Real-Estate Mastery
Real-Estate Mastery
By rezaasherazi
Categories: Real-Estate
About Course
The “Real-Estate Sales Mastery” course is designed to equip you with advanced skills and strategies for excelling in real estate sales. This course covers essential techniques for effectively selling properties, from prospecting and lead generation to closing deals and maintaining client relationships. You’ll learn about the best practices for sales pitches, handling objections, and negotiating contracts. Additionally, the course provides insights into leveraging digital tools and platforms to enhance your sales efforts. By the end of this course, you’ll be prepared to master the art of real estate sales and drive success in your career.
What Will You Learn?
- Master advanced sales techniques and strategies for real estate.
- Learn effective prospecting and lead generation methods to build your client base.
- Develop skills for delivering compelling sales pitches and presentations.
- Understand how to handle objections and overcome challenges in sales negotiations.
- Gain insights into closing deals efficiently and managing post-sale follow-ups.
- Explore digital tools and platforms to enhance your sales efforts and track performance.
- Learn best practices for maintaining strong client relationships and ensuring repeat business.
Course Content
WELCOME & INTRODUCTION
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WELCOME & INTRODUCTION
06:02
COURSE OBJECTIVES
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COURSE OBJECTIVES
04:33
TRAINER’S INTRODUCTION
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TRAINER’S INTRODUCTION
02:26
THE COURSE ROADMAP
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THE COURSE ROADMAP
06:26
MODULE 1: INTRODUCTION TO REAL-ESTATE
This module provides a foundational understanding of the real estate industry, setting the stage for deeper exploration in later modules. It covers key real estate concepts, industry structure, and market dynamics, helping learners grasp how the sector operates.
Key Topics Covered:
✅ Definition and Scope of Real Estate
✅ Types of Real Estate (Residential, Commercial, Industrial, Agricultural)
✅ Real Estate as an Investment and Wealth-Building Tool
✅ Key Stakeholders in the Industry (Developers, Agents, Investors, Regulatory Bodies)
✅ The Role of Real Estate in Economic Growth
Learning Outcomes:
By the end of this module, students will:
✔ Understand the fundamental principles of real estate.
✔ Identify the different sectors within the real estate market.
✔ Recognize how real estate contributes to the economy.
✔ Gain insight into the various roles and stakeholders involved.
This module lays the groundwork for aspiring real estate professionals, equipping them with the knowledge necessary to navigate the industry confidently.
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1.1 – INTRODUCTION TO REAL-ESTATE
02:58 -
1.1.1 – What Will be Covered
02:57 -
1.1.2 – How Big is Real-Estate in Pakistan
06:27 -
1.2 – ALLIED INDUSTRIES OF REAL-ESTATE
02:18 -
1.2.1 – Allied Industries – Core Construction Related Industries
02:40 -
1.2.2 – Allied Industries – Infrastructure and Utility Provider
00:57 -
1.2.3 – Allied Industries – Interior Design and Finishing Industries
01:15 -
1.2.4 – Allied Industries – Technological and Equipment Industries
02:10 -
1.2.5 – Allied Industries – Support Services and Logistics
01:14 -
1.2.6 – Allied Industries – Financial and Legal Services
00:55 -
1.2.7 – Allied Industries – Specialized Services
01:28 -
1.2.8 – Allied Industries – Emerging and Niche Sectors
01:54 -
1.3 – WHY JOIN REAL-ESTATE SECTOR
04:03 -
1.3.1 – Earning Potential as a Sales Agent – Commission by Amount
03:16 -
1.3.2 – Earning Potential as a Sales Agent – Commission by Percentage
03:50 -
1.3.3 – Earning Potential as a Project Developer
04:57 -
1.4 – WHERE TO INVEST IN 2025?
06:47 -
1.5 – TYPES OF REAL-ESTATE BUSINESSES
03:27 -
1.6 – HOW MARKETING COMPANIES WORK?
