Property Brokerage

Property Advisory
Mortgage Advisory
Property Management
Holiday Homes
Interior Designing
Training & Development
 Our Vision

Your satisfaction is our priority. We prioritize a client-centric approach,

focusing on building lasting relationships based on trust and transparency. Our
dedicated team is committed to understanding your unique requirements and
providing personalized solutions that exceed your expectations.

Our track record speaks volumes. Think Realty has successfully facilitated
numerous transactions, earning the trust and loyalty of our clients. Whether you
are a first-time buyer, a seasoned investor, or a property owner looking to sell,
our proven track record demonstrates our commitment to delivering exceptional
results. Choose Think Realty as your real estate partner in Dubai and embark on
a journey where excellence meets innovation. Contact us today to experience the
unparalleled service and expertise that set us apart in Dubai’s dynamic real
estate market. Your dream property is just a step away with Think Realty.

Our vision extends beyond the present. We aim to create a legacy of continual
success, striving to be a key player in Dubai’s real estate industry. Think Realty is
synonymous with trust, quality, and results, ensuring that Dubai is not just a
second home but a place where dreams thrive.

Training & Development

 Why Choose a Career in Real Estate

➢ Business Growth is Up to You: Real estate agents enjoy the flexibility to

determine the growth of their business. Your earnings directly correlate
with your efforts, offering unlimited potential for income.

➢ Competitive Salaries: Unlike fixed monthly or hourly wages, real estate

professionals can earn based on their sales performance. The absence of
income limits serves as a significant incentive, encouraging individuals to
strive for their best in the field.

➢ It's Fast-Paced and Demanding: Working in real estate is dynamic and fast-
paced. The correlation between sales and income adds pressure, but this
pressure contributes to the excitement and energy surrounding the
industry. For those willing to put in the effort, it can be a rewarding and
lucrative career.

➢ It's a Social Job: Building connections and being social are integral aspects
of a real estate agent's role. This career is ideal for professionals who enjoy
networking, establishing relationships, and meeting new people.

➢ It Offers a Lot of Independence: In contrast to many office-centric

corporate jobs, real estate professionals have a significant degree of
independence. Much of the work takes place outside a traditional office
setting, providing autonomy in managing schedules and tasks.

➢ There's Always a Need for Property: Despite market fluctuations, the

perpetual need for property in business and daily living ensures that real
estate agents can navigate economic downturns successfully.

➢ A Day "at the Office" Isn't at the Office: While office time is necessary at
times, real estate agents conduct a substantial portion of their business
outside traditional office spaces. Property visits and meetings at various
locations add variety to the workweek, making the job dynamic and
engaging.
 Why Invest in Real Estate

➢ Opportunity for Cash Flow: Investing in real estate for rental income
provides a popular and lucrative investment strategy. Rental properties not
only generate additional cash flow monthly but also enable the
accumulation of a portfolio of stable, long-term assets, benefiting from
appreciation over the life of the investments.

➢ High Return on Investment: Real estate investing offers the potential for
high returns through buying, renovating, and reselling (house flipping).
While requiring substantial upfront investment, there's significant profit
potential if the right property is chosen. Targeting undervalued buildings in
desirable neighborhoods and renovating them can yield quick returns upon
resale.

➢ Appreciation: Real estate investments benefit from property value

appreciation over time. The initial investment tends to grow, making real
estate an excellent long-term investment due to its consistent appreciation
in value.

➢ Low Volatility: Real estate exhibits lower volatility compared to other

investment types. Unlike stock trading, real estate markets are less prone
to massive overnight shifts. This stability makes real estate an attractive
option for those seeking predictability and stability in their investment
portfolio.

➢ Leverage Your Investment: Real estate investment offers the advantage of

leveraging assets. Leverage involves using borrowed funds to amplify
returns from an investment. This ability to borrow against assets allows for
continued investment, creating a snowball effect that can significantly
boost an investment portfolio when managed effectively.

