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UNITS 5-6. COMMERCIALIZATION AND REAL ESTATE SALE PROCESS - Coggle Diagram
UNITS 5-6. COMMERCIALIZATION AND REAL ESTATE SALE PROCESS
Real Estate
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.
Developer
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
sale.
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,
Property acquisition
Communication of the Real Estate Offer
Communication goals
● Make the product known.
● Persuade the potential customer.
Remind the current client of the advantages of working
with that company
Communication elements
TRANSMITTER
RECEIVER
Channel
Message
CODE
Feedback
Context
Instruments
Advertising
Advertising media are the mass communication channels through which a message is transmitted (TV, press, radio, ...).
Sale promotion
Advantage (gift, discount,…) given to a target audience. It is not
generally used in the real estate sector.
Public relations
Actions focused on obtaining the support of public opinion:
appearances of the company in mass media,
Merchandising
Techniques to make the product more attractive: paint the walls,
varnish the floor
Salesforce
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
Field work
Recommendations
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.
Customer segmentation
Investment
Residential
Commercial / business
People seek to acquire a residential home:
Negotiation
Second-hand real estate market
New construction
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
number
● 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
data.