Seller Counseling: From Listing to Closing

Seller Counseling: From Listing to Closing


Course Credit Hrs.
Seller Counseling: From Listing to Closing 3.00
Gaining a seller’s confidence and trust requires the skills of listening, empathizing, and counseling.
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  • Much of the course is devoted to the pre-listing and listing phase because this is often the most critical time to establish rapport and trust with your sellers, and it is where most of your time is invested. We’ll also cover counseling with your sellers during the marketing phase, which can be a time of possible anxiety, frustration, and misunderstanding.
    Many of the examples and case studies in this course focus on sellers of residential real estate, but the core practices will also apply to working with sellers of commercial or investment, farm/ranch, or vacation property.
  • Learn how to clarify seller clients’ needs and concerns, and prepare them to make informed decisions at each stage of the marketing process.

    Section 1 - Preparing and Communicating

    • Chapter 1 – The Evolution of Seller Counseling
    • Chapter 2 – Do You Want That Listing?

    Section 2 - Seller Counseling Sessions

    • Chapter 1 – Preparing Yourself for the Counseling Session
    • Chapter 2 – Inspecting the Property
    • Chapter 3 – Researching the Property’s Value, and Preparing for the Counseling Session
    • Chapter 4 – Describing the Marketing Process
    • Chapter 5 – Counseling the Sellers about Pricing
    • Chapter 6 – Handling Resistance

    Section 3 – From Marketing to Closing

    • Chapter 1 – Preparing the Property for sale
    • Chapter 2 – Counseling During the Marketing Process
    • Chapter 3 – Counseling During the Transaction Process
  • Instructor: Jim Luger

    Jim Luger has been a real estate broker and instructor for over 35 years, and has taught thousands of real estate agents and brokers in classrooms and online. He is a member of the Real Estate Educators Association (REEA), and is certified as an online instructor by the International Distance Education Certification Center (IDECC).

    Jim opened a real estate brokerage in 1976, later adding a title insurance agency, and mortgage brokerage. He has also owned a property management company, and has held an insurance license. He has been a certified trainer for an international real estate franchisor, and has appeared on national television and radio programs as a real estate expert.

    You can contact Jim at


These courses do NOT satisfy the continuing education requirement for a licensee’s FIRST renewal. 

These courses are approved for elective continuing education by the Pennsylvania Real Estate Commission.

Visit the Pennsylvania Real Estate Commission website for information about continuing education requirements.

Licensees are required to keep records of their own continuing education hours, and will be "required to submit paper documentation if the licensee is chosen for CE audit."

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