this course are designed to complement your online training with hands-on, real-world experience. Delivered by experienced professionals in a live setting, these sessions help you build confidence and develop the skills needed to thrive in a real estate sales role.
Legislation, Ethics, and Trust Accounts
This workshop aims to provide students with a comprehensive understanding of the legal and ethical frameworks that govern the industry. It will also delve into key aspects of managing trust accounts effectively, ensuring compliance with all relevant legislation. The session is designed to equip participants with the practical tools they need to navigate the regulatory environment, uphold ethical standards, and manage financial obligations responsibly.
This workshop will be essential for anyone looking to stay current with the evolving legal landscape of real estate, uphold the highest ethical standards, and avoid costly legal mistakes.
Ready to Enrol?
Take the next step and secure your place in the SA Sales Representative Course.
Workshop Outline
Real Estate Legislation: Overview of the primary legislation governing the real estate sector, including national and local laws.
- Overview of the Real Property Act and how it governs land ownership, registration, and transfer of title.
- The Land Agents Act and the role of licensed agents in property transactions, including licensing requirements and responsibilities.
- The Land & Business (Sales & Conveyancing) Act, which focuses on the sale of businesses and land, and its application to real estate transactions.
- The Residential Tenancies Act and its impact on property managers, and rights and responsibilities of landlords and tenants.
Other Legislation: Explore additional legislation that influences real estate practice.
- Privacy Act: Understanding the handling of personal data and confidentiality requirements.
- Consumer Law: Overview of laws designed to protect consumers during real estate transactions, focusing on fair practices and transparency.
Ethics in Real Estate: Provide an in-depth understanding of the ethical obligations and expectations within the real estate industry.
- REI Code of Conduct: Detailed review of the Real Estate Institute’s (REI) Code of Conduct, focusing on professional behaviour and standards of practice.
- Advertising and Marketing: Review of best practices and legal requirements in real estate advertising and marketing strategies.
- Under-Quoting: Explore the practice of under-quoting and its potential legal and ethical issues.
- Consumer & Business Services: Overview of the role of Consumer & Business Services (or equivalent regulatory bodies) in overseeing real estate practice.
Trust Accounts: Provide practical guidance on managing trust accounts, ensuring legal compliance, and maintaining financial integrity.
- Requirements for handling client funds and maintaining separate trust accounts.
- The role of trust accounting software, auditing processes, and record-keeping responsibilities.
- Penalties for mismanagement of trust funds and the ethical and legal obligations related to trust accounting.
Learning Objectives:
By the end of this workshop, participants will be able to:
- Understand and comply with real estate legislation, including the Real Property Act, Land Agents Act, and other relevant laws.
- Apply ethical principles in their daily practices and adhere to the REI Code of Conduct.
- Effectively manage trust accounts to ensure proper handling of client funds.
- Navigate the complexities of advertising and marketing within legal and ethical boundaries.
- Avoid common legal pitfalls such as under-quoting and deceptive advertising.
The Sales Process
This workshop is designed to provide students with the practical knowledge and skills needed to manage the sales process effectively, from prospecting and appraisal to settlement. Participants will explore various methods of sale, strategies for marketing properties, and how to leverage customer relationship management (CRM) systems and other software to streamline their workflow. By the end of the workshop, attendees will have a solid understanding of how to navigate the sales process with confidence and efficiency.
This workshop will provide real estate professionals with the tools, techniques, and insights needed to navigate the sales process efficiently, increase their success rates, and enhance the client experience at every stage of the sale.
Ready to Enrol?
Take the next step and secure your place in the SA Sales Representative Course.
Workshop Outline
Prospecting: Understand the importance of prospecting and how to build a solid client base.
- Techniques for identifying potential buyers and sellers.
- How to use databases, networks, and market research to locate prospects.
- Effective communication strategies for approaching new clients.
- The role of referrals and repeat business in building a long-term client base.
