Real Estate

Start with who needs property sales and leasing support and why. Around tenants, buyers and landlords drive demand in Dubai, Abu Dhabi and the other emirates.

• List 10 offers or suppliers in the UAE with price per viewing in AED and who buys.
• Interview 5 people from tenants, buyers and landlords: what do they buy now, how often, what do they pay, what annoys them?
• Learn three terms: Title check (confirming who legally owns the property); Deposit (money held to show serious intent); Handover snag list (a list of faults to fix before moving in).
• Write a one-page brief: user, need, hoped-for price, and the rule that matters most.

Activity. Complete the market table, five interview notes and the brief.

Standard to meet. Price ten offers, interview five users, and state one need in one sentence.

Know the rule before the work. Main hazards here: misleading listings and lost deposits. Hazard thinking means list each step, ask what could go wrong, and decide the control.

• Ask your local authority or free zone which licence, permit or inspection applies. Write the answer and the date you asked.
• For each step (qualify the client; show the property; document the deal; hand over) write the hazard and the control.
• Use a hierarchy: remove the hazard, replace it, separate people from it, change the way of work, then protective equipment last.
• Keep a one-page incident rule: who you call, what you stop, what you record.

Activity. Draw the flow and mark hazard and control at each step.

Standard to meet. Name a hazard and a control for every step, and answer the licence question in writing.

The work is a short chain: qualify the client, show the property, document the deal, hand over. Learn each link, then link them with records.

• Write a checklist for each of the 4 steps: input, action, check, output.
• Time each step three times and note the slowest.
• Record a defect or delay each time it happens: what, where, cause, fix.
• Measure viewings that become offers; this is your main number.

Activity. Run the chain three times (simulated or real) and fill the log.

Standard to meet. Complete three logs, and give the slowest step a cause and a fix.

What you do not measure you cannot improve. Your main measure is viewings that become offers.

• Define viewings that become offers: what counts, what does not, and over what period.
• Draw a simple chart of the last 10 results and mark the average.
• Find the top two causes of loss with a tally sheet, then fix the biggest one first.
• Check measuring tools: are they accurate, clean and in date?

Activity. Collect a tally for one week and make a Pareto chart.

Standard to meet. Complete the tally, name the biggest cause, and plan one fix with a date.

Know the cost of one viewing before you set the price. Include materials, labour, energy, transport, licence share, waste and a safety margin.

• Cost per viewing = total cost divided by viewings sold (not made).
• Margin = (price minus cost) divided by price.
• Break-even units = fixed costs divided by gain per unit.
• Test the price with two users and write down the answer.

Activity. Build the cost sheet with AED on every line and have your mentor check it.

Standard to meet. Check that no cost is missing, and calculate the margin twice by different routes.

Customers return when you keep promises. Promise only what your workflow can deliver.

• Write a one-page offer: what is included, what is not, price, time, how you fix mistakes.
• Write a short script for the first call or visit.
• Agree dates in writing; confirm each change.
• Handle a complaint in four steps: listen, apologise for the impact, fix, record what changed.

Activity. Present the offer to two users and note changes.

Standard to meet. Write an offer with scope, price, time and a fix rule, and collect comments from two users.

Small, real and recorded. Change one thing at a time and learn quickly.

• Keep a daily log: date, units, cost, delays, defects, safety notes.
• Hold a 15-minute review each week with your mentor.
• Write down every complaint and what you changed.
• Take photos only where allowed and never of people without consent.

Activity. Complete 30 days of the log and four weekly reviews.

Standard to meet. Log 30 days, give each defect a cause, and keep weekly notes.

A decision beats a feeling. Compare plan with result and choose to scale, change or stop.

• Make a before and after table: cost per unit, defects, delays, repeat users.
• Write three lessons.
• Decide scale, change or stop, with the numbers behind it.
• Give two peers one strength and one fix each.

Activity. Present to a review room and collect one written comment from a user.

Standard to meet. Justify the decision with numbers, and give two peer reviews.

Listings must be accurate, and viewings are the moment of truth.

• State size, price, fees and condition truthfully.
• Take clear photos and a floor plan.
• Prepare answers on service charges and rules.
• Record each viewing and feedback.

Activity. Write two accurate listings and a viewing script.

Standard to meet. Check facts against sources.

Money and signatures need clear steps and records.

• Explain deposit rules and who holds the money.
• Use the approved contract form of the licensed firm.
• Run a handover inspection with a snag list.
• Never accept cash without a receipt and approved process.

Activity. Complete a handover checklist for a sample unit.

Standard to meet. Give every item a photo and date.

A property agent works with big decisions and big money, so honesty and clear records matter more than any sales technique.

• Tell both sides about any interest you hold and any fact you know that would change their decision.
• Check the identity and ownership papers of the seller and the right to sell before advertising.
• Never promise a return, a price rise or a completion date you cannot control.
• With a difficult client, restate the facts in writing, stay calm, and escalate to your supervisor when a request is unlawful.

Activity. Write a short reply refusing an unlawful request while keeping the client.

Standard to meet. Write a polite, factual reply in writing, using no promise or false figure.

On the slide: L1 Basic · Words of a property deal

Notes: Name a title check, a deposit and a handover snag list and say who needs each. Notes: use a Dubai tenant moving into a flat and ask where each term appears in the deal.

On the slide: L2 Awareness · Honest listings and deposits

Notes: Describe why misleading listings and lost deposits are risks and why only the licensed process may be followed. Notes: show one honest and one misleading listing; learners mark the difference and say why a deposit is held.

On the slide: L3 Foundation · Qualify a client and log a viewing

Notes: Qualify one client with five questions and log one viewing, working under a licensed supervisor. Notes: check budget, dates and needs are written down and the listing facts match the title check.

On the slide: L4 Practitioner · Run a 30-day viewing pilot

Notes: Run the steps (qualify, show, document, hand over) for a real or simulated client and report viewings that become offers. Notes: price at AED 800 per viewing against AED 420 cost, a gain of AED 380 or 47.5 per cent; record every viewing result.

On the slide: L5 Specialist · Compare listing channels and decide

Notes: Compare two ways of finding viewings by offers per viewing and cost, and decide to scale, change or stop. Notes: use the rule written before the test; a channel that costs more than AED 380 gain per viewing is stopped.

On the slide: L6 Advanced · Coach a leasing team

Notes: Set a listing check, a deposit rule and a weekly review for a small team. Notes: sample five listings and five deposit records against the licensed process and fix every gap.

On the slide: L7 Super expert · Design the property service system

Notes: Design a sales and leasing support system with listing audits, deposit controls and a 12-month plan. Notes: at 120 viewings a month and AED 380 gain each, gross gain is AED 45,600; present one risk, one saving and the plan.