Course Summary
Sales & Marketing for Residential Projects Online Course focuses on equipping attendees with the knowledge and practical skills needed to successfully position, brand, and sell residential property developments in today’s competitive market. It’s designed to strengthen your ability to attract customers, build strong relationships, and drive sustainable business growth.
By the end of the course, you’ll have the confidence and competence to develop effective sales and marketing plans, assess market position, align product mix and pricing strategies, build compelling project brands, and implement successful sales campaigns.
Online course registration is on individual basis. Upon registration, each participant will receive a link to access the course.
Who Should Attend?
- Development industry professionals working in complementary roles in residential property development (e.g. Project managers, planners, those working in finance)
- Recent university or school graduates looking to enter the development industry
- Real estate agents wanting to upskill in project sales and marketing
- Interstate or overseas investors wanting to understand the market in Western Australia
- Those new to the WA development industry seeking to build their local knowledge
Course Outline
Understanding the Market & Positioning the Project
The Role of Sales & Marketing in Project Success:
- How early marketing input improves project outcomes.
- The collaboration between project teams, marketers, and sales agents.
Market Research & Analysis:
- Understanding the local residential market context.
- Tools and data sources for assessing demand, demographics, and competition.
- Interpreting market cycles and buyer behaviours.
Project Positioning Fundamentals:
- Identifying the project’s value proposition.
- Determining your project’s unique selling points (USPs).
- Segmenting the market and defining buyer personas.
Informing product design, pricing & brand development
Product Mix & Pricing Strategy
- What influences your product mix? (lot sizes, configurations, house types, target buyers).
- Pricing considerations: market, margin, psychology, and flexibility.
- Using incentives (bonuses, rebates, inclusions) strategically.
Developing a Brand for the Project
- Naming, messaging, and visual identity.
- Creating emotional connection with buyers.
- Tailoring branding for different buyer segments (e.g. FHBs, downsizers, investors).
Marketing Strategy & Sales Implementation
Marketing Strategy Components
- Building awareness, generating leads, and nurturing buyers.
- Choosing channels: digital (social media, SEM, EDMs), print, signage, events, referral networks.
- Budgeting and campaign scheduling
Sales Strategy & Execution
- Managing a sales team or agency.
- Display homes, sales offices, online experience.
- CRM and lead conversion tracking.
Pricing Adjustments & Incentive Timing
- Responding to sales velocity and market shifts.
- Reviewing pricing and incentives throughout the campaign.
- Stock clearance and project completion strategies.
CPD
UDIA WA is an approved CPD training provider. Following the launch of the new CPD points program by the Department of Local Government, Industry Regulation and Safety, the CPD points for this course is currently under review and will be published as soon as confirmed.
Pricing
Ticket purchase is on an individual basis.
To obtain member rates please use your company email when registering. All prices are inclusive of GST.
Member: TBC
Non-Member: TBC
