Professional Real Estate Sales and Marketing

How Can You Turn Opportunities into Successful Sales?

Branding & Brand Identity 4.4(75)4h 16m18 lectures2 sections

What you'll learn

Understand real estate concepts and terms
Learn the role and importance of real estate marketing
Set up and run a real estate marketing company
Value properties and segment the property market
Analyze the property market and the factors that affect it
Tell sales from marketing and know the types of clients
Follow the steps of the real estate sales process
Handle objections and close sales deals

About this course

This course teaches professional real estate sales and marketing: how to deal with clients in the property market and turn opportunities into successful deals. You start with real estate concepts and terms, the role and importance of real estate marketing, and how to set up and run a real estate marketing company. Then you learn the elements of real estate marketing, property valuation methods, market segmentation, Michael Porter's competitive forces, the steps of market analysis, and the factors that affect property value. Next you move to the difference between sales and marketing, types of clients, the qualities of a professional real estate salesperson, the steps of the sales process in two parts, the most common questions and objections and how to handle them, and closing techniques. A downloadable workbook is included. The course suits real estate brokers, sales staff, and anyone thinking of entering the property field. No previous experience is needed. By the end, you will be able to analyze the property market, deal with clients, answer objections, and complete a sale.

Expected outcomes

Master the steps of buying and selling in the real estate market.
Create and implement outstanding real estate marketing plans.
Handle objections and close deals successfully.
Achieve tangible results in the real estate market with effective strategies.

Learner reviews

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★★★★★wafia e.·منذ 5 شهرشاهد 94٪
يستاهل اكثر من خمسة نجوم.. كل درس ينور لمبة في الدماغ وتتجمع كمية من الافكار ... ربنا يبارك في علمك

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Course content

Professional Real Estate Sales and Marketing

17 lectures

IntroductionIntroduction to the real estate sales and marketing course, covering its goals, what trainees will learn such as market analysis, sales basics, seller skills and property valuation, who benefits, and the mix of theory and practice.4:04
Real Estate Concepts and TerminologyExplains real estate concepts and terms, starting with a property as a fixed, immovable asset, housing types such as detached and semi-detached villas, and the roles of the developer, the investor and the marketing company.20:04
The Role of Real Estate Marketing and Its ImportanceExplains the role and importance of real estate marketing, from understanding customer needs, market analysis, transfer of ownership, pricing and consulting, to brand management and marketing only legitimate properties.14:43
Causes of Real Estate Marketing SpreadExplains the reasons behind the spread of real estate marketing, including growth of the sector, customers searching online, stronger competition, population growth, foreign investment and improved infrastructure.7:39
How to Establish and Manage a Real Estate Marketing CompanyExplains the steps to found and run a real estate marketing company, from studying the market and competitors, a business plan and target market, to choosing a location, fitting out the office, staffing and a marketing and sales plan.12:42
Elements of Real Estate Marketing and Property Valuation MethodsExplains the real estate marketing mix of product, pricing, promotion and place, the factors affecting property prices, and valuation methods such as comparing locations and calculating income and occupancy rate.23:15
Principles of Real Estate Market Segmentation and Market Division AdvantagesExplains the bases for dividing the real estate market into smaller, similar segments, such as property type, price, buying behavior and target audience, and the benefits of segmentation for targeting customers, cutting costs and standing out.13:12
Porter's Competitive ForcesExplains Michael Porter's competitive forces model applied to the real estate market, including new entrants, the bargaining power of buyers, substitutes such as other investments and renting, and rivalry among companies.15:30
Steps to Analyze the Real Estate MarketExplains the steps and value of real estate market analysis, from understanding supply and demand, customer trends and regulations, to analyzing prices and their trends over time and building forecasting scenarios using statistics and expert opinion.21:55
Variables and Factors Affecting the Real Estate Market and Property ValuesExplains the factors affecting the real estate market by sector, residential, agricultural, tourism and health, and the factors affecting a property's value such as finishing, utilities, property type, exchange rate and new projects.10:36
Sales and Marketing and the Difference Between ThemClarifies the difference between sales and marketing: sales transfers ownership of a product for money and focuses on company needs, while marketing analyzes the market and meets customer needs long term, and why the two teams must coordinate.14:08
Types of Clients in the Real Estate MarketExplains the types of real estate customers, such as the difficult, the practical and the hesitant customer, the traits of each, and how the seller handles them with focused questions, control of the conversation and no room for hesitation.13:37
Specifications of the Professional Real Estate SellerExplains the traits and skills of a professional real estate seller, such as communication, answering inquiries, follow-up, highlighting features and added value with figures, credibility, and directing the customer to the right place.25:46
Steps of the Sales Process in the Real Estate Market (Part One)Explains the stages of the real estate sales process, from attracting prospects through online marketing and advertising, to sales preparing for the meeting by learning the client's needs, preparing the presentation and papers, and presenting financing options.13:11
Steps of the Sales Process in the Real Estate Market (Part Two)Continues the sales process steps with how to win the customer's trust through market knowledge, appropriate appearance, body language, attentive listening, reading the customer's reactions and matching his style in the meeting.14:46
Most Important Questions and Objections in the Real Estate Market and How to Prepare for ThemExplains the most common customer questions in real estate, such as load factor, brokerage cost and site visit timing, how the seller prepares clear answers, and the types of objections and how to handle a genuine one.14:35
How to Handle Objections and Techniques for Closing Sales DealsExplains how to meet customer objections with the yes-but technique and tangible evidence, understanding the psychological factor and lack of reassurance behind a decision, and a closing technique based on understanding the customer's buying thought process.16:17