E.G. ONGTECO REALTY AND BROKERAGE

SERVICESAN INTRODUCTION TO THE WORLD OF REAL

ESTATE SERVICES

By: ONGTECO, ERIKA THERESE GONZAGA

What is a REAL ESTATE AGENT?

Rent, buy, or sell property for clients. Perform duties, such as study property listings, interview prospective clients, accompany clients to property site, discuss conditions of sale. Assists the client from RESERVATION TO TURN OVER OF THEIR UNITS.

Real Estate Service Practitioners1. Real estate consultant - a duly registered and licensed -natural

person who, for a professional fee, compensation or other valuable consideration, offers or renders professional advice and judgment on: (i) the acquisition, enhancement, preservation, utilization or disposition of lands or improvements thereon; and (ii) the conception, planning, management and development of real estate projects.

2. Real estate appraiser— a duly registered and licensed natural person who, for a professional fee, compensation or other valuable consideration, performs or renders, or offers to perform services in estimating and arriving at an opinion of or acts as an expert on real estate values, such services of which shall be finally rendered by the preparation of the report in acceptable written form.

Real estate assessor ; a duly registered and licensed natural person who works in a local government unit and performs appraisal and assessment of real properties, including plants, equipment, and machineries, essentially for taxation purposes.

Real estate broker - a duly registered and licensed natural person who, for a professional fee, commission or other valuable consideration, acts as an agent of a party in a real estate transaction to offer, advertise, solicit, list, promote, mediate, negotiate or effect the meeting of the minds on the sale, purchase, exchange, mortgage, lease or joint venture, or other similar transactions on real estate or any interest therein.

REAL ESTATE SALESPERSONS - a duly accredited natural person who performs service for, and in behalf of. a real estate broker who is registered and licensed by the Professional Regulatory Board of Real Estate Service for or in expectation of a share in the commission, professional fee, compensation or other valuable consideration.

THE SELLING CYCLE

PROSPECTINGPROBINGPRESENTATIONHANDLING OB-JECTIONSCLOSING

PROSPECTING

WHO ARE THE PROSPECTS?MAN

M- MoneyA – Authority

N- Need

I. Setting an Appointment

conduct sales interview in an ideal

condition.

PROBING (fact finding)

Fact Finding is the process of probing for

facts to reveal all relevant data about the

prospect and qualify the prospect.

PRESENTATIONCONFIDENCEPREPARATION

WHY PREPARE SALES PRESENTATIONS?1. To eliminate hesitation2. To develop confidence and poise3. To ensure that all important and

necessary sale points are covered4. To guarantee a logical sequence of ideas

HANDLING OBJECTIONS

1. An objection is a sign of interest.2. Don’t argue with your prospect.3. Don’t attack them when you

overcome their objection.4. Discuss the benefits first before

answering the objections.

Handling Objections Convert the ObjectionProspect: “Your price is too high” Covert the statement to a question Salesperson: “You have brought up a good question” or “Many people have the same question” Convert the initial statement or objection to a question Salesperson: “The question here is whether or not our product’s benefits are worth the additional costs, isn’t that correct?”If the prospect agrees, then the question can be answered.If the prospect do not agree, then have the prospect restate the question. (Use Third Party and how does people deal with the objection ad give testimonials.

CLOSING

Part of selling process that will naturally occur

if the salesperson meets the desires of

the propect.

• PROFESSIONAL RULES OF CONDUCT AND RESPONSIBILITIES• The Practitioners shall be governed by the following professional

rules of conduct and responsibilities.• Section 1. To the Government

(a) The Practitioner shall secure all the necessary licenses, permits and authority from the Commission and other government agencies as may be required by law, ordinance or rules and regulations and comply with all the requirements relative to the practice of real estate service.

• (b) The Practitioner shall pay any and all professional fees and taxes that are required by law in the practice of real estate.

• (c) The Practitioner shall not encourage, tolerate or participate in the evasion or illegal reduction in the payment of all taxes, fees or charges that is due to the government.

• Section 2. To the Public• (a) The Practitioner shall be imbued with a social

responsibility and conscience being part of society with duties and responsibilities for the promotion of the common good.

• (b) The Practitioner shall cooperate with the government in protecting the public against deceit, misrepresentation, unfair, relevant information and other related unethical and immoral practices and malpractices of unlicensed and unauthorized real estate service practitioners.

• (c) The Practitioner shall endeavor to present the full disclosure of pertinent and material facts on the subject property in advertisements (i.e. brochures, flyers and press releases (whether in tri-media or electronic media/means).

• Section 3. To the Clients• (a) The Practitioner in accepting any authority, listing and/or assignment to

act for and in behalf of a client shall be obliged with prudence, integrity, loyalty, fidelity and good faith in protecting and promoting the interest of the client without sacrificing the legitimate interest of the other party in the transaction which shall not be contrary to the law, good morals and public interest.

• (b) The Practitioner shall not accept any professional fee or valuable consideration from any party of the real estate transactions except from his/her client unless with the full knowledge and consent of all the parties.

• (c) The Practitioner shall charge or collect standard professional fees which are fair and reasonable in accordance with real estate industry practice in similar transactions but not lower than the agreed minimum professional fee as recommended by the accredited and integrated professional organization based on the existing standards of real estate service practice.

• Section 4. To Fellow Practitioners• (a) The Practitioner shall not use any vital documents

relative (d) The Practitioner shall not engage in slander, oral defamation, gossip, or criticize publicly a fellow practitioner and/or competitor nor volunteer a negative and damaging opinions of a competitor and/or fellow practitioner in any means (SMS, electronics mails or letters, etc of similar nature). And if one’s opinion is essentially sought for common good, the Practitioner shall render it with prudence, truth with professional integrity, courtesy and respect to a fellow practitioner cautious in safeguarding the latter’s human rights and good reputation and credibility.

• (g) The Practitioner shall conduct ethical and professional practice with honor, dignity and integrity to avoid any controversies with fellow practitioners.

ACCREDITED DEVELOPERS