03:36 -
1.7 – TYPES OF REAL-ESTATE INVENTORIES
01:40 -
1.7.1 – Residential Properties
01:17 -
1.7.1.1 – Apartment Buildings
01:02 -
a – Apartment Buildings – Studio Apartment
02:09 -
b – Apartment Buildings – Duplex
00:50 -
c – Apartment Buildings – Penthouse
01:08 -
d – Apartment Buildings – Triplex
00:42 -
e – Apartment Buildings – One-Bedroom Apartment
01:15 -
f – Apartment Buildings – Two-bedroom Apartment
00:58 -
1.7.1.2 – Homes
01:12 -
1.7.1.3 – Vacation Homes
01:17 -
1.7.2 – Commercial Buildings
03:07 -
1.7.3 – Industrial Properties
02:26 -
1.7.4 – Mixed-Use Properties
01:23 -
1.7.5 – Agricultural Properties
01:40 -
1.8 – THE BUSINESS BASED DISTRIBUTION
01:37 -
1.8.1 – Horizontal Real-Estate
00:00 -
1.8.2 – Vertical Real-Estate
06:53 -
1.9 – COMPARISON – HORIZONTAL VS VERTICAL REAL-ESTATE BUSINESS
04:23 -
1.10 – KEY TERMINOLOGIES IN REAL-ESTATE
01:48 -
1.10.1 – Jamabandi Form
01:59 -
1.10.2 – Fard
01:50 -
1.10.3 – Sale Deed
00:36 -
1.10.4 – Intekaal
00:32 -
1.10.5 – Haq e Shufa
01:47 -
1.10.6 – Kilabandi
01:08 -
1.10.7 – Khasra Number
01:01 -
1.10.8 – Kita Number
00:36 -
1.10.9 – Khatoni Number
00:40 -
1.10.10 – Gardavari
00:38 -
1.10.11 – Gardavar
00:30 -
1.10.12 – Moza
00:24 -
1.10.13 – Registry
00:53 -
1.10.14 – Shajra
00:47 -
1.10.15 – Sarsahi
00:45 -
1.10.16 – Hiba
01:08 -
1.10.17 – Hadbast Number
00:24 -
1.10.18 – Partal
00:40 -
1.10.19 – Gross Area
00:40 -
1.10.20 – Net Area
00:29 -
1.10.21 – Sellable Area
00:52 -
1.10.22 – NOC (No Objection Certificate)
00:45 -
1.10.23 – Environmental Impact Assessment (EIA)
01:16 -
1.10.24 – Coverage Area
00:45 -
1.10.25 – Setbacks
00:51 -
1.11 – TECHNICAL TERMS IN A PROJECT APPROVAL
03:46 -
1.11.1 – Technical Terms – Right of Way
02:33 -
1.11.2 – Technical Terms – Setback
01:32 -
1.11.3 – Technical Terms – Height Limit
01:33 -
1.11.4 – Technical Terms – Floor Area Ratio
04:33 -
1.11.5 – Gross & Net Area Calculations
10:16 -
1.12 – UNITS OF MEASUREMENT
04:16 -
1.12.1 – Sizing Guide
03:03 -
1.12.1.1 – The Marla
03:11 -
1.12.2 – Land Measurements
02:30 -
1.12.3 – Plot Dimensions
06:22 -
1.13 – REGULATORY AUTHORITIES
05:53 -
1.14 – MASTER PLAN OF ISLAMABAD
05:23 -
1.14.1 – Zones of Islamabad
03:52 -
1.15 – KEY BY-LAWS OF CDA
04:19 -
1.15.1 – CDA By-Laws for a Private Housing Scheme
06:53 -
1.15.2 – Analysis of a House as per By-Laws
13:33 -
1.16 – TYPES OF TAXES
04:09 -
1.16.1 – Capital Gain Tax
03:29 -
1.16.2 – Withholding Tax
04:14 -
1.17 – CONCLUSION
02:10
MODULE 2: UNDERSTANDING HORIZONTAL REAL-ESTATE
This module provides a comprehensive understanding of horizontal real estate, which refers to land-based developments such as housing societies, plots, and low-rise buildings. It explores the advantages, challenges, and investment potential of horizontal real estate while highlighting key factors that influence its growth and profitability.
Key Topics Covered:
✅ Definition and Characteristics of Horizontal Real Estate
✅ Types of Horizontal Real Estate (Residential Plots, Farmhouses, Housing Societies, Low-Rise Developments)
✅ Pros and Cons of Horizontal Development
✅ Market Trends and Demand for Horizontal Real Estate
✅ Investment Strategies and Risk Factors
✅ Regulatory Framework and Approval Processes
Learning Outcomes:
By the end of this module, students will:
✔ Clearly differentiate horizontal vs. vertical real estate.
✔ Understand the economic and regulatory factors affecting horizontal development.
✔ Identify investment opportunities and assess risks in horizontal real estate.
✔ Gain insights into land acquisition, development, and legal considerations.
This module is essential for real estate professionals, investors, and developers looking to navigate the land-based property market and make informed decisions.