- Developing a personal prospecting plan and setting goals.
Methods of Sale: Examine the different methods of sale and their pros and cons for both agents and clients.
- Private Treaty: How to set an asking price, negotiate offers, and close the deal.
- Auction: When and how auctions can be beneficial, including pre-auction marketing, bidding strategies, and post-auction processes.
- Tender: The process of submitting sealed bids and selecting the best offer. Comparative analysis of the methods of sale and how to recommend the most suitable option to clients.
The Sales Process: Guide participants through the key stages of the sales process, ensuring they understand how to manage each phase effectively.
- Appraisal:
- How to conduct a thorough property appraisal, taking into account market conditions, comparable sales, and unique property features.
- Techniques for providing accurate and compelling property valuations to clients.
- Appraisal:
- Marketing:
- Developing a marketing plan for the property, including strategies for digital and traditional advertising.
- The importance of professional photography, video tours, floor plans, and property descriptions.
- Creating compelling property listings for websites, print media, and social media platforms.
- Marketing:
- Open Inspections:
- Planning and conducting successful open inspections.
- Engaging with potential buyers, handling inquiries, and providing key property details.
- Managing feedback from open inspections and adjusting strategies if necessary.
- Sale:
- Negotiating offers, managing counter-offers, and securing the best possible outcome for clients.
- The role of effective communication during the negotiation process.
- Understanding the sales contract and ensuring all terms are met.
- Settlement:
- Understanding the settlement process, timelines, and necessary documentation.
- Coordinating between buyers, sellers, and legal representatives to ensure a smooth handover.
- Handling post-sale matters, including follow-up with clients and ensuring any remaining obligations are fulfilled.
- Open Inspections:
CRM’s and Other Software: Explore the various customer relationship management (CRM) systems and software tools that can streamline the sales process.
- How to use CRMs to monitor sales progress, set reminders, and ensure follow-ups are timely.
- Key features to look for in a CRM, such as lead tracking, pipeline management, and marketing automation.
- Other tools and software: Overview of property listing platforms, digital marketing tools, e-signature software, and transaction management software.
Learning Objectives:
By the end of this workshop, participants will be able to:
- Develop a structured and effective prospecting strategy for gaining new clients.
- Understand the different methods of sale and how to determine the best option for each property.
- Successfully manage the stages of the sales process, from appraisal and marketing through to settlement.
- Use CRM systems and other technology to enhance client relationships, improve efficiency, and streamline administrative tasks.
Appraisals
This workshop is designed to provide students with the knowledge and hands-on experience needed to conduct accurate and well-supported property appraisals. Participants will learn how to use essential tools like RP Data, Land Services, SAILIS, SAPPA, and Plan SA to gather relevant property data and create compelling appraisal presentations. The workshop will also provide insights into how to effectively communicate appraisal findings to clients, ensuring transparency and building trust.
This workshop will equip participants with the tools, techniques, and confidence to conduct thorough appraisals and present them effectively to clients. By integrating multiple data sources into their appraisals, participants will enhance their credibility and provide more reliable valuations, ultimately improving their success in the industry.
Ready to Enrol?
Take the next step and secure your place in the SA Sales Representative Course.
Workshop Outline
RP Data: Understand how to use RP Data to gather market insights and support your property appraisals.
- Overview of RP Data’s features, including property history, sales data, and price trends.
- How to find comparable sales (comps) and analyse market conditions to assist with appraisals.
- Using RP Data to assess property details such as previous sale prices, ownership history, and land characteristics.
- Generating and interpreting RP Data reports to inform your appraisal process.
- Practical tips for using RP Data efficiently to save time and enhance accuracy.
Land Services SA: Explore how Land Services contribute to the appraisal process by providing detailed land and property information.
- Accessing land-related data, including land titles, zoning information, and property boundaries.
- How to integrate land data into your appraisal process to ensure thoroughness and accuracy.
