eg ongteco realty

1. E.G. ONGTECO REALTY
AND BROKERAGE
SERVICES
AN INTRODUCTION TO THE WORLD OF REAL
ESTATE SERVICES
By: ONGTECO, ERIKA THERESE GONZAGA

3. What is a REAL ESTATE AGENT?
Rent, buy, or sell property for
clients. Perform duties, such as
study property listings, interview
prospective clients, accompany
clients to property site, discuss
conditions of sale. Assists the client
from RESERVATION TO TURN
OVER OF THEIR UNITS.

4. Real Estate Service Practitioners
1. Real estate consultant - a duly registered and licensed -
natural person who, for a professional fee, compensation or
other valuable consideration, offers or renders professional
advice and judgment on: (i) the acquisition, enhancement,
preservation, utilization or disposition of lands or
improvements thereon; and (ii) the conception, planning,
management and development of real estate projects.
2. Real estate appraiser— a duly registered and
licensed natural person who, for a professional fee,
compensation or other valuable consideration, performs or
renders, or offers to perform services in estimating and
arriving at an opinion of or acts as an expert on real estate
values, such services of which shall be finally rendered by
the preparation of the report in acceptable written form.

5. Real estate assessor ; a duly registered and licensed natural person
who works in a local government unit and performs appraisal and
assessment of real properties, including plants, equipment, and
machineries, essentially for taxation purposes.
Real estate broker - a duly registered and licensed natural person
who, for a professional fee, commission or other valuable
consideration, acts as an agent of a party in a real estate transaction
to offer, advertise, solicit, list, promote, mediate, negotiate or effect
the meeting of the minds on the sale, purchase, exchange,
mortgage, lease or joint venture, or other similar transactions on real
estate or any interest therein.
REAL ESTATE SALESPERSONS - a duly accredited
natural person who performs service for, and in behalf of. a
real estate broker who is registered and licensed by the
Professional Regulatory Board of Real Estate Service for or in
expectation of a share in the commission, professional fee,
compensation or other valuable consideration.

6. THE SELLING CYCLE
PROSPECTING
PROBING
PRESENTATION
HANDLING
OBJECTIONS
CLOSING

7. PROSPECTING
WHO ARE THE PROSPECTS?
MAN
M- Money
A – Authority
N- Need

8. I. Setting an
Appointment
conduct sales
interview in an ideal
condition.

9. PROBING (fact finding)
Fact Finding is the
process of probing for
facts to reveal all
relevant data about the
prospect and qualify
the prospect.

10. PRESENTATION
CONFIDENCE
PREPARATION
WHY PREPARE SALES PRESENTATIONS?
1. To eliminate hesitation
2. To develop confidence and poise
3. To ensure that all important and
necessary sale points are covered
4. To guarantee a logical sequence of ideas

11. HANDLING OBJECTIONS
1. An objection is a sign of
interest.
2. Don’t argue with your
prospect.
3. Don’t attack them when you
overcome their objection.
4. Discuss the benefits first
before answering the
objections.

12. Handling Objections
Convert the Objection
Prospect: “Your price is too high”
Covert the statement to a question Salesperson: “You have
brought up a good question” or “Many people have the
same question”
Convert the initial statement or objection to a question
Salesperson: “The question here is whether or not our
product’s benefits are worth the additional costs, isn’t that
correct?”If the prospect agrees, then the question can be
answered.If the prospect do not agree, then have the
prospect restate the question. (Use Third Party and how
does people deal with the objection ad give testimonials.

13. CLOSING
Part of selling process
that will naturally occur
if the salesperson
meets the desires of
the propect.

14. • PROFESSIONAL RULES OF CONDUCT AND
RESPONSIBILITIES
• The Practitioners shall be governed by the following
professional rules of conduct and responsibilities.
• Section 1. To the Government
(a) The Practitioner shall secure all the necessary licenses,
permits and authority from the Commission and other
government agencies as may be required by law, ordinance or
rules and regulations and comply with all the requirements
relative to the practice of real estate service.
• (b) The Practitioner shall pay any and all professional fees and
taxes that are required by law in the practice of real estate.
• (c) The Practitioner shall not encourage, tolerate or participate
in the evasion or illegal reduction in the payment of all taxes,
fees or charges that is due to the government.

15. • Section 2. To the Public
• (a) The Practitioner shall be imbued with a social responsibility
and conscience being part of society with duties and
responsibilities for the promotion of the common good.
• (b) The Practitioner shall cooperate with the government in
protecting the public against deceit, misrepresentation, unfair,
relevant information and other related unethical and immoral
practices and malpractices of unlicensed and unauthorized real
estate service practitioners.
• (c) The Practitioner shall endeavor to present the full disclosure
of pertinent and material facts on the subject property in
advertisements (i.e. brochures, flyers and press releases
(whether in tri-media or electronic media/means).

16. • Section 3. To the Clients
• (a) The Practitioner in accepting any authority, listing and/or
assignment to act for and in behalf of a client shall be obliged with
prudence, integrity, loyalty, fidelity and good faith in protecting and
promoting the interest of the client without sacrificing the legitimate
interest of the other party in the transaction which shall not be
contrary to the law, good morals and public interest.
• (b) The Practitioner shall not accept any professional fee or valuable
consideration from any party of the real estate transactions except
from his/her client unless with the full knowledge and consent of all
the parties.
• (c) The Practitioner shall charge or collect standard professional fees
which are fair and reasonable in accordance with real estate industry
practice in similar transactions but not lower than the agreed
minimum professional fee as recommended by the accredited and
integrated professional organization based on the existing standards
of real estate service practice.

17. • Section 4. To Fellow Practitioners
• (a) The Practitioner shall not use any vital documents
relative (d) The Practitioner shall not engage in slander,
oral defamation, gossip, or criticize publicly a fellow
practitioner and/or competitor nor volunteer a negative
and damaging opinions of a competitor and/or fellow
practitioner in any means (SMS, electronics mails or
letters, etc of similar nature). And if one’s opinion is
essentially sought for common good, the Practitioner shall
render it with prudence, truth with professional integrity,
courtesy and respect to a fellow practitioner cautious in
safeguarding the latter’s human rights and good
reputation and credibility.

18. • (g) The Practitioner shall conduct ethical and professional
practice with honor, dignity and integrity to avoid any
controversies with fellow practitioners.

19. ACCREDITED DEVELOPERS