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2.1 – THE HORIZONTAL REAL-ESTATE BUSINESS
02:35 -
2.1.1 – What Will be Covered
03:14 -
2.2 – FORMS OF HORIZONTAL REAL-ESTATE
06:16 -
2.3 – TYPES OF HORIZONTAL REAL-ESTATE BUSINESS
01:27 -
2.3.1 – Built Up Properties – Rent
06:45 -
2.3.2 – Built Up Properties – Sale
05:15 -
2.3.3 – Housing Societies
02:26 -
2.3.3.1 – Why We Need Housing Societies
07:46 -
2.3.3.2 – How a Society Starts
07:45 -
2.4 – THE PROJECT CYCLE
00:56 -
2.4.1 – Land Acquisition
06:50 -
2.4.2 – NOC Application
01:43 -
2.4.2.1 – Required Approvals
11:26 -
2.4.2.2 – Approving Authorities
05:54 -
2.4.3 – Designing the Society
08:11 -
2.4.3.1 – Designing the Map
07:41 -
a. Blocks
02:56 -
b. Sectors
03:46 -
2.4.4 – The Sales Cycle
01:15 -
2.4.4.1 – Pricing Strategy
14:45 -
2.4.4.2 – Designing a Payment Plan
24:45 -
2.4.4.3 – Overselling Files
09:20 -
2.4.4.4 – Sales & Marketing and Soft Launch
10:39 -
2.4.5 – Finding Sellable Inventory
01:07 -
2.4.5.1 – File Types
04:56 -
2.4.5.2 – Sales Model
09:41 -
2.4.6 – Installments
05:54 -
2.4.6.1 – Installments – APRs & Discounts
06:19 -
2.4.6.2 – Installments – Merging
03:42 -
2.4.7 – Balloting & Possession
04:05 -
2.4.8 – Development Charges
03:53 -
2.4.9 – Maintainance Charges
01:32 -
2.5 – CHOOSING SELLABLE SOCIETIES
06:07 -
A. Project Template
05:52 -
2.5.1 – Choosing Sellable Societies – Location
03:46 -
2.5.2 – Choosing Sellable Societies – Pricing
02:54 -
2.5.3 – Choosing Sellable Societies – USPs
04:37 -
2.5.4 – Choosing Sellable Societies – Inventory Types
03:32 -
2.5.5 – Choosing Sellable Societies – Legal Status
04:08 -
2.5.6 – Choosing Sellable Societies – Amenities
04:52 -
2.5.7 – Choosing Sellable Societies – Market Competitors
03:43 -
2.5.8 – Choosing Sellable Societies – The Developer
02:42 -
2.5.9 – Choosing Sellable Societies – Development Stage
04:49 -
2.5.10 – Choosing Sellable Societies – Project’s Repute
05:37 -
2.6 – THE PROJECT TEMPLATE
05:52 -
2.7 – SCAMS & OBJECTIONS
05:47 -
2.7.1 – Scams & Objections – Lack of Tangible Asset
03:09 -
2.7.2 – Scams & Objections – Uncertain Project Completion
01:34 -
2.7.3 – Scams & Objections – Risk of Financial Loss
03:54 -
2.7.4 – Scams & Objections – Overpriced Files
03:36 -
2.7.5 – Scams & Objections – Lack of Immediate Utility
05:24 -
2.7.6 – Scams & Objections – Unclear Terms and Conditions
04:26 -
2.7.7 – Scams & Objections – No Guarantee of Plot Selection
03:30 -
2.7.8 – Scams & Objections – Potential for Mismanagement
02:38 -
2.7.9 – Scams & Objections – Changing Market Conditions
02:20 -
2.7.10 – Scams & Objections – Delays in Project Approval
02:52 -
2.7.11 – Scams & Objections – Discrepancies in Plot Size or Location
01:50 -
2.7.12 – Additional Development Charges
04:45 -
2.7.13 – Scams & Objections – Limited Resale Opportunities
02:14 -
2.7.14 – Scams & Objections – Potential for Project Changes
02:40 -
2.7.15 – Scams & Objections – Inheritance of Property Upon Owner’s Death
01:41 -
2.7.16 – Scams & Objections – Overselling and Land Availability
02:41 -
2.7.17 Selling the Society to New Developers
03:21 -
2.7.18 – Conditional Possession of Plots
02:44 -
2.8 – DEMO SALES CALL
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2.9 – CONCLUSION
04:03
MODULE 3: UNDERSTANDING VERTICAL REAL-ESTATE
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3.1 – THE VERTICAL REAL-ESTATE BUSINESS
03:50 -
3.1.1 – What Will be Covered
01:49 -
