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.

Trainer: Christopher Pace
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

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

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

Trainer: James Grