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August 2023 Intake Now Open.
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Attention Real Estate Managers and Property Brokers (Sensara)!
All candidates who intend to apply for the Real Estate Licence of either an AGENT, MANAGER or PROPERTY BROKER (Sensar), must also register for the top up course (Modules 10, 11 & 12), in order to acquire the necessary additional 3 ECTS Credits required by law.
Real Estate Consultants are not required to apply for this top up course, but are welcome to join in should they wish to do so.
This top up course costs an additional €250.
Accreditation and MQF/EQF level
The accreditation status of this programme is a ‘‘Higher Education Programme’’. A CPD Award accredited with 9 ECTS credits (MQF/EQF Level 5) by the Malta Further & Higher Education Authority (MFHEA) in Real Estate will be presented to delegates who obtain a minimum pass in the relative assignment.
Target Audience
This course as described in the application, satisfies the requirements of Article 4(2)(b) of Chapter 615 of the Laws of Malta.
The course is suitable for those who wish to apply for the licence of REAL ESTATE CONSULTANTS and not Brokers, Branch Managers or Agents. For those who wish to become Brokers, Agents or Managers, they would also be required to do an accredited top-up course called: Award in Real Estate for Managers, Agents and Brokers (Top Up) MQF 5, 3 ECTS.
Combined together, these two courses (MQF 5, 9 ECTS for Consultants + MQF 5, 3 ECTS Top up for Managers/Agents/Brokers) will come up to the 12 ECTS required for Agents, Managers and Brokers.
Overall Course Objectives
By the end of the course, the student will be able to:
- 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 Consultant 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
- Conduct research, analyse and synthesize data, markets and trends to produce a valuation report of different types of properties
- Manage property negotiations and close sales efficiently
- Describe the function of government institutions governing and regulating real estate in Malta
- Match client’s accurate needs with the corresponding ideal properties on the market
- Consult clients on how to present their property on the market
- Liaise 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.
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.
- This course welcomes individuals from the legal age of 18 onwards.
Duration & Mode of Attendance
This part-time course is made up of 18 evening sessions which are spread over a period of 18 weeks as live online webinars.
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 (except for Module 4) 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.
Online recordings or videos of the webinars are not available for Module 4.
Short 10 minute breaks will be given during the webinar.
How You’ll Learn
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.
The course will also make use of:
- Online Presentations
- Video Lecturing;
- Q&A via online course forum;
- Online Q&A with Educator (Trainer).
The above are considered to be contact hours as all of the above will be under control of the instructor.
Method of Assessment
At the end of the course, students will be presented with the assignment questions, where students have four or five questions and need to choose three. The total word count for the total assignment is 4,500 – 5,000 words. Students need to submit the assignment as per the submission date on the assignment questions document provided.
Grading: The assignment questions will be corrected and students must achieve a pass mark of at least 50 marks, in order to be given a certification.
Language of Course Instruction & Course Materials
The course materials and the live webinars are in English.
Course Dates
Award in Real Estate Consultancy (MQF/EQF 5, 9 ECTS)
Modules |
Dates |
Time |
Module 1: Introduction to Real Estate in Malta |
28/08, 04/09 |
17:30 – 20:30 |
Module 2: Principles of Economics |
11/09, 14/09 |
17:30 – 20:30 |
Module 3: Notarial and Tax Matters in Real Estate |
18/09, 20/09 |
17:30 – 20:30 |
Module 4: Anti-Money Laundering & Counter Terrorism Financing |
25/09, 28/09 |
17:30 – 20:30 |
Module 5: Real Estate Sales and Negotiation Skills |
02/10, 09/10 |
17:30 – 20:30 |
Module 6: Valuation Techniques and Property Analysis |
12/10, 16/10 |
17:30 – 20:30 |
Module 7: Rental and Buy to Let Real Estate Market |
19/10, 23/10 |
17:30 – 20:30 |
Module 8: Fundamentals of Financial Management |
26/10, 30/10 |
17:30 – 20:30 |
Module 9: Data Protection in Real Estate Business |
06/11, 13/11 |
17:30 – 20:30 |
Award in Real Estate for Managers, Agents and Brokers (Top Up) (MQF/ EQF Level 5, 3 ECTS)
Modules |
Dates |
Time |
Module 10: Communication and Presentation Skills |
16/11, 20/11 |
17:30 – 20:00 |
Module 11: Digital Marketing |
23/11, 27/11 |
17:30 – 20:00 |
Module 12: Leadership and Management |
30/11, 04/12 |
17:30 – 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.
Total Hours of Learning
Award in Real Estate Consultancy
The Award in Real Estate Consultancy is an accredited course, which requires students to commit themselves and to be responsible for their own studies. Below is a suggested guideline of the number of hours each student should dedicate to self-studying and preparing for the final written assignment.
