Real Estate Marketing and Sales Strategy (PSM-021) Training Course

Real Estate Marketing and Sales Strategy

A well-designed project can still struggle if its marketing and sales are poorly planned. Developers and agencies need to understand their buyers, position the project…

5 daysClassroom or online

13Upcoming dates

6Cities

£2,250Fees from

Course overview

Why Attend

A well-designed project can still struggle if its marketing and sales are poorly planned. Developers and agencies need to understand their buyers, position the project clearly and run a disciplined sales process from launch to handover.

This course covers the full real estate marketing and sales cycle: market research and buyer personas, positioning and pricing, launch campaigns, sales team management, off-plan sales, and the reporting that keeps sales on target.

Course Objectives

Research the market and define buyer and tenant segments

Position a real estate project and develop its value proposition

Design a pricing and release strategy for units

Plan an integrated launch and marketing campaign

Manage the sales process, sales team and channel partners

Measure sales performance and adjust the strategy

Target Audience

Real estate marketing and sales managers

Development and project managers responsible for sales

Real estate agency and brokerage managers

Business development staff in real estate companies

Marketing professionals moving into real estate

Course Methodology

Expert briefings on real estate marketing practice

Case studies of project launches and sales campaigns

Group work to build a marketing and sales plan

Role plays on sales conversations and negotiation

Presentation of a complete project marketing plan

Course outline

1Day 1: Understanding the Real Estate Customer

How buyers and tenants make property decisions
Market research for real estate projects
Defining buyer personas and segments
Investor buyers versus end users
Competitor analysis

2Day 2: Positioning, Product and Pricing

Developing the project value proposition
Branding and naming a development
Unit mix and product decisions
Pricing strategy and price lists
Phased release and inventory management

3Day 3: Launch and Marketing Campaigns

Planning a project launch
Sales centres, show units and events
Integrated campaigns across channels
Brokers, agents and channel partners
Marketing budget and return on investment

4Day 4: Managing the Sales Process

The real estate sales funnel
Managing leads and follow-up
Off-plan sales, reservations and payment plans
Negotiation and closing skills
Sales team targets, incentives and coaching

5Day 5: Performance and Customer Experience

Sales reporting and key metrics
Adjusting price and campaigns to market response
Customer experience from reservation to handover
Referrals and repeat buyers
Case study and personal action plan

Frequently asked questions

How long is the Real Estate Marketing and Sales Strategy course?

The course runs over 5 days of classroom training, usually Monday to Friday.

When is the next Real Estate Marketing and Sales Strategy course?

The next public date is 21 - 25 Dec 2026 in Amsterdam. There are 13 upcoming dates in total.

Where is this course held?

Upcoming sessions run in Amsterdam, Kuala Lumpur, Barcelona, Geneva, Munich, Rome.

Can I take Real Estate Marketing and Sales Strategy online?

Yes. Every date can also be joined live online in a virtual classroom with the trainer, for £1,280 per participant. Choose "Live online" in the dates table when you register.

How much does the course cost?

Fees start from £2,250 per delegate, depending on the city. Fees include tuition and course materials.

Do participants receive a certificate?

Yes. Delegates who complete the course receive a London Leadership Management Innovation certificate of completion.

Can this course be delivered in-house for our team?

Yes. LLMI can tailor and deliver this course privately for your organisation at your premises or in one of our training cities.

Course information last updated 14 November 2026.

Real Estate Marketing and Sales Strategy

Course overview

Course outline

Dates and fees

Frequently asked questions

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