This document appears to be a summer internship project report submitted by Juvvanapudi Praveen Kumar to IBS Dehradun. The report summarizes Praveen's internship experience working for RE/MAX in Hyderabad, India. The report provides background on RE/MAX, describes Praveen's role promoting property listings on Facebook and accompanying customers on site visits, and analyzes a survey of customer behavior and preferences in real estate. It also outlines Praveen's key learnings around real estate sales and marketing from the internship.

1. 1 | P a g e I B S D E H R A D U N
SUMMER INTERSHIP PROJECT REPORT
ON
UNDERSTANDING DIFFERENT CUSTOMERS
BEHAVIOR AND ANALYZING THE SURVEY ON
REAL ESTATE
(FY 2020-21)
Faculty Guide Company Guide
PADMAVATHI VANKAYALAPATI SRIKANTH REDDY
SENIOR PROFESSOR (ECONOMICS) MANGER PARTNER
IBS HYDERABAD HYDERABAD
Submitted By
JUVVANAPUDI PRAVEEN KUMAR
REGD NO: 19BSPDD01C069
ICFAI BUSINESS SCHOOL, DEHRADUN

2. 2 | P a g e I B S D E H R A D U N
TITLE OF THE PROJECT
UNDERSTANDING DIFFERENT CUSTOMERS BEHAVIOR
AND ANALYZING THE SURVEY ON
REAL ESTATE
SUBMITTED BY
Juvvanapudi Praveen kumar
Regd No.:19BSPDD01C069
RE/MAX, KPHB COLONY
HYDERBAD, TELANGANA
A report submitted in partial fulfillment of the requirement of
MBA Program of IBS dehradun
Distribution List:
Senior Prof. Padmavathi Vankayalapati
(Faculty guide, IBS Hyderabad)
Mr. Srikanth Reddy
(Company guide)
Date of Submission- 12/06/2020

3. 3 | P a g e I B S D E H R A D U N
TABLE OF CONTENT
I. DECLARATION
II. ACKNOWLEDGEMENT
III. ABSTRACT
1. HISTORY OF RE/MAX
1.1 Company Profile
1.2 Mission
1.3 Vision
1.4 Objectives
1.5 Action Plan
2. RE/MAX TODAY
2.1 RE/MAX in INDIA
2.2 RE/MAX leads the way
2.3 Traditional scenario in real estate industry
2.4 In RE/MAX
2.5 RE/MAX growth model
2.6 RE/MAX offices can deal in
2.7 The 5 most important things in the real estate
business
2.8 Organization structure
3. MY ROLE IN RE/MAAX UNDER PRANAVA PROJECTS
3.1 Face book Campaign
3.2 Explain the property details to customer
3.3 Site visit with company guide
3.4 Promoting

4. 4 | P a g e I B S D E H R A D U N
4. WHAT I UNDERSTAND FROM RE/MAX
4.1 Business associate orientation training
Certificate
4.2 Training Course Photo
5. CUSTOMERS BEHAVIOUR ON REAL ESTATE SUVERY
REPORT
5.1 Bar Chats
5.2 SWOT analysis on real estate
6. NATIONAL AND INTERNATIONAL EVENTS
7. RETAIL BRANDS TIE UPS WITH RE/MAX
8. RE/MAX TOOLS
9. REAL ESTATE BOOKS
10. CONCULSION

5. 5 | P a g e I B S D E H R A D U N
DECLARATION
I JUVVANAPUDI PRAVEEN KUMAR hereby declare the project
work entitled on “Understanding Different Customers
Behavior and Analyzing the Survey on Real Estate”,
Submitted by me for the partial fulfillment of the requirements
for the award of the degree of MASTER OF BUSINEES
ADMINISTRATION (MBA), to the ICFAI BUSINESS SCHOOL,
DEHARDUN in my own original work & has not been submitted
to any other University or Published at any time before
(Student Signature)
Regd. No.: 19BSPDD01C069
Master of Business Administration
IBS Dehardun

