Certified Real Estate Consultant

TABLE OF CONTENT

Introduction to Real Estate

• Career Options in Real Estate
• Residential vs. Commercial
• Current Trends in the Real Estate Market

Successful Real Estate Consultant

• Serving as a Fiduciary Representative
• Working with other Real Estate Agents
• Working with Agents in your Office
• Time Management for a successful real estate consultant
• Other Assets for a Successful Real Estate Agent
• Successful Real Estate Agent: How to work with buyers
• Successful Real Estate Agent : How to work with sellers
• Partnering with the Other Agent
• Some mistakes and how to avoid them for success

Business Planning

• Forces driving Real estate business
• Determining the influence of other regional markets
• Studying Population migration patterns
• Identifying and capitalizing on market trends
• Compiling a marketplace analysis
• Putting your research to work

Prospecting & Referrals

• Prospecting for sellers
• Prospecting for buyers
• Important guidelines for prospecting
• Targeting Prospects
• Using direct mail
• Don’t let distance become a barrier
• Staying in touch via e-mail
• Calling
• Managing and Working with Referrals
• Sources of referrals
• Important tips to be referable

Sales & Marketing for your real estate business

• Positioning your offering
• Positioning yourself
• Using publications that reach your target prospects
• Choosing the right media outlets
• Converting ad interest to call for action
• Promoting Properties by Using Flyers
• Internet and Real Estate
• Types of agent web sites
• Creating domain names
• Converting lookers to leads
• Converting leads to clients
• Using popular sites
• Putting your agency’s Web site to work
• Virtual Tours
• Digital Photos
• Improving Home Decor for sales

Appraisal – Determining a home’s ideal price

• Appraisal
• Land Measurement Units in India
• Determination of Real Estate Returns

Negotiating and Closing the Deal

• Informing Clients (and Yourself) of What Happens Next
• Advancing or Accepting an Offer
• Presenting a buyer’s low offer
• Receiving a buyer’s low offer
• Taking the insult out of an insulting offer
• Getting beyond emotion
• Turning concessions into victories
• Dealing with I win/you lose clients
• Working with a Closing Team

Client Retention for Life

• Achieving Relationship Excellence
• Leveraging your client relationships
• Defining your service standards
• Life after transaction
• Creating After-the-Sale Service
• Establishing an ongoing communication strategy
• The problem with commissions

Real Estate Legislative Issues

• Various Laws Involved in Real Estate Transactions
• Land Related Laws
• Environment laws
• Construction Laws
• Registration Laws
• Labour Laws

Transfer of Property: Legal introduction

• Transfer of Property Act, 1882
• Immovable Property
• Transfer of Property
• Verification of document of title
• Operation of transfer
• Lis Pendens
• Registration Procedure
• Land Titling Bill-2011
• Transfer of immovable property and FEMA

Agreement to sell an immovable property

• Scope
• Execution of Incidental Documents
• Registration of Agreement to Sell
• Stamp duty payable on Agreement to Sell
• Suit for specific performance of an Agreement to Sell

Sale of Immovable Property

• Sale
• Price/Consideration
• Rights and Liabilities of the buyer and seller
• Stamp Duty payable on Sale Deed
• Registration of Sale Deed
• Sale by Auction by the Order of the Court
• Sale of immovable property and Income Tax Act
• Sale and FEMA

Mortgage

• Prerequisites of Mortgage
• Types of Mortgages
• Repayment methods
• Interest rate deals

Lease of immovable property

• Execution of Lease
• Rights and Liabilities of the lessor
• Rights and Liabilities of the Lessee
• Termination of lease
• Registration of a Lease Deed

Other Modes of Transfer of Property

• Gift of an immovable property
• Exchange as a Mode of Transfer
• Transfer of Property by Inheritance

Other Regulations in Real Estate in India

• Land Acquisition Act, 1984

Important Documents & the Registration Process

• Documents that need compulsory registration
• Authority where documents are to be Registered
• Papers/documents/fees required for the Registration Process
• Criteria for deciding the Case
• Due Diligence for acquisition of property
• Model Real Estate Law

Technology and the Real Estate office

• Computer Hardware
• Computer Software
• Internet Tools for Marketing and Communication
• Security and Computer Protection
• Determining Office Technology Requirements

Personnel Management & the Real Estate Business

• Job Analysis
• Recruitment of Job Applicants
• Personnel Selection
• Training and Development
• Performance Appraisal
• Compensation and Incentive Plans
• Sales Compensation

RERA

• Project Registration
• Promoter Functions and Duties
• Allottees Rights and Duties
• The Real Estate Regulatory Authority
• The Real Estate Appellate Tribunal
• RERA Offences, Penalties And Adjudication