Utah Real Estate Continuing Education Client Focused Communications

Client Focused Communications

30.00 30.00

  • Course Delivery: On Demand
  • Credit Hours: 3
  • Credit Type: General

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This course teaches the student how and why we communicate. Learning these basics will provide the student the basis for effective client communication. Knowing what the client wants and being able to find the perfect property based on good communication skills will result in more sales and satisfied clients.


Course Objectives

Upon completion of this course, the student will be able to:
- Define communication and its meaning; Differentiate between verbal communication and non-verbal communication; Explain and interpret the concept of 'the map is not the territory';
- Compose an effective communication model
- Recognize the use and effects of communication when implementing pacing, matching body language, pacing the breath, voice matching, mismatching, and appreciation; Start applying these uses and effects of communication
- Discover how your client thinks; Recognize the three primary representational systems; Spot accessing cues; Practice 'active listening';
- Apply this information in guiding negotiations
- Apply leading and pacing techniques to guide negotiations; Choose predicates to influence participants in a negotiation; Utilize future pacing to get a client to imagine a desired outcome;
- Set and fire an anchor; Employ directive speaking, presuppositions, influential language and patterns for negotiations
- Evaluate customers' criteria, then list and discuss them; Explain the effectiveness of the language of benefits over features; Distinguish customers' buying behavior; Model how to achieve desired outcomes, in a transaction, a career and a life
- Evaluate the importance of congruency and incongruency; Recognize the reasons behind using personal criteria; Apply reframing in any situation; Differentiate between being proactive and reactive; Practice conflict resolution; Apply triple descriptions; Follow the principles for negotiation and utilize its techniques


Topics Covered

This course covers the following topics:
Effective Communication Models
Pacing and Matching for Effective Communication
Understanding How the Other Person Thinks
Negotiating with Style
Achieving Desired Outcomes in Communication
Understanding and Using Effective Communication


Regulatory Information

Client Focused Communications - Utah Division of Real Estate

  • Name:
  • Utah Division of Real Estate
  • Phone:
  • 801-530-6747
  • Fax:
  • 801-526-4387
  • Website URL:
  • http://realestate.utah.gov/realestate/index.html
  • Email Address:
  • [email protected]
  • Address:
  • Heber M. Wells Building, 2nd Floor 160 East 300 South
  • City:
  • Salt Lake City
  • State:
  • UT
  • Zip:
  • 84111-2305


There are no prerequisites required for this course


Subject Matter Expert

All course material updated and maintained by 360training.com


End of Course Instructions

Once you have completed this continuing education course you return to your student profile page where your Certificate of Completion is available for printing. Please keep a copy of your certificate for your own records.


Quiz Information

You must receive a 70% on the lesson quizzes to move on to the final exam



You will be required to pass the final exam with a 70% in order to receive course credit.


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