Certified Real Estate

Consultant
VS-1006
Certified Real Estate Consultant
www.vskills.in

Certified Certified Certified Certified Real Estate Consultant Real Estate Consultant Real Estate Consultant Real Estate Consultant
Certificate Code VS Certificate Code VS Certificate Code VS Certificate Code VS- -- -100 100 100 1006 66 6
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 de!elopers research firms dealing "ith real estate sector and
and is also a good certification for entrepreneurs in the real estate sector
#hy should one take this certification$ #hy should one take this certification$ #hy should one take this certification$ #hy should one take this certification$
%o demonstrate clear understanding of real estate sector and practical aspects of real estate
markets sale purchase construction terminology and to get a !isi&le recognition for this
kno"ledge
#ho "ill &enefit from taking this certification$ #ho "ill &enefit from taking this certification$ #ho "ill &enefit from taking this certification$ #ho "ill &enefit from taking this certification$
Students looking to find employment in real estate sector construction companies real
estate in!estment ad!isory firms research departments of &anks teachers of real estate
sector managers of companies "ho "ish to understand real estate as an area of operation
o"ners of small and medium real estate &rokerage firms "ho "ant to ha!e a &etter control
o!er their trades and practically anyone ha!ing interest and looking to make a career in the
Real Estate sector.
%est 'etails( %est 'etails( %est 'etails( %est 'etails(
'uration( 'uration( 'uration( 'uration( 60 minutes
)o. of *uestions( )o. of *uestions( )o. of *uestions( )o. of *uestions( +0
,a-imum marks( ,a-imum marks( ,a-imum marks( ,a-imum marks( +0 .assing marks( /+ 0+0123 %here is no negati!e marking in
this module.
4ee Structure( 4ee Structure( 4ee Structure( 4ee Structure(
Rs. /+005- 06ncludes all ta-es2
Companies that hire Companies that hire Companies that hire Companies that hire Vskills Vskills Vskills Vskills Real Estate Consultant Real Estate Consultant Real Estate Consultant Real Estate Consultant
Vskills Certified Real Estate Consultant may find employment in all kind of real estate
companies. Candidates can also start their o"n &usiness as it has high gro"th and demand.

Certified Real Estate Consultant
www.vskills.in

Table of Content
1. 1. 1. 1. 6ntroduction 6ntroduction 6ntroduction 6ntroduction
1.1 7!er!ie" of Real Estate Sector
1./ Residential !s. Commercial
1.8 9ni*ue Characteristics of Real Estate ,arket
1.: 'emand and Supply in the real estate market
1.+ Current %rends in the Real Estate ,arket
1.6 ,arket .articipants
/ // /. . . . Skills of a successful Real Estate Consultant Skills of a successful Real Estate Consultant Skills of a successful Real Estate Consultant Skills of a successful Real Estate Consultant
/.1 #hat is a real estate agent$
/./ Ser!ices offered
/.8 ;usiness .lanning and ,arketing
/.: Referrals
/.+ Selling Skills and good speaking proficiency
/.6 %ime ,anagement
/.< Self Starter
8 88 8. . . . Sales and selling Sales and selling Sales and selling Sales and selling
8.1 Ad!ertising 'irect mailers electronic mailers telemarketing
8./ Sales .romotion
8.8 .u&lic Relations and pu&licity
8.: Referrals
8.+ )et"orking
: :: :. . . . Real Estate 4inancing Real Estate 4inancing Real Estate 4inancing Real Estate 4inancing
:.1 =o!ernment and commercial sources
:./ =o!ernment schemes and grants
:.8 Commercial ;anks and institution lenders
:.: >ousing corporations and associations
:.+ ?ife 6nsurance Corporations
:.6 Real Estate 6n!estment %rusts 0RE6%s2
:.< )on ;anking 4inancial Corporations 0);4Cs2
:.@ E-ternal Commercial ;orro"ings 0EC;s2
:.A 4'6 in real estate
+. +. +. +. Real Estate .ricing Real Estate .ricing Real Estate .ricing Real Estate .ricing
+.1 ,edian prices !s. mean prices
+./ 9nits of pricing B s* m s* ft etc
+.8 4actors influencing real estate pricing
+.: 'etermination of 4air !alue
Certified Real Estate Consultant
www.vskills.in