6. 6 | P a g e I B S D E H R A D U N
ACKNOWLEDGEMENT
I would like to express my gratitude to all those who gave me the possibility to
complete this project. I want to thank IBS Dehradun for giving me permission to
commence this project in the first instance, to do the necessary research work
and to use the available data. I am bound to senior batch students for their
stimulating support.
No work can be carried out without the help and guidance of various people. I am
happy to take this opportunity to express gratitude to those who have been
helpful to me in completing this project report.
At the outset I would like to thank my company guide Mr. Srikanth Reddy,
RE/MAX, Managing Partner, Hyderabad who allowed me to undertaken the
project and helped me at every throughout the tenure of the project.
Mr. Srikanth Reddy has played a versatile role, by being both a friend and a
mentor. He patiently listened to my difficulties, tried to sort the out and gave me
valuable suggestions and remarks to make my project a more meaningful one. His
guidance has made me learn a lot about the marketing domain. He constantly
motivates me to overcome the hurdles and difficulties in the project. I am grateful
for the time he spent on this project out of his busy schedule.
I would be failing in my duty if I do not express my deep sense of gratitude to
Senior Prof. Padmavathi Vankayalapati, Faculty Guide IBS Hyderabad, without
her guidance it would not have been possible for me to complete this project
work
(Student signature)

7. 7 | P a g e I B S D E H R A D U N
ABSTRACT
As a part of my MBA curriculum I have done my internship training at
Real estate marketing, Hyderabad. In this report I am going to share my
experience in the company for the period of 33 days. During this period
my role was to study the “Customer mindset and analyze them
Advertising” and to organize a “property shows” and do it’s marketing
on digital media.
I was supposed to understand the concept of Real estate marketing and
to bring the customers to site visit and to do the digital marketing of
the property show. As a part of my internship I had identified some
problems and provide the recommendations to the company to market
the show.

8. 8 | P a g e I B S D E H R A D U N
1. HISTORY OF RE/MAX
❖ Founded in 1973 by Dave & Gail Liniger
❖ RE/MAX = Real Estate Maximums
❖ Created by Top Producers for Top Producers
❖ Sales Associates can earn Maximum Commissions
❖ Headquarters: Colorado, United States
THE FOUNDERS
DAVE LINIGER GAIL LINIGER

9. 9 | P a g e I B S D E H R A D U N
THE MAN BEHIND RE/MAX IN INDIA
1.1 COMPANY PROFILE
RE/MAX, short for Real Estate Maximums is an American international
real estate company that operates through a franchise system. RE/MAX
has more than 100,000 agents in 6,800 offices. RE/MAX operates in
about 100 countries
RE/MAX proud to be operating in 115+ countries across world
consisting of 8000+ Offices. That’s how we are able to offer
unprecedented levels of customer service and provide access to real
estate resources not available anywhere else.
Headquarters: Colorado, United States
1.2 MISSION
To be the worldwide real estate leader, achieving our goals by helping
others achieve theirs. Everybody wins
Samir Chopar Gaurav marya

10. 10 | P a g e I B S D E H R A D U N
1.3 VISION
To ensure that each Sales Agent, each Franchise Office, each
Regional Franchisee and each Institutional Franchisee whether owned
or independent is profitable, positive, passionate and proactive.
Develop premium quality real estate franchise system, providing
sustained value to end users and community. Be recognized and
respected as a Leader of Innovation and Sustainability in the region.
Service every town and city within India with equal passion to enhance
customer delight.
Be respected in the market as the benchmark for relevant innovation
and responsibility, adding sustained and measurable value to
shareholders, Franchises buyers, end users and the community.
1.4 OBJECTIVES
Understanding the working of relationship manager.
Understanding different initiatives of RE/MAX
Analyzing customer behavior.
Encouraging prospective buyers to make their firm the first Point
of contact when they are looking for property.
Establishing the long term client relationships and underscore
the positive experience they had with me will continue with
future purchases.

11. 11 | P a g e I B S D E H R A D U N
1.5 ACTION PLAN
➢ Phase 1: Analyzing different customers and initiatives of
RE/MAX and working on direct channel methods.
Specially focusing on digitalization
➢ Phase 2: Mentorship model role with senior agents and
business team.
➢ Phase 3: Quantify site visits/mock visits.
➢ Phase 4: Individual coaching, sessions on grooming,
pitching, sales. Discussing the findings with company
guide.
➢ Phase 5: Listing an inventory and weekly review and
compilation of the findings.

