| Syllabus | |
| Module 1 – Personal Selling and Negotiation | |
| The module will describe the nature and characteristics of real estate, factors affecting values, methods of selling and the sale process. Factors affecting successful negotiation, description of the negotiation process and the different stages including the preparation, bargaining and post-negotiation stage will also be outlined. Other factors affecting negotiation including parties’ relationship, power and culture will also be covered. Illustration of case studies including the handling of objections and resistance and closing techniques in sales negotiation and negotiation through an agency will also be given. | |
| Module 2 – Project Marketing | |
| Fundamentals in marketing including market segmentation, positioning, and the marketing mix will be detailed under the module. The marketing process involved including considerations in selling private residential, office, retails, industrial and other specialised properties will discussed. New project marketing will be elaborately explained with specific reference to the Housing Developers (Control and Licensing) Act and the Sale of Commercial Properties Act. | |
| Module 3 – Real Estate Investment, Finance and Risk Management | |
| The module will cover a detailed scope of the definition of investment, qualities and form of investment, risks and returns, the sources of financing and valuation and investment analysis. The advantages and disadvantages of real estate investment in comparison with other forms of investment will also be discussed. Measurement of yield from other types of investment will explained in details. Concepts of risk management concept will also be outlined. | |
| Module 4 – Law relating to real estate agency | |
| The module entails law of real property, law of contract and tort, law of agency, law of landlord and tenant, law of property taxation, law of planning and conservation and law of property rights. The various forms of company structure, comparison of company structure and legal requirements are also covered under the module. | |
| Module 5 – Professional Practice, Ethics and Dispute Management | |
| Physical and economic characteristics of land, definition of market, characteristic of real estate markets, supply and demand factors, real estate cycles, government intervention and Singapore Real Estate stock will be comprehensively covered. The module will also cover the characteristics of a Profession, Code of Conduct as Professionals, ethics, best practices, misrepresentation and disclaimers. To top it all, this module will elaborate on the dispute management process encapsulating the mediation procedures, mediation agreement, settlement agreement, arbitration procedures, parties, arbitration agreement, advantages and disadvantages of mediation and arbitration, confidentiality, party autonomy and the panel of neutrals comprising mediators and arbitrators. | |
| Module 6 – Enterprise Management in Agency | |
| The module will discuss the meaning of enterprise and entrepreneurship, characteristics of entrepreneurs, business development structure, office organisation, business models, technical know-how, entrepreneurship process and factors contributing to the success of an enterprise will be discussed and illustrated in detail with case studies. | |