UNITS 5-6. COMMERCIALIZATION AND REAL ESTATE SALE PROCESS - Coggle Diagram
UNITS 5-6. COMMERCIALIZATION AND REAL ESTATE SALE PROCESS
Real estate is any fixed building that cannot be moved, but can be used
and inhabited by a user.
The intermediary in the sale of real estate: THE REALTOR.
Real Estate Agent
Is a person who carries out mediation activities in the sale, exchange, transfer, assignment and rent of real estate.
The Real Estate Portfolio: developers and agents
Offer: products and services that are for sale.
Portfolio: set of products / services offered by a company for
Developer: offices, premises, homes, industrial units.
Real Estate Agencies: new construction, second-hand homes for sale.
Filters used for sale: they allow selecting products from a
line, according to key characteristics: price, area, rooms,
Communication of the Real Estate Offer
● Make the product known.
● Persuade the potential customer.
Remind the current client of the advantages of working
with that company
Advertising media are the mass communication channels through which a message is transmitted (TV, press, radio, ...).
Advantage (gift, discount,…) given to a target audience. It is not
generally used in the real estate sector.
Actions focused on obtaining the support of public opinion:
appearances of the company in mass media,
Techniques to make the product more attractive: paint the walls,
varnish the floor
Agents who personally represent the company's image. It should betaken into account when recruiting them.
Customer Centered Selling
Customer acquisition: our marketing campaigns should position us so that we differentiate ourselves from other agencies and that
Real estate fairs
Presence on the web
Potential customer or home prospector: people who intend to buy rent a property and are analyzing options before deciding.
Commercial / business
People seek to acquire a residential home:
Second-hand real estate market
Variables that influence the negotiation:
● Urgency of the sale / purchase.
● The length of time the home has been for sale.
● Sales arguments: highlights (area, improvements, furniture, ...).
Regulations on Data Protection
Basic level: identity of the individual, tax identification
● Medium level: economic situation, tax and financial data
● High level: health data and ideology.
Obligations of the real estate agency in terms of data protection:
● Identify the files that contain personal data.
● Identify the level of data security.
● Preparation of the security document.
● Give train to the person responsible for the file.
Inform about the existence of the files and the owners of the