Publication date : 02/16/2026
Course : Prospecting, acquisition of sales mandates and real estate appraisal
Practical course - 1d
- 7h00 - Ref. IMB
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 | Implement a structured prospecting strategy |
| Setting up a sales meeting and obtaining a mandate |
| Arguing and securing a sales mandate |
| Produce a coherent, justifiable real estate appraisal |
| Defending a price against a seller |
Intended audience
Agents immobiliers, négociateurs immobiliers, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
Prerequisites
no
Practical details
Case study
Practical appraisal case, presentation of an opinion of value, work in sub-groups.
Teaching methods
active
Course schedule
1 The fundamentals of real estate prospecting
- Set up active/passive prospecting
- Organize prospecting in the field: door-to-door canvassing, canvassing, freelance prospecting
- Structure your digital prospecting: social networks, ads, local visibility
- Qualify your salesperson: motivation, lead time, price
- Be organized and regular
Role-playing
Atelier : élaboration d’un plan de prospection hebdomadaire. Jeu de rôle : appel de pige.
2 Real estate appraisal
- Real estate appraisal principles
- Master the various estimation methods (comparative, capitalization, etc.).
- How to use evaluation criteria
- Constructing and presenting an opinion of value
- Managing price discrepancies with the seller
Case study
Estimate with presentation of an opinion of value
3 Acquiring sales mandates
- Preparing your appointment with the salesperson
- Discover the seller's project
- Structuring your sales pitch
- Handling objections (fees, competition, exclusivity)
- Know the types of mandates (simple, exclusive, co-exclusive, etc.)
- Master the fundamentals of the legal framework (Hoguet Act - reminders)
Role-playing
Appointment with the seller.
PARTICIPANTS
Agents immobiliers, négociateurs immobiliers, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
no
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Agents immobiliers, négociateurs immobiliers, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
no
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class
Last places available
Guaranteed date, in person or remotely
Guaranteed session