SAILIS (South Australian Integrated Land Information System): Learn to utilize SAILIS for comprehensive property and land information specific to South Australia.
- Introduction to SAILIS and its functionality for accessing property data.
SAPPA (South Australian Property and Planning Authority) / Plan SA: Understand how SAPPA and Plan SA provide essential property and planning information, helping with more accurate appraisals.
- Accessing planning and zoning information through Plan SA to assess development potential and restrictions.
- How to use SAPPA for property-specific details, including flood zones, planning applications, and building approvals.
- Understanding the impact of planning overlays and zoning laws on a property’s value.
Appraisal Presentations: Learn how to effectively present your appraisal findings to clients, using data from RP Data, Land Services, SAILIS, and SAPPA.
- How to structure an effective and professional appraisal presentation.
- Using data-driven insights (e.g., RP Data reports, zoning information from Plan SA) to support your valuation.
- Incorporating visual elements like charts, graphs, and property maps to make your presentation clear and engaging.
- Incorporating visual elements like charts, graphs, and property maps to make your presentation clear and engaging.
- Handling client questions, objections, and negotiations during the presentation.
- Building trust and rapport with clients through transparent, evidence-based appraisals.
Learning Objectives:
By the end of this workshop, participants will be able to:
- Use RP Data, Land Services, SAILIS, SAPPA, and Plan SA to gather relevant and accurate property data for appraisals.
- Conduct comprehensive appraisals that take into account market trends, zoning regulations, land details, and legal considerations.
- Create professional, data-backed appraisal presentations that clearly communicate property value and rationale.
- Confidently present appraisal findings to clients, answering questions and addressing concerns effectively.
Sales Documents
This workshop is designed to provide participants with the essential knowledge and practical skills required to understand, manage, and complete the key sales documents involved in real estate transactions. Participants will gain hands-on experience with critical documents such as certificates of title, legal descriptions of land, contracts, agency agreements, and various industry-specific forms. This workshop will also cover the use of digital forms platforms including REISA Master Forms, Forms Live and digital signature platforms DocuSign and Live Sign, as well as other form types as provided by the Society of Auctioneers & Appraisers and The Law Society of SA.
This workshop will provide real estate professionals with the skills and tools needed to confidently manage the documentation involved in property transactions. Participants will gain a deep understanding of key forms, contracts, and digital tools, ensuring they can complete sales processes efficiently and in compliance with industry regulations.
Ready to Enrol?
Take the next step and secure your place in the SA Sales Representative Course.
Workshop Outline
Certificates of Title: Understand the importance of Certificates of Title in the property sales process.
- What a Certificate of Title is and why it is crucial in property transactions.
- How to interpret the information contained in a Certificate of Title (e.g., ownership details, land boundaries, registered interests).
Legal Description of Land: Learn how to accurately interpret and use the legal description of land in real estate transactions.
- Understanding the components of a legal land description, including lot numbers, plan numbers, and parcel identifiers.
- The significance of land descriptions in contracts and conveyancing.
Easements, Encumbrances & other Registered Interests:Explore the impact of easements, encumbrances, and other registered interests on property sales.
- What easements, encumbrances, caveats, and restrictions are, and how they affect the sale or use of the property.
- How to identify these interests in a Certificate of Title or land records.
- The legal implications of easements and encumbrances for both buyers and sellers.
- How to address these issues during the sales process and disclose them in contracts.
Residential Contracts: Gain a comprehensive understanding of the role and structure of real estate contracts.
- The key components of a real estate contract, including the terms, conditions, and legal obligations.
- How to draft, review, and amend contracts to reflect the specifics of the transaction.
- The process of signing and executing contracts, including witness requirements and digital signatures.
- The importance of due diligence when preparing contracts, such as checking titles and disclosures.
Agency Agreements: Understand the significance of agency agreements in the sales process and how to manage them effectively.
