Property Sales Management Programme

Property Sales Management Programme

R8000

To equip newcomers to Property Sales (administrative and supportive staff and property practitioners) with a foundational understanding of what the process and outputs regarding their responsibilities entail.

Learning outcomes of this programme

  • Understand the Definition and Purpose of Property Sales Management
  • Understand the environment and legislation relating to property sales as per the Property Practitioners Act and other legislative frameworks
  • Understand, execute and/or manage the property sales and after-sales process
  • Run, administrate, and effectively manage a property sales office
  • Deliver impeccable client service throughout and maintain sound client relationships
  • Maintain brand integrity and ethical standards throughout
  • Manage Property Sales Objectives, Employee Benchmarks, and Reporting
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Description

To equip newcomers to Property Sales (administrative and supportive staff and property practitioners) with a foundational understanding of what the process and outputs regarding their responsibilities entail.

Learning Topics

Learning Unit 1:  Introduction to Property Sales Management

  • The definition of Property Sales Management
  • The Purpose of Property Sales Management
  • The role of Property Sales Management in the business
    • Applicable Legislation
    • Protection of Personal Information (POPI) Act
    • Property Practitioners Act
    • Financial Intelligence Centre Act (FICA)

Learning Unit 2: The Property Sales Process

  • Goal-setting
    • The benefits of setting goals
    • Selecting a viable farming area
    • Analysing property sales in an area or suburb
    • Determining a farming area’s viability
    • Drafting your business (and personal) plan
    • Budgeting: making the sums work
    • Measuring progress
    • Looking further ahead
    • Time management guidelines
  • Canvassing
    • Know your area        
      • Environment
      • Data and information
      • Farming
      • Analysing your area
    • Get stock
      • Prospecting
      • Referrals
    • Get the appointment
    • Daily canvassing activities
    • Telephone canvassing
    • Door-to-door canvassing
    • Canvassing scripts
  • Getting the mandate
    • Reasons why owners want to sell
    • Preparing yourself to meet clients
    • Information kits        
    • Preparing for and conducting a listing appointment
    • Preparing a comparative market analysis (CMA)
    • Preparing your marketing and mandate presentation
    • Doing (presenting) the mandate presentation
    • Getting the mandate
  • Marketing
    • Pre-marketing preparation
      • Preparing: Property
      • Preparing: The Owner(s)
      • Preparing: The Agent
    • Self-packaging
      • Your overall impression
      • A few guidelines for men
      • A few guidelines for women
    • What is marketing?
    • Marketing in real estate       
      • Value chain and how all your activities relate to marketing and selling
      • Why would a buyer or owner choose to work with me?
    • Ideas to promote yourself
      • Overall marketing of yourself and your business
      • Specific, targeted marketing for every mandated property
    • Advertising
      • What motivates buying?
      • Practical copywriting tips
      • Showhouses
    • Real estate photography
      • Preparing a shoot
      • Editing and publishing
      • Your camera and equipment
  • Selling in real estate
    • Legislation and regulations
    • Contracts
      • Contractual capacity
      • Contractual requirements
      • Contractual conditions
      • Termination of contracts
      • Types of contracts of sale
      • Options and rights
      • Competency of natural persons and legal entities
      • Types of sale and transfer of property ownership
    • Various types of tax in property transactions
      • Transfer duty
      • Value added tax (VAT)
      • Income Tax
      • Capital Gains Tax (CGT)
    • Preparing administration
    • Working with buyers
      • Sourcing buyers
      • Taking buyers to a viewing
      • Qualifying buyers
      • Servicing buyers: What you need to tell a buyer
      • What you need to give a buyer
      • Communicating without words: Body language
      • Handling objections
      • Invite, explain, and take the Offer to Purchase
      • Agree to and maintain contact
    • Working with sellers
  • Transaction and client retention      
    • Financing a sale
    • Methods of financing a sale
    • Costs of a sale
    • What the seller pays
    • What the buyer pays
    • Types of finance
      • Types of securities
      • Types of mortgage bonds
      • Lender’s/ mortgagor’s procedures
      • The borrower /mortgagee’s rights
    • Transaction processes
      • Bond application process
      • Transfer process
      • Municipal clearance process
      • Certificates of compliance
    • Administration
      • Footnotes
      • After-sales administration checklist
    • Client retention        
      • Building a reliable database
      • What makes a good property practitioner?

Learning Unit 3: The duties of a principal property practitioner

  • Introduction: roles in an agency
  • Duties of a Principal: Planning and Goal-setting
  • Planning and goalsetting: Your environment
    • Your environment: The big picture
    • Your environment: Your country – South Africa
    • Your environment: Your specific region
      • Eastern Cape: Gqeberha (Port Elizabeth)
      • Southern Cape: George
      • KwaZulu Natal: eThekwini Metro (Durban)
    • Your environment: On your doorstep
    • Planning and goal-setting: Drafting your plan
      • The past (three to five years)
      • The year ahead
      • Your annual plan
    • Planning and goal-setting: steps for setting goals
  • Duties of a principal: Leadership      
    • Defining leadership and management in a real estate business
    • What is required to lead in real estate?
    • Leadership styles
    • Principles of leadership in real estate
    • Developing the traits required of a real estate leader
  • Duties of a principal: Organising and running of an agency
    • Bank accounts and handling monies
    • PPRA registration, compliance, and audits
    • Compliance and audits
    • Legislation
    • Processes and procedures
    • Aspects of a principal’s activities
    • Aspects of a property practitioner’s activities
  • Duties of a principal: Managing and controlling an agency
    • Exercising Control and Managing an agency
      • Compliance
      • Financial management
      • Marketing
      • Staff management and training
      • Office management

Learning Unit 4: Property Sales Objectives, Employee Benchmarks, and Reporting

  • Balanced Scorecard
  • Employee Benchmarks
  • Monthly Reporting
  • Exception Reports

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