Realtors call for shorter Rera courses
Real estate training programmes by the Real Estate Regulatory Agency (Rera) need to be more comprehensive in light of these courses being expensive, said real estate broker firms.
Brokers who spoke to Emirates Business also called for shorter courses to be introduced by Rera instead of having training programmes of a longer duration.
"The real estate courses outlined by Rera are beneficial as an introduction to the real estate market in Dubai. However, they are expensive and for the price we pay, we would like to see a more comprehensive training programme spread across a few more days," said Billy Rautenbach, Managing Director, The Property Store.
Clare Mahoney, Head of Training, Better Homes, also called for the practitioner courses to get harder as they provide a valuable service in professionalising the industry. "The harder it is to be a licensed real estate agent, the more professional the industry will be and this benefits us all," she said.
She added that there was a real need in the market for short courses focused on soft skills that are tailored to real estate professionals working in today's economic climate.
"People who work for commissions only are much more open to courses that will not take them away from their business for too long. This is completely relevant to what the agents do and will directly impact the number of deals they close and the income they generate," said Mahoney.
Rautenbach, Managing Director, The Property Store; Omer Ghani, CEO, Fine & Country Real Estate; Mahoney, Head of Training (Chartered MCIPD), Better Homes; Elaine Jones, CEO, Asteco; and Mohanad Alwadiya, Managing Director, Harbor Real Estate, all said the broker firms provide in-house real estate training for their staff. "This is because we have many in-house processes, procedures and systems that need to be followed," said Jones.
Rautenbach further called for Rera to introduce courses for negotiation skills and legal obligations of real estate agents in the initial part of the training programmes. "These are vital tools for the agents," she said.
Excerpts:
How beneficial are real estate courses offered by Rera?
Rautenbach: The courses are beneficial as an introduction to the real estate market in Dubai. However, they are expensive and for the price we pay, we would like to see a more comprehensive training programme spread across a few more days. There is a lot of information that is not touched upon during training. We would like to see the course split into modules and bring better value for each module.
Ghani: We have found that the basic Rera course curriculum is designed to deliver training on regulatory and legal systems and processes that are either in place or will be initiated over a period of time by Rera. These incorporate elements of international best practices from mature real estate markets and provide an excellent foundation for all agents with regard to the conduct of business in real estate.
Prior to the launch of this course, brokerages developed their own methods of engaging with stakeholders with a very diverse set of processes that confused clients. Therefore, the courses designed by Rera train agents on operating standardisation which will prove to be extremely beneficial as our market matures.
Jones: As many of the laws and regulations are new, it is beneficial for the correct interpretation of the laws to be taught and presented to those in the industry. The training is the basis for certification and provides the public with an assurance that the person they are dealing with has had the industry regulator's training and certification.
Mahoney: The practitioner's course provides a valuable service in professionalising the industry. The harder it is to be a licensed real estate agent, the more professional the industry will be and this benefits us all.
There is some good information provided on the course, particularly concerning the laws and the Owner's Associations but it sometimes lacks relevance for many of the delegates.
The courses have at times caused confusion as it is not always made clear that certain subjects discussed are about things that will be introduced in the future or are only at the planning stage. People leave the training believing that everything is fully implemented and used by all. There has also been some inconsistency in information from course to course.
Alwadiya: The property market is going through a new critical phase, presenting challenges which mandate that those who can think differently and innovate effectively will succeed where others fail.
The real estate brokers are not immune to today's challenges. While opportunities are still emerging, the rules have changed, and a new approach to identifying and capitalising on opportunities in a challenging business environment is required.
The real estate industry is entering a new era. Today's challenging business environment demands a new breed of real estate professionals. The Dubai Real Estate Institute (Drei) and Rera have realised the need to introduce new training programmes that will help improve the level of professionalism across all the sectors of the industry.
The new courses tackle key emerging topics and fundamental skills that are extremely important for real estate professionals. I personally find these programmes to be very effective and important.
How many agents do you have within your firm and how many have undergone the real estate courses set up by Rera?
Rautenbach: We have 18 agents, all of whom have undergone their Rera course. We have one new joiner who will be doing the Rera training before being incorporated into the team.
Ghani: As per the Rera regulation, all agents need a brokerage card to transact [business] and to have a brokerage card, they have to undergo Rera training. All our agents have successfully attended the Rera training.
Jones: All our agents are certified Rera brokers.