➢ Passive Income: Beyond rental income, real estate generates passive

wealth through inherent tax benefits and long-term appreciation. With the
right property managers and rental team, the collection of rental income
can be relatively passive, enhancing the overall return on investment.
 Why Invest in Real Estate

Snowball Effect

In summary, real estate investment provides a diverse range of

benefits, including cash flow, high returns, appreciation, low
volatility, leverage opportunities, and passive income. These
factors make real estate an attractive and well-rounded
investment option for various investors.
 Why You Should Invest In Dubai
Strategic Location Safety and Stability
Business-Friendly Policies World-Class Infrastructure
Taxation Quality of Life
High Rental Yields Tourism
Golden Visa Future Growth Prospects

➢ Strategic Location: Dubai’s location at the crossroads of Europe, Asia,

and Africa has been a hub for trade and commerce for centuries. The
city’s strategic location on the Arabian Peninsula, with access to the
Persian Gulf, has made it a natural gateway to the Middle East, Asia,
and Africa.

Dubai’s government has leveraged the city’s strategic location to develop a

world-class logistics and transportation infrastructure. The city’s ports and
airports are among the busiest in the world, providing easy access to global
markets for businesses based in Dubai.

➢ Business-Friendly Policies: Dubai’s government has implemented

several business-friendly policies that have made it an attractive
destination for entrepreneurs and investors. The city offers a range of
incentives, including tax exemptions, free trade zones, and streamlined
regulations, to encourage foreign investment and business activity.

Dubai is home to several free trade zones that offer 100% foreign
ownership and exemption from corporate taxes, import and export duties,
and personal income tax. These zones provide a favorable business
environment for companies looking to establish a presence in the Middle
East.

➢ Taxation: Dubai’s tax system is one of the most favorable in the world,
with no personal income tax. This allows individuals to keep more of
their earnings.
 Why You Should Invest In Dubai

➢ High Rental Yields: Dubai has a vibrant real estate market, and property
prices have been steadily increasing in recent years. This, combined
with high demand for rental properties, has created a favorable
environment for investors looking to generate rental income.

In fact, rental yields in Dubai are typically higher than in many other major
cities around the world. According to recent research, rental yields in Dubai
can be as high as 7-8%, compared to 4-5% in London, 3-4% in New York,
and 2-3% in Sydney.

➢ Golden Visa: Dubai offers a Golden Visa program for investors, granting
them long-term residency and other benefits. This program makes it
easier for investors to establish a base in Dubai and enjoy the many
benefits the city has to offer. With a 2 Million investment in Real Estate,
investors can get a 10-year golden visa.

➢ Safety And Stability: Dubai is voted to be one of the safest cities in the
world, with low crime rates and a strong security presence. Investors
can feel confident knowing their investments and assets are secure.

Additionally, Dubai is known for its political stability, making it a safe place
to invest. The city has a well-established legal system that protects the
rights of investors and provides a stable business environment.

➢ World-Class Infrastructure: Dubai’s infrastructure is undoubtedly one

of the best in the world, with the city investing heavily in modern
transportation, energy, and telecommunication systems. The
government has been committed to building and maintaining an
infrastructure that supports and enhances the city’s economic growth,
making it an ideal place for businesses to operate.
 Why You Should Invest In Dubai

➢ Quality Of Life: Dubai offers an outstanding quality of life for residents

and visitors, with its modern infrastructure, world-class healthcare
facilities, and an excellent education system. The city’s healthcare
system is among the best in the world, with state-of-the-art hospitals
and medical centers that offer high-quality medical care. Moreover,
Dubai is home to several international schools and universities,
providing access to quality education for students from around the
world.

The city also boasts a diverse and vibrant cultural scene, with a range of
museums, art galleries, and cultural events that showcase the history and
heritage of the region.

➢ Tourism: Dubai is one of the most popular tourist destinations in the

world, attracting millions of visitors each year. The city offers a range of
attractions, from luxury shopping and dining to adventure sports and
cultural experiences. The city’s landmarks, including the Burj Khalifa, the
Dubai Mall, and the Palm Jumeirah, are some of the most famous
tourist attractions in the world.

➢ Future Growth Prospects: Dubai’s economy is projected to continue

growing over the coming years, with a focus on diversification and
innovation. The city’s strategic location at the crossroads of major
global trade routes makes it an ideal hub for international business and
commerce.

Dubai has been focused on developing several key sectors, including

healthcare, technology, and renewable energy, to ensure sustainable
economic growth in the long term. The city’s leadership has also placed a
strong emphasis on innovation, investing in research and development
initiatives to support new industries and technologies.
United •

•
President: Mohammed bin Zayed Al
Nahyan
Religion: Islam
• Language: Arabic

Arab •
•
•
Resources: Oil & Gas
Property Tax: 0%
UAE’s Population: 9.8M

Emirates •
•
Nationalities: 200+
Populous Emirates: Dubai

The UAE is a Federation of Seven Emirates.

