Brush up on your property skills

United States-based top international trainer Ed Hatch will be in Cape Town next month to present two courses to local estate agents who would like to earn the Council of Residential Specialists' (CRS) internationally recognised designation and certificate.

The courses are aimed at established agents who wish to improve their performance and sales, and also at new agents wanting a thorough grounding in the industry, says Azalea Enderli, who co-ordinates the CRS courses in Cape Town.

The programme is the only international property course held in South Africa and the training provided is of a high calibre, says Enderli.

To qualify for a certificate and the right to use the CRS designation after their names, agents must complete any three of the eight courses offered on the programme and pass a written exam. Only agents who hold a Fidelity Fund Certificate and have achieved sales of more than 75 units will be awarded the specialist designation.

However, Enderli recommends that agents who have not yet achieved the required number of sales should complete either or both of this year's training modules, as it will be a year before the next courses will be presented in South Africa.

Agents will receive a certificate for each module they complete and the final CRS certificate as soon as they fulfil all the course requirements.

The first of the two-day training modules will focus on business planning and marketing, covering elements that are key to generating increased productivity and profits. These include the development of a business plan, budgeting and cost analysis, prospecting techniques and personal promotion techniques.

The second course will focus on listing strategies for residential specialists. Agents will learn how to conduct an effective listing presentation, provide guidance and counselling to sellers, price a home to sell, close a sale, put together effective marketing plans and service systems, and examine sellers' needs and motivations.

The courses will be held at the President Hotel on June 9 and 10, and June 13 and 14, respectively.

The fee is R1 350 a course, or R2 500 for both. As Standard Bank is hosting the course payment may also be made in StanRands - 1 100 StanRands a course or 2 000 StanRands for both.

Hatch will also present a CRS Graduates Day on June 15 at Zevenwacht Winery in Kuils River, where delegates can attend various workshops and break-away sessions. The fee for the graduates' day is R995 or 800 StanRands.

  • For more information, contact Maureen Pepworth at CRS on 021 557 5819 or send e-mail to

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