Mahoney: All sales and leasing agents and managers within Better Homes have attended the 'Real Estate Certified Practitioner's Training' course which is mandatory for all agents in Dubai. So far, around 208 people from Better Homes have participated in the course, with four new team members attending in July.
I am unaware of any of our members attending anything other than the mandatory practitioner's course. The cost of attending courses is too high in this current market and its precluding most from even considering them, especially as we offer in-house training.
Alwadiya: All our sales and leasing agents and administrative staff have gone through the Rera standard certification programme. In addition, our agents regularly attend additional training courses at the Drei.
Do you believe the training by Rera is comprehensive enough?
Rautenbach: No, the training can be improved and should cover more information for the agents. Real estate is multi-faceted and I think they should separate leasing and sales to ensure that all the areas are covered comprehensively.
Ghani: With regard to training about operating under a formalised regulatory environment, the Rera course is very comprehensive. However, understanding the regulations and laws and operating processes is a portion of an agent's skills set.
In addition to this skills set, the agent needs to have superior selling skills and client relationship management skills to be an effective agent. The basic Rera course curriculum is not designed for this so we conduct in-house training for all these skills.
Jones: Training will, I am sure, constantly evolve and improve so as to best meet the needs of the real estate market.
Mahoney: I believe there is a real need in the market for short courses focused on soft skills that are tailored to real estate professionals working in today's economic climate.
People who work for commissions only are much more open to courses that will not take them away from their businesses for too long; are completely relevant to what they do and will directly impact the number of deals they close and the income they generate. Most of our agents are not looking to advance their professional careers with long-term courses that will result in a qualification; they want to learn quickly how to be better at what they do so they can close more deals today!
Alwadiya: Yes, the Dubai Real Estate Institute and Rera have developed a series of courses that are very comprehensive. They cover most of the aspects of the industry and provide insight into emerging consumer and industry trends.
Are there any areas where you would like to see Rera providing further training to their agents? Could you tell us what these areas are?
Rautenbach: Yes, we would like to see the initial course including [topics such as] negotiation skills, legal obligations of the agents, and how to overcome objections. These are agents' vital tools.
Ghani: As a regulator, Rera is fulfilling its role in providing training opportunities regarding regulation. The rest is the responsibility of the individual agencies themselves.
Jones: Rera is addressing each of the five categories of business individually: brokers, valuers, facility management, developers and property managers. While Asteco staff has attended the courses relevant to our business, we cannot comment on the facilities management or developers' training. The training programmes are still being developed and I imagine will be subject to changes to suit the needs [as and when they are] identified.
Mahoney: No response.
Alwadiya: I think there is a need to introduce a higher education programme which caters to the segment of real estate professionals who are always looking for more career enhancement opportunities.
Do you further provide in-house training to your agents in addition to the courses designed by Rera?
Rautenbach: Absolutely. We have a comprehensive three to four days' additional training which includes documentation, marketing of property, telephone skills, legal ethics, processing a transaction and key performance areas for agents.
Ghani: Yes, we conduct regular in-house training for our agents focusing on sales skills and client relationship management. We have subscribed with a leading training firm in the US to assist us in providing guidelines and materials and we cover areas such as prospecting, listing presentations, lead follow-up, buyer qualification methodologies, objection handling techniques etc.
Jones: Yes, because we have many in-house processes, procedures and systems that need to be followed.
Mahoney: Better Homes provides a comprehensive six-day training course for all agents who join the company. This course includes the laws and regulations that must be followed; our business processes and our expectations of service levels that must be provided to all clients. The course is followed by a two-hour examination that must be passed before they work for us.
Once they have joined their new team, there is a very involved practical assessment which requires them to demonstrate their ability to take the theoretical training and apply it in the live environment. Only once all of this is complete, are they able to officially join Better Homes.
We also have a three-day refresher training course for current staff members who are changing departments or are expanding their roles. Our refresher training was recently attended by someone who has worked for us for 14 years.
Soft skills workshops provided include a Pricing Workshop that looks specifically at the skills and knowledge required to successfully guide our clients in the market today. We also provide customer service; time management; sales skills and information technology training. There is no charge for any team members to attend any of Better Homes' training courses.
Alwadiya: Yes, we conduct in-house training programmes that tackle a specific professional skill or product brief. We also conduct an annual training programme that covers our company's internal operational guidelines and policies.