Elective Course
REM702 – Real Estate Marketing and Sales
Course Unit Code: REM702
Type Of Unit: Elective for Valuation Specialization
Level of Course Unit: Second cycle
Year of Study: First year
Semester: Second Semester
Number of ECTS Credits: 7.5
Mode of Delivery
Face to Face
Prerequisites
None
Course Objectives
This course is designed for students who wish to pursue careers running a real estate brokerage. This course’s objective is to provide students with advanced knowledge and practical skills in effective marketing and selling real estate properties. The course explores contemporary marketing strategies, market analysis, and sales techniques tailored to the real estate sector.
Learning Outcomes
- Select the appropriate marketing concept and research design for conducting market analysis and apply the results to solve marketing issues and improve competitiveness.
- Develop and apply analytic tools that increase response rates, reduce biases and provide useful information for the decision-making process in omnichannel environments.
- Determine market positioning, value offerings and competitive advantage and formulate sustainable analog and digital marketing strategy, communication means and monetization models.
- Collect, analyze, and interpret analytical data using digital tools and appropriate quantitative and qualitative methods.
- Apply tools and concepts associated with strategic marketing analysis in case studies and real-life situations.
- Conceptualize and prepare strategic marketing plans
Course Content
- Real estate market analysis
- Real estate marketing strategies
- Sales techniques in real estate
- Consumer behavior in real estate
- Legal and ethical considerations
- How to Purchase and Sell Property digitally
Course Features
Planned learning activities and teaching methods
Lectures; in-class discussion and debates; in-class exercises; problem sets; team work; videos, case studies, team presentations, interactive online learning via Moodle (quizzes, assignments, forums)
Assessment methods and criteria
20% Class participation (including written class quizzes) and problem sets
30% Group Assignment (presentation and paper 2.000 max words)
50% Final Exam (2 hours) or Research paper/Case study 10.000 max words
Readings
Main Textbook:
Grover, Chris J. Sales and marketing 101 for real estate professionals.
Dearborn Real Estate Education, 4th Edition 2021.
Nick Tsai, The Digital Real Estate Marketing Playbook
Kindle Scribe 2022
Optional textbooks:
Kotler, P., Pfoertsch, W. and Sponholz, U. (2020). H2H Marketing – The Genesis of Human-to-Human Marketing. Springer New York.
Articles
Nikiforou, P., Dimopoulos, T., & Sivitanides, P. (2022). Identifying how the time on the market affects the selling price: a case study of residential properties in Paphos (Cyprus) urban area. Journal of European Real Estate Research, 15(3), 368-386.
Alola, A. A., Asongu, S. A., & Alola, U. V. (2020). House prices and tourism development in Cyprus: A contemporary perspective. Journal of Public Affairs, 20(2), e2035.
Katafygiotou, M., Protopapas, P., & Dimopoulos, T. (2023). How Sustainable Design and Awareness May Affect the Real Estate Market. Sustainability, 15(23), 16425.
Journals:
Real Estate Economics
Journal of Real Estate Finance & Economics
Journal of Real Estate Research
Journal of Real Estate Portfolio Management
Real Estate – MDPI Journal
The Journal of Real Estate Research – JSTOR
Journal of Real Estate Research – Taylor & Francis Online
Online sources:
Real Estate Marketing Tools To Pick
https://www.janbaskdigitaldesign.com/blogs/best-real-estate-marketing-tools/
https://blog.paperturn.com/blog/top-real-estate-marketing-tools
English (UK) 
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