Sales Progression: A Practical Toolkit

This half day course provides attendees with the ability to effectively progress a sale. It offers advice on the steps to take in order to become a more efficient sales professional, such as how to minimise fall through rates, and spend your time effectively.

This session will also explore practical advice to help resolve common sales challenges, such as setting expectations with clients at the initial stages, how to pre-empt and resolve key issues during the mortgage, conveyancing and surveying processes, and tips to ensure buyers and sellers ultimately become advocates of your business.


Negotiators and managers wanting to reduce fall through rates by implementing best practice sales progression techniques.


  • Typical fall through rates
  • Reviewing how to best qualify a buyer
  • The importance of dealing with sales progression in an efficient and timely way
  • Setting expectations at ‘sale agreed’ stage and with the MOS
  • An agent’s ‘need to know’ view of the conveyancing process
  • Key knowledge required about the mortgage and survey processes
  • Pre-empting & resolving key issues (e.g. survey, valuation, legal)
  • Understanding your key areas of influence and how to deal with long/difficult chains
  • How and when to best communicate to relevant parties to
  • How to create ‘advocates’ out of buyers and sellers and the importance of getting and measuring feedback
  • Practical advice and tips throughout 


Sales Progression: A Practical Toolkit

  • Oulton Hall Hotel, LS26 8HN - Thursday 5th July 2018 09:15 - 16:30
    Only 4 spaces available
    Member Price: £175.00 (+VAT)
    Non-member price: £249.00 (+VAT)
  • Hogarths Hotel Solihull, B93 8QE - Tuesday 25th September 2018 09:15 - 16:30
    Spaces available
    Member Price: £175.00 (+VAT)
    Non-member price: £249.00 (+VAT)

Waiting list

If the date you would like is fully booked and you would like to be placed onto the waiting list, please email with your name, contact details and how many places you would like; if a place becomes available we will then contact you. Alternatively if we have sufficient interest we will try and arrange an additional date for the course to run. 

In-house training

This course is also available in-house. For more information on this please contact the Courses department on 01926 417 787 or email

Alternative dates or locations

To register your interest in alternative dates and locations for this course please email


Level: Foundation
CPD: 7 hours

face to face

Face to Face

Meet Your Trainer

David Clayton, NAEA Trainer

David Clayton

David is a professional, committed individual now wishing to share (through training) his passion for estate agency and the knowledge gained from building up a successful four office sales & lettings business with a proven track record both of financial success and of winning local, regional and national awards.