Certified Residential Specialists (CRS)

Introduction

The Development Institute and Training Academy of Southern Africa (DITASA) (Pty) Ltd, a Jigsaw Holdings Limited subsidiary, is a fully registered Private Further Education and Training college, which is currently emerging as a leading organisation in real estate training.

As a result of DITASA’s total commitment to transformation through training and skills development, this organisation is turning out to be the only recognised training provider in South Africa and most of the African countries to train Real Estate Advanced Practices (REAP). Training modules are registered with the Council of Residential Specialists (CRS).

The mission & history of the Council of Residential Specialists (CRS):
The CRS is the largest not-for-profit affiliate of the NATIONAL ASSOCIATION OF REALTORS®, with its headquarters in Chicago, Ill. It is composed of over 40,000 Certified Residential Specialists (CRS) designees and candidates/general members. The association was created to recruit and retain REALTORS® and international real estate professionals who, in addition to seeking knowledge and tools, also pursue relationship-building and referral opportunities to maximize their income and professionalism in residential real estate.
The Council was founded in 1976 and has four objectives:

• To create and provide superior educational opportunities that enhance professional competency.
• To provide and promote benefits to enhance the economic and other values of membership in the Council.
• To develop an organisation that reflects the diversity of Real Estate consumers and provides its members with proper tools to serve their clients.
• To create and maintain organisational systems and alliances with appropriate organisations to ensure the integrity of the Council of Residential Specialists.

The value of becoming a CRS

Regardless of how you define success in Real Estate; you will get there faster by earning the CRS designation.

CRS training provides you with in-depth knowledge on business planning; preparing and delivering listing presentations; negotiating and closing smoother transactions; working with buyers and sellers’ best interests; and building a referral business.

Once you have completed the rigorous educational and production requirements to earn yourself a designation of a Certified Residential Specialist, you will, through an alumni programme, have several resources at your fingertips.

Why should you choose CRS and not other designations? Quite simply because the very effort you put into acquiring it, will return its very value back to you. Your mind will open up to new challenges and opportunities to enhance your business.

Your CRS training, mentoring and networking will surely assist you to decide on the right choices for you and your business.

Why use a CRS?

Imagine you have a valued client moving to another area but you do not have any REALTOR® contacts there. Where will you find another REALTOR with the appropriate education, expertise and professionalism? Where will you find someone who will care about your client's needs as much as you do?
With CRS designees located throughout South Africa, it will be easy to find just the right professional for the job.
More importantly, CRS designees are pre-qualified for your clients. As such, they have completed advanced training in residential Real Estate. They have a proven track record of sales transactions required to earn the CRS designation.
Like you, these designees are skilful and accomplished professionals. What is more is that you will know your client is being cared for as if it were you being the REALTOR® in the new area.

What are CRS courses?

CRS courses are the best education resources in the residential Real Estate industry. The four course topics encompass the principal areas of residential real estate that you need to be familiar with. From marketing and promotions, to finance and computer technologies, the CRS course will offer you with practical information to stay ahead of your competitors.

Why should I attend the CRS courses?

You should attend a CRS course for obvious reasons, such as:

• international recognition;
• earning the designation of CRS;
• learning real-world, usable and up-to-date strategies;
• expanding your networking base; and
• increasing your income opportunities.

Who will present the CRS courses?

A certified CRS trainer affiliated to DITASA will present the courses.

Real Estate Advanced Practices (REAP)

Systems and strategies form the foundation of building a successful real estate business anywhere in the world. This four-part classroom course identifies successful systems and strategies used in the United States and demonstrates how these concepts universally apply to any real estate market. The course is divided into four separate modules that may be presented independently during a one-day presentation, or over four consecutive days.

Business planning – Module A

A real estate practice is a business that requires planning, budgeting and goals. This Business planning course assists students in learning the fundamentals of business planning. On completion of this course, students will be able to identify the benefits of a business plan. In addition, they will know how to develop income goals by applying a budgeting process. These business essentials will assist them to generate increased profit and productivity.

