Sales Progression: A Practical Toolkit

This 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

  • Propertymark Westminster, 5-8 The Sanctuary, London, SW1P 3JS - Thursday 30th April 2020 09:15 - 16:30
    Spaces available
    Member Price: £179.00 (+VAT)
    Non-member price: £255.00 (+VAT)
  • London TBC - Tuesday 20th October 2020 09:15 - 16:30
    Spaces available
    Member Price: £185.00 (+VAT)
    Non-member price: £255.00 (+VAT)
  • Birmingham TBC - Thursday 29th October 2020 09:15 - 16:30
    Spaces available
    Member Price: £185.00 (+VAT)
    Non-member price: £255.00 (+VAT)
  • Exeter TBC - Thursday 26th November 2020 09:15 - 16:30
    Spaces available
    Member Price: £185.00 (+VAT)
    Non-member price: £255.00 (+VAT)

What do the delegates think?

"Great course about Sales Progression, as a beginner it was really helpful and I got some really useful tips. The course was interactive and fun which made it easier to speak up and have an input. The location and food was also amazing and I felt very well looked after. Will be keeping an eye out on more courses in the future with Propertymark."

Lucie Markgraf

"Awesome. Outstanding. Powerful blend of knowledge and experience. Thank you for helping my small business."

Carl Campion-Evans

"Thank you so much David! The best course I have been to with Propertymark. Very engaging and loved the fact that it's visual too."

Katie Martin

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 set up his own estate agency in 2002 with no previous experience and prides himself on doing things differently – the agency now has four sales offices and a centralised lettings office in South Wiltshire.

David is a highly professional, committed individual who is passionate about estate agency and keen to share practical tips, tools and best practice (through training) to fellow agents who wish to either learn or hone their skills. His sales and lettings business has a proven track record both of financial success and of winning a large number of local, regional and national awards.

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