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.

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

WELCOME & INTRODUCTION

06:02

COURSE OBJECTIVES

TRAINER’S INTRODUCTION

THE COURSE ROADMAP

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.

1.1 – INTRODUCTION TO REAL-ESTATE

02:58
1.1.1 – What Will be Covered

02:56
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

02:39
1.2.2 – Allied Industries – Infrastructure and Utility Provider

00:56
1.2.3 – Allied Industries – Interior Design and Finishing Industries

01:16
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

03:17
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

00:00
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

00:00
a – Apartment Buildings – Studio Apartment

00:00
b – Apartment Buildings – Duplex

00:00
c – Apartment Buildings – Penthouse

00:00
d – Apartment Buildings – Triplex

00:42
e – Apartment Buildings – One-Bedroom Apartment

00:00
f – Apartment Buildings – Two-bedroom Apartment

00:58
1.7.1.2 – Homes

01:12
1.7.1.3 – Vacation Homes

00:00
1.7.2 – Commercial Buildings

00:00
1.7.3 – Industrial Properties

02:26
1.7.4 – Mixed-Use Properties

00:00
1.7.5 – Agricultural Properties

00:00
1.8 – THE BUSINESS BASED DISTRIBUTION

00:00
1.8.1 – Horizontal Real-Estate

00:00
1.8.2 – Vertical Real-Estate

00:00
1.9 – COMPARISON – HORIZONTAL VS VERTICAL REAL-ESTATE BUSINESS

00:00
1.10 – KEY TERMINOLOGIES IN REAL-ESTATE

00:00
1.10.1 – Jamabandi Form

00:00
1.10.2 – Fard

00:00
1.10.3 – Sale Deed

00:37
1.10.4 – Intekaal

00:00
1.10.5 – Haq e Shufa

00:00
1.10.6 – Kilabandi

00:00
1.10.7 – Khasra Number

00:00
1.10.8 – Kita Number

00:00
1.10.9 – Khatoni Number

00:41
1.10.10 – Gardavari

00:00
1.10.11 – Gardavar

00:00
1.10.12 – Moza

00:00
1.10.13 – Registry

00:00
1.10.14 – Shajra

00:00
1.10.15 – Sarsahi

00:45
1.10.16 – Hiba

00:00
1.10.17 – Hadbast Number

00:00
1.10.18 – Partal

00:00
1.10.19 – Gross Area

00:00
1.10.20 – Net Area

00:00
1.10.21 – Sellable Area

00:00
1.10.22 – NOC (No Objection Certificate)

00:00
1.10.23 – Environmental Impact Assessment (EIA)

00:00
1.10.24 – Coverage Area

00:00
1.10.25 – Setbacks

00:51
1.11 – TECHNICAL TERMS IN A PROJECT APPROVAL

00:00
1.11.1 – Technical Terms – Right of Way

00:00
1.11.2 – Technical Terms – Setback

00:00
1.11.3 – Technical Terms – Height Limit

00:00
1.11.4 – Technical Terms – Floor Area Ratio

00:00
1.11.5 – Gross & Net Area Calculations

00:00
1.12 – UNITS OF MEASUREMENT

00:00
1.12.1 – Sizing Guide

00:00
1.12.1.1 – The Marla

00:00
1.12.2 – Land Measurements

00:00
1.12.3 – Plot Dimensions

00:00
1.13 – REGULATORY AUTHORITIES

00:00
1.14 – MASTER PLAN OF ISLAMABAD

00:00
1.14.1 – Zones of Islamabad

00:00
1.15 – KEY BY-LAWS OF CDA

00:00
1.15.1 – CDA By-Laws for a Private Housing Scheme

00:00
1.15.2 – Analysis of a House as per By-Laws

13:33
1.16 – TYPES OF TAXES

00:00
1.16.1 – Capital Gain Tax

00:00
1.16.2 – Withholding Tax

00:00
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.