1. Abu Dhabi
2. Ajman
3. Dubai
4. Fujairah
5. Ras al-Khaimah
6. Sharjah
7. Umm al-Quwain Abu

Dhabi is the capital of the UAE and the largest emirate by area. Dubai is
the most populous emirate and is a major financial and tourist center

Training & Development

Training & Development
Training & Development
Training & Development
 Index scores
for the
housing
markets of
select cities,
2023

Training & Development

 Index scores
for the
housing
markets of
select cities,
2023

Training & Development

 Real Estate - Terminology
➢ Listings: Listing is a property that is for sale or rent. Listings are typically
advertised online or in print and include information about the property,
such as the address, price, size, and features.

➢ Leads: A lead is a potential buyer or renter who has expressed interest

in a property. Leads can be generated through a variety of channels,
such as online advertising, direct mail, and cold calling.

➢ Inventory: The number of properties that are available for sale or rent at
a given time.

➢ ROI: Return on investment measures how much money, or profit, is

made on an investment as a percentage of the cost of that investment.

To calculate the percentage ROI for a cash purchase, take the net profit or net
gain on the investment and divide it by the original cost.

ROI = Gain on Investment / Total Cost of Investment

➢ ROE: Return on equity measures how much money or profit is made on

the money invested (equity).

ROE = Gains on investment / Equity Rental Yield

• Gross Rental Yield

• Net Rental Yield
Gross Rental Yield = (Annual Rental Income / Property Value) x 100
Net Rental Yield = (Annual Rental Income - Operating Expenses) / Property
Value) x 100

Training & Development

 Real Estate - Terminology
➢ How do you convert square meters to square feet?
1 square meter is approximately equal to 10.764 square feet.
So, to convert square meters to square feet, you can multiply the area in
square meters by 10.764.

For example:
Area in square feet = Area in square meters × 10.764
And divide if conversion is from square feet to square meter

➢ Price Per Square Foot

The price per square foot real estate formula can be useful when
comparing investments.
Price Per Square Foot = Market Value of Property / Property Square
Footage

➢ How do you calculate a percentage?

To calculate a percentage, you typically divide the part (the smaller value)
by the whole (the larger value), and then multiply the result by 100.

Training & Development

 The types of properties in the UAE are categorised into two;

1. Residential properties
2. Commercial properties

Types of Residential Properties in the UAE

Apartments: An apartment is a unit of a residential building. Such
property in the UAE is available in different configurations, ranging from
studio apartments to multi-bedroom units.

Villas: They are standalone houses meaning they are completely separate
from any other buildings.

Penthouses: A penthouse is on the top floor of the apartment building.

This type of property is often a luxuriously-fitted unit with exclusive
amenities, offering a posh lifestyle. Such amenities include private
elevators, sky-high pools, rooftop gardens, and an elegant interior.

Duplexes: In a residential building having apartment of two floors

connected through a staircase is termed a duplex house.

Lofts: Its an apartment type having a high ceiling than usual apartments.

Townhouses: Townhouses are multi-floor houses sharing one or more

walls with adjacent properties. Each townhouse has a separate entrance
even if they share a common wall.

Training & Development

 Types of Commercial properties in the UAE
Offices:
Shops:
Factories:
Showrooms:

Co-Working Spaces: Co-working spaces have gained popularity among

entrepreneurs and business start-ups. It is a place where people assemble
and work independently in a neutral space.

Warehouses: Warehouses are large storage spaces where goods are

stored before their distribution. Such commercial types of properties in
the UAE can also be used to run small-scale manufacturing processes.

Labour Camps: Labour camps in the UAE are commercial properties that
offer a cost-effective solution to provide staff accommodation

Commercial Villas: Commercial villas can be opted for creating a private

office space for a venture, or they can be used as a place to display your
products for marketing.

Lands And Plots: Commercial lands can be easily found in the UAE,
broadly classified into two main types – mixed-use land and industrial
land.

Training & Development

 Concepts, Definitions & Market Players (RERA)

➢ DLD, market regulators and educators.

