Implementing Strategies for Successful Property Listing in Business

This homework assignment delves into the intricacies of property listing within a real estate context. It addresses key aspects such as securing property listings through effective recruitment, client-centric approaches, and a focus on quality. The assignment outlines legal requirements for property listings, including registration, information transparency, and adherence to real estate agency laws. It explores various strategies for attracting listings, including targeting specific areas, utilizing websites, and leveraging social media. The solution also emphasizes the importance of a consumer-focused marketing system, effective communication, and building rapport with clients, including potential buyers. It covers different scenarios, such as interacting with 18, 35, and 65-year-old clients, and highlights essential skills for sales agents, including communication, negotiation, and property inspection techniques. Furthermore, the assignment outlines the importance of maintaining relationships with other agents and managers, and handling different types of inquiries. Finally, it covers the importance of visually inspecting the property, contacting key decision-makers, and using a marketing system that is consumer focused.

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Question 1:
Answer 1: In a property listing business, the real estate firm can secure property listing.
 Recruitment of right people: The person hired in a property listing firm must
holds adequate knowledge about the prices, size and area of different properties.
An employee of property listing firm always presents quality properties to their
customers on lower prices.
 Requirements of clients: By putting the needs of clients in priority list real
estate firm can secure its listing. If a firms work according to the needs of the
clients then it earns a good name, which is important more than money.
 Qualitative approach: The main motto of the firm is to provide quality over
quantity. Then only it will become possible to secure property listing.
Question 2:
Answer 2: Legal requirements should be made while doing property listings. All
registration in regard to the business should be kept upto date. All information of the
property should be made public. The area or which is also known as the carpet area
should be defined and made available. All the information regarding the property should
be true in nature. Nothing should be hidden from the buyer or prospect buyer. There
should not be any change in the plan as mentioned in case they are compelled to then it
should be consulted and should come out a soultion upon proper interaction. The main
aim should be serve the customer and buyer and try to solve their problem. Should not
carry out any kind of fraudulent activity what-so-ever. Should abide by the law of real
estate agency practice laws and act accordingly.
Question 3:
Answer 3: Below are the three strategies I would like to implement in my agency in
order to attract property listing:
 Targeting particular area: By targeting particular area, a firm can become the
first choice of the neighborhood, moreover if any new in mate joins the hood
he/she will also be told about our firm.
 Website: A website should be always there, so that in odd hours a client can visit
our website and see what we have to show them.

 Social media: In order to involve with the clients or to attract new customers, it is
really important to be available on social media to answer the queries of clients
and to provide them newer information.
Question 4:
Answer 4: Personally I would implement a marketing system that will give more
importance to the consumers or buyers. As, a property business depends upon the
demands of the buyers. My team will interact with the buyers socially as well as
personally and will put forward all the demands of buyers with priority.
Question 5:
Answer 5: Potential clients are those clients that may become regular clients in future or
who are willing to buy products or services from a seller.
 We can look up for potential clients by conducting a survey.
 By advertising on Search engines.
 Social media is a key to search for potential clients.
 We can also use the data of our website to search more interested clients.
 Market data of rival firms can also be used for research on clients.
Question 6:
Answer 6: Following are the methods or points I would use as a sales agent to increase
business or repeat business orders:
 Regular follow-up: Regular follow-ups with existing clients increase the chances
of repeating orders with them. On the company’s end these follow ups may results
in better brand image.
 Exciting Offers or Discount: As a sales agent I would always give a personal
discount to each of a client attended by me, this will not only earn a regular client
but that client will recommend our business to everyone.
 Sweetness: It is an old saying that “if you can’t give sugar, you should sound like
sugar”. So it is another key for a sales agent to build personal relationships with

