A basic seminar training for newly hired real estate agents

1. CAREER ORIENTATION IN
REAL ESTATE (CORE) SEMINAR
GABRIEL C. BARRETTO, LLB
PRC REGISTERED REAL ESTATE
APPRAISER #5655
PRC REGISTERED REAL ESTATE
BROKER #2422
San Francisco St., Karuhatan,
Valenzuela City, Metro Manila
Philippines
Tel. No. 292-61-37
+639178160250 Globe
+639228883728 Sun
Email: gabriel.c.barretto@gmail.com

2. CAREER ORIENTATION IN
REAL ESTATE SEMINAR
conducted by
GABRIEL C. BARRETTO
PRC Registered Real Estate BrokerPRC Registered Real Estate Broker

3. Introduction
Introduction of speakers & participants
Leveling of expectations
Company Profile
Company Policies & Duties of a
Salesperson
Basic Terms used in Real Estate
Basic Steps in Real Estate Selling

4. Agenda
Company Profile (30mins)
Company Policies (20mins)
Duties of a SalesPerson (40mins)
Real Estate (60mins)
Basic Terms used in Real Estate (30 mins)
Basic Steps in Real Estate Selling (30 mins)
Computation (Price/Commission) (30mins)

5. Overview
Why go into Real Estate
What it takes to start business in real
estate
What it takes to start in Real Estate
When should you start selling
Facts about selling
What is the secret of success in selling
Selling vs. Employment

6. Duties of Sales Executive (SE)
Solicit
Explain
Negotiate
Trip CLIENT
Assist
Serve
Remind

7. Why Go into Real Estate?
Food
Clothing
Shelter
Land is limited
Population is unlimited
Dynamic market

8. When Should You Start Selling?
Misconception on the idea of selling
Is selling -
easy or hard?
simple or complex?
Facts about selling

9. What is the Secret of Success
in Selling?
“Constancy in purpose is the secret of
success”
Number power
Follow-up -
“strike while the iron is hot”

10. Comparative Analysis of
Selling vs. Employment
SELLING vs. EMPLOYMENT
- opportunity - security
- unlimited income - limited income
- above average - average people
people
- you control time - time controls you
- result-oriented - mediocre

11. Basic Terms in Real Estate
A. CLASSIFICATION OF
INVENTORIES:
– Rawlands/developed
– Public/private
– Industrial lots subdivision
– Residential lots subdivision
– Housing projects:
a. SA - single-attached
b. SD - single-detached

12. b. SD - single-detached
c. DPX - duplex
d. RH - rowhouse
e. TH - townhouse
– Condominium:
i. residential
ii. office/commercial
B. OTHER BASIC TERMS
– Real estate broker
21 years old
of good moral character

13. pass the exam given by PRC
– Owner/developer
– TCT/OCT/CCT
– RA - reservation application
CTS - contract to sell
DAS - Deed of Absolute Sale
TR - Transfer of Rights

14. – Option Sale/Paid-up Sale
– In-house financing
– Outside financing: PAG-IBIG
or bank financing
– Loan approval/ Loan take-out
– TPP/Loanable Amount/Appraised
Value/2nd REM
– Main road, secondary road, alley,
“cul de sac”
– Regular lot, corner lot, park lot
– Morning sun, afternoon sun, N, E, W, S

15. What Clients
Buy Contracts Particulars
90-day option
or decision
period
Reservation
Application-RA
Owner - Client
P5,000 fee
Non-Refund
CTC/MC/SPA
Rights over
the property
Contract to Sell
- CTS
Owner - Client
30%DP
70%Bal incl
of RAfee -TIN
Actual
property
Deed of Abso-
lute Sale (DAS)
Owner- Client
0%Bal - pro-
pertyfullypaid
TRServices Transfer of
Rights Agree-
ment - Owner-
Assignor/nee
P1,000
Transfer Fee

16. Basic Steps in Real Estate Selling
LISTING:
– brokerage
– subdivision or project selling
PROSPECTING
– Qualification of a good prospect:
willingness
ability/capacity
authority
– Who are PROSPECTS?

17. DEMONSTRATION
– yourself
coming on time
dress appropriately
talk sensibly
– product
features
terms and conditions
promo
updates

18. CLOSING
– Always ask questions with alternative
answers
– Never ask questions answerable by
yes or no
DOCUMENTATION
– make sure clients understand the salient
points of the contracts to be signed
before paying
– assist in signing

19. LOT COMPUTATION
Project: ST. FRANCIS PARK
Phase 02; Block 02; Lot 10
Lot Area : 200 sq. m.
Price/sq.m. : P 1,800.00
Total Price :
P360,000.00
30% DP-90 days : P108,000.00
Balance (5YTP) : P252,000.00
Monthly amortization : P 7,249.53
Factor : 0.028767965

20. Computation of Commission
Total Price : P360,000.00
Commission Rate : x 3%
Gross Commission : P 10,800.00
Less: 5% With/tax : 540.00
NET COMMISSION : P 10,260.00

21. Summary
State what has been learned
Define ways to apply training
Feedbacks
Questions/clarifications

22. Where to get more information
Other training sessions
– Seminars conducted by CREBA or
Realtors Board/Organizations
– Monthly meetings of Sales Force
List books, articles, electronic sources
– Articles in Phil. Journal
Consulting services, other sources