3.2 – FORMS OF VERTICAL REAL-ESTATE
06:53 -
3.3 – TYPES OF APARTMENTS
01:02 -
a – Apartment Types – Studio Apartment
02:10 -
b – Apartment Types- Duplex
00:50 -
c – Apartment Types- Penthouse
01:08 -
d – Apartment Types – Triplex
00:43 -
e – Apartment Types- One-Bedroom Apartment
01:15 -
f – Apartment Types – Two-bedroom Apartment
00:58 -
3.3 – TYPES OF VERTICAL REAL-ESTATE BUSINESS
04:05 -
3.3.1 – Built Up Projects – Rent
07:59 -
3.3.2 – Built Up Projects – Sale
05:39 -
3.3.3 – Underdeveloped Projects – Buy Out Model
03:12 -
3.3.4. – Underdeveloped Projects – Joint Ventures (JV)
03:20 -
3.3.5 – Why We Need Vertical Projects
10:19 -
3.3.6 – How a Project Starts
03:20 -
3.4 – THE PROJECT CYCLE
01:24 -
3.4.1 – Land Acquisition
05:30 -
3.4.2 – NOC Application
01:43 -
3.4.2.1 – Required Approvals
11:26 -
3.4.2.2 – Approving Authorities
05:54 -
3.4.3 – Designing the Project
04:52 -
a. Elevation
04:21 -
b. Floor Plans
05:18 -
3.4.4 – The Sales Cycle
01:59 -
3.4.4.1 – Pricing Strategy
04:17 -
a. Per Sq. Ft. Price on Gross & Net Area
09:36 -
3.4.4.2 – Designing a Payment Plan
24:45 -
A – Half & Full Payment Discounts
03:06 -
3.4.4.3 – Overselling Sq. Ft.
04:19 -
3.4.4.4 – Sales & Marketing and Soft Launch
05:55 -
3.4.5 – Finding Sellable Inventory
03:39 -
3.4.6 – Installments
02:31 -
3.4.7 – Possession
01:50 -
3.4.8 – Post Possession
01:10 -
3.4.9 – Maintainance Charges
02:26 -
3.5 – CHOOSING SELLABLE PROJECTS
06:07 -
A. The Project Template
05:52 -
3.5.1 – Choosing Sellable Projects – Location
03:46 -
3.5.2 – Choosing Sellable Projects- Pricing
02:54 -
3.5.3 – Choosing Sellable Projects- USPs
05:47 -
3.5.4 – Choosing Sellable Projects – Inventory Types
03:32 -
3.5.5 – Choosing Sellable Projects- Legal Status
04:08 -
3.5.6 – Choosing Sellable Projects- Amenities
04:52 -
3.5.7 – Choosing Sellable Projects- Market Competitors
03:43 -
3.5.8 – Choosing Sellable Projects- The Developer
02:43 -
3.5.9 – Choosing Sellable Projects – Development Stage
03:15 -
3.5.10 – Choosing Sellable Projects – Project’s Repute
05:38 -
3.6 – THE PROJECT TEMPLATE
05:52 -
3.7 – SCAMS & OBJECTIONS
01:03 -
3.7.1 – Scams & Objections – Safety Concerns
01:53 -
3.7.2 – Scams & Objections – Maintenance & Upkeep
00:56 -
3.7.3 – Scams & Objections – Privacy Issues
01:24 -
3.7.4 – Scams & Objections – High Cost
02:09 -
3.7.5 – Scams & Objections – Space Constraints
02:20 -
3.7.6 – Scams & Objections – Parking Availability
00:36 -
3.7.7 – Scams & Objections – Rental Model
03:22 -
3.7.8 – Scams & Objections – Community & Social Interaction
01:18 -
3.7.9 – Scams & Objections – Rental Restrictions
01:26 -
3.7.10 – Scams & Objections – Building Collapse & Compensation
01:34 -
3.8 – DEMO SALES CALL
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3.9 – CONCLUSION
02:14
MODULE 4: PSYCHOLOGY OF SALES
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4.1 – UNDERSTANDING HUMAN PSYCHOLOGY
07:23 -
4.1.1 – Identifying the Buying Button
05:24 -
4.1.2 – Impulsive vs Informed Decision
05:46 -
4.1.3 – The Importance of Language in Sales
13:27 -
4.1.4 – The Pyramid of Buyers
10:55 -
4.1.5.1 – Pre-Suppositions of Sales – Luck in Sales
07:54 -
4.1.5.2 – Pre-Suppositions of Sales – Count the No’s
03:52 -
4.1.6 – The calculation of Sales Probability
08:13 -
4.1.7 – Physiology & Dressing
05:45 -
4.2 – THE SALES CYCLE
02:47 -
4.2.1 – Preparing a Project (Pros & Cons)
11:42 -
4.2.2 – Initial Call
01:00 -
4.2.2.1 – Greetings