➢ The main systems and registers.
➢ Registration Trustees.
➢ Types of Ownership: Freehold vs. Leasehold.

Dubai Land Department (DLD)

DLD is a government organization, established on January 24th, 1960, to oversee

affairs related to lands and private properties in the emirate of Dubai, to register
these lands and properties in a systematic and effective manner and to safeguard
the rights of people.
DLD vision is to be the global leading real estate environment to attract
investments. DLD mission is to create a real estate environment which applies best
practice international standards to guarantee all stakeholders rights and
contributes to the development of society by:

➢ Developing and applying clear and transparent real estate regulations.

➢ Providing distinctive and efficient real estate services that help attract
investment into the sector.
➢ Increasing real estate knowledge.

Real Estate Regulatory Agency (RERA)

The Real Estate Regulatory Agency was established because of a law issued by His
Highness Sheikh Mohammed bin Rashid Al Maktoum, UAE Vice President, Prime
Minister and Ruler of Dubai, in 2007. Supported by the Dubai Land Department,
RERA plays a key and executive role in the regulation of Dubai's real estate scene.
Despite being a young entity and with the help of a qualified national staff, RERA
has managed to register all real estate development s and brokerage companies in
the emirate.

Training & Development

 Concepts, Definitions & Market Players (RERA)

RERA Role is:

➢ Licensing all real estate activities

➢ Managing real estate developers' trust accounts
➢ Licensing and organizing real estate agents
➢ Regulating and registering Rental Agreements
➢ Regulating and supervising the owner’s associations
➢ Regulating real estate advertisements in the media
➢ Regulating and licensing Real estate exhibitions
➢ Enhancing national participation in the real estate sector
➢ Increasing real estate awareness

Dubai Real Estate Institute (DREI)

DREI is the educational arm of Dubai Land Department. DREI's vision is to

become the leading international benchmark in spreading and sustaining real
estate knowledge.

DREI's objectives are:

➢ Provision of advanced and high quality programs in collaboration with

internationally recognized universities.
➢ Publishing researches and provision of property related consultations to the
public and private sector.
➢ Enhancing communications among all stakeholders.
➢ Empowering society by disseminating real estate knowledge.

Training & Development

 Concepts, Definitions & Market Players (RERA)

Rental Dispute Settlement Center (RDC)

The Rental Dispute Center, based at Dubai Land Department was moved under
the umbrella of DLD through Decree No 26 of 2013. The Center employs
mechanisms characterized by flexibility, speed and efficiency to facilitate
accuracy, impartiality and transparency when dealing with settlement issues
relating to rentals in Dubai real estate market.

Decree No. (21) of 2013

"Setting up a Special Judicial Committee for the liquidation of cancelled property

projects in the emirate of Dubai, and the settlement of rights disputes related to
such projects."

The Special Judicial Committee is tasked with the settlement of disputes between
property developers and investors over cancelled projects, in addition to the
liquidation of projects that have been decisively cancelled by the Real Estate
Regulatory Agency (RERA) as per Law No. (13) of 2008 and its regulations. The
committee is made up of at least 3 judges from the Dubai Courts.

The settlement of rights disputes, grievances and complaints will be carried out
noting that settlement fees will be deducted.

Training & Development

 Concepts, Definitions & Market Players (RERA)

Training & Development

 Concepts, Definitions & Market Players (RERA)

Ejari.ae
All new leases must be registered with the Real Estate Regulatory Agency
(RERA) online.

According to clause # 14 of RERA'S "Unified Tenancy Contract" landlords

are responsible for registering the Tenancy Contract with Ejari immediately
after the lease is signed. However, it's a common practice in Dubai that
tenants pay the related cost as it is required for visa renewals, connecting
DEWA, Etisalat / Du phone, etc...).

Training & Development

 Concepts, Definitions & Market Players (RERA)

Training & Development

 Concepts, Definitions & Market Players (RERA)

Training & Development

 Concepts, Definitions & Market Players (RERA)

What is the profession of Registration Trustee?

The aim of this service is to execute and complete client's transactions

outside DLD's working hours through a number of offices licensed by the
DLD, in order to facilitate and accelerate the process of property
registration for investors.

The new system will accelerate the transaction processing. The Tabu
system is responsible for conducting many real estate procedures such as
Selling, registering Mortgages .. on a daily basis.

The trustee must be a legally qualified UAE national.

