Skip to main content
BRC
Real Estate FundamentalsFoundationStart here

Real Estate Sales Fundamentals

The complete professional grounding for anyone selling property — the market, the product, the process and the profession.

Taught byKhalid Al-MansourHead of Sales Faculty

About this course

Most people enter real estate sales without ever being taught the profession. They learn by imitation, repeat whatever the last person in the office did, and plateau within two years. This course replaces improvisation with a method. You will learn how a property market is structured, how developers, brokerages and agents actually make money, how a professional sales process runs from first contact to handover, and what separates a consultant a client trusts from a salesperson they tolerate.

What you will be able to do

  • Explain how primary and secondary property markets operate and where an agent creates value in each
  • Run a complete sales process with defined stages, entry criteria and exit criteria
  • Qualify an enquiry properly instead of chasing every lead with equal effort
  • Present a property against a buyer's stated decision criteria rather than listing features
  • Document and hand over a transaction to a standard a brokerage can audit

Who this is for

  • 01New real estate consultants in their first two years
  • 02Career changers moving into property sales
  • 03Developer sales staff who were never formally trained
  • 04Brokerage owners standardising how new joiners are onboarded

Curriculum

6 modules · 25 lessons

  1. 01.01What the real estate industry actually sells16 min
  2. 01.02Primary, secondary and off-plan markets22 min
  3. 01.03Developers, brokerages, agents and consultants18 min
  4. 01.04How money moves through a transaction20 min
  5. 01.05Market cycles and what they change about your job17 min

Your instructor

Portrait of Khalid Al-Mansour

Khalid Al-Mansour

Head of Sales Faculty

Khalid leads the sales faculty at BRC, where he is responsible for the Real Estate Sales Professional program and the college's foundational sales curriculum.

  • Sales process architecture
  • Off-plan and primary market sales
  • Pipeline management
  • Sales onboarding
Continue

Related courses

  • Sales
    Advanced16 hours

    Advanced Property Sales

    For consultants who already close — the disciplines that separate a competent seller from a trusted advisor on complex, high-value transactions.

    6 modules26 lessons

    Taught by Khalid Al-Mansour

  • Negotiation
    Practitioner12 hours

    Real Estate Negotiation

    A structured method for negotiating property transactions where the relationship has to survive the negotiation.

    5 modules22 lessons

    Taught by Reem Al-Harbi

  • Most requestedSales
    Advanced10 hours

    Closing High-Value Deals

    Closing treated as a consequence of a well-run process, not a technique applied at the end of a badly run one.

    5 modules20 lessons

    Taught by Reem Al-Harbi