6. 6. 6. 6. Sale of Sale of Sale of Sale of Real Estate Real Estate Real Estate Real Estate
6.1 6mmo!a&le property and transfer of immo!a&le property
6./ Verification of document of title
6.8 Registration .rocedure
6.: Agreement to sell an immo!a&le property
6.+ Registration of Agreement to Sell
6.6 Stamp 'uty .aya&le on Agreement to Sell
6.< Suit for specific performance of an Agreement to Sell
6.@ Sale5 ho" is sale made5 construction and e-ecution of sale deed
6.A Rents and profits of the immo!a&le property
6.10 Right and ?ia&ility of &uyer
6.11 Right and lia&ility of seller
6.1/ Auctions
6.18 Sale and 4E,A
< << <. . . . ,ortgage ,ortgage ,ortgage ,ortgage
<.1 6ntroduction
<./ #hat is ,ortgage$
<.8 Cinds of ,ortgage
<.: Redemption of ,ortgage
<.+ 4oreclosures
<.6 Registration of ,ortgage 'eed
<.< Stamp 'uty paya&le on ,ortgage 'eed
<.@ >ousing ?oans to )on residents
@ @@ @. . . . ?ease ?ease ?ease ?ease
@.1 ?eases and leasing acti!ity
@./ Essentials of a lease
@.8 'efinition and e-ecution of ?ease
@.: Rights and lia&ilities of the lesser
@.+ Rights and lia&ilities of the ?ease
@.6 %ermination of a ?ease
@.< 4orfeiture
@.@ Application of Rent Control ?egislation
@.A ,odel Residential %enancy Act /011
@.10 Registration of a ?ease 'eed
@.11 Stamp 'uty paya&le on ?ease 'eed
A AA A. . . . =ifting of Real Estate =ifting of Real Estate =ifting of Real Estate =ifting of Real Estate
A.1 #hat is =ift$
A./ %ransfer consideration parties acceptance
A.8 %ransfer of 6mmo!a&le property &y "ay of =ift
A.: Registered instrument
A.+ Voidance suspension or re!ocation of gift
Certified Real Estate Consultant
www.vskills.in

A.6 =ift ta- act
10 10 10 10. . . . E-change of Real Estate E-change of Real Estate E-change of Real Estate E-change of Real Estate
10.1 E-change as a mode of transfer
10./ 'efinition and e-ecution of e-change
10.8 %reatment of e-change in 6ncome ta- act
11 11 11 11. . . . 7ther Regulations 7ther Regulations 7ther Regulations 7ther Regulations
11.1 Real estate and Consumer .rotection Act 1A@6
11./ ,em&ers of a society
11.8 ,eaning of deficiency in ser!ice B late deli!ery escalation su&standard material
1 11 1/ // /. . . . ;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office
1/.1 Computer >ard"are
1/./ Computer Soft"are
1/.8 6nternet %ools for ,arketing and Communication
1/.: Security and Computer .rotection
1/.+ 'etermining 7ffice %echnology Re*uirements
1 11 18 88 8. . . . .ersonnel ,a .ersonnel ,a .ersonnel ,a .ersonnel ,anagement nagement nagement nagement
18.1 Do& Analysis
18./ Recruitment of Do& Applicants
18.8 .ersonnel Selection
18.: %raining and Appraisals
18.+ ,oti!ating .erformance
18.6 Compensation and incenti!e plans
18.< 'efining Sales *uota and o&Eecti!es

