Property Ownership Types

There are two types of real estate ownership in Dubai:

1- Leasehold (also known as long-term lease): Under this type, the buyer
holds the property anywhere over 10 up to 99 years after which time the
property is returned to the land owner. In 2001, the Dubai government
agreed to allow expats to own real estate on such basis. This was limited to
particular projects in Dubai.

2. Freehold: It is where the buyer becomes the owner of the property and
the land forever. In May 2002, the crown prince of Dubai, Sheikh
Mohammed bin Rashid Al Maktoum, issued a decree allowing foreigners to
buy property on freehold basis. This is limited to specific areas in Dubai,
known as designated areas. Sheikh Maktoum's decree sparked a real estate
boom in Dubai's property sector.

Training & Development

 Concepts, Definitions & Market Players (RERA)

Leasehold Vs. Freehold

Important facts:

➢ In Freehold you own the property and land FOREVER. Foreign

nationals are permitted to own freehold property in "designated
areas" approved by the Ruler of Dubai from time to time. Presently,
there are over 24 designated areas approved for foreign ownership.
(Regulation No. 3 of 2006)

➢ In Leasehold you own the property, but not the land. Leasehold
ownership is anywhere from over 10 years up to 99 years. Foreign
nationals are only permitted to enter into a long term lease of all
properties located in "designated areas" of Dubai as determined by
the Ruler of Dubai. Long leases cannot exceed 99 years and must
be registered in the Real Property Register in the Dubai Land
Department pursuant to the requirements of Article 9 of Dubai Law
No. 7 of 2006.

➢ It is important to note that the Tenancy Laws are not applicable

over long term leases (leasehold) and the RDC does not have
jurisdiction over long term lease disputes.

➢ Citizens of the GCC are not considered foreigners.

➢ Both ownership (freehold and leasehold) types give the flexibility to

owners to live-in, rent out, modify, sell and for inheritance by heirs
(In Leasehold it will be based on the remaining life of the lease).

Training & Development

 Important RERA Forms in Dubai

FORM A – AGENCY CONTRACT AGREEMENT/LISTING FORM: This is one of

the important RERA forms required for selling a property. Once a seller has found
the agent who wants to advertise their property, the seller and listing agent must
sign RERA Form A.

FORM B – BUYER’S AGENT AGREEMENT: This is one of the RERA forms that
must be signed when the buyer appoints an agent to find a property for sale. It’s
essential to appoint a RERA-certified real estate agent who can show you the
properties based on your requirements and budget.

FORM I – AGENCY AGREEMENT: Form I is an agreement between two agents

who act on behalf of the buyer and the seller. The form protects the agent’s
rights, listings, and clients. Form I also ensures a professional relationship between
two or more agents.

FORM F – CONTRACT OF SALE: RERA Form F, known as the Memorandum of

Understanding, is one of Dubai’s most important real estate forms. Form F by
RERA Dubai is the purchase agreement between the seller and the buyer. The
form is signed once the buyer has chosen the property and a price has been
decided between the two parties.

WHY ARE RERA FORMS IMPORTANT?

No real estate transaction is complete without

duly filled, valid RERA Forms. Also, these forms
protect the rights of every party
involved in the deal.

Training & Development

 The 6 Steps of a Sales Cycle

01 Source a Listing

02 Prospecting

03 Meeting/Viewing

04 Qualification

05 Offer/Negotiation

06 Closing

Training & Development

 The 6 Steps of a Sales Cycle

01 Source a Listing

In real estate, a listing is a contract between a

What is property owner and a real estate broker that
authorizes the broker to represent the seller
and find a buyer for the property. The listing
Listing? agreement typically specifies the terms of the
sale, such as the price, the commission, and the
closing date.

Types of Listing Contracts:

• Exclusive Listing Agreement: gives the broker the exclusive right to sell
the property. This means that the seller cannot list the property with
any other brokers. If the property is sold during the term of the listing
agreement, the broker is entitled to a commission, regardless of who
finds the buyer.

• Non-exclusive Listing Agreement: gives the seller the right to list the
property with multiple brokers. This means that the seller can list the
property with as many brokers as they want. If the property is sold
during the term of the listing agreement, the seller is only obligated to
pay a commission to the broker who actually finds the buyer.

