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
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