Course content:

The following is covered in this course:

• Identifying long-term personal goals;
• Applying a mission statement as the basis for making daily decisions;
• Tactics to assess, research and analyse the business;
• Creating a gross income goal.

Marketing – Module B

Successful agents use a plan to meet their objectives. They know how to apply established principles of good marketing. This course explains a variety of marketing vehicles and systems and will guide students to apply and evaluate the tactics that ensure effectiveness.

On completion of this course, students will be able to develop a comprehensive marketing plan, based on a variety of options and systems. They will also be able to track and make the agent’s business more productive, more profitable and more enjoyable.

Course content:

The following is covered in this course:

• Five essential marketing skills;
• Personal promotion techniques;
• Marketing and promotion systems; and
• Delivery systems to generate a successful referral business.

Negotiation strategies – Module C

The quality of an individual’s negotiation skills provides him or her with a strong competitive edge when dealing with clients and closing deals. Building rapport and trust is a vital component of any relationship and usually starts off during the initial client contact. This course guides students through the steps of a successful client presentation and points out the three elements that affect any negotiation.

Course content:

The following is covered in this course:

• Preparing an effective presentation;
• Creating trust with clients;
• Understanding client needs and motivations;
• Selling service and benefits.

Working with clients – Module D

Top sales associates enjoy competitive advantages because they understand and overcome common client objections effectively.
They can easily negotiate contracts and have all systems in place to service the client from contract to settlement. This course guides students on how to be in a favourable position to win over clients. The course also teaches essential strategies on how to close a transaction quickly and efficiently. Applying effective strategies such as these will ensure that an agent has customers for life.

Course Content:

The following is covered in this course:

• Handling objections;
• Showing properties to buyers;
• Negotiating contracts;
• Working with a service checklist, from contract to settlement.

WIFM – What’s In It For Me?

A good real estate agent requires constant refresher workshops in the “basics”. Just a as good athlete loses his/her edge without a periodic “workout”, a good estate agent never stops learning, re-learning, and fine tuning those skills that magnify his/her power to the BEST there is.

After all, LEARNING is the primary challenge

Becoming a member of CRS is like belonging to a family who like dreams and desires. An estate agent who completed the CRS qualification comments as follows: I received my CRS designation in 2002 after completing all the modules. This changed my way of selling residential property: My sales increased by 50% within the first year. The systems and service levels I have implemented made me the obvious choice in my farming area. My focus has changed to referral marketing and my marketing bill has dropped drastically. My referral network internationally and my access to other agents generate about 20% of my income.
Amanda Geldenhuys (Team DYNAMIQUE)


I am a CRS…

• I take two days a week off, because sawing with a dull saw is ineffective.
• I have balance, because working 80 hours a week to produce ‘the good life’ is not ‘living the good life.’
• I know how many appointments per week it takes to produce my year-end goal.
• I am aware of the ‘hard cost’ to each listing and each buyer.
• I spend less than what I earn.
• I am able to recognise when something is just not worth it.
• I experience net profit and I know what percentage of gross it is.
• I work with a plan.
• I read my mission statement when I am confused or conflicted about what to do.
• I understand what it takes.
• ‘Triple track budgeting?’ Yes, I have heard that term before.
• My actions are consistent with my values.
• I follow a budget.
• I have taken Real Estate Advanced Practices
• I have a reputation for having clean listings that are priced right.
• My days-on-market is way better than average.
• Clients are relieved because we’ve already anticipated the issue.
• I know when to walk away, and I know when to run.
• I make promises with conviction because I know I’ll do it.
• My list-price to sales-price ratio is almost 100 percent.
• I under-promise and over-deliver.
• Most of my seller issues went away when I created more prospects than I could handle.
• I have a flyer titled, “The 10 Questions to ask when interviewing a real estate agent.”
• I have taken Real Estate Advanced Practices
• I only work under a buyer rep agreement.
• I insist that all buyers are pre-approved, and selling pre-approval is never an issue.
• I know what to say when they object.
• I have fired more than one buyer, and it did us both a world of good.
• I know it’s more profitable in the long run to take classes outside my local marketplace.
• I listen and I know why some say, “buyers are liars,” but that’s not me.
• I am a CRS!