2.1 – THE HORIZONTAL REAL-ESTATE BUSINESS

00:00
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

00:00
2.3.1 – Built Up Properties – Rent

00:00
2.3.2 – Built Up Properties – Sale

00:00
2.3.3 – Housing Societies

00:00
2.3.3.1 – Why We Need Housing Societies

00:00
2.3.3.2 – How a Society Starts

00:00
2.4 – THE PROJECT CYCLE

00:00
2.4.1 – Land Acquisition

00:00
2.4.2 – NOC Application

00:00
2.4.2.1 – Required Approvals

00:00
2.4.2.2 – Approving Authorities

00:00
2.4.3 – Designing the Society

00:00
2.4.3.1 – Designing the Map

00:00
a. Blocks

00:00
b. Sectors

03:46
2.4.4 – The Sales Cycle

00:00
2.4.4.1 – Pricing Strategy

00:00
2.4.4.2 – Designing a Payment Plan

00:00
2.4.4.3 – Overselling Files

00:00
2.4.4.4 – Sales & Marketing and Soft Launch

00:00
2.4.5 – Finding Sellable Inventory

00:00
2.4.5.1 – File Types

00:00
2.4.5.2 – Sales Model

00:00
2.4.6 – Installments

00:00
2.4.6.1 – Installments – APRs & Discounts

00:00
2.4.6.2 – Installments – Merging

00:00
2.4.7 – Balloting & Possession

00:00
2.4.8 – Development Charges

00:00
2.4.9 – Maintainance Charges

00:00
2.5 – CHOOSING SELLABLE SOCIETIES

00:00
A. Project Template

00:00
2.5.1 – Choosing Sellable Societies – Location

00:00
2.5.2 – Choosing Sellable Societies – Pricing

00:00
2.5.3 – Choosing Sellable Societies – USPs

00:00
2.5.4 – Choosing Sellable Societies – Inventory Types

00:00
2.5.5 – Choosing Sellable Societies – Legal Status

00:00
2.5.6 – Choosing Sellable Societies – Amenities

00:00
2.5.7 – Choosing Sellable Societies – Market Competitors

00:00
2.5.8 – Choosing Sellable Societies – The Developer

00:00
2.5.9 – Choosing Sellable Societies – Development Stage

00:00
2.5.10 – Choosing Sellable Societies – Project’s Repute

00:00
2.6 – THE PROJECT TEMPLATE

00:00
2.7 – SCAMS & OBJECTIONS

00:00
2.7.1 – Scams & Objections – Lack of Tangible Asset

00:00
2.7.2 – Scams & Objections – Uncertain Project Completion

00:00
2.7.3 – Scams & Objections – Risk of Financial Loss

00:00
2.7.4 – Scams & Objections – Overpriced Files

00:00
2.7.5 – Scams & Objections – Lack of Immediate Utility

00:00
2.7.6 – Scams & Objections – Unclear Terms and Conditions

00:00
2.7.7 – Scams & Objections – No Guarantee of Plot Selection

00:00
2.7.8 – Scams & Objections – Potential for Mismanagement

00:00
2.7.9 – Scams & Objections – Changing Market Conditions

00:00
2.7.10 – Scams & Objections – Delays in Project Approval

00:00
2.7.11 – Scams & Objections – Discrepancies in Plot Size or Location

00:00
2.7.12 – Additional Development Charges

00:00
2.7.13 – Scams & Objections – Limited Resale Opportunities

00:00
2.7.14 – Scams & Objections – Potential for Project Changes

00:00
2.7.15 – Scams & Objections – Inheritance of Property Upon Owner’s Death

00:00
2.7.16 – Scams & Objections – Overselling and Land Availability

00:00
2.7.17 Selling the Society to New Developers

00:00
2.7.18 – Conditional Possession of Plots

00:00
2.8 – DEMO SALES CALL
2.9 – CONCLUSION

00:00

MODULE 3: UNDERSTANDING VERTICAL REAL-ESTATE

3.1 – THE VERTICAL REAL-ESTATE BUSINESS

00:00
3.1.1 – What Will be Covered

00:00
3.2 – FORMS OF VERTICAL REAL-ESTATE

