2. Certified Real Estate Consultant
www.vskills.in
CertifiedCertifiedCertifiedCertified Real Estate ConsultantReal Estate ConsultantReal Estate ConsultantReal Estate Consultant
Certificate Code VSCertificate Code VSCertificate Code VSCertificate Code VS----1001001001006666
Vskills certification in Real Estate Consultancy is one of the first certifications in the real
estate sector. A Vskills Certified real estate consultant finds employment in real estate
consulting firms, real estate developers, research firms dealing with real estate sector and
and is also a good certification for entrepreneurs in the real estate sector
Why should one take this certification?Why should one take this certification?Why should one take this certification?Why should one take this certification?
To demonstrate clear understanding of real estate sector and practical aspects of real estate
markets, sale purchase, construction terminology and to get a visible recognition for this
knowledge
Who will benefit from taking this certification?Who will benefit from taking this certification?Who will benefit from taking this certification?Who will benefit from taking this certification?
Students looking to find employment in real estate sector, construction companies, real
estate investment advisory firms, research departments of banks, teachers of real estate
sector, managers of companies who wish to understand real estate as an area of operation,
owners of small and medium real estate brokerage firms who want to have a better control
over their trades and practically anyone having interest and looking to make a career in the
Real Estate sector.
Test Details:Test Details:Test Details:Test Details:
• Duration:Duration:Duration:Duration: 60 minutes
• No. of questions:No. of questions:No. of questions:No. of questions: 50
• Maximum marks:Maximum marks:Maximum marks:Maximum marks: 50, Passing marks: 25 (50%); There is no negative marking in
this module.
Fee Structure:Fee Structure:Fee Structure:Fee Structure:
Rs. 2,500/- (Includes all taxes)
Companies that hireCompanies that hireCompanies that hireCompanies that hire VskillsVskillsVskillsVskills Real Estate ConsultantReal Estate ConsultantReal Estate ConsultantReal Estate Consultant
Vskills Certified Real Estate Consultant may find employment in all kind of real estate
companies. Candidates can also start their own business as it has high growth and demand.
3. Certified Real Estate Consultant
www.vskills.in
Table of Content
1.1.1.1. IntroductionIntroductionIntroductionIntroduction
1.1 Overview of Real Estate Sector
1.2 Residential vs. Commercial
1.3 Unique Characteristics of Real Estate Market
1.4 Demand and Supply in the real estate market
1.5 Current Trends in the Real Estate Market
1.6 Market Participants
2222.... Skills of a successful Real Estate ConsultantSkills of a successful Real Estate ConsultantSkills of a successful Real Estate ConsultantSkills of a successful Real Estate Consultant
2.1 What is a real estate agent?
2.2 Services offered
2.3 Business Planning and Marketing
2.4 Referrals
2.5 Selling Skills and good speaking proficiency
2.6 Time Management
2.7 Self Starter
3333.... Sales and sellingSales and sellingSales and sellingSales and selling
3.1 Advertising, Direct mailers, electronic mailers, telemarketing
3.2 Sales Promotion
3.3 Public Relations and publicity
3.4 Referrals
3.5 Networking
4444.... Real Estate FinancingReal Estate FinancingReal Estate FinancingReal Estate Financing
4.1 Government and commercial sources
4.2 Government schemes and grants
4.3 Commercial Banks and institution lenders
4.4 Housing corporations and associations
4.5 Life Insurance Corporations
4.6 Real Estate Investment Trusts (REITs)
4.7 Non Banking Financial Corporations (NBFCs)
4.8 External Commercial Borrowings (ECBs)
4.9 FDI in real estate
5.5.5.5. Real Estate PricingReal Estate PricingReal Estate PricingReal Estate Pricing
5.1 Median prices vs. mean prices
5.2 Units of pricing – sq m, sq ft etc
5.3 Factors influencing real estate pricing
5.4 Determination of Fair value
4. Certified Real Estate Consultant
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6.6.6.6. Sale ofSale ofSale ofSale of Real EstateReal EstateReal EstateReal Estate
