Please note:
Registrations are now open.
Contact us for Special Group Discounts for Real Estate Agencies
Target Audience
This award is ideal for individuals seeking to become a professional real estate agent and obtain the applicable licence to act as such as proposed in the White Paper entitled “Malta’s Property Code and Regulations”.
Accreditation and MQF level
A CPD Award accredited with 9 ECTS credits (MQF Level 5) by the National Commission for Further and Higher Education (NCFHE) in Real Estate will be presented to delegates who obtain a minimum pass in the relative assignment.
Course Duration
9 Modules spread over 18 evening sessions.
Entry requirements
A minimum of four ‘O’ Levels which must include Maths and English OR a minimum of 3 years’ experience working in sales or business development.
Overall Course Objectives
- Understand principles essential for the understanding the economic problem, specific economic issues, and policy alternatives
- Learn about the evolution of the real estate market in Malta and its economic impact on the Maltese economy
- Describe the different categories and types of properties in Malta
- Achieve fundamental knowledge of laws and regulations governing real estate in Malta and advise clients accordingly
- Gather comprehensive knowledge of the obligations of the Real Estate Agent as a subject person arising out of the Prevention of Money Laundering Act
- Obtain basic knowledge on the sources of finance available to clients and procedures related thereto
- Achieve knowledge of the Data Protection Act and its implications when recording customer data and processing identification documents
- Apply fundamental economic principles in practical reasoning and decision making
- Recommend investments based on sound financial investment
- appraisal techniques and calculations
- Interpret structural construction drawings, notes, schedules, specifications and details
- Advice clients on basic return on investment and taxation impact assessments on relevant property transfers
- Coordinate efficiently notarial matters and meetings such as for promise of sales and property transfer contracts
- Escalate money laundering suspicious transactions reports in a proper manner, and using a risk-based approach to customers and transactions
- Research, analyse and synthesise data, markets and trends to produce a valuation report of different types of properties
- Managing property negotiations and close sales efficiently
- Describe the function of government institutions governing and regulating real estate in Malta
- Matching client’s accurate needs with the corresponding ideal properties on the market
- Consulting clients on how to present their property on the market
- Liaising and communicating effectively with architects, notaries and other related professionals within the real estate sector
- Provide professional customer service before, during and after a transaction.
Course Delivery Mode – Live Webinars
This course will be delivered via live online webinars. The course trainers will be visible on screen via a professional webinar platform through which students can follow the trainer presenting live whilst also using a powerpoint presentation and sharing other resources as necessary. Students will be able to interact with the trainer by sending questions or comments through the same webinar platform. Our student support team will assist all students with simple instructions on how to access the webinar online. A support line will also be made available to communicate with a student support officer in case of technical difficulties encountered during the live webinar.
All webinars will also be recorded and uploaded on the student online resources portal for future reference during home study. Trainers will also dedicate very regular Q & A times during the webinar to ensure all students can have the chance to ask questions and reach the intended learning objectives. The email and contact details of the trainer will also be made available in case students would wish to get in touch with the trainer throughout the course period.
Short 10 minute breaks will be given during the webinar.
Course Dates – Intake
Modules |
Dates |
Time |
Module 1:Introduction to Real Estate in Malta |
04/03, 08/03 |
17:00 – 20:00 |
Module 2: Principles of Economics |
15/03, 22/03 |
17:00 – 20:00 |
Module 3: Notarial and Tax Matters in Real Estate |
29/03, 05/04 |
17:00 – 20:00 |
Module 4: Anti-Money Laundering & Counter Terrorism Financing |
12/04, 19/04 |
17:00 – 20:00 |
Module 5: Real Estate Sales and Negotiation Skills |
26/04, 03/05 |
17:00 – 20:00 |
Module 6: Valuation Techniques and Property Analysis |
10/05,17/05 |
17:00 – 20:00 |
Module 7: Rental and Buy to Let Real Estate Market |
24/05,31/05 |
17:00 – 20:00 |
Module 8: Fundamentals of Financial Management |
14/06,21/06 |
17:00 – 20:00 |
Module 9: Data Protection in Real Estate Business |
28/06,05/07 |
17:00 – 20:00 |
Please note that as per terms and conditions, LEAD Training Services reserves the right to alter course dates, times and venue in exceptional circumstances beyond its control.