00:00
3.3 – TYPES OF APARTMENTS

00:00
a – Apartment Types – Studio Apartment

00:00
b – Apartment Types- Duplex

00:00
c – Apartment Types- Penthouse

00:00
d – Apartment Types – Triplex

00:00
e – Apartment Types- One-Bedroom Apartment

00:00
f – Apartment Types – Two-bedroom Apartment

00:00
3.3 – TYPES OF VERTICAL REAL-ESTATE BUSINESS

00:00
3.3.1 – Built Up Projects – Rent

00:00
3.3.2 – Built Up Projects – Sale

00:00
3.3.3 – Underdeveloped Projects – Buy Out Model

00:00
3.3.4. – Underdeveloped Projects – Joint Ventures (JV)

00:00
3.3.5 – Why We Need Vertical Projects

00:00
3.3.6 – How a Project Starts

00:00
3.4 – THE PROJECT CYCLE

00:00
3.4.1 – Land Acquisition

00:00
3.4.2 – NOC Application

00:00
3.4.2.1 – Required Approvals

00:00
3.4.2.2 – Approving Authorities

00:00
3.4.3 – Designing the Project

00:00
a. Elevation

00:00
b. Floor Plans

00:00
3.4.4 – The Sales Cycle

00:00
3.4.4.1 – Pricing Strategy

00:00
a. Per Sq. Ft. Price on Gross & Net Area

00:00
3.4.4.2 – Designing a Payment Plan

00:00
A – Half & Full Payment Discounts

00:00
3.4.4.3 – Overselling Sq. Ft.

00:00
3.4.4.4 – Sales & Marketing and Soft Launch

00:00
3.4.5 – Finding Sellable Inventory

00:00
3.4.6 – Installments

00:00
3.4.7 – Possession

00:00
3.4.8 – Post Possession

00:00
3.4.9 – Maintainance Charges

00:00
3.5 – CHOOSING SELLABLE PROJECTS

00:00
A. The Project Template

00:00
3.5.1 – Choosing Sellable Projects – Location

00:00
3.5.2 – Choosing Sellable Projects- Pricing

00:00
3.5.3 – Choosing Sellable Projects- USPs

00:00
3.5.4 – Choosing Sellable Projects – Inventory Types

00:00
3.5.5 – Choosing Sellable Projects- Legal Status

00:00
3.5.6 – Choosing Sellable Projects- Amenities

00:00
3.5.7 – Choosing Sellable Projects- Market Competitors

00:00
3.5.8 – Choosing Sellable Projects- The Developer

00:00
3.5.9 – Choosing Sellable Projects – Development Stage

00:00
3.5.10 – Choosing Sellable Projects – Project’s Repute

00:00
3.6 – THE PROJECT TEMPLATE

00:00
3.7 – SCAMS & OBJECTIONS

00:00
3.7.1 – Scams & Objections – Safety Concerns

00:00
3.7.2 – Scams & Objections – Maintenance & Upkeep

00:00
3.7.3 – Scams & Objections – Privacy Issues

00:00
3.7.4 – Scams & Objections – High Cost

00:00
3.7.5 – Scams & Objections – Space Constraints

00:00
3.7.6 – Scams & Objections – Parking Availability

00:00
3.7.7 – Scams & Objections – Rental Model

00:00
3.7.8 – Scams & Objections – Community & Social Interaction

00:00
3.7.9 – Scams & Objections – Rental Restrictions

00:00
3.7.10 – Scams & Objections – Building Collapse & Compensation

00:00
3.8 – DEMO SALES CALL
3.9 – CONCLUSION

00:00

MODULE 4: PSYCHOLOGY OF SALES

4.1 – UNDERSTANDING HUMAN PSYCHOLOGY

00:00
4.1.1 – Identifying the Buying Button

00:00
4.1.2 – Impulsive vs Informed Decision

00:00
4.1.3 – The Importance of Language in Sales

00:00
4.1.4 – The Pyramid of Buyers

10:55
4.1.5.1 – Pre-Suppositions of Sales – Luck in Sales

00:00
4.1.5.2 – Pre-Suppositions of Sales – Count the No’s

00:00
4.1.6 – The calculation of Sales Probability

08:13
4.1.7 – Physiology & Dressing

00:00
4.2 – THE SALES CYCLE

00:00
4.2.1 – Preparing a Project (Pros & Cons)