6.1 Immovable property and transfer of immovable property
6.2 Verification of document of title
6.3 Registration Procedure
6.4 Agreement to sell an immovable property
6.5 Registration of Agreement to Sell
6.6 Stamp Duty Payable on Agreement to Sell
6.7 Suit for specific performance of an Agreement to Sell
6.8 Sale/ how is sale made/ construction and execution of sale deed
6.9 Rents and profits of the immovable property
6.10 Right and Liability of buyer
6.11 Right and liability of seller
6.12 Auctions
6.13 Sale and FEMA
7777.... MortgageMortgageMortgageMortgage
7.1 Introduction
7.2 What is Mortgage?
7.3 Kinds of Mortgage
7.4 Redemption of Mortgage
7.5 Foreclosures
7.6 Registration of Mortgage Deed
7.7 Stamp Duty payable on Mortgage Deed
7.8 Housing Loans to Non residents
8888.... LeaseLeaseLeaseLease
8.1 Leases and leasing activity
8.2 Essentials of a lease
8.3 Definition and execution of Lease
8.4 Rights and liabilities of the lesser
8.5 Rights and liabilities of the Lease
8.6 Termination of a Lease
8.7 Forfeiture
8.8 Application of Rent Control Legislation
8.9 Model Residential Tenancy Act, 2011
8.10 Registration of a Lease Deed
8.11 Stamp Duty payable on Lease Deed
9999.... Gifting of Real EstateGifting of Real EstateGifting of Real EstateGifting of Real Estate
9.1 What is Gift?
9.2 Transfer, consideration, parties, acceptance
9.3 Transfer of Immovable property by way of Gift
9.4 Registered instrument
9.5 Voidance, suspension or revocation of gift
5. Certified Real Estate Consultant
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9.6 Gift tax act
10101010.... Exchange of Real EstateExchange of Real EstateExchange of Real EstateExchange of Real Estate
10.1 Exchange as a mode of transfer
10.2 Definition and execution of exchange
10.3 Treatment of exchange in Income tax act
11111111.... Other RegulationsOther RegulationsOther RegulationsOther Regulations
11.1 Real estate and Consumer Protection Act, 1986
11.2 Members of a society
11.3 Meaning of deficiency in service – late delivery, escalation, substandard material
11112222.... Basic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate office
12.1 Computer Hardware
12.2 Computer Software
12.3 Internet Tools for Marketing and Communication
12.4 Security and Computer Protection
12.5 Determining Office Technology Requirements
11113333.... Personnel MaPersonnel MaPersonnel MaPersonnel Managementnagementnagementnagement
13.1 Job Analysis
13.2 Recruitment of Job Applicants
13.3 Personnel Selection
13.4 Training and Appraisals
13.5 Motivating Performance
13.6 Compensation and incentive plans
13.7 Defining Sales quota and objectives
6. Certified Real Estate Consultant
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Course OutlineCourse OutlineCourse OutlineCourse Outline
IntroductionIntroductionIntroductionIntroduction
General overview of the real estate sector, and understanding of the residential
versus commercial real estate concepts.
Segmentation of real estate in housing and non housing categories (commercial,
industrial, institutional etc)
Indian real estate market, the second largest employment generator and growth
engine for more than 300 allied industries
Appreciating the unique characteristics of real estate markets like durability,
heterogeneous market, high transaction costs, potential for disequilibrium, dual
nature – investment and self consumption, immobility of the investment
Main reasons for demands like income, price of housing, availability of credit,
consumer preferences, investor preferences, price of substitutes and price of
complements, increased urbanization etc
Determinants of supply like land, labour and other input costs and the availability
of existing stock
Current trends in the real estate markets, slowdown in demand, rising interest rates, effect
of the housing bubble in the West
Market Participants like owner/user, renter, developers, renovator, facilitator etc
Skills of a successful real estate consultantSkills of a successful real estate consultantSkills of a successful real estate consultantSkills of a successful real estate consultant
Skills needed to succeed as a real estate agent
Services provided by a real estate agent from marketing properties for clients, to
representing buyers in purchase, assisting them in making the best purchase under
best terms
Processes needed to achieve sales – listing properties, preparation of necessary
documentation, advertising properties ,being the contact person available to answer
queries, screening both buyers and sellers etc
Importance of being a self starter and a good time manager
Effective communication skills needed for dispute resolution.
Conceptual knowledge required for understanding lease clauses and their legal and
negotiation implications.