Course Outline
Module 1:Introduction to Real Estate in Malta
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
- The evolution of the real estate sector in Malta
- The different types of property types/categories in Malta
- Real estate regulation in Malta
- Fundamental roles of an estate agency and a real estate agent
- Fundamental roles of other professionals involved in a real estate transaction such as a notary, land surveyor, architect, interior designers etc.
- Fundamental vocabulary, principles and concepts of modern real estate practice, including agency relationships, brokerage, forms of ownership, legal interests in real estate, title records, property management, land-use controls, fair housing issues, environmental issues, and other critical issues affecting modern real estate
- Functions of relevant Government Departments and Authorities such as Lands Department, Malta Torism Authority, MEPA, Housing Authority, Building Regulation Department etc.
Module 2: Principles of Economics
Trainer: Christopher Pace
ECTS credits: 1
Learning Outcomes:
- Principles essential for understanding the economic problem, specific economic issues, and policy alternatives;
- General knowledge of microeconomics: demand and supply, market mechanism, market failures, competition;
- General knowledge of macroeconomics: business, unemployment, inflation, fiscal and economic policy;
- General insight in international economics: international trade, exchange rates, balance of payments;
- Opportunity Cost Principle
- Factors influencing the demand and supply of real estate in Malta
Module 3: Notarial and Tax Matters in Real Estate
Trainer: Dr. Rebecca Wellman
ECTS credits: 1
Learning Outcomes:
- Fundamental property tax law provisions
- Functions and duties of a notary
- Obligatory, common and exceptional clauses in contracts of sale/purchases and letting contracts
- Planning for notarial meetings
Module 4: Anti-Money Laundering & Counter Terrorism Financing
Trainer: Dr. Rakele Cini
ECTS credits: 1
Learning Outcomes:
- Money laundering & terrorist financing
- The role of the Financial Intelligence Analysis Unit (FIAU)
- Examples of suspicious activity and red flag indicators for money laundering within Real Estate Business;
- Knowledge of the Maltese Legal and Regulatory Requirements.
- The main contents and requirements stemming from the Prevention of Money Laundering and Funding of Terrorism legislation and regulations and their importance in the context of different industries.
- The main responsibilities of Senior Management and the MLRO
- The risk based approach in AML
- Awareness of what constitutes a reputable jurisdiction and the effect of international sanctions on risk categorization.
- The necessary requirements around proper structure in reporting and avoiding the risk of tipping-off
- Methodology for the carrying out of “know you customer procedures” in various situations
- Procedures for the ongoing monitoring of a business relationship and the discovery of source of wealth and source of funds
Module 5: Real Estate Sales and Negotiation Skills
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
- Identify and meet customer expectations
- Communicate effectively with customers (verbal, non-verbal and written)
- Manage customer perceptions
- Respond effectively to in-person and telephone customer contacts
- Identify Customer Service areas for improvement both within a personal capacity and as an organisation
- Manage effectively the sales process from beginning to end
- Deal effectively with different types of buyers and customers
- Overcome common objections to the sale
- Ask for the sale and close the sale process at the right time
- Produce excellent value propositions and presentations
Module 6: Valuation Techniques and Property Analysis
Trainer: James Manduca
ECTS credits: 1
Learning Outcomes:
- Value vs Cost model
- Methodical collection of data
- Different forms of date – Specific data (property itself) and Generic Data (Region, neighbourhood etc.)
- Different approaches to property valuation (Sales Comparison Approach, Cost Approach, Income Capitalisation Approach etc.)