12. 12 | P a g e I B S D E H R A D U N
2. RE/MAX TODAY
Over 115 countries and territories
Over 1,20,000 agents worldwide
Seven countries added in 2017 and seven in 2016

13. 13 | P a g e I B S D E H R A D U N
2.1 RE/MAX IN INDIA
60+ Cities
210+ Offices
1000+ Business Associates

14. 14 | P a g e I B S D E H R A D U N
2.2 RE/MAX LEADS THE WAY
❖ Nobody in the world sells more real estate than RE/MAX
❖ RE/MAX Associates average more sales than other real
estate agents
❖ RE/MAX is the most productive real estate network
❖ RE/MAX is one of the most recognized real estate brands
and logos around the world
❖ With a presence in over 100 countries and territories, the
RE/MAX network’s global footprint is unmatched by any
other real estate brand.
2.3 TRADITIONAL SCENARIO IN REAL ESTATE
INDUSTRY

15. 15 | P a g e I B S D E H R A D U N
2.4 IN RE/MAX...
2.5 THE RE/MAX GROWTH MODEL
GROWTH MANAGING

16. 16 | P a g e I B S D E H R A D U N
2.6 RE/MAX OFFICES CAN DEAL IN
2.7 THE 5 MOST IMPORTANT THINGS IN THE
REAL ESTATE BUSINESS
Prospect
List Property (Exclusive is better)
Work with Buyers
Negotiate Contracts
Keep Contracts Together

17. 17 | P a g e I B S D E H R A D U N
2.8 ORGANIZATION STRUCTURE
3. MY ROLE IN RE/MAX UNDER PRANAVA
PROJECTS
I work under Pranava Projects, Pranava projects tie up with
RE/MAX Company
Pranava projects start on 2 years ago in KPHB Colony,
Hyderabad.
Over role in this company was BROKER ASSOCIATE.
To explain Property details to customer.
Monday to Friday I work in company Tuesday was holiday

18. 18 | P a g e I B S D E H R A D U N
Saturday and Sunday SAITE VISIT and to show Property
browser and explain land details to customer.
I worked 30 day in this company.
3.1 FACEBOOK CAMPAIGN

19. 19 | P a g e I B S D E H R A D U N
3.2 UNDERSTAND YOUR TARGET AUDIENCE.
Speak directly to their motivations or address the barriers preventing
them from becoming your customers. Consider having different
versions of creative for different audiences to ensure that you are
speaking to what motivates each group.
3.3 EXPLAIN THE PROPERTY DETAILS TO
CUSTOMER

20. 20 | P a g e I B S D E H R A D U N
3.4 SITE VISIT WITH COMPANY GUIDE
3.5 PROMOTING
We Promoted 2 Projects at Site
1. Raghava Fortune fields villa plots

21. 21 | P a g e I B S D E H R A D U N
2. Lotus Park
4. WHAT I UNDERSTAND FROM RE/MAX
1. Love for Conversation:
Delight in having a conversation with people, by this, you will take
advantage of the social aspect of selling.
2. Self-Motivation:
This is very necessary as a sales man who is self-motivated does
not need a lot of supervision. He knows what is required of him to
make constant growth in the industry.
3. Outstanding Presentation and Delivery:
The best sales reps take out at least 2 hours every week to
improve their skills and make more discoveries with respect to
their products.

22. 22 | P a g e I B S D E H R A D U N
4. Lend A Helping Hand:
Have a belief that you are assisting your clients live a better life
with the product and service you are delivering.
5. Creatively Solve Problems:
Through creativity, sales men can overcome challenges as they
are part of the entire sales process.
6. Respect for Prices, Product and Prospects:
There needs to be a display of confidence on the side of the
sales person.
7. Continuous Skill Development:
The art of selling is a continuous learning process. Interact with
other sales men, learn from them as learning never ceases.

