Real Estate Management

1
Real Estate Management

• Strategies For Success in Global Real Estate
  Management and Investment

2
About the Trainer

• Dr. Matt Fagerness has an extensive background in
  real estate investment and real estate education
• Instructional coaching in real estate investment
  and presentation of a 3-day training on real
  estate sales and negotiation
• Director of Education for Blu International
  Realty since 2004

3
Training Mission

• The objective of this training program is to
  guide business-minded professionals interested in
  the field of real estate into a path towards
  their ultimate success.
• The training will help you to maximize your
  ability to profit and grow your businesses
  through real estate management and investment.

4
Tell Me More About You

• Please briefly introduce yourself and provide the
  following information
• Where you are from
• What type of business you currently conduct
• What about real estate most interests you

5
Workshop Format

• The primary format will be lecture, broken down
  into 4-5 sessions each day
• I believe in the Socratic instruction method,
  which involves class interaction and involvement
• Please feel free to write down questions that you
  have and we will address questions at the end of
  each instructional session

6
Workshop Philosophy

• There is a lot to be learned about
  starting/running a real estate business
• I also believe that learning should be fun so
  prepare to enjoy yourself as we discuss the many
  topics the workshop has to offer

7
Training Outline

• Primary Topics of Discussion
• Real Estate Sales and Marketing (Day 1)
• Real Estate Customer Service Techniques (Day 2)
• Property Management and Investment (Day 3)

8
Training Outline (Day 1)

• Real Estate Sales and Marketing
• Understanding basic real estate market trends
• Understanding the needs of buyers and sellers
• Modern real estate marketing techniques
• Real estate sales and negotiation skills
• Sales skills earn both listings and closings
• Closing techniques
• Proper communications in real estate
• Becoming an effective salesperson and developing
  effective real estate associates

9
Training Outline (Day 2)

• Real Estate Customer Service Techniques
• Self-evaluation and knowing how to evaluate
  others
• Business conversation that leads to satisfied
  customers
• Attracting potential customers/clients
• Customer satisfaction vs. customer loyalty
• Maintaining customers/clients for life
• Value added services for real estate companies
• Business management that maintains customer
  satisfaction
• Managing associates and overcoming challenges

10
Training Outline (Day 3)

• Property Management and Investment
• Economic cycles and their impact on regional
  market trends
• Building a professional real estate team
• Property valuation and strategy
• Property maintenance
• Personnel management
• Property investment and development
• Maximizing property revenue and profitability
• Building strategic agreements through negotiation
  and partnerships

11
Real Estate Basics

• Real estate has always been a valuable commodity
• Basic human needs
• Breathable air
• Water
• Food
• Shelter
• In addition to having marketability as a place to
  live or do business, real estate is also a
  valuable investment when properly purchased
• Most consumers need and use professional
  assistance when pursuing real estate

12
Ways to Profit from Real Estate

• Operation of a real estate brokerage that manages
  purchase and sale transactions
• Residential/commercial property sales
• Functioning as an associate for a real estate
  brokerage (sales commissions)
• Investing in real estate
• Monthly cash flow
• Property appreciation (value addition to an
  asset)
• Tax benefits
• Real estate development
• Pursuing optimum use for land or an existing
  property

13
Basic Real Estate Commodities

• Residential real estate
• Single home units
• Townhomes/condominiums
• Apartment buildings
• Commercial real estate
• Office buildings
• Warehouses/storage
• Retail shops
• Hotels
• Entertainment facilities
• Combinations (e.g. residential golf course
  communities)

14
The Role of Real Estate Companies

• Real estate companies serve a variety of
  functions within the realm of real estate
• Coordinating the purchase and sale of real estate
• Marketing properties for developers
• Providing and updating market information
• Coordinating purchases and management of
  properties for investors
• Investigating new areas for real estate
  development
• Value added services (e.g. relocation management)
• Specialization in either residential or
  commercial real estate

15
Important Questions to Ask

• As a professional who is interested in real
  estate, you must ask yourself the following
• In what specific type of real estate am I most
  interested?
• To what types of clients do I want to market my
  services?
• In what areas of specialization do I want to
  focus?
• Is my purpose to acquire real estate of my own or
  do I want to assist others in finding it? Or
  both?
• How soon do I want to get involved in real
  estate?
• What is my primary objective?
• Building residual cash flow
• Building assets
• Managing a profitable business with consistent
  revenue

16
Focus Areas of This Workshop

• This real estate management workshop will provide
  you with critical information that will allow you
  to
• Pursue starting a real estate company of your own
• Understand the foundations of real estate for
  your own benefit or for the benefit of your
  clients
• Understand the intricacies of real estate
  valuation and investment
• The objective is to enable you to pursue most any
  kind of real estate pursuit
• Your ideal real estate pursuit should ideally
  match your overall business objectives so be
  mindful of your goals and desired results as we
  proceed.