Training & Development

 The 6 Steps of a Sales Cycle

01 Source a Listing

Types of Listing? Property Status

1. Primary 1. Offplan Primary
2. Secondary 2. Offplan Secondary
3. Rental 3. Ready Secondary
4. Rental

Required documents for Listing:

Based on the type of property, you will have to upload the
appropriate documentation to get started.

• NOC for
Rental
• Form A for
Sale

Training & Development

 The 6 Steps of a Sales Cycle

What is?
1. Oqood:
2. Title Deed:
3. Emirate ID:
4. Handover Certificate:

Oqood & Title deed: In case of an off-plan property purchase, i.e. the
acquisition of a property that has not been completed yet, the buyer will be
registered in the so-called Interim Real Estate Register kept by the Dubai
Land Department. The proof of such registration is called Oqood. Once the
property has been completed or if a buyer acquires a finished property, the
buyer will be entered as owner of the property in the Real Estate Register.
Based on such entry, he will receive a Title deed. With Oqood and title
deed, respectively, a buyer can prove his right to property.

Emirate ID: The Emirates identity card is the United Arab Emirates' national
identity card issued and operated by the Federal Authority for Identity and
Citizenship. Enrollment in the program is mandatory by law for all citizens
and residents of the UAE.

Handover Certificate: A handover certificate is a document that is issued by

the developer to the buyer of a property, once the property has been
completed and is ready for handover. The handover certificate is proof that
the property has been completed to the required standards and that the
buyer can now take possession of the property.

Training & Development

 The 6 Steps of a Sales Cycle

Training & Development

 The 6 Steps of a Sales Cycle

Training & Development

 The 6 Steps of a Sales Cycle

02 Prospecting

Ways of prospecting:

➢ Cold Calling
➢ Advertisement
➢ Networking
➢ Referrals
➢ Stay in touch with existing clients

What is Cold Calling?

Cold calling is a sales tactic where an agent contacts potential customers
who have not expressed interest in their service. In the context of real
estate, cold calling involves calling potential buyers or renters who have
not yet expressed interest in buying or renting a property. It can be an
effective way to generate leads.

• Do your research: Before you start cold calling, it is important to do your

research and learn as much as you can about the area you are calling. This
will help your pitch to the specific needs of the potential client.

• Be prepared: You have to be well-prepared that how you can introduce

yourself. The voice should be clear, concise, and informative. Don’t
introduce the company at the start, if you think the client is interested
you can introduce your company or disclose the company name.

Training & Development

 The 6 Steps of a Sales Cycle

• Be persistent: Not everyone you call will be interested in your services.

However, it is important to be persistent and to keep calling until you find
a few potential leads.

• Be professional: Always be professional and respectful when you are cold

calling. Remember that you are calling someone who has not expressed
interest in your services, so it is important to make a good first
impression.

The objections to cold calling in Real Estate

1. Listen actively and understand the objection. Don't just listen to the words
that the person is saying, but also listen to the tone of their voice and body
language. This will help you to understand the real objection, which may not be
what they are explicitly saying.

2. Validate the person's concern. Once you understand the objection, validate it
by saying something like, "I understand that you're concerned about [objection]."
This shows that you're listening and that you care about their concerns.

3. Address the objection directly. Once you've validated the objection, address it
directly. This may involve providing more information, answering questions, or
offering a solution.

4. Be persistent but not pushy. It's important to be persistent when cold calling,
but you don't want to be pushy. If the person is still not interested, thank them
for their time and move on.

5. Follow up. If the person is still interested, but not ready to move forward,
follow up with them later. This shows that you're serious about helping them and
that you're not just trying to make a quick sale.

Training & Development

 The 6 Steps of a Sales Cycle

Networking with
other Professionals
(Brokers)

How to network with other Real Estate Agents in your community

➢Attend Launching Events

➢Reach out to other agents
➢Be helpful and supportive
➢Be willing to collaborate

How to use social media to network with other Real Estate Agents

➢Join real estate groups

➢Post interesting content
➢Comment on other agents' posts
➢Attend real estate meetups

Potential challenges and precautions to consider before working with Real

Estate Agents

➢Competition: Real estate agents are often competing with each other for
the same clients. If you're working with another agent, make sure that
you're both on the same page and that you're not trying to undercut each
other.

Training & Development

 The 6 Steps of a Sales Cycle

➢ Confidentiality: When you're working with another agent, you're sharing

confidential information about your clients. Make sure that you trust the
agent and that they're committed to keeping your clients' information
confidential.

