Global Learning for Operational Leaders
Course PSM-021
Real Estate Marketing and Sales Strategy
A well-designed project can still struggle if its marketing and sales are poorly planned. Developers and agencies need to understand their b... The outline covers Understanding the Real Estate Customer, Positioning, Prod...
- 5 daysClassroom or online
- 13Upcoming dates
- 6Cities
- €1,925Fees from
Classroom
13 sessions
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Online / Live
13 sessions
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Introduction
Course overview
A well-designed project can still struggle if its marketing and sales are poorly planned. Developers and agencies need to understand their buyers, position the project clearly and run a disciplined sales process from launch to handover.
This course covers the full real estate marketing and sales cycle: market research and buyer personas, positioning and pricing, launch campaigns, sales team management, off-plan sales, and the reporting that keeps sales on target.
What you will achieve
Learning objectives
- Research the market and define buyer and tenant segments
- Position a real estate project and develop its value proposition
- Design a pricing and release strategy for units
- Plan an integrated launch and marketing campaign
- Manage the sales process, sales team and channel partners
- Measure sales performance and adjust the strategy
Who should attend
Target audience
- Real estate marketing and sales managers
- Development and project managers responsible for sales
- Real estate agency and brokerage managers
- Business development staff in real estate companies
- Marketing professionals moving into real estate
Methodology
Learning approach
- Expert briefings on real estate marketing practice
- Case studies of project launches and sales campaigns
- Group work to build a marketing and sales plan
- Role plays on sales conversations and negotiation
- Presentation of a complete project marketing plan
Complete course outline
Five focused days of learning and application
The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.
Day 1
Understanding the Real Estate Customer
- How buyers and tenants make property decisions
- Market research for real estate projects
- Defining buyer personas and segments
- Coffee break
- Defining buyer personas and segments (continued)
- Investor buyers versus end users
- Competitor analysis
Day 2
Positioning, Product and Pricing
- Developing the project value proposition
- Branding and naming a development
- Coffee break
- Branding and naming a development (continued)
- Unit mix and product decisions
- Pricing strategy and price lists
- Phased release and inventory management
Day 3
Launch and Marketing Campaigns
- Planning a project launch
- Sales centres, show units and events
- Integrated campaigns across channels
- Coffee break
- Integrated campaigns across channels (continued)
- Brokers, agents and channel partners
- Marketing budget and return on investment
Day 4
Managing the Sales Process
- The real estate sales funnel
- Managing leads and follow-up
- Off-plan sales, reservations and payment plans
- Coffee break
- Off-plan sales, reservations and payment plans (continued)
- Negotiation and closing skills
- Sales team targets, incentives and coaching
Day 5
Performance and Customer Experience
- Sales reporting and key metrics
- Adjusting price and campaigns to market response
- Customer experience from reservation to handover
- Coffee break
- Customer experience from reservation to handover (continued)
- Referrals and repeat buyers
- Case study and personal action plan
Course FAQs
Questions about this course
What participants and training managers usually ask before booking Real Estate Marketing and Sales Strategy. Can't find your answer?
What does Real Estate Marketing and Sales Strategy (PSM-021) cover?
This course covers Planning and Strategy Management through a structured five-day outline focused on practical application, discussion, and implementation planning.
When is the next available session?
The next scheduled session starts on 21 - 25 December 2026. See the course schedules section for the available dates and delivery formats.
Who should attend this course?
Real estate marketing and sales managers, Development and project managers responsible for sales, Real estate agency and brokerage managers
Is bilingual course delivery available?
Yes. All course materials and presentations are provided in English, while bilingual explanation and discussion support may be available depending on the selected location and trainer availability. For example, when attending a course in Istanbul, you may request a Turkish-speaking trainer to explain the English course content in Turkish. Arabic explanation support may also be requested at this location. Other languages are available in selected cities. You can choose your preferred language support as an optional preference during registration.
How can I register for a session?
Use any Register button next to the available course dates to open the participant registration page and submit your booking request for the selected session.
Is this course available online as well as classroom-based?
Check the course schedules section for currently published classroom and Online / Live sessions.
Where are classroom sessions delivered?
Current classroom venues include Amsterdam, Kuala lumpur, Barcelona, Geneva, Munich, Rome.
How long is the training programme?
The programme runs for five days from 09:00 to 14:00, which gives 25 contact hours, including a daily 30-minute break (22.5 hours of instruction).
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