Certified Real Estate Consultant - Table of Content

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


  • 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


  • 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

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