Certified Real Estate Consultant
www.vskills.in

Course 7utline Course 7utline Course 7utline Course 7utline

6ntroduction 6ntroduction 6ntroduction 6ntroduction
=eneral o!er!ie" of the real estate sector and understanding of the residential
!ersus commercial real estate concepts.
Segmentation of real estate in housing and non housing categories 0commercial
industrial institutional etc2
6ndian real estate market the second largest employment generator and gro"th
engine for more than 800 allied industries
Appreciating the uni*ue characteristics of real estate markets like dura&ility
heterogeneous market high transaction costs potential for dise*uili&rium dual
nature B in!estment and self consumption immo&ility of the in!estment
,ain reasons for demands like income price of housing a!aila&ility of credit
consumer preferences in!estor preferences price of su&stitutes and price of
complements increased ur&aniFation etc
'eterminants of supply like land la&our and other input costs and the a!aila&ility
of e-isting stock
Current trends in the real estate markets slo"do"n in demand rising interest rates effect
of the housing &u&&le in the #est
,arket .articipants like o"ner5user renter de!elopers reno!ator facilitator etc
Skills of a successful real estate consultant Skills of a successful real estate consultant Skills of a successful real estate consultant Skills of a successful real estate consultant
Skills needed to succeed as a real estate agent
Ser!ices pro!ided &y a real estate agent from marketing properties for clients to
representing &uyers in purchase assisting them in making the &est purchase under
&est terms
.rocesses needed to achie!e sales B listing properties preparation of necessary
documentation ad!ertising properties &eing the contact person a!aila&le to ans"er
*ueries screening &oth &uyers and sellers etc
6mportance of &eing a self starter and a good time manager
Effecti!e communication skills needed for dispute resolution.
Conceptual kno"ledge re*uired for understanding lease clauses and their legal and
negotiation implications.
Ethics and its importance in the agency role B ethical duties to clients customers
tenants residents employers etc resol!ing conflict of interest &et"een parties
fiduciary relationships
,anaging effecti!e communications the communication process

Certified Real Estate Consultant
www.vskills.in

Sales and selling Sales and selling Sales and selling Sales and selling
,anaging ad!ertising 'irect mailers electronic mailers telemarketing and other
reach out plans to the prospecti!e clients
)et"orking assumes a lot of importance B &uilding relationships ma-imiFing
net"orks already present in increasing net"ork competence and disco!ering
opportunities in e!eryday situations
?earning ho" to "ork on leads to generate more leads transitioning from passi!e
to proacti!e approach to leads &uilding trust in others
,aking net"orking and referral generation an intentional part of &usiness plan
Setting net"orking and referral goals annually
Real Estate 4inancing Real Estate 4inancing Real Estate 4inancing Real Estate 4inancing
'ifferent "ays to o&tain real estate financing B go!ernmental and commercial
sources
>ousing ?oans from ?ife insurance companies &anks and other );4Cs
Role of 4'6 and EC;s in large scale de!eloper proEects
Role of RE6%s and secondary markets
=ro"th in demand due to fiscal incenti!es on &oth interest and principal
repayments
%ypical profile of a home loan &uyer B first time &orro"ers looking for legal and
technical issues ad!ice generally salaried class and preference for floating rate loans
6mplementation of ta- reforms B reduction in stamp duty and registration charges
Real Estate .ricing Real Estate .ricing Real Estate .ricing Real Estate .ricing
6mportance of calculating the median prices o!er mean prices as a common
measurement
Various units used in pricing like s* ft and s* m
Various factors that determine pricing
Sale of Real Estate Sale of Real Estate Sale of Real Estate Sale of Real Estate
Various legal matters related to sale of real estate like Sale 'eed construction of
sale deed contract for sale rights and lia&ilities of &uyers and sellers &enefits
accruing to the &uyer increase in !alue of immo!a&le property charges on the
property stamp duty paya&le on sale deed registration of sale deed agreement for
recon!eyance sale and 4E,A rules for )R6s etc
,ortgage ,ortgage ,ortgage ,ortgage
6ntroduction and definition of mortgage transfer of interest in an immo!a&le
property kinds of mortgage simple mortgage mortgage &y conditional sale
mortgage &y deposit of title deeds anomalous mortgage redemption of mortgage
persons "ho 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
Certified Real Estate Consultant
www.vskills.in

