How to make more money in real estate broking when the market is undergoing a fundamental shift from unprofessional broking to a high quality professional service.

1. Make More Money in Real
Estate Broking
Manan Choksi

2. Present Market statistics:
 Number of brokers in Ahmedabad: Approx. 10,000
active.
 Number of deals : 10,000-12,000 registrations a month
 Estimate of primary deals being done by brokers: 50%-
60% (increasing as number deals reduce)
 20% of the new projects of India are in Gujarat
 Investors from all India have invested in Gujarat

3. Next 10 years?
 Outdoor Media will continue to loose its
effectiveness
 Resale properties will have a great share of
transaction in the market
 Buyers will have a higher Dependence on agents
as plethora of options emerge
 Technology will play a pivotal role in broking
 Organized broking is the future

4. Next 10 years?
 Foreign investors investing in India and Indians
investing outside the country will increase
 Proportion of White money in real estate transactions
will increase
 Real Estate broking will follow
the foot steps of organized
stock broking

5. Fundamental questions first:

6. What is broking?
 Broker is a party that arranges transactions
between a buyer and a seller, and gets a
commission when the deal is executed.

7. What does a buyer want?
 Inventory
 Agent time
 Guidance
 Saving of his time
 Quick Closure

8. What does a seller want?
 More genuine buyers
 Get best price for his property
 Liquidate at the earliest
 Agent’s time
 Guidance of valuation
 Relevant buyers consider his property

9. Why a broker cannot satisfy?
 Getting and retaining best employees
 Training
 Advertisement Budget
 No Surety of Income
 Limited budget for Running costs
 Network

10. Why employees don’t stay?
 Employer gets the lion’s share of income
 Boss gives little value addition to each deal once the
employee becomes experienced
 Lack of independence
 Lack of Personal Identity
 Limited office growth

11. How to increase deals?
 Give more options to buyers
 Employ more agents to serve the customer better
 Use technology to increase the viewers of the property

12. Get access to HNI/NRI clients?
 Get high quality agents who are experienced qualified
and who give better service
 Get properties which they would prefer:
 100% white for NRI
 Give a good ROI for HNI
 Train employees regularly to improve your quality of
service
 Use technology extensively

13. Attract and retain employees?
 Number of transactions is the key to improving income
and motivation of employee
 Create a brand value of your office
 Fire low performing employees: key to retain top
performing people
 Continuously recruit

14. Network?
 Join a network to share inventory and leads
 Networks help wide geographical presence
 Can access various segments of buyers and sellers
 A network gains more trust than an individual broker

15. Technology: How important?
 Do you use Mobile?
 Why?

16. Example of A listing:
 Property with an excellent view over looking a river, sea
and a hill.
 Very upmarket locality.
 3 bed room, fully furnished, good wood work.
 Parking for 2 cars.

17. Technology: How important?
 Buyers require more information e.g.: floor plan,
elevation photos, views, amenities etc.
 Cost of petrol increases so buyers prefer to see
properties over internet and short list rather than visit
each and every option
 Buyers don’t have time
 Buyers can be outside city or even country.
 Buyers want to share information with others

18. Technology: How important?
 Brokers need to:
 make quality leaflets to give as handouts to customers
 Promptly respond over email
 If they work in network: Technology is critical for
sharing information
 Smartphone challenge: using apps to search properties

19. Informal sector: thrive or
survive?
 Small Stock brokers: on brink of extinction
 Starts with reluctance to change
 Later results in reduction in market share
 In 5 years substantial shift will be seen from the
unorganized broking sector to organized broking
 Then it is too late to change

20. Verious Real estate company
enter in to indian Real estate
broking Business

21.  "It is not the strongest of the
species that survives, nor the most
intelligent that survives. It is the
one that is the most adaptable to
change."
— Charles Darwin

23. Which Office is
More Profitable?
Manan Choksi

24. Which office is more profitable?
More number of property
options for customers
OR
Less number of property
options for customers

25. Which office is more profitable?
More number of agents
OR
Less number of agents

26. Which office is more
profitable?
Top performing agents
OR
Average agents

27. Which office is more profitable?
More trained agents
OR
Untrained assistants /
employees

28. Which office is more profitable?
Motivated agents to run
after business
OR
Employees who wait for
business to run after them

29. Which office is more profitable?
Latest technology to market
their properties
OR
Doesn’t use technology to
market their properties

30. Which office is more profitable?
A large international
network
OR
A stand alone operation

31. Which office is more profitable?
A world renowned brand
name
OR
Tries to make its own brand
name

32. Which office is more profitable?
Agents earn according to
their commission earned
OR
employees earn fixed salary
irrespective of commission
earned

33. Which office survives longer?
The fixed salary cost is
lower
OR
The fixed running cost is
higher

34. Which office is more profitable?
Is in Business since long
OR
Just opened

35. Which office is more profitable?
Running based on a proven
concept globally
OR
A office started without any proven
concept

36. Which office is more
profitable?
A system driven model
OR
A person driven model

38. MAKING MORE MONEY IN
BROKING
THROUGH THE
RE/MAX ADVANTAGE
RE/MAX India

39. Established in Denver, Colorado (USA) in 1973 by –
Dave Liniger
The only real estate
broking company still
owned and operated
by the original
promoter
RE/MAX India

40. - Real Estate
Maximums
RE/MAX India

41. RE/MAX did house
sales of more than
$500 bn.
If RE/MAX was a
company, we would
be bigger than
WALMART
RE/MAX India

42. GLOBAL RECOGNITION
RE/MAX India

43. BRAND NAME RECOGNITION
RE/MAX is #1
The most recognized logo in real estate
43
RE/MAX India

44. THE ICON IN THE INDUSTRY
44
RE/MAX India

45. TRUST & ASSURANCE
RE/MAX India

46. A business model working
successfully in more than
7000 offices and created
millions of entrepreneurs
worldwide
RE/MAX India

47. Only real estate
company to
feature in the book
“50 Companies
That Changed the
World” by Howard
Rothman
RE/MAX India

48. World’s largest Real Estate brokerage franchising network…!
RE/MAX India

49. ABILITY TO DO BUSINESS
IN MORE THAN 88
COUNTRIES
RE/MAX India

50. RE/MAX India

51. Network...
88 Countries
7000+ Offices
100,000+ Agents
20,00,000+ Transactions
RE/MAX India

52. RE/MAX
RE/MAX India

53. Network…
23 Regions
135+ Offices
500+ Agents
5 Transactions/day
RE/MAX India

54. EDUCATION & TRAINING
RE/MAX India

55. More than 25,000 hours of training in India done
RE/MAX India

56. CONFERENCES & CONVENTIONS
RE/MAX India

57. TECHNOLOGY
RE/MAX India

58. WWW.REMAX.COM
1 Million Unique Visitors per month
World’s largest visited real estate website
RE/MAX India

59. REFFERALS
 Agent to Agent Referrals
 Negotiate your own referral rate
 Send and receive referrals of buyers and sellers
RE/MAX India

60. TOOLS TO GROW YOUR
BUSINESS
RE/MAX India

61. ACHIEVEMENTS
RE/MAX Bangalore Franchise does landmark
transaction
RE/MAX India

62. ACHIEVEMENTS
 Lodha World One
RE/MAX India

63. ACHIEVEMENTS
 Godrej township
RE/MAX India

64. To Know More and Be a Part of a Revolution
Book Your Appointment
RE/MAX India