Real Estate Commercial Director Suit Diploma

Overview

Learning Objectives:

Know how to plan, develop and implement commercial strategies based on company goals and objectives with the main goal to support and accelerate growth.
How to establish sales objectives, forecasting & developing annual sales quotas, projecting sales volume & profit for existing and new projects.
How to determine annual unit & gross – profit plans,
How to implement marketing strategies, analyzing trends & results.
How to analyze data, prepare reports & provide strategic recommendations based on data & market trends.
How to Identify, qualify and creates new commercial opportunities.
How to develop and manage sales & marketing operating budgets and sales strategies across key market segments.
How to design and implement new sales and customer acquisition strategies.
Ensure effective control of marketing results and take corrective action to guarantee that achievement of marketing objectives falls within designated targets and budgets.
How to enhance staff performance, selecting, orienting & training, counselling, disciplining, planning, monitoring, coaching and appraising departments’ job results.
How to establish and maintain long-term, profitable partnerships with key stakeholders.

Program Outline:

Part 1: Strategic Management

Module 1: Real Estate Business Strategy,Planning and Forecasting

In the Real Estate Business Strategy module, you will learn about Strategic management process and concepts, value of vision, mission and corporate objectives, the role of corporate governance and stakeholder management, coherence in strategic direction.

External analysis: Porter’s Five Forces model, the general environment, the competitive environment, the national environments, and creating the environmentally aware organization.

Internal analysis: value chain analysis, resource-based view of a firm, evaluation of firm performance, the balanced scorecard and the strategy map. The Real Estate modern business environment. How to Setup and Lead a Strategic Planning Team. Implementation – How to break down the plan and get it done. Dynamic Planning as a continuous process

Seasonality Management, Sales Forecasting Methods, Bottom-up sales forecast vs a top-down sales forecast, Setting individual and team quotas, Anticipating market trends, Incorporating changes, Monitoring competitors.

Module 2: Real Estate Marketing Strategy

In the Real Estate Marketing Strategies module, you will learn about marketing audit conducting, Market Research, Growth Strategy, Market Share vs Value Share, ARPU Development, Customer Share of wallet, STP and value proposition, Persona analysis, Marketing Channels, Marketing Tactics, Marketing KPIs, Branding, Marketing Planning and Budgeting.

Module 3: Real Estate Sales and Marketing KPIs, Reporting & Data Analysis

The Real Estate Sales and Marketing KPIs Module will equips participants with the skills to plan, implement, and measure commercial strategies that drive growth. Participants will learn to set sales objectives, develop profit plans, analyze data, and make data-driven decisions. They will also gain expertise in managing budgets, optimizing sales and marketing performance, and establishing profitable partnerships with key stakeholders. Through a focus on KPIs, participants will ensure their efforts align with business objectives, driving both revenue and operational success.

In the Reporting & Data Analysis Module, you will learn about how to gather, arrange, and inspect data using various procedures to deduce information that can be used to shape the trajectories of Real Estate companies, the process of systematically applying statistical and logical techniques to describe and illustrate, condense and recap, and evaluate data. process of inspecting, cleansing, transforming, and modelling data with the goal of discovering useful information, informing conclusions and supporting decision-making.

Part 2: Financial Analysis

Module 4: Real Estate Investment Analysis

In the Investment Analysis Module, you will learn about the process of evaluating the Real Estate businesses, Real Estate projects, budgets, and other finance-related transactions to determine their performance and suitability, Financial statement analysis that is used by internal and external stakeholders to evaluate the Real Estate business performance and value. Financial accounting, income statement, cash flow statement. Horizontal, vertical, and ratio analysis, examining and explaining the components of budget expenditure and revenue. The use of budget indicators (ratios) can help to improve understanding of issues such as the level of implementation of expenditure and revenue budgets or the structure of the budget.