Ethics and its importance in the agency role – ethical duties to clients, customers,
tenants, residents, employers etc, resolving conflict of interest between parties,
fiduciary relationships
Managing effective communications, the communication process
7. Certified Real Estate Consultant
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Sales and sellingSales and sellingSales and sellingSales and selling
Managing advertising, Direct mailers, electronic mailers, telemarketing and other
reach out plans to the prospective clients
Networking assumes a lot of importance – building relationships, maximizing
networks already present in, increasing network competence and discovering
opportunities in everyday situations
Learning how to work on leads to generate more leads, transitioning from passive
to proactive approach to leads, building trust in others
Making networking and referral generation an intentional part of business plan
Setting networking and referral goals annually
Real Estate FinancingReal Estate FinancingReal Estate FinancingReal Estate Financing
Different ways to obtain real estate financing – governmental and commercial
sources
Housing Loans from Life insurance companies, banks and other NBFCs
Role of FDI and ECBs in large scale developer projects
Role of REITs and secondary markets
Growth in demand due to fiscal incentives on both interest and principal
repayments
Typical profile of a home loan buyer – first time borrowers, looking for legal and
technical issues advice, generally salaried class and preference for floating rate loans
Implementation of tax reforms – reduction in stamp duty and registration charges
Real Estate PricingReal Estate PricingReal Estate PricingReal Estate Pricing
Importance of calculating the median prices over mean prices as a common
measurement
Various units used in pricing like sq ft and sq m
Various factors that determine pricing
Sale of Real EstateSale of Real EstateSale of Real EstateSale of Real Estate
Various legal matters related to sale of real estate like Sale Deed, construction of
sale deed, contract for sale, rights and liabilities of buyers and sellers, benefits
accruing to the buyer, increase in value of immovable property, charges on the
property, stamp duty payable on sale deed, registration of sale deed, agreement for
reconveyance, sale and FEMA, rules for NRIs etc
MortgageMortgageMortgageMortgage
Introduction and definition of mortgage, transfer of interest in an immovable
property, kinds of mortgage ,simple mortgage, mortgage by conditional sale,
mortgage by deposit of title deeds, anomalous mortgage, redemption of mortgage,
persons who may sue for redemption, legal proceedings for redemption of
mortgage, foreclosure or sale of mortgaged property, rights to seek foreclosure or
sale of mortgage property, legal proceedings for foreclosure, registration of
8. Certified Real Estate Consultant
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mortgage deed, stamp duty payable on mortgage deed, mortgage and FEMA, loan
to a resident and nonresident Indian etc
LeaseLeaseLeaseLease
Lease would include topics like definition, introduction, and execution of lease,
rights and liabilities of bother the lesser and the lessee, termination of lease,
forfeiture, service of notice to quit, application of rent control legislations, grounds
of eviction under rent control legislations, model residential tenancy act, registration
of lease deed, stamp duty payable on lease deed
GiftingGiftingGiftingGifting of Real Estateof Real Estateof Real Estateof Real Estate
Meaning of ‘Gift’ , transfer, scope and meaning of gift, manner of transfer of
immovable property by way of gift, registered document, signed by or on behalf of
the donor, attested by at least two witnesses, voidance of gift, suspension or
revocation of gift, onerous gifts, stamp duty payable on the gift deed, treatment of
gift by the income tax act, gift status when donor is NRI etc
Exchange of Real EstateExchange of Real EstateExchange of Real EstateExchange of Real Estate
Exchange as a mode of transfer, introduction, definition, execution, treatment of
exchange
Other RegulationsOther RegulationsOther RegulationsOther Regulations
Introduction of consumer protection act, 1986 ,definition of consumer underneath
it, real estate and consumer protection act, deficiency of services and what it entails
like late delivery, escalation, refund, substandard material, conversion, property
allotted in occupation of third party etc
Introduction to real estate and competition act, 2002
Land acquisition rules and its implications on end consumers
Basic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate officeBasic IT Skills: Technology and a real estate office
Introduction to basic computer hardware and software and other internet tools for
marketing and communication needed by a real estate marketing and selling team
in today’s fast paced and networked world of real estate.
Basic internet real estate portals for posting and browsing real estate – security and
computer protection and data protection is also critical for a real estate firm
Personnel ManagementPersonnel ManagementPersonnel ManagementPersonnel Management
Selling is the most important tool of personnel management and it is important to
have a clear understanding of the job requirement before we hire some one. Also
important is the recruitment process, screening of job applicants, training and
appraisals, motivating performance and compensating performers. The
compensation pattern should be performance based and should have clear
objectives.
9. Certified Real Estate Consultant
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Sample QuestionsSample QuestionsSample QuestionsSample Questions
1.1.1.1. A claim on property as security for a debt or other obligation is known as a(n)A claim on property as security for a debt or other obligation is known as a(n)A claim on property as security for a debt or other obligation is known as a(n)A claim on property as security for a debt or other obligation is known as a(n)
A. Encroachment
B. Lien
C. Easement
D. Profit
2.2.2.2. The most important skill for a real estate agent isThe most important skill for a real estate agent isThe most important skill for a real estate agent isThe most important skill for a real estate agent is
A. Coding
B. Selling
C. typing
D. Reading
3333.... Real estate refers toReal estate refers toReal estate refers toReal estate refers to
A. land and structures attached to it.
B. legal benefits, interests or rights inherent in the ownership of real estate.
C. movable property.
D. land, but not structures attached to it.
4.4.4.4. The primary difference between freehold andThe primary difference between freehold andThe primary difference between freehold andThe primary difference between freehold and leasehold estates is thatleasehold estates is thatleasehold estates is thatleasehold estates is that
A. the number of rights is greater with leasehold estates
B. leasehold estates involve property which have no liens.
C. a freehold interest is an ownership interest.
D. a freehold estate can only be possessory.
5.5.5.5. How many feet aHow many feet aHow many feet aHow many feet are there in a yard ?re there in a yard ?re there in a yard ?re there in a yard ?
A. 3
B. 4
C. 2.5
D. 2.75
Answer: 1 (B), 2 (B), 3 (AAnswer: 1 (B), 2 (B), 3 (AAnswer: 1 (B), 2 (B), 3 (AAnswer: 1 (B), 2 (B), 3 (A), 4 (C), 5 (), 4 (C), 5 (), 4 (C), 5 (), 4 (C), 5 (AAAA))))