Total Course Contact Hours
(Live Online Webinars) |
54 |
Total Course Suggested Self-Study Hours
(reading for interest & further knowledge) |
144 |
Total Course Supervised Placement and Practice Hours
(Work placement supervision) |
0 |
Total Course Suggested Assessment Hours
(Take home assignment) |
27 |
Award in Real Estate for Managers, Agents and Brokers (Top Up) (MQF/ EQF Level 5, 3 ECTS)
The Award in Real Estate for Managers, Agents and Brokers (Top Up) is an accredited course, which requires students to commit themselves and to be responsible for their own studies. Below is a suggested guideline of the number of hours each student should dedicate to self-studying and preparing for the final written assignment.
Total Course Contact Hours
(Live Online Webinars) |
15 |
Total Course Suggested Self-Study Hours
(reading for interest & further knowledge) |
45 |
Total Course Supervised Placement and Practice Hours
(Work placement supervision) |
0 |
Total Course Suggested Assessment Hours
(Take home assignment) |
15 |
Course Outline
Module 1: Introduction to Real Estate in Malta (MQF/EQF Level 5, 1 ECTS)
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
By the end of the course, students will have been exposed to:
- 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 consultant
- 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 Tourism Authority, MEPA, Housing Authority, Building Regulation Department etc.
Module 2: Principles of Economics (MQF/EQF Level 5, 1 ECTS)
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
By the end of the course, students will have been exposed to:
- 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 (MQF/EQF Level 5, 1 ECTS)
Trainer: Dr. Rebecca Wellman
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will have been exposed to the following:
- 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 (MQF/EQF Level 5, 1 ECTS)
Trainer: Dr. Rakele Cini
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will have been exposed to the following:
- 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 your 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 (MQF/EQF Level 5, 1 ECTS)
Trainer: Christopher Pace
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will be able to:
- 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 (MQF/EQF Level 5, 1 ECTS)
Trainer: Perit James Manduca
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will have acquired the following skills:
- Develop an understanding of the nature property value and the role of the valuation profession, the property market and property valuation methods
- Develop skills and knowledge appropriate for selecting, analysing and synthesising material of relevance to the conduct of property valuation
- Access a comprehensive range of information sources, relevant to the valuation of real property
- Prepare, synthesise and present valuation report at an appropriate standard
- Display an enquiring and analytical approach to the conduct of property valuation
Module 7: Rental and Buy to Let Real Estate Market (MQF/EQF Level 5, 1 ECTS)
Trainer: Mr. Frank Borg & Dr. Rebecca Wellman
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will have been exposed to the following:
- 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 (MQF/EQF Level 5, 1 ECTS)
Trainer: James Grech
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will have been exposed to the following:
- Common financial terms and statements found in standard set of financial 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
Learning Outcomes:
At the end of the module/unit the learner will have acquired the following skills:
- An understanding of the way that the Act, and related legislation work;
- An understanding of what has to be done to achieve compliance
- An understanding of the legal requirements surrounding Data Protection and Freedom of Information
- An understanding of the principles of effective records management and information security
- An understanding of the functions of the Office of the Information and Data Protection Commissioner
Module 10: Communication and Presentation Skills (Top up) (MQF/EQF Level 5, 1 ECTS)
Trainer: Mr. Paul Gauci
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will be able to:
- 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
Module 11: Digital Marketing (Top up) (MQF/EQF Level 5, 1 ECTS)
Trainer: Mr. Mark Debono
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will be able to:
- Work 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.
- Understand the origin and development of the web.
- Understand the different types of sites and services available on the internet.
- Understand the impact of digital marketing on business.
- Understand the ethical considerations in digital marketing
Module 12: Leadership and Management (Top up) (MQF/EQF Level 5, 1 ECTS)
Trainer: Mr. Paul Gauci
ECTS credits: 1
Learning Outcomes:
At the end of the module/unit the learner will be able to:
- 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
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 Malta Further & Higher Education Authority (MFHEA).
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.
Mr. Frank Borg