➢ Commission: When you're working with another agent, you'll need to

agree on a commission split. Make sure that you're both comfortable with
the split and that it's fair to both parties.

➢ Communication: It's important to communicate effectively with the agent

you're working with. Make sure that you're both on the same page about
the process and that you're keeping each other updated on your
progress.

➢ Disputes: If there are any disputes between you and the agent
you're working with, it’s important to have a plan for resolving them.
Make sure that you have a clear understanding of the terms of your
agreement and that you're both committed to resolving any disputes
in a professional manner.

➢Be clear about your expectations

➢Be professional
➢Be prepared to compromise
➢Be willing to walk away

Training & Development

 The 6 Steps of a Sales Cycle

Advertisement: In Dubai's competitive market, reaching a wider audience is

crucial. Utilize online portals like Property Finder, Bayut, and
Dubizzle. Optimize listings with clear descriptions, high-quality photos, and
virtual tours. Utilize social media platforms like Facebook and Instagram to
reach potential buyers and renters

Portals

Ranking:

A. Signature A. Premium A. Premium

B. Hot B. Featured B. Featured
C. Standard C. Standard C. Standard

Referrals: Encourage satisfied clients to refer your services to their network.

Word-of-mouth recommendations are powerful and can significantly boost
your business.

Stay in Touch with Existing Clients: Regularly communicate with your current
clients to nurture the relationship. Keep them informed about market
updates, industry trends, and any new services you offer. This not only
strengthens your bond but also increases the likelihood of repeat business
and referrals.

Training & Development

 The 6 Steps of a Sales Cycle

What is
LEAD Lead Qualification

Lead is a potential customer who has expressed an interest in buying or

selling a property. Leads can come from a variety of sources, such as online
listings, cold calling, Bayut, Dubizzle, Property Finder, Social Media
campaigns, or referrals.

➢ Be Responsive: Respond to the lead's inquiries promptly and

professionally. This will show them that you're interested in helping
them.

➢ Follow up: Don't just reach out to the lead once and then disappear. Stay
in touch with them throughout the home buying or selling process to
provide updates and answer any questions they may have.
➢
Be Patient: It takes time to convert a lead into a deal. Don't get
discouraged if you don't close a deal right away. Just keep working hard
and providing value to your leads, and eventually, you'll start to see
results.

Training & Development

 The 6 Steps of a Sales Cycle

03 Meeting/Viewing

➢ Prepare the Property: Ensure the property is clean, well-maintained, and

staged appropriately. A well-presented property creates a positive first
impression.

➢ Be Punctual: Arrive on time for the meeting to demonstrate professionalism

and respect for the client's time.

➢ Know the Property: Familiarize yourself with the property's features,

specifications, and any relevant details. This helps in effectively showcasing
the property during the viewing.

➢ Create a Warm Welcome: Greet clients warmly and make them feel
comfortable. A friendly and welcoming demeanor can set a positive tone for
the viewing.

➢ Highlight Key Features: Emphasize the unique selling points and key features
of the property. Discuss aspects that align with the client's preferences and
needs.

➢ Encourage Questions: Invite clients to ask questions and provide detailed,

honest answers. Transparency builds trust and helps clients make informed
decisions.

➢ Address Concerns: Be proactive in addressing any concerns or potential

issues. Offering solutions or clarifications during the meeting can alleviate
client apprehensions.

Training & Development

 The 6 Steps of a Sales Cycle

➢ Offer Insights: Share relevant market insights, neighborhood information, and

future development plans. This demonstrates your expertise and adds value
to the client's decision-making process.

➢ Provide Space: Allow clients sufficient time and space to explore the property
on their own. This helps them envision themselves in the space.

➢ Follow Up: After the viewing, follow up with the clients to gather feedback
and answer any additional questions. This communication reinforces your
commitment to their needs.

Training & Development

 The 6 Steps of a Sales Cycle

04 Lead Qualification

01

02

03

04

05

Training & Development

 The 6 Steps of a Sales Cycle

04 Lead Qualification

06

07

08

09

10

Training & Development

 The 6 Steps of a Sales Cycle

05 Offer/Negotiation

How to Negotiate?
✓ Research the prospect's needs and preferences.
✓ Start with a friendly introduction and build rapport.
✓ Clearly present the value of your real estate services.
✓ Listen actively to understand their requirements.
✓ Address objections with relevant information.
✓ Highlight unique selling points of the property.
✓ Be open to negotiating on price and terms.
✓ Offer incentives or special deals if possible.
✓ Set clear next steps for further discussion.
✓ Follow-ups after the call to maintain engagement.

