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National Land Realty Offers Sales Course for Training

October 16, 2018

Highly successful business organizations often exhibit several cultural traits that include fostering continuous learning, a drive for innovation, and a focus on customer experiences. Those practices enable companies like National Land Realty to achieve consistent accolades that include being named to Inc. Magazine’s prestigious Inc. 5000 list for the second consecutive year, ranking No. 1 in the land brokerage sector and the Land Report’s annual best brokerage list for the seventh consecutive year.

One specific area where National Land Realty excels is that of world-class training that enables land brokers to be more innovative, confident, and effective so that they can help their clients achieve greater success. In 2018, National Land Realty hired a leading sales consulting firm that specializes in consultative sales training. She developed and led a customized five-week course, offered at no cost to all brokers in the firm.

The sales course started out with classes focusing on fundamentals of soft skills and how emotional intelligence affects decision making for clients and brokers. Then, students took a deeper look at how individuals think and the ways that brokers can better connect with and understand their clients and over parties involved with real estate sales.

The next phase of the sales course provided strategies for brokers to think through and customize based on their own strengths and goals. The coursework captured ideas and concepts that prioritized quality of clients and vendors over the number of clients so that actions become more purposeful, time is better utilized, and results are more consistent. The brokers studied methods to continue the shift to consultative and teamwork approaches for the client while focusing on practices that add value through innovative problem-solving. Finally, this second phase ended with discussions about working through objections and helping clients find solutions to common problems in land purchases and sales.

Throughout the course, brokers had opportunities to share lessons with each other, talk about specific challenges within the land industry, and worked as teams to further discuss how to implement the strategies presented. The course also integrated time management, negotiation, strategic planning, and other ancillary hard skills necessary for brokers to become more successful at helping their clients achieve their goals.

Common themes throughout the seminar captured sales approaches that are consultative and collaborative and provide a higher quality of service over those that are simply transactional. There was an emphasis on the clients’ needs and experiences. This was not a cold-calling, hard sell type class, but one that truly focused on strategy and improving expertise to make all brokers more effective and efficient with their land clients.

Through actions like hosting this sales course, National Land Realty exemplifies that it has adopted a learning mindset, with innovative skills and thinking, to provide the highest level of services possible across all phases and aspects of land brokerage. The company’s investment in its teams’ continued education, annual conferences, and by providing unmatched marketing, technology and support to brokers, enable it to continue to lead the land industry in brokerage services.

If you’d like to work with the fastest-growing, and most innovative land brokerage in the nation, let us know and we’d be happy to talk more about how we enable our brokers and clients to succeed.

About the Author
Pat (he/him/his) is a retired U.S. Air Force officer, active Rotarian, and manages Western NC land brokerage for National Land Realty. Clients hire him to help them navigate difficult land transactions, which he does through a consultative team approach. This includes research, analysis, and collaboration with trusted vendors and experts, all executed with skillful project management to keep transactions on schedule. Pat was ranked #9 out of over 21,132 regional REALTORs in total Land Sales for 2021 and ranked #12 in the nation for National Land Realty brokers that year. For Seller Clients: Pat invests in every client with unmatched national advertising tailored to appeal to the most likely buyers with a team of professionals who ensure properties have the best exposure. For Buyer Clients: He devotes time to educating and empowering them to make decisions based on market trends, conservation, timber, land use, legal concerns, and other factors important to land buyers. Pat is a Certified Negotiations Expert, REALTOR Land Institute Member, and on the board of directors of the Rotary Club of Asheville and EcoForesters (a non-profit focused on sustainable forestry practices and protecting the native Appalachian landscape). View Pat's Listings and Reviews on