mortgage deed stamp duty paya&le on mortgage deed mortgage and 4E,A loan
to a resident and nonresident 6ndian etc
?ease ?ease ?ease ?ease
?ease "ould include topics like definition introduction and e-ecution of lease
rights and lia&ilities of &other the lesser and the lessee termination of lease
forfeiture ser!ice of notice to *uit application of rent control legislations grounds
of e!iction under rent control legislations model residential tenancy act registration
of lease deed stamp duty paya&le on lease deed
=ifting =ifting =ifting =ifting of Real Estate of Real Estate of Real Estate of Real Estate
,eaning of G=iftH transfer scope and meaning of gift manner of transfer of
immo!a&le property &y "ay of gift registered document signed &y or on &ehalf of
the donor attested &y at least t"o "itnesses !oidance of gift suspension or
re!ocation of gift onerous gifts stamp duty paya&le on the gift deed treatment of
gift &y the income ta- act gift status "hen donor is )R6 etc
E-change of Real Estate E-change of Real Estate E-change of Real Estate E-change of Real Estate
E-change as a mode of transfer introduction definition e-ecution treatment of
e-change
7ther Regulations 7ther Regulations 7ther Regulations 7ther Regulations
6ntroduction of consumer protection act 1A@6 definition of consumer underneath
it real estate and consumer protection act deficiency of ser!ices and "hat it entails
like late deli!ery escalation refund su&standard material con!ersion property
allotted in occupation of third party etc
6ntroduction to real estate and competition act /00/
?and ac*uisition rules and its implications on end consumers
;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office ;asic 6% Skills( %echnology and a real estate office
6ntroduction to &asic computer hard"are and soft"are and other internet tools for
marketing and communication needed &y a real estate marketing and selling team
in todayHs fast paced and net"orked "orld of real estate.
;asic internet real estate portals for posting and &ro"sing real estate B security and
computer protection and data protection is also critical for a real estate firm
.ersonnel ,anagement .ersonnel ,anagement .ersonnel ,anagement .ersonnel ,anagement
Selling is the most important tool of personnel management and it is important to
ha!e a clear understanding of the Eo& re*uirement &efore "e hire some one. Also
important is the recruitment process screening of Eo& applicants training and
appraisals moti!ating performance and compensating performers. %he
compensation pattern should &e performance &ased and should ha!e clear
o&Eecti!es.

Certified Real Estate Consultant
www.vskills.in

Sample Iuestions Sample Iuestions Sample Iuestions Sample Iuestions

1. 1. 1. 1. A claim on property as security for a de&t or other o&ligation is kno"n as a0n2 A claim on property as security for a de&t or other o&ligation is kno"n as a0n2 A claim on property as security for a de&t or other o&ligation is kno"n as a0n2 A claim on property as security for a de&t or other o&ligation is kno"n as a0n2
A. Encroachment
;. ?ien
C. Easement
'. .rofit
/. /. /. /. %he most important skill for a real estate agent is %he most important skill for a real estate agent is %he most important skill for a real estate agent is %he most important skill for a real estate agent is
A. Coding
;. Selling
C. typing
'. Reading
8 88 8. . . . Real estate refers to Real estate refers to Real estate refers to Real estate refers to
A. land and structures attached to it.
;. legal &enefits interests or rights inherent in the o"nership of real estate.
C. mo!a&le property.
'. land &ut not structures attached to it.
:. :. :. :. %he primary difference &et"een freehold and %he primary difference &et"een freehold and %he primary difference &et"een freehold and %he primary difference &et"een freehold and leasehold estates is that leasehold estates is that leasehold estates is that leasehold estates is that
A. the num&er of rights is greater "ith leasehold estates
;. leasehold estates in!ol!e property "hich ha!e no liens.
C. a freehold interest is an o"nership interest.
'. a freehold estate can only &e possessory.
+. +. +. +. >o" many feet a >o" many feet a >o" many feet a >o" many feet are there in a yard $ re there in a yard $ re there in a yard $ re there in a yard $
A. 8
;. :
C. /.+
'. /.<+
Ans"er( 1 0;2 / 0;2 8 0A Ans"er( 1 0;2 / 0;2 8 0A Ans"er( 1 0;2 / 0;2 8 0A Ans"er( 1 0;2 / 0;2 8 0A2 : 0C2 + 0 2 : 0C2 + 0 2 : 0C2 + 0 2 : 0C2 + 0A AA A2 22 2