Training & Development

 The 6 Steps of a Sales Cycle

05 Offer/Negotiation

How to Negotiate a Contract as a Real

Estate Agent in Dubai
• Do Your Research: Before you start negotiating, it's
important to do your research and understand the market
value of the property. This will help you to set realistic
expectations and negotiate from a position of strength.

• Be Prepared to Walk Away: If you're not happy with the

terms of the contract, be prepared to walk away. This will
show the other party that you're serious about getting a
good deal.

• Be Flexible: Don't be afraid to compromise. Sometimes, the

best way to get what you want is to be willing to give a little
on something else.

• Be Professional: Even if the negotiations are tough, it's

important to stay professional. This means being respectful,
honest, and transparent.

Training & Development

 The 6 Steps of a Sales Cycle

• Stay Calm: It's important to stay calm during difficult

negotiations. If you get emotional, the other party is more
likely to take advantage of you.

• Listen Carefully: It's important to listen carefully to what the

other party is saying. This will help you to understand their
point of view and come up with a solution that works for
both of you.

• Be Creative: Sometimes, the best way to resolve a difficult

negotiation is to be creative. Come up with solutions that are
outside the box and that both parties can agree on.

• Be Willing to Compromise: If you're not willing to

compromise, you're not likely to reach an agreement. Be
willing to give a little on something in order to get what you
want on something else.

• Use a Mediator: If the negotiations are getting too difficult,

you may want to use a mediator. A mediator is a neutral third
party who can help you to reach an agreement.

Training & Development

 The 6 Steps of a Sales Cycle

Training & Development

Training & Development
 06 Closing

Closing a real estate deal isn't

just about signatures on paper;
it's the culmination of trust,
expertise, and dedication, turning
properties into the stages for
life's stories.

• Build rapport with the client: It's

important to build rapport with the client
before you try to close a deal. This means
getting to know them and understanding
their needs.

Training & Development

 The 6 Steps of a Sales Cycle

• Be prepared: Make sure that you're prepared to answer any questions

the client may have. This includes being familiar with the property, the
market, and the financing process.

• Be confident: It's important to be confident when you're trying to close a

deal. This will help to convince the client that you're the right person for
the job.

• Be persistent: Don't give up if you don't close the deal on the first try.
Keep following up with the client and working to build their trust.

• Be flexible: Be willing to work with the client to find a solution that

works for everyone. This may mean adjusting the asking price or the
terms of the contract.

• Send a thank-you note: After you close a deal, be sure to send a thank
you note to the client. This is a great way to show
your appreciation and to keep the
lines of communication open.

• Stay in touch: Even after the deal is

closed, it's important to stay in touch with
the client. This could involve sending them
market updates or inviting them to events.

Training & Development

 The 6 Steps of a Sales Cycle

• Ask for referrals: When you're closing a deal, be sure to ask the client for
referrals. This is a great way to get new business and to build your
reputation.

• Be responsive: If the client has any questions or concerns, be sure to

respond promptly. This will show them that you're reliable and that you're
committed to their success.

• Be honest and transparent: Always be honest and transparent with your

clients. This will build trust and credibility.

• Go the extra mile: Be willing to go the extra mile for your clients. This
could involve helping them find financing or negotiating on their behalf.

• Be responsive: Always be responsive to your clients' needs. This means

answering their questions promptly and addressing their concerns.

• Be proactive: Don't wait for clients to come to you. Be proactive in

reaching out to them and staying in touch.

• Be grateful: Always be grateful for your clients' business. This will show
them that you appreciate them and that you're committed to their success.

Training & Development

 The 6 Steps of a Sales Cycle
TECHNIQUES FOR OBJECTION HANDLING

Training & Development

 TECHNIQUES FOR OBJECTION HANDLING

Training & Development

 TECHNIQUES FOR OBJECTION HANDLING

Training & Development

 Congratulations !

You have successfully completed the

training module. You are now trained
on the latest market trends and best
practices.