clients.
Question 7:
Answer 7: It is really important for one sales agent to stay in contact with other sales
agent as well as managers because, it just not only keeps a sales agent updated about
various properties but it also give them a chance to earn commission, and if any client has
specific requirements that can be fulfilled by a specific manager or sales agent then that
client will be re-directed to that sales agent or to that manager in return of a brokerage to
the agent that referred that client to them. It is an important part of sales agent job to
maintain his relations with customers as well as with other sales agents and managers.
Question 8:
Answer 8: A) E-mail enquiries for commercial properties are handled by specific online
sales team, and the potential buyers are provided with few pictures of commercial
properties with their details and additional offers are presented to them such as: 5%
Money back etc
B) Phone enquiries regarding retail property are handled by receptionist that ask the
clients about their specific requirements and then further forward their calls to concerned
person.
C) If client contacts through website regarding industrial property, then he is directed to
our industrial sites page, where the information about such sites are available with other
good offers.
D) During an open house if any clients ask for details of holiday house, then he is guided
through graphic representations (PPT) about various holiday houses, their price,
additional offers etc.
E) If a clients come face to face for residential properties then first of all he is given a
welcome gift such as free movie coupons, mugs, photo frames etc. Then the client is
further taken to sites, if he/she is not free then a proper PPT is made according to their
requirements and then it is later sent to their mails so that they can select the best
according to needs.

Question 9:
Answer 9: A sales manager or a sales agent will always be benefitted, if he maintains a
good rapport with the potential clients. A potential client is someone who is intended to
buy or will buy in future. So a sales agent just can’t ignore such clients just because they
are not buying any property for now. Maintaining a good rapport with potential clients is
also a moral responsibility of sales manager or agents because it will ultimately results in
the profit of the firm. A firm having 10 real clients and 5 potential clients will always win
over a firm that has 12 real clients and 0 potential clients. Hence it is really important to
maintain a good rapport with potential clients.
Question 10:
Answer 10: Below are the rapport techniques that will be used in each case:
18year case
 In this case as the buyer is only 18 and buying a property for the first time, all the
legal requirements from his end will be done by us and he will not be charged for
anything extra.
 Another rapport building technique is to constantly confirming about their well
being and security. This will create a positive impact on the buyer.
35year case
 As in this case the seller is having hearing problems, he will be provided by a
hearing aid by our agency just to show a good gesture.
 Another technique will be to conduct all his meetings with the potential buyers, so
that he does not face any difficulty in selling his property.
65year case
 As the seller understands very little to no English, in this case he will be
appointed by a sales agent who understands his mother tongue.
 Another technique will be is to list the property of this client in top of the list as
he is 65 years old and maybe he is in need of money.
Question 11:
Answer 11: Owner of a tower (Commercial property)

Question 12:
Answer 12: Communication is the most important skill that can be used in making a firm
successful:
 Spoken Skills: It can be used by a sales agent in a manner that a client cannot say
no to the sales agent in listing their properties.
 Listening Skills: A sales agent must have listening skills in him, as a sales agent
or manager should restrict themselves from excessive talking.
 Discussions: A sales agent holds skill of good negotiation; he should not be a
stubborn and must crack a deal in firms and in client’s favor as well.
 Influential skills: A sales agent or a manager must have influential skills or in
simpler words he must have skills to influence clients in agencies favor.
 Be positive: A sales agent must always carry a positive attitude towards his
clients, if he doesn’t comes up with a positive attitude that will result in losing the
potential or current buyers.
 Knowledgeable: If a sales agent doesn’t holds right knowledge about the
property, then he not look presentable and it will again result in loss for the firm.
 Customer’s preference: A sales agent for making a communication successful
must always put customer’s preference at first, and provide the clients with right
information on their choices.
 Informal & formal speaking skills: A sales agent must hold informal and formal
speaking skills. He must know when to talk informally with the clients in order to
give them a family like feeling.
Question 13:
Answer 13: Below is the list of three factors that an agent must prepare before going to a
meeting with the client.
 An agent must prepare himself about the type of property, the client wants to sell
or buy. He should make a list about different properties if the client wants to buy
and a list of different buyers if the clients want to sale his property.
 A PPT would help a sales agent to look more presentable, and right knowledge
about each and every property will help him make a deal.