00:00
4.2.2 – Initial Call

00:00
4.2.2.1 – Greetings

00:00
4.2.2.2 – Ice Breaking

00:00
4.2.2.3 – Client Profiling

00:00
4.2.2.4 – Need Identification

00:00
4.2.2.5 – Pitching the Right Product

00:00
4.2.2.6 – Story Telling

00:00
4.2.2.7 – Rephrasing

00:00
4.2.2.8 – Scheduling

00:00
4.2.2.9 – End Greetings

00:00
4.3 – FOLLOW-UPS

00:00
4.4 – PHYSICAL MEETING

00:00
4.4.1 – Rapport Building

00:00
4.4.2 – Inventory Selection

00:00
4.4.3 – Site Visit

00:00
4.4.4 – Closing

00:00
4.5 – OBJECTION HANDLING (AN OPPORTUNITY)

00:00
4.5.1 – Agreement Frame

00:00
4.5.2 – Reframing

00:00
4.6 – NEGOTIATION
4.6.1 – Product vs Value
4.6.2 – Never Split the Difference
4.6.3 – Never Show all your Cards
4.6.4 – Price vs Capital & Rental Gains
4.6.5 – Save your Biggest Bullet for the End
4.7 – CLOSING
4.7.1 – Creating Urgency
4.7.2 – FOMO Approach
4.7.3 – Never Push Too Much
4.7.4 – Find the Decision Maker
4.7.5 – Don’t Sell, Make them Buy
4.7.6 – Pursuation vs Convincing
4.8 – UP-SELLING
4.9 – REFERRALS

MODULE 5: MASTERING YOUR SALES CALL

5.1 – MASTERING REAL-ESTATE SALES CALL

00:00
5.2 – SALES CALL EVALUATION MATRIX

00:00
A – Online Sales Call Evaluation Sheet

00:00
5.2.1 – Call Evaluatin Matrix – Greetings

00:00
5.2.2 – Call Evaluatin Matrix – Need Identification

00:00
5.2.3 – Call Evaluatin Matrix – Creativity

00:00
5.2.4 – Call Evaluatin Matrix – Communication

00:00
5.2.5 – Call Evaluatin Matrix – Productivity

00:00
5.2.6 – Call Evaluatin Matrix – Closing

00:00
5.3 – THE PROJECT TEMPLATE
5.4 – DEMO SALES CALLS
5.4.1 – Demo Call – Files Sales
5.4.1.1 – Breakdown of the Call
5.4.2 – Demo Call – Installments Discount Vouchers
5.4.2.1 – Breakdown of the Call
5.4.3 – Demo Call – Files Merging
5.4.3.1 – Breakdown of the Call
5.4.4 – Demo Call – High Rise Sales
5.4.4.1 – Breakdown of the Call
5.4.5 – Demo Call – High Rise Rent (Per Sq. Ft. Selling)
5.4.5.1 – Breakdown of the Call
5.5 – SALES PIPELINE EXCEL SHEET
5.7 – INCREASING SALES PROBABILITY
5.8 – CONCLUSION

MODULE 6: DIGITAL MARKETING & LEAD GENERATION

MODULE 7 : UPDATES IN THE REAL-ESTATE INDUSTRY

MODULE 8: PRODUCT & MARKET RESEARCH

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A course by

rezaasherazi

Basic understanding of real estate concepts and sales (helpful but not mandatory).
Access to a computer or mobile device with a reliable internet connection.
Willingness to actively engage with course content and practice sales techniques.
Dedicate time each week to lessons, role-playing exercises, and assignments.
Course materials are provided; keeping a notebook for notes and practice is recommended.
Follow the course structure in the recommended order for comprehensive learning and skill development.