Module 7: Rental and Buy to Let Real Estate Market
Trainer: Dr Rebecca Wellman
ECTS credits: 1
Learning Outcomes:
- The letting and buy to let market in Malta (residential and commercial, short and long lets)
- The factors that will make a property let faster
- The minimum requirements that any person looking to rent a property (residential or commercial) will expect to find in the ideal property
- The standard contractual clauses in a letting contract
- The fundamental laws and regulations governing property letting in Malta
- Describe the most common financing products available for buy to let investments
- Describe obligations of the landlord to the tenant – such as the water and electricity subsidy available to a tenant resident in Malta
Module 8: Fundamentals of Financial Management
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
- Common financial terms and statements found in standard set of fiancial statements (Profit and Loss Account, Statement of Financial Position , Cashflow Statement etc)
- Contents and composition of Profit and Loss Account, Statement of Financial Position , Cashflow Statement etc)
- Common types of investment appraisal techniques
- Internal Cost Categories – Variable and Fixed
- Budgeting Process and Basic Variance Analysis
- Basic Relevant Costing Techniques for decision making
Module 9: Data Protection in Real Estate Business
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
- An understanding of the way that the Act, and related legislation work;
- An understanding of what has to be done to achieve compliance
- Legal requirements surrounding Data Protection and Freedom of Information
- The principles of effective records management and information security
- Functions of the Office of the Information and Data Protection Commissioner
Trainers
James Grech

James Grech graduated with a Bachelor of Business and Commerce Degree in 2001 and later on obtained the Accountancy (Honours) degree from the University of Malta in 2003. James is Certified Public Accountant and holds a Practising Certificate in Auditing issued by the Ministry of Finance in Malta. He is also qualified as Certified Information Systems Auditor (CISA) and member of ISACA. James is also a member of the Institute of Internal Auditing (US), and is a Certified Internal Auditor (CIA). The CIA is the only internationally accepted certification designation for internal auditors and is the standard by which individuals demonstrate their competence and professionalism in the internal auditing and Management Consultancy field.
James is a renowned Business Consultant and Management/Business trainer and conference speaker in Malta and is also founder and Managing Director of LEAD Training Services, one of Malta’s largest professional training Institute licensed by the Malta National Commission for Further and Higher Education (NCFHE).
Christopher Pace

Christopher Pace is an economist by profession and he currently heads the Economics Advisory Unit at a Big Four Company. He is authoring and coordinating the undertaking of economic studies, financial analysis and market intelligence on the Maltese economy, the European Union and beyond. Case in point the Middle East. He is a former Central Bank Senior Economist, with 15 years of experience in undertaking macroeconomic studies, managing surveys and the compilation of real, monetary, and public finance frameworks, both for local consumption and in fulfilling respective European Commission’s and ECB’s regulations.
Mr Pace has represented the Central Bank on a number of ECB working groups and committees. Before joining a Big Four company, Mr Pace has been a consultant at Misco Consulting Ltd, Impetus Europe Consulting Ltd and Combined Maritime Ltd. He has also given technical assistance in the valuation of intangibles, the preparation of business plans, cash flow monitoring and the compilation of performance monitors for 6PM Group Plc. He facilitated lectures in economics at the European Documentation and Research Centre of the University of Malta and project management at MCAST. Mr Pace holds a post graduate degree in economics from the University of Malta.
Dr. Rakele Cini

Dr Rakele Cini is an independent legal consultant with many years of experience in AML/CFT, regulatory and compliance advisory. She primarily advises local & international firms / practitioners operating within the regulated industries on matters relating to the prevention of money laundering & funding of terrorism, due diligence, risk management, good governance, and other compliance areas. She is invited to lecture regularly by private institutions and regulatory bodies on these topics. She was previously head of Risk & Compliance at BDO Malta and, prior to that, formed part of the practice protection group at Deloitte Malta for numerous years.
James Manduca
Information coming soon.
Testimonials
- I would like to say that the course was very informative. The subjects chosen were gave us a good understanding, not only regarding Real Estate, but also the financial, and legal aspects. Also including AML and GDPR.
Liz Apap-Bologna,
October 2018
- After working for 15 years in the catering industry I felt a change was needed. Finding a job was getting harder everyday but with the help of LEAD Training Services I managed to get qualified and switch my career. I would recommend LEAD Training Services to anyone who wants to switch or improve career. They are amazing!
Glenn Camilleri,
February 2017
Course Funding Options
For Individuals
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GET QUALIFIED SCHEME
Candidates can benefit from a 70% rebate of the course fee via tax credit. Get Qualified is an initiative that supports the personal development of individuals for the achievement of qualifications and certifications required by industry.
Learn more about this scheme »
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TRAINING PAYS SCHEME (TPS)
Eligible candidates satisyfing a list of criteria can benefit from a 75% rebate on direct training cost.
Learn more about this scheme »