COURSE OVERVIEW

This specialization course focuses on providing conceptual and practical guidance on sales planning and management in real estate.

The process for specialization in sales takes one through the different phases of the sales planning process, lead nurturing (prospecting), conversion, pricing, creation offer, budgeting, customer life cycle in the real estate industry and keeping attention on the connection to the strategy of your company/brand.

Concepts discussed in this course aim to support the analysis on how to plan sales in alignment with the strategic guidelines of the company.

The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company.

This course suitable for both budding and professional realtors or real estate entrepreneurs who want to increase their ability to convert leads into paying customers and increase the value/volume of transaction of their existing customers through irresistible offer creation.