 A detailed report about client’s background must be studied, so that the sales
agent gets assure of clients authenticity.
Question 14
Answer 14: Total Homes Sold 45 Single Family 80% Condo/Townhouse 20% Average
Sales Price $270,989 Average Days on Market of Listings 39 Homes sold in Denver 93%
Homes sold elsewhere in the Metro Area 7% Average List vs Sold Price 98.2% Insert
Sample Brochure & Internet Advertising Followed by Your CMA.
Question 15:
Answer 15: It is very important for an agent to inspect a property visually because; it
assures him that the property is in right condition and is built legally according to the
state law. Following are the 5 things that must be visually checked by the sales agent
before listing the property for sale:
 Physical condition of a property must be visually checked.
 Proper size and area of the property should be measured.
 All the relevant legal documents should be visually checked.
 Location of the property must be checked. As nowadays even the small budget
buyer’s demands good location.
 If the property is of commercial nature then its capability of earning and
returning a good amount must be calculated.
Question 16:
Answer 16: Below are the five key decision makers, who must be contacted before
putting a property on sale:
 Legal Authority: A legal authority of that particular area should be contacted so
that it can come in to notice, if the property is having any disputes.
 Sales Manager: Before putting a property on listing, sales manager must be
consulted, so that if can be discussed if the property will attract a good number of
buyers or not.

 Owners: if the property is owned by more than one number of buyers, then all the
buyers must be contacted and their consent must be taken for the sale of the
property.
 Other sales agent: Other sales agent must be contacted and should be asked
about the history of the property. It is only done to ensure that the property do not
holds any disputes on it.
 Banks: Banks or financial institutions must be consulted and asked if the property
is under any loan or mortgage.
Question 17:
Answer 17: Property market is totally influenced by the capital market of a country, if
anything negative occurs in the capital market then its effects is directly or indirectly
Bourne by the property market and vice versa. Vendors must be told in advance that their
properties will be get effected positively or negatively according to the ups and downs of
the market forces. If there is any depression occurred in the capital market then the prices
of the properties will automatically falls and if there is any positive jump in the market
then the prices of the properties for even the smaller ones will hike.
Question 18:
Answer 18: If any recommended property requires any improvements, then the best
method of informing about it to vendor is to tell them about the positive after effects of
improvements. If any improvement is made to the property then it will result in the hike
of its price. It will then be able to fetch a good number of interested buyers if
recommended improvements are made to the property. The best method is to show the
vendors; earlier cases of the property that fetched a good deal after recommended
improvements were made.
Question 19:
Answer 19: As conducted research on the price of 750sq meter of vacant land in
paramatta which is 10 minutes from the Westfield shopping mall is around $800,000 to
$900,000.
According to the research that was conducted it was found that the brand new two
bedroom apartment in Parramatta, which is around 15 kilometers away from paramatta's

CBD will cost around $5,00,000 to $5,50,000.
Question 20:
Answer 20: (a) While discussing the marketing strategy with a 18 year old vendor I
would first understand what are the interest he or she has. Then according to those
interest will try to align my property in match to that interest. I will try to keep in front
the benefits or good points of the property and how will the property will provide value. I
will understand the mind set of a 18 year old and would also ask about in details about
the need of the person and accordingly suggest the property showing the benefits the
property will satisfy by aligning with the need.
(b) A commercial office purpose is official in nature and the location and also
convenience will also be very important for such a client so we need to understand what
kind of commercial activities the company is looking to carry out in the premises and
thereby try to analyze how a particular property will serve those benefits. So in this case I
would like to highlight some points that how the property can be very useful for their
purpose and how this property can serve.
(c) The beach house is something very attractive for people who love nature and like to
stay also very close to nature. It will also attract people who are fond of sea and likes to
stay near sea. So we need to identify the beauty and how close it is to nature. I would also
like to highlight its charm and how close it is to the sea.
Question 21:
Answer 21: Not only in real estate business but in every business it is very important to
disclose and to tell all the product and services charges or fees to the clients, so that they
do not feel cheated or looted afterwards. The best way to let know a client about fees or
charges is to introduce them with different packages. For Example: if a client wants to
sell his property or to buy a property then following packages are available:
 Normal Package: This will include normal services with 10% cash back if the
payment is made through debit or credit cards. This package will cost around $
2500.
 Silver Package: This will include good services of putting the property of a seller
on top for 4 weeks and additional 15% cash back will be given to the client by the
agency if the deal is confirmed. This package will cost around $ 6500.
 Premium Package: If this package is bought by a client to buy a property then he

