Certificate of Real Estate Sales and Property Management

Course Overview

The Certificate of Real Estate and Property Management is a short online professional development course designed to introduce students to real estate sales techniques and property management, providing essential knowledge, tools and techniques to help you launch your career in real estate. This online real estate course will take you through the real estate sales and property management process, including customer management, ethical and legal constraints, managing residential tenancies, contract law as applied to real estate, trust accounting, general property management, as well as the essential selling skills and techniques designed to help you successfully close the sale.

Course Topics
    Introduction To Real Estate
    Real Estate Transactions
    Types Of Properties
    Property Ownership
    The Agent’s Role In Transactions
    The Concept Of Agency
    Role And Duties Of A Property Agent
    Other Legal Responsibilities Of A Property Agent
    The Agency As A Business
    Forms Of Business Ownership
    Services Offered By Real Estate Agents
    Roles And Positions In Agency Practice
    Ethical And Professional Controls
    Basic Concepts And Common Terminology
    Land Ownership Or Estates In Land
    Torrens Title
    Real Property
    Co‐Ownership Of Land
    Joint Tenancy
    Tenants In Common
    Certificate Of Title
    Conveyance & Transfer (Of Title)
    Real Estate Enquiries
    Database Management
    Property Management
    Property Manager Qualities
    Residential Tenancies
    Rent Arrears Management
    The Property Management Brochure
    Listing Presentation Kit
    Selecting A Suitable Tenant
    Rent Rolls
    Liaising With The Sales Department
    Specialist Property Management
    Property Management Forms
    A Property Manager’s Responsibilities
    Introduction To Contract Law
    Formal Contracts
    Simple Contracts
    Introduction To Trust Accounting
    Source Documents
    Trust Accounting – Legal Requirements
    Trust Account Records
    Receipting And Banking
    Trust Account Banking
    Receipts, Deposits & Payments
    Introduction To Sales
    The Role Of The Property Consultant
    Third Party Selling
    The Sale Of Properties
    Listing Properties For Sale
    Prospecting For Listings
    For Sale By Owner
    Reasons Why Owners Should Use A Property Agent
    The Pre‐Listing Process
    The Listing Presentation Kit
    Conducting A Title Search
    Search Data Categories
    Body Corporate Searches
    Source The Listing
    Securing The Property For Sale
    Establishing Rapport With The Seller
    Sale Price
    Area And Lifestyle Knowledge
    Showing A Property
    Inspections By Prospective Customers
    Selecting The Right Properties
    Determining Needs And Wants
    Why Qualify?
    Price Range
    Preparing For The Inspection
    Showing Prospective Buyers Tenanted Property
    Travelling To The Property
    The Inspection
    Listen, And Observe Buyer Reactions
    Influencing Buyer Decisions
    The Trial Close
    Buying Signals
    Conducting An Open For Inspection
    Security Of The Property
    How To Present The Property
    Conducting “Open Houses”
    The Factors That Underpin Selling
    Buyer Motivation
    Rational Versus Emotional Motivation
    Problem Solving Motivation
    The Hierarchy Of Human Needs
    Impulse Versus Considered Purchases
    The Sales Process
    The Sales Delivery Cycle
    Modern Selling Skills
    Identify Solutions
    Understanding & Working With Buyers
    The First Customer Contact
    The Qualifying Strategy
    Closing The Sale
Course Format and Duration

This course is delivered completely ONLINE via our elearning system, with printed materials available for purchase (optional). The course is available for you to complete at your own pace. Approximately 50 total nominal hours.

Elearning Access

12 months’ eLearning access, with free extensions available.


Written assignments and exercises, including short-answer questions, reports/essays and projects. There are no examinations or due dates for assessment.

Course Fees

To view the current course fees, please click on the View Fees and Enrolment Information button below. (Select your preferred pricing from the drop down box, either full-up front payment or pay by installments.)

Become fully trained and improve your employment opportunities
Study online, anywhere via our elearning system;
Access to high-quality courses written by industry experts;
Interactive simulations for many programs;
All course materials provided online – no textbooks to buy;
7 day administrative, tutor and technical support;
Easy to understand course content;
Twelve (12) months to complete the course;
Certificate/Statement of Attainment issued for your CV (hard copy provided); and
Tax deductible in most cases* See your tax advisor.


View Fees and Enrolment Information

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