Real estate agents and brokers looking to enhance their sales skills and performance.
Sales professionals in real estate seeking advanced techniques for closing deals.
Entrepreneurs and business owners in real estate aiming to improve their sales strategies.
Individuals new to real estate sales who want to develop effective selling techniques.
Students and graduates interested in pursuing a career in real estate sales.

About Course

What Will You Learn?

Course Content

WELCOME & INTRODUCTION

WELCOME & INTRODUCTION

COURSE OBJECTIVES

COURSE OBJECTIVES

TRAINER’S INTRODUCTION

TRAINER’S INTRODUCTION

THE COURSE ROADMAP

THE COURSE ROADMAP

1.1 – INTRODUCTION TO REAL-ESTATE

1.1.1 – What Will be Covered

1.1.2 – How Big is Real-Estate in Pakistan

1.2 – ALLIED INDUSTRIES OF REAL-ESTATE

1.2.1 – Allied Industries – Core Construction Related Industries

1.2.2 – Allied Industries – Infrastructure and Utility Provider

1.2.3 – Allied Industries – Interior Design and Finishing Industries

1.2.4 – Allied Industries – Technological and Equipment Industries

1.2.5 – Allied Industries – Support Services and Logistics

1.2.6 – Allied Industries – Financial and Legal Services

1.2.7 – Allied Industries – Specialized Services

1.2.8 – Allied Industries – Emerging and Niche Sectors

1.3 – WHY JOIN REAL-ESTATE SECTOR

1.3.1 – Earning Potential as a Sales Agent – Commission by Amount

1.3.2 – Earning Potential as a Sales Agent – Commission by Percentage

1.3.3 – Earning Potential as a Project Developer

1.4 – WHERE TO INVEST IN 2025?

1.5 – TYPES OF REAL-ESTATE BUSINESSES

1.6 – HOW MARKETING COMPANIES WORK?

1.7 – TYPES OF REAL-ESTATE INVENTORIES

1.7.1 – Residential Properties

1.7.1.1 – Apartment Buildings

a – Apartment Buildings – Studio Apartment

b – Apartment Buildings – Duplex

c – Apartment Buildings – Penthouse

d – Apartment Buildings – Triplex

e – Apartment Buildings – One-Bedroom Apartment

f – Apartment Buildings – Two-bedroom Apartment

1.7.1.2 – Homes

1.7.1.3 – Vacation Homes

1.7.2 – Commercial Buildings

1.7.3 – Industrial Properties

1.7.4 – Mixed-Use Properties

1.7.5 – Agricultural Properties

1.8 – THE BUSINESS BASED DISTRIBUTION

1.8.1 – Horizontal Real-Estate

1.8.2 – Vertical Real-Estate

1.9 – COMPARISON – HORIZONTAL VS VERTICAL REAL-ESTATE BUSINESS

1.10 – KEY TERMINOLOGIES IN REAL-ESTATE

1.10.1 – Jamabandi Form

1.10.2 – Fard

1.10.3 – Sale Deed

1.10.4 – Intekaal

1.10.5 – Haq e Shufa

1.10.6 – Kilabandi

1.10.7 – Khasra Number

1.10.8 – Kita Number

1.10.9 – Khatoni Number

1.10.10 – Gardavari

1.10.11 – Gardavar

1.10.12 – Moza

1.10.13 – Registry

1.10.14 – Shajra

1.10.15 – Sarsahi

1.10.16 – Hiba

1.10.17 – Hadbast Number

1.10.18 – Partal

1.10.19 – Gross Area

1.10.20 – Net Area

1.10.21 – Sellable Area

1.10.22 – NOC (No Objection Certificate)

1.10.23 – Environmental Impact Assessment (EIA)

1.10.24 – Coverage Area

1.10.25 – Setbacks

1.11 – TECHNICAL TERMS IN A PROJECT APPROVAL

1.11.1 – Technical Terms – Right of Way

1.11.2 – Technical Terms – Setback

1.11.3 – Technical Terms – Height Limit

1.11.4 – Technical Terms – Floor Area Ratio