Information Package / Course Catalogue
Real Estate Brokerage Techniques
Course Code: EMY279
Course Type: Area Elective
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 2
Prt.: 0
Credit: 2
Lab: 0
ECTS: 4
Objectives of the Course

The aim of this course is to enable students to learn the real estate brokerage process practically, from portfolio acquisition to the completion of sale or rental transactions.

Course Content

The course covers real estate brokerage, portfolio development, authorization agreements, customer analysis, property showing, negotiation, sale-rental processes, commissions, digital brokerage, ethics, and professional responsibilities.

Name of Lecturer(s)
Learning Outcomes
1.The student explains the basic functions of real estate brokerage and consultancy.
2.The student understands portfolio development, authorization, and customer matching processes.
3.The student applies techniques for property showing, negotiation, and managing sales-leasing processes.
4.The student relates commission, service fees, and document management to professional responsibility.
5.The student plans a sample brokerage process from beginning to end.
Recommended or Required Reading
1.Instructor’s Lecture Notes
Weekly Detailed Course Contents
Week 1 - Theoretical
Introduction to Real Estate Brokerage: The concept of real estate brokerage, the roles of real estate agents, real estate offices, buyers, sellers, tenants, and property owners are explained.
Week 2 - Theoretical
Duties and Responsibilities of Real Estate Brokers: Portfolio acquisition, customer matching, property showing, negotiation, document follow-up, and accurately informing parties are discussed.
Week 3 - Theoretical
Portfolio Development Techniques: Finding sale and rental property portfolios, first contact with property owners, collecting portfolio information, and evaluating marketability are explained.
Week 4 - Theoretical
Authorization and Contract Process: Authorization agreements, service fees, commission rights, property showing forms, and the obligations of parties are examined at a basic level.
Week 5 - Theoretical
Collecting and Checking Property Information: Accurate collection of title deed information, zoning status, building features, location, photos, square meters, usage condition, and price information is explained.
Week 6 - Theoretical
Customer Analysis and Needs Identification: Buyer, seller, tenant, and investor profiles are evaluated through budget, location, purpose of use, expectations, and decision-making criteria.
Week 7 - Practice
Portfolio and Customer Matching Practice: Students are asked to match a sample customer request with a suitable property portfolio and provide a short justification.
Week 8 - Theoretical
Property Showing Techniques: Appointment planning, preparing the property, welcoming the customer, on-site presentation, and explaining strengths and weaknesses are discussed.
Week 9 - Theoretical
Negotiation and Persuasion Techniques: Price negotiation, handling customer objections, balancing the parties, building trust, and supporting sale or rental decisions are explained.
Week 10 - Theoretical
Managing the Sale and Rental Process: Pre-sale preparation, receiving offers, deposits, contracts, title deed process, lease agreements, and delivery stages are explained at a basic level.
Week 11 - Theoretical
Commission, Service Fee, and Income Management: Commission rates, service fees, collection, income sharing, office-agent relations, and commission disputes are discussed.
Week 12 - Theoretical
Digital Brokerage and Online Tools: Listing portals, social media, CRM systems, digital portfolio management, AI-supported listings, and customer tracking applications are introduced.
Week 13 - Theoretical
Ethics, Professional Reputation, and Legal Risks: Misleading listings, hidden defects, incomplete information, unfair competition, customer confidentiality, trust relations, and professional responsibilities are explained.
Week 14 - Theoretical
General Review and Practical Brokerage Scenario: The semester topics are reviewed; students are asked to plan a sample sale or rental transaction from portfolio acquisition to commission collection.
Assessment Methods and Criteria
Type of AssessmentCountPercent
Assignment1%5
Quiz1%5
Midterm Examination1%30
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory301442
Assignment101717
Term Project101717
Midterm Examination1718
Final Examination114216
TOTAL WORKLOAD (hours)100
Contribution of Learning Outcomes to Programme Outcomes
PÇ-1
PÇ-2
PÇ-3
PÇ-4
PÇ-5
PÇ-6
PÇ-7
PÇ-8
PÇ-9
PÇ-10
PÇ-11
PÇ-12
PÇ-13
OÇ-1
2
5
4
2
3
3
2
4
1
1
3
1
1
OÇ-2
3
4
3
3
3
3
2
3
1
1
3
1
1
OÇ-3
2
3
4
3
4
4
3
3
1
1
3
1
1
OÇ-4
3
3
4
2
4
4
3
2
1
1
3
1
1
OÇ-5
3
4
3
4
3
4
5
4
4
3
4
3
4
Adnan Menderes University - Information Package / Course Catalogue
2026