Access to the course requires completed courses of at least 60 credits from the bachelor’s program Real Estate Brokerage (or Real Estate Management), or corresponding.

The course does not belong to a main field of study. The course is mandatory for the bachelor's degree in Real Estate Science - Specialization in Real Estate Brokerage.

Customer relations and sales are crucial aspects of being a successful real estate agent. Building strong relationships with clients and effectively selling require a
combination of skills, strategies, and knowledge. This course aims to combine theoretical knowledge with practical skills in a customer-centric approach.

Students develop cognitive and social skills related to a customer-centric approach, expand their reflection and critical thinking about themselves and
their environment with a focus on good brokerage practice.

The course contains:

• Communication and negotiation skills
• Difficult customer conversations
• Emotional intelligence
• Perception psychology and first impressions
• Customer-centric approach
• Sales strategies

After completing the course, the student shall be able to:

1. demonstrate understanding of customer relations and effective communications;
2. explain perception psychology, first impression theory and selfawareness;
3. demonstrate understanding of the role of emotional intelligence in shaping relationships;
4. explain theories related to the way cognitive thinking and interpersonal communication intersect and influence each other;
5. reflect over sales strategies in a real estate context, from a business as well as gender equality and sustainability perspective;
6. communicate effectively in order to build trust and credibility;
7. reflect on their personal communication style and how it aligns with strategies for sales success;
8. implement a customer-centric approach that prioritizes effective communication, empathy, and successful sales strategies;
9. demonstrate skills in academic writing.

Interactive lectures, compulsory case-based group work and seminars.

Individually written examination 4 credits (A-E, U) (Learning outcomes: 1, 2, 4, 7, 9)
Group presentation 2 credits (UG) (Learning outcomes: 5, 6, 8)
Seminars 1,5 credits (UG) (Learning outcomes: 1, 3, 5, 8)

All learning outcomes are individually assessed.

For a pass grade on the course, the grade pass (E) (G) is required.

The course grade is determined by the grade on the individually written examination.

• Cialdini, R. B. (latest edition). Influence: The Psychology of Persuasion. Harpercollins.
• Demarais, A. & White, V. (latest edition). First Impressions: What You Don’t Know About How Others See You. Bantam Books.
• Goleman, D. (latest edition). Emotional Intelligence: Why It Can Matter More Than IQ. Bantam Books.
• Hartley, P. (latest edition). Interpersonal Communication. Routledge.
• Keller, G. (latest edition). The Millionaire Real Estate Agent: It’s Not About the Money It’s About Being the Best You Can Be. McGraw Hill.
• Selected Scientific Articles (provided electronically).

Malmö University provides students who participate in, or who have completed a course, with the opportunity to express their opinions and describe their experiences of the course by completing a course evaluation administered by the University. The University will compile and summarise the results of course evaluations. The University will also inform participants of the results and any decisions relating to measures taken in response to the course evaluations. The results will be made available to the students (HF 1:14).

If a course is no longer offered, or has undergone significant changes, the students must be offered two opportunities for re-examination based on the syllabus that applied at the time of registration, for a period of one year after the changes have been implemented.

If a student has a Learning support decision, the examiner has the right to provide the student with an adapted test, or to allow the student to take the exam in a different format. The syllabus is a translation of a Swedish source text.