will get services like a chance to win free holiday tour package if not, then an
Apple I-phone is confirmed to the client for hiring Premium package services.
This package will cost around $ 8000.
Question 22:
Answer 22: If new clients come to sign up with your agency, it is really important to
comes up with the best what you have got because first impression is the last impression,
and once a client is attended for the first time then he should be given space and time, so
that he can makes up his mind whether to go with your agency or to move on to some
other firm. It is an old saying that “if you run behind something, that thing will run away
from you”. So an agency must never chase its clients. A client must be given all their
freedom to choose with whom they want to do business with.
Question 23:
Answer 23: When we run a business that deals with clients directly or through calls,
websites or by social media platforms, it becomes really important for the agency to
come up with honest and correct information that is furnished to the clients. The best
method of providing true information to the clients is to establish computerized standards
and software’s, so that a client can put all his property details in that software’s and get
an idea of the price they will receive or they have to pay in case they looking to buy a
property.
Question 24:
Answer 24: There is a full proof procedure of confirming a deal with a client. If a client
comes to an agency the first step is to ask him to buy any of the three packages as
mentioned above. The second step is that the client will give a copy of the legal
documents of the property. Third step is to make an affidavit with a legal judiciary stamp
of the client saying that he is taking our services in order to purchase or to sale his
property. The last step is the signing of the agreement between the agency and the client.
After going through all this procedure, a sales agent confirms the clients deal with the
agency.
Question 25:
Answer 25: Before confirming and listing a property on sale in the market, following
documents are required to be furnished from the sellers end:
 An affidavit of client saying that he is the owner of this property and is selling this
property.

 A legal form that will furnish all the details of the property.
 Confirmation of the legal authorities of the area in which the property is located
in.
 All the original legal documents of the property with all the self attested photo
copies and scanned copies of the documents.
 An affidavit of the bank saying that the property is mortgage free.
Question 26:
Answer 26: As a sales agent I would use following techniques to negotiate the fees of the
agency with the clients:
 Personally assisting the client with 24*7 supports on property matters.
 Developing inter-personal relations with the clients.
 Updating the clients about various offers and information on the properties.
 Verbal Skills are the key to success.
Question 27:
Answer 27 In order to persuade and reach an agreement between the vendor and
potential buyer regarding the sales price of a property I would use the social proof
technique.
In order to respond to client questions and concerns I would use turn objection into
strength technique.
Question 28
Answer 28 Executive three bedroom house available newly refurbished and fully
furnished to a very high specification.
The property spans two floors and comes FULLY FURNISHED, comprising:
GROUND FLOOR
-Large Open-plan living-kitchen area with all new appliances two piece leather sofa and
large wall mounted smart TV.

-Very large double bedroom with double bed, wardrobe, chest of drawers, bedside
cabinet and smart TV on wall.
-Entrance hallway with plenty of storage space under stairs.
-Large garden to front and back professionally maintained with private seating area.
FIRST FLOOR
-2X Large double bedrooms both with built in wardrobes, chest of drawers and bedside
cabinets.
-Modern Bathroom with full Aqua Paneling large bath with power shower and WC.
-Entrance hallway with storage cupboard.
-Gas Central Heating
-New Energy Efficient Boiler
-TV License included
-Free easy parking
-EPC Rating-C
-Landlord Registration 458632/100/08501
No Pets and No Smoking in the House.
Available now from £ 435 per room or whole house for £1300 plus bills.
Question 29
Answer 29
I would record the instruction of the client daily and will make a routine or plan on every
week on a specified date will record the instruction on regular basis.