04:54 -
4.2.2.2 – Ice Breaking
09:00 -
4.2.2.3 – Client Profiling
04:34 -
4.2.2.4 – Need Identification
11:58 -
4.2.2.5 – Pitching the Right Product
06:06 -
4.2.2.6 – Story Telling
09:17 -
4.2.2.7 – Rephrasing
03:09 -
4.2.2.8 – Scheduling
02:06 -
4.2.2.9 – End Greetings
02:01 -
4.3 – FOLLOW-UPS
07:03 -
4.4 – PHYSICAL MEETING
04:46 -
4.4.1 – Rapport Building
06:07 -
4.4.2 – Inventory Selection
03:09 -
4.4.3 – Site Visit
03:07 -
4.4.4 – Closing
02:58 -
4.5 – OBJECTION HANDLING (AN OPPORTUNITY)
06:43 -
4.5.1 – Agreement Frame
05:24 -
4.5.2 – Reframing
04:51 -
4.6 – NEGOTIATION
02:23 -
4.6.1 – Product vs Value
04:25 -
4.6.2 – Never Split the Difference
03:10 -
4.6.3 – Never Show all your Cards
05:08 -
4.6.4 – Price vs Capital & Rental Gains
03:00 -
4.6.5 – Never Ask Open Ended Questions
05:08 -
4.7 – CLOSING
04:43 -
4.7.1 – Creating Urgency
03:38 -
4.7.2 – FOMO Approach
02:41 -
4.7.3 – Never Push Too Much
07:35 -
4.7.4 – Find the Decision Maker
04:25 -
4.7.5 – Don’t Sell, Make them Buy
03:04 -
4.8 – UP-SELLING
04:58 -
4.9 – REFERRALS
02:46 -
4.10 – CLOSING
03:12
MODULE 5: MASTERING YOUR SALES CALL
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5.1 – MASTERING REAL-ESTATE SALES CALL
03:11 -
5.2 – SALES CALL EVALUATION MATRIX
06:16 -
A – Online Sales Call Evaluation Sheet
05:03 -
5.2.1 – Call Evaluatin Matrix – Greetings
08:15 -
5.2.2 – Call Evaluatin Matrix – Need Identification
08:01 -
5.2.3 – Call Evaluatin Matrix – Creativity
06:18 -
5.2.4 – Call Evaluatin Matrix – Communication
07:50 -
5.2.5 – Call Evaluatin Matrix – Productivity
07:51 -
5.2.6 – Call Evaluatin Matrix – Closing
09:26 -
5.3 – THE PROJECT TEMPLATE
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5.4 – DEMO SALES CALLS
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5.4.1 – Demo Call – Files Sales
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5.4.2 – Demo Call – Installments Discount Vouchers
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5.4.3 – Demo Call – High Rise Sales
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5.4.4 – Demo Call – High Rise Rent (Per Sq. Ft. Selling)
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5.5 – SALES PIPELINE EXCEL SHEET
-
5.7 – INCREASING SALES PROBABILITY
MODULE 6: DIGITAL MARKETING & LEAD GENERATION
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6.1 – WHAT WILL BE COVERED
03:48 -
6.2 – Canva – Designing a Post
16:07 -
6.3 – CREATING FACEBOOK PAGE
05:51 -
6.4 – Creating Quality Content
01:51 -
6.5 – Digital Marketing – Running Ads from Facebook Page
08:14 -
6.5.1 – Digital Marketing – Understanding Ads Manager & Campaigns
04:45 -
6.5.2 – Digital Marketing – Engagement Campaign
12:03 -
6.5.3 – Digital Marketing – Leads Campaign
08:37
MODULE 7 : UPDATES IN THE REAL-ESTATE INDUSTRY
MODULE 8: PRODUCT & MARKET RESEARCH
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1. How to Buy a Property – Housing Market Predictions
41:56 -
2. HOW TO DESIGN THE KPIs OF A SALES TEAM?
12:53 -
3. SALES PIPELINE MANAGEMENT OF A SALES REPRESENTATIVE
08:13 -
4. HOW TO CALCULATE PROFIT?
22:46 -
5. HOW TO DO PROPERTY TAXES CALCULATION?
10:28 -
6. COMPANY REGISTRATION IN PAKISTAN
11:26 -
7. How to avoid Real-Estate Fruad!
08:03 -
8. How to Sell House to Poor?
14:24 -
9. Why You Should Buy an Apartment – All Objections Answered
16:48 -
10. Real Estate Business with Zero Money
07:23
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