Sales Training

Sales. The Harcourts Way

This is much more than a training program; Sales. The Harcourts Way. is a professional development package for those getting started in real estate sales.

By completing this program, you will have the best start on your journey to attaining a lifetime of success.

  • Learn from experts
  • Lift performance
  • Skills, tools & scripts
  • On-the-job coaching

Register now to get your best start!

So What's Covered?

Understanding the Real Estate Industry

An introduction to the industry, personal commitment, the sales process blueprint & consultative real estate skills.

Lead Generation

Lead generation funnel, forming client relationships, establishing a database, market study, prospecting activities & personal promotion.

List Property

Handling enquiry, preparing pre-listing materials, how to appraise property, how to conduct a listing presentation, handling objections, building rapport & personal accountability.

Client Service

How to provide an awesome client experience, the Harcourts Promise, how to launch property to the market, conducting successful open homes, working with buyers, managing the seller relationship, negotiation.

Program Design

We believe it is critical for learners to be able to recall what was learned, then be able to apply the knowledge in practical situations. This is why learning has been spaced over a 6-12 month period.

This program has been designed in 4 stages:

  1. Online pre-learning
  2. In-class foundational knowledge
  3. Online learning when you return to your office alongside coaching with Manager or Business Owner
  4. Return day to review progress & graduate from program

Online Learning Modules

You will be required to complete a series of online learning modules after completing this in-class component. These modules aim to booster the learning from the classroom to overcome the forgetting curve and improve learning retention.

Online modules will prompt you to review the classroom content, test your understanding then apply what was learned through a series of practical, on the job tasks. Once each module has been completed, you should meet with your Manager or Business Owner to debrief the learning and discuss your progress to date.

Graduate Day

Once the online modules have been completed, you will return to the Harcourts Academy to attend Graduate Day. The content covered on this day will be centred around the on the job experience, individual progress, personal accountability, mindset & recommendations for further learning.


Sales. The Harcourts Way is presented in all the main Academy training centres by the Academy’s team of specialist trainers.