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Successful Buyer Client Systems

4 CE and GRI Elective credit hours.

Discover hands-on systems and solutions to improve your productivity and manage the process of working with buyers to generate a higher return on your investment.



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Successful Buyer Client Systems

Course ID: 564.002508

Credit Hours Provided: 4

Category: Elective

View Course Syllabus

This course will provide real estate professionals with the proper training, technology, tools and systems to generate more successfully completed closings by educating buyers on the buying process, and by helping buyers negotiate the best terms for a loan and for a purchase. Discover hands-on systems and solutions to improve your productivity and manage the process of working with buyers to generate a higher return on your investment.

The modules covered in this course are:

  1. Buyer Business Model
  2. Working with Systems
  3. Buyer Needs and Expectations
  4. Working with Different Buyer Types
  5. Buyer Client Relationship
  6. Qualifying the Buyer
  7. Buyer Credit Score
  8. Counseling the Buyer
  9. Reach the Buying Decision
  10. Contract Negotiation and Closing
  11. Scripts and Dialogues
  12. Client Relationship Management

Learning Objectives

At the conclusion of this course, students will be able to:

  • list your three keys for successfully working with buyers.
  • explain the importance of having systems in place for your business.
  • define the number one thing buyers want from their real estate professional.
  • create an Interview Questionnaire for buyers to use to hire you as their agent.
  • identify the different types of buyers by generation and needs, allowing you to form strategies for working with them.
  • communicate your value and your "point of difference" to a buyer.
  • qualify a buyer using the three categories of questions: qualifying, pricing, and property.
  • explain the five factors used to calculate a FICO score.
  • conduct a buyer counseling session.
  • use systems for helping a buyer rank homes and reach a buying decision.
  • implement a 3‐10‐30 follow‐up system to ensure buyer satisfaction after closing.
  • educate buyers about how they can communicate with you and what information they can expect from you.
  • explain the benefits of using a Customer Relationship Management (CRM) system.

Course Content

Each module will begin with an informational video lecture from the course instructor, Chandra Hall, followed by interactive activities to expand upon the module's subject. At the end of each module is a short quiz to help remember the important points you should now be better familiar with.

After completing all of the modules and a feedback survey, a certificate for Illinois real estate continuing education can be printed for your records. Your completion credit will then be uploaded to IDFPR by Illinois REALTORS®. A certificate for 4 hours of credit towards earning your GRI designation will also be issued upon course completion.

This course will remain available to students for 45 days after enrollment.

Learn More

Key Features
Includes Video
Video segments highlight important points.
Printable Certificate
Download and print your own certificate.
GRI Credit
Course credits count towards your Graduate of REALTOR Institute GRI designation.
Package Summary
Price: $49.00 (USD)
Credit Hours: 4
Category: Vocational Training > Real Estate > Continuing Education > Illinois > Elective
Purpose: 4 CE and GRI Elective credit hours.
Course Provider

Illinois REALTORS®
522 S. Fifth Street,
Springfield, IL 62701
(217) 529-2600

Illinois Education Guidelines

Get detailed information on the education requirements for topics, credit hours, and licensing.

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