23. 23 | P a g e I B S D E H R A D U N
4.1 BUSINESS ASSOCIATE ORIENTATION
TRAINING CERTIFICATE

24. 24 | P a g e I B S D E H R A D U N
4.2 TRAINING COURSE PHOTO
5. CUSTOMERS BEHAVIOR ON REAL ESTATE
SURVEY REPORT

25. 25 | P a g e I B S D E H R A D U N

26. 26 | P a g e I B S D E H R A D U N

27. 27 | P a g e I B S D E H R A D U N

28. 28 | P a g e I B S D E H R A D U N

29. 29 | P a g e I B S D E H R A D U N

30. 30 | P a g e I B S D E H R A D U N
5.1. BAR CHART
1. Gender 2. Age Group
3. Marital Status 4. Education

31. 31 | P a g e I B S D E H R A D U N
5. Family members 6. choosing real estate
7. Do you own a property ? 8. Which type of property
Do You Own?

32. 32 | P a g e I B S D E H R A D U N
9. Property type looking 10. Price range
11. Decision immediately 12. Area based

33. 33 | P a g e I B S D E H R A D U N
13. Mention your preference 14. Consulted real
estate company
15. Employment type 16. Annual income

34. 34 | P a g e I B S D E H R A D U N
17. How do you plan to buy the real estate
property
5.2 SWOT ANALYSIS ON REAL ESTAE
STRENGTH
• It is an investment asset
that increases in value
over time.
• It is less volatile (risky)
than other investment
assets particularly
equities.
OPPERTUNITY
• Global demand for real
estate is strong and high.
• Real estate is poised for
rapid growth.
• Potential to diversify
into other sectors.

35. 35 | P a g e I B S D E H R A D U N
• The owner of a real
estate asset has full
rights over the
• asset and can add value
to it through
refurbishment and good
management.
• Preferred
collateral/security by
financial institutions.
• New sectors offer great
potential i.e. student
accommodation & care
homes
WEAKNESSES
• Ownership rights cannot
be easily transferred.
• It is a highly illiquid
asset.
• It requires a large capital
to invest in.
• Low supply.
THREATS
• Economic slowdown may
affect demand i.e. periods
of recession.
• Competition from other
investment asset classes
such as equities and
bonds.
• Seasonal demand may
affect prices.

36. 36 | P a g e I B S D E H R A D U N
6. NATIONAL AND INTERNATIONAL
EVENTS NATIONAL

37. 37 | P a g e I B S D E H R A D U N
7 . RETAIL BRAND TIE UPS WITH REMAX
8. RE/MAX TOOLS
➢ GLO GLOBAL.REMAX.COM
➢ MAX/CENTER
➢ MARKETING
➢ MAINSTREET (WEB ROSTER)
➢ GLOBAL TRAINING
➢ RE/MAX UNIVERSITY (RU)
➢ DESIGN CENTER (if applicable)
➢ RE/MAX COLLECTION

38. 38 | P a g e I B S D E H R A D U N
➢ RE/MAX COMMERCIAL
➢ REFERRAL EXCHANGE
9. LIST OF REAL ESTATE BOOKS
CATEGORY BOOK NAME AUTHOR
REAL
ESTATE
1. Think and Grow Rich
2. Trump: Think like a Billionaire
3. Trump: The Best Real Estate Advise
I ever Received
4. Dominate Your Real Estate
Transaction: Sellers Tool Belt For
Success
5. The Art of Wholesaling Properties:
How to Buy and Sell Real Estate
6. Real Estate Transactions, Examples
and Explanations
7. Good To Great
1. Napolean
Hill
2. Donald J
Trump
3. Donald J
Trump
4. Karen
Gildea Hays
5. Aram Shah
6. Parlow
Burke
7. Jim Collins
SALES
1. How to Sell Anything to Anybody
2. Way of the Wolf: Straight Line
Selling - Master the Art of
Persuasion, Influence, and Success
3. Secret of Closing the Sale
4. The 80/20 Principle and 92 Other
Powerful Laws of Nature
1. Joe Girard
2. Jordan
Belford
3. Zig Ziglar
4. Richard Koch

39. 39 | P a g e I B S D E H R A D U N
10. CONCLUSION
From this 33 days experience in a corporate world, I got a good
experience about what really the corporate life is about. It’s waking
along with targets and mind stresses every morning. The person
who can manage these target and stress are shining in those fields. I
personally think that marketing is not everyone’s cup of tea but if
one set his target high and continuously strive towards that, nothing
is impossible. The only thing required in our field is the right
attitude or a positive attitude towards attaining one’s goal