Module 5: Real Estate Financial analysis

In Financial analysis Module you learn how evaluate the financial viability of the proposed project and determining its potential profitability. Estimate Project Costs: The first step is to estimate the total project costs, including the cost of land acquisition, construction costs, financing costs, marketing and sales costs, and contingency reserves. Identify Economic indicators such as interest rates, inflation rates, and job growth can have a significant impact on the real estate market. Analyzing these indicators to understand the potential demand for the proposed project. Analyze the rental rates or sale prices of similar properties in the area to determine the potential revenue for your project. to estimate the profitability of the project and determine the feasibility of financing the project. Develop Revenue Projections, Based on the market analysis, develop revenue projections for the project. estimating the rental rates or sale prices, occupancy rates, and other revenue streams such as parking or common area fees. Calculate the operating expenses for the project, including property taxes, insurance, maintenance, utilities, and management fees. Determine Financing Needs for the project and evaluate the feasibility of financing options. evaluating traditional bank loans, private equity, or crowdfunding. Evaluate Sensitivity Analysis of the project. This can include evaluating the potential impact of changes in interest rates, market conditions, and other factors that may impact the financial viability of the project.

Module 6: Real Estate Pricing

In the Real Estate Pricing Module, you will learn about different pricing strategies used in the real estate industry, such as comparative market analysis (CMA), income approach, cost approach, and other valuation methods. You learn how to apply these techniques to determine an appropriate price range for a property based on its unique characteristics and market conditions. understand various factors that influence property prices, such as location, property size, condition, neighborhood amenities, market demand, and recent sales trends. You learn how to evaluate these factors and their impact on property value. Effective pricing is closely tied to marketing strategies. Real estate pricing training often covers the connection between pricing and marketing, including how to position a property in the market, create effective marketing campaigns, and attract potential buyers or tenants based on the price point.

Part 3: Real Estate Commercial

Module 7: Tenant Mix

In tenant mix module, you will Understand how to curate a mix of retail tenants that appeals to the target demographic, fosters a sense of destination, and maximizes sales and foot traffic. Anchor Tenants strategy, office tenant mix and workplace strategy, retail tenant mix, Creating a Tenant Mix USPs, factors Influence ERV (Estimated Rental Value), Budget setting, Financial Metrics. Learn how to set budgets for tenant mix-related expenses and revenue projections, ensuring financial sustainability. Understand the financial metrics associated with tenant mix, such as rental income, tenant turnover, and expense management. Identify potential risks associated with tenant mix decisions and learn how to mitigate them effectively. Explore strategies for tenant retention, including lease negotiation, tenant engagement, and tenant satisfaction.

Module 8: Leasing Strategy, Property Management and Asset Management

In Leasing Strategy module, you will Gain a comprehensive understanding of the end-to-end leasing process, from marketing and tenant prospecting to lease negotiation and execution. Learn how to develop effective leasing strategies that align with the property's objectives and target market. Conduct thorough market analyses to assess the demand for commercial space in the property's location and make informed leasing decisions. Understand the legal aspects of commercial leasing, including lease agreements, lease clauses, and compliance with local and national regulations. Develop skills for identifying and attracting potential tenants who are a good fit for the property. Learn how to evaluate the suitability of a property for various types of tenants and businesses, considering factors like location, accessibility, and infrastructure. Analyze the property's catchment area and assess the competitive landscape to identify opportunities and threats. Understand the importance of effective communication and relationship-building with tenants to address their needs and concerns. Develop negotiation skills to secure favorable lease terms for both landlords and tenants, maximizing the benefits for all parties. Familiarize oneself with common lease clauses and terms, such as rent escalations, maintenance responsibilities, and lease renewal options.

In Property Management module, you will learn investigating the building’s attributes, Classification property management Services, Market analyses. Property analysis, Maintenance and staffing of office buildings. Financial Metrics and Performance Indicators including : Net Operating Income (NOI), Cap Rate, Cash Flow, Debt Service Coverage Ratio (DSCR), etc. Use of metrics to assess property performance. Budgeting and Forecasting including : Creating annual operating budgets. Projecting income, expenses, and cash flows. Variance analysis and adjusting strategies. Financial Reporting Including : Regular financial statements and reporting to stakeholders. Transparency and accountability in reporting practices

Part 4: Real Estate Intellectual Capital

Module 9: Competences & Capacity Building, Critical & Creative Thinking

In the Competence and Capacity Building Module, you will learn about Conducting training need assessment, engage stakeholders on capacity development, assess capacity needs and assets, formulate a capacity development response, implement a capacity development response, evaluate capacity development.

In the Critical and Creative Thinking Module, you will learn about Components of Critical Thinking, Non-Linear Thinking, Logical Thinking, Active Listening, Seeing the Big Picture Objectivity, Evaluate Information, Being More Persuasive, Problem Solving, Emotional Intelligence, Changing Your Perspective, Identify Inconsistencies, Trust Your Instincts