EMS 3630 Value-creating Advisor
The course focuses on the competitive drivers of professional service providers and what it takes to create financial results. By studying what the advisory role and value creation entail - the student will be able to develop an understanding of the commercial part of their future role as an advisor. An important part of the adviser's role is expertise in the Marketing Act and its role for ethics and sustainable business.
The aim of the course is that it should be practically applicable, and thereby requires active participation from the student. The course builds on previous subjects and will give the student an increased understanding of business. The value of the services, the adviser's role, the Marketing Act and the ability to communicate will be the central topics.
The knowledge objectives focus on developing the consultant's ability to communicate directly or indirectly with the client, verbally, in writing and digitally. Furthermore, how to uncover customer needs, develop and concretize services that create value for both parties
Key Knowledge Objectives:
- What are value-adding services
- Development of new value-creating services
- Communication strategies for various business conversations
- Informal and formal negotiations
- Dissemination, sale and sale of property
- Relational skills through business conversations
- Sustainable business and ethical choices
- Get to know strategic digital tools for advisors
- Students should have acquired good knowledge of the Marketing Act's rules for marketing of real estate and real estate services.
The key skills goals:
- As a consultant, solve major and minor challenges and problems for clients
- Develop competitive business processes
- Conduct critical business conversations
- Evaluate existing services and develop new ones
- Conduct informal and formal negotiations
- Implement a sales process that is tailored to the buying process
- Utilize digital business systems
- Students should be able to identify and analyze legal matters related to the marketing of real estate and real estate services
- The role of the professional counselor as a problem solver
- The importance of value creation for the financial result
- The known and unknown factors of the counseling process
- Digital tools and efficiency in business processes
- The importance of the relationship for colleagues and customers
- Development of new services
- Throughout the course students will have developed a good understanding of the ethical and legal side of real estate marketing and real estate services.
- Value creation through professional services
- The strategic importance of the business conversation
- Digital business systems that support the consultant
- Business processes that have an impact on the company's results
- Market opportunities and changes
- The consultant's way to contracts
- Relationships and networks
- Self-management and self-development
- Marketing Act
The course is completed over one semester. The teaching method will be a mixture of lectures, both digital and analog. The form of learning will help develop the student's ability to solve problems for clients in real estate. Learning activities will be both practical and theoretical. The practical will be to consider real challenges in real estate. The activities will take place both individually and in smaller colloquial groups. Lecture method and learning activities require active participation by the student. Parts of the syllabus are allocated on their own (self-study).
Digital tools such as CRM and others will be reviewed during the course.
Deviations in teaching and exams may occur if external conditions or unforeseen events call for this.
Form of assessment:
Examination every semester
|Group/Individual (1 - 3)
|Form of assessment:
|Examination every semester
Prepare for teaching
Student's own work with learning resources
Group work / Assignments
A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 7,5 ECTS credit corresponds to a workload of at least 200 hours.