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.

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

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

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

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

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.)

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

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

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

Trainer: Mr. Paul Gauci
ECTS credits: 1

Learning Outcomes:

• Design and develop the content of the presentation (both in writing, presentations and oral with a clear intended proposition);
• Interact with an audience by voice, eye contact and body language;
• Anticipate objections or difficult questions and deal with them effectively;
• Identify key planning, delivering and follow up stages a business presentation;
• Gain an appreciation of the main theories and models of business communications;
• Identify the importance of body language and use of voice during general communication and presentations;
• Understand the criteria on which in general an audience judges the quality of a communicator and a presentation;
• Understand the criteria which must be considered whilst selecting the contents of a business presentation;

Trainer: Mr. Mark Debono
ECTS credits: 1

Learning Outcomes:

• Working with digital communication tools to increase business online.
• Understand the similarities and differences between digital and traditional marketing communications.
• Grasp the importance of building customer relationships online.
• The origin and development of the web.
• The different types of sites and services available on the internet.
• The impact of digital marketing on business.
• Ethical considerations in digital marketing

Trainer: Mr. Paul Gauci
ECTS credits: 1

Learning Outcomes:

• Differentiate management from leadership
• Define the role of a leader
• Describe leadership traits and different styles of leadership
• Describe the context and nature of management within various organisational contexts and at different organisational levels
• Describe the context and nature of leadership within various organisations and at different organisational levels
• Appreciate current issues in business, management and leadership, which is informed by leading edge research and practice in the field
• Appreciate the concept importance of change management Appreciate the importance of clearly defined values within an organization
• Appreciate the concept of time management in today’s fast business world

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 Malta Further & Higher Education Authority (MFHEA).

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 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.

Information coming soon.