Property Marketing, Sales and Leasing Training

Learning Outcomes

• Apply marketing principles to create property marketing plans that attract target buyers and tenants.
• Demonstrate effective sales techniques to negotiate and close property sales and lease agreements.
• Analyze property market conditions to determine appropriate pricing and leasing strategies.
• Implement customer relationship management practices to build long-term client loyalty.
• Evaluate legal and regulatory requirements for property sales and leasing in South Africa.
• Design property presentations and promotional materials that highlight key selling points.

Target Audience

This course is designed for estate agents, property managers, real estate salespeople, and leasing consultants who want to enhance their marketing and sales skills. It is also suitable for property entrepreneurs and business owners seeking to improve their property transaction outcomes.

Prerequisites

None — open enrollment. However, a basic understanding of the property industry is beneficial.

Course Outline

Practicals

Overview

Practical sessions reinforce theoretical knowledge through simulated property viewings, valuation exercises, negotiation role-plays, and digital marketing projects. Learners apply skills in a controlled environment, receiving feedback to build competence and confidence for real-world practice.

Practical Activities

• Property Valuation and Market Analysis — Learners conduct a comparative market analysis and apply three valuation approaches to a sample property, producing a valuation report. (16h)
• Marketing Plan and Digital Campaign — Learners develop a property marketing plan, create a listing with photos and description, and run a simulated social media campaign. (16h)
• Sales Negotiation and Client Interaction — Role-play scenarios covering listing presentations, offer negotiation, objection handling, and closing a sale, with peer and instructor feedback. (16h)
• Lease Agreement and Property Management — Learners draft a residential lease agreement, screen a tenant profile, calculate rental escalations, and simulate a maintenance request process. (12h)
• Integrated Property Transaction Simulation — Learners work in teams to simulate a full property transaction from listing to handover, including marketing, negotiation, finance, and legal steps. (8h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.