- What an agency agreement is and the types of agency relationships (e.g., sole or general agency).
- Key elements to include in agency agreements, such as commission rates, terms, and duties.
- The process of executing and terminating agency agreements.
- Understanding the legal implications of agency agreements for both agents and clients.
Other Sales Forms: Explore other essential forms used during the sales process that are not covered under standard contracts or agency agreements.
- Additional sales-related forms such as disclosure statements, cooling-off period notices, and vendor’s statements.
- How and when to use these forms during the transaction process.
- Understanding legal requirements for document completion and client protections.
Digital Forms Platforms: An introduction to commonly used digital forms platforms, Forms Live and REISA Master Forms, that allow agents to complete and submit real estate documents electronically.
- How to access, complete forms using Forms Live and REISA Master Forms.
- Benefits of using electronic forms for efficiency, accuracy, and compliance.
Other Forms – Society of Auctioneers & Appraisers, The Law Society of SA: Understand other forms provided by professional bodies like the Society of Auctioneers & Appraisers and The Law Society of SA, and their role in transactions.
- Overview of forms available from the Society of Auctioneers & Appraisers.
- Overview of forms available from The Law Society of SA.
- Compliance with relevant legislation.
- How to access and use these forms appropriately.
Digital Signature Software: Learn how to use electronic signature platforms such as DocuSign and Live Sign to facilitate the signing of tenancy and management agreements.
- Introduction to DocuSign and Live Sign and how they support digital document signing.
- The process of sending, signing, and managing documents electronically using these platforms.
- Legal and compliance considerations for using electronic signatures in tenancy and property management agreements.
- Benefits of using electronic signatures for faster transactions, improved efficiency, and greater convenience for both agents and clients.
- How to securely store signed documents and ensure their validity.
Learning Objectives:
By the end of this workshop, participants will be able to:
- Understand the critical sales documents required in real estate transactions, including Certificates of Title, legal land descriptions, and contracts.
- Confidently use forms from the REI, Society of Auctioneers & Appraisers, and The Law Society of SA.
- Navigate and use digital platforms like Forms Live to complete and submit documents efficiently.
- Ensure compliance with legal requirements in property sales and manage the documentation process with accuracy.
- Utilise electronic signature platforms like DocuSign and Live Sign to ensure secure and legally binding agreements.
- Provide professional and thorough guidance to clients through every step of the documentation process.
Form 1 Vendor’s Statements
This workshop is designed to provide participants with a comprehensive understanding of the Form 1 Vendor’s Statement, how it relates to the sale of property and the essential government searches required when preparing a Form 1 Vendor’s Statement. Participants will learn how to navigate and interpret key information such as the PIR (Property Information Report), Plan SA extracts, Council Section 7 searches and how to successfully complete a compliant Form 1 Vendor’s Statement.
Ready to Enrol?
Take the next step and secure your place in the SA Sales Representative Course.
Workshop Outline
Form 1 Vendor’s Statements: Understand the critical role of Form 1s in real estate transactions and how to complete them accurately.
- What is a Form 1 and why it is legally required in the sale of property.
- Information that must be disclosed in the Form 1, how to access and interpret the required government searches.
- PIR (Property Interest Report)
- Plan SA Extract
- Section 7 council searches
- Emergency Services Levy
- Land Tax
- EPA (Environmental Protection Authority
- State Planning Commission
- How to complete a Form 1.
Learning Objectives:
By the end of this workshop, participants will be able to:
- Accurately complete Form 1s with all required disclosures, including PIR, Plan SA extract, Council Section 7 search, and more.
- Conduct and interpret key searches, such as PIRs, Council Section 7 searches, and EPA advice, to ensure all information is accurately disclosed.
- Understand the implications of the Emergency Services Levy, Land Tax, and other government fees and ensure they are disclosed to potential buyers.
- Gain the confidence to handle complex property documentation and provide professional, informed guidance to clients during the property sale process.
