Publication date : 02/16/2026
Course : Real estate visits from A to ZFrom appointment to conclusion
Practical course - 1d
- 7h00 - Ref. IMG
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 | Preparing for a real estate visit |
| Structure and conduct a professional and persuasive visit |
| Enhancing the value of a property without overselling |
| Tailor your message to your visitors' profiles |
| Handling objections and delicate situations during the visit |
| Conclude a visit and continue the sales relationship |
Intended audience
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
Prerequisites
Basic knowledge of the real estate market and general legal framework.
Practical details
Role-playing
Case studies and role-playing.
Teaching methods
Active
Course schedule
1 Acquire the fundamentals of real estate visits and prepare for them
- Identify buyers' expectations
- Differentiate between a [[sudden]] visit and a [[controlled]] visit by avoiding common mistakes
- Gather information on the property and analyze the seller's file
- Qualify the buyer (needs, budget, motivations)
- Préparer son discours et faire la liste pratique de préparation pour ne rien oublier (documents, clés, arguments)
Group discussion
Brainstorming collectif sur les expériences de visites vécues. Travail en sous groupes sur une fiche "bien immobilier".
2 Greet customers and establish a relationship of trust in order to conduct the visit and enhance the value of the property
- Mastering professional posture and para- and non-verbal communication
- Create a climate of trust and reformulate expectations before visiting the property
- Structuring the visit (entrance, rooms, exterior)
- Tailor your presentation to the customer's profile, highlighting strengths and addressing weaknesses with transparency.
Role-playing
Role-playing - welcoming customers.
3 Handling objections and effectively concluding the visit
- Know how to handle common objections (price, work, environment), learn techniques for responding to objections
- Dealing with a negative or silent customer
- Identify buy signals
- Ask the right questions at the end of the visit and get the buyer's debriefing on the spot
- Suggest follow-up: offer, counter-visit, time to finalize visit
Role-playing
Case studies and role-playing.
4 Post-visit follow-up
- Report on visits (seller and buyer)
- Work on sales follow-up and reminders
- Know and apply visit performance indicators
Hands-on work
Quiz and individual action plan.
PARTICIPANTS
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
Basic knowledge of the real estate market and general legal framework.
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.
Négociateurs immobiliers, agents commerciaux, mandataires immobiliers, salariés ou indépendants du secteur immobilier.
PREREQUISITES
Basic knowledge of the real estate market and general legal framework.
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