With his background in HR and international talent development and having worked in enterprises of various sizes, Mr Frank Borg uses his knowledge and expertise in Real Estate, together with his own continuous learning, to train, coach and motivate individuals on reaching their goals and sales targets as easily and as quickly as possible. The author of three books on sales, goals and public speaking, and co-presenter of the ‘Frank & Gordon Show’, Mr Borg, who attended college in Bath, UK, and Oklahoma, USA, built a wide variety of training content for groups of all sizes. Throughout his career, he trained many people from diverse demographics and cultures throughout parts of Europe, North, Central and South America and the Philippines. Frank currently heads the HR & Training Academy at Alliance Real Estate.
James Manduca
Information coming soon.
Mark Debono

Mark Debono is an internet marketing consultant and founder of digital agency Systemato. Systemato provides digital marketing and web development to clients as diverse as Saint James Hospital Group, MeDirect, GAP, Paddy Power Betfair, and many others. Mark has been working in digital since 2006, starting in web advertising with a software firm, followed by a brief stint with a Government agency tasked with technology, and then setting up shop on his own. For a number of years, Mark has also provided training in online marketing to various individuals and companies.
Paul Gauci

Paul Gauci is a highly experienced and enthusiastic training facilitator and motivator within the LEAD team.
Paul is a Chartered training practitioner and lecturer in management education and development with 25 years experience delivering training to various organisations at an international level. He has been the recipient of the ‘Training Leadership’ Award at the World HRD Congress 2013 held in Mumbai.
He has led Bank of Valletta’s Training Centre for 13 years and during 2000-2006, he also served concurrently as Chairman of the Mediterranean Training & Development Committee of the Mediterranean Bank Network (MBN) and conducted training activities in all Mediterranean countries.
Since 1994, he has lectured at the University of Malta where is now Visiting Senior Lecturer in ‘Organisational Behaviour’; ‘Human Resource Management’ and ‘Leadership and Organisational Learning’ on the Executive MBA/B.Com/Diploma programmes. He also lectured on the Maastricht School of Management MBA Programme in the Netherlands and outreach countries.
Dr. Rebecca Wellman

Rebecca successfully obtained her Bachelor of Laws with Honours Degree and later on Masters Degree in Notarial Studies and Masters Degree in Advocacy at the University of Malta. She was then conferred with her warrant to practice as a Notary Public and as a Commissioner for Oaths in Malta.
Rebecca has acquired a vast amount of experience with leading law firms in Malta before setting up her own practice in Paola, whereby she ensures that all of her clients’ expectations are met with great satisfaction.
Apart from the Notarial Profession, Rebecca had served as a Research Assistant at the University of Malta, as well as a Projects Executive Intern at the National Commission for the Promotion of Equality (NCPE), whereby she worked on various projects in relation to human rights.
She is also currently an executive board member at the National Council of Women as well as the Diocesan Commission for Inter-Religious Dialogue.
Rebecca lectures on examination of title to property for the law course at the University of Malta.
Perit James Manduca

Perit James Manduca graduated as an Architect and Civil Engineer from the University of Malta in 2010. He is a warranted Perit and an Accredited Valuer of Immovable Property. Having worked in several different areas of his profession, he strives to tie the varied experience he has gained, in the diverse spectrum of his profession, to the subject of valuations. He has been working in the area of valuations for over ten years and has been lecturing on the subject since 2017. James is a member of the Kamra tal-Periti and is currently one of the selected Periti for the Rent Regulation Board as well as for the Rural Lease Board.
Testimonials
- I would like to thank LEAD for the well prepared course and all the lecturers presenting. It was a pleasure attending this course online and I feel that I learned a lot, me and the company I work with believe that continuing learning together with experience is key to keep on advancing in life. Thanks once again.
N. Attard,
Attard Bros Property. July 2022
- The course was informative and well worth the effort.
C. Woods
March 2022
- Would highly recommend this course and LEAD as an organization. The lecturers are experts in their areas, they are always available if you have any questions even outside of the lecture. This course will provide you with all the tools necessary to go out and be an Agent. Thank you!
K. Ilievska
March 2022
- I thoroughly enjoyed my learning experience with Lead Training. James Grech is well versed in all aspects of Real Estate and an excellent lecturer, allowing students to interact during sessions. Nevise Farrugia is an excellent administrator, always up to date with any information required and ready to assist at any level. The guest lecturers were all knowledgeable and highly skilled Professionals and I will definitely recommend Lead Training Services to everyone I know.
C. Bradbury
May 2021
- I strongly recommend Lead Training Services to anyone who would like to attend the Real Estate Agent Professional Award course. The lecturers were all qualified in their area of study and they delivered online lectures of high standard. The administrative team of the institute was also very helpful and efficient in replying to the trainees’ communication.
A big thank you also goes to the director, Mr James Grech.
A. Schembri
May 2021
- Dear Team, I just wanted to share a quick note and let you know that this course has been very helpful and all the team does a really good job. I’m glad I decided to choose you and will definitely suggest my other colleagues to contact you for further courses.
M. Gatt
May 2021
- The course was conducted in a very professional manner. Various examples were given to help us understand better. I am super happy to have passed this course.
K. Magro
May 2021
- I had great experience with Lead. Very nice dedicated lecturers that are very helpful and very efficient when I had a query.
A. Gaffiero
May 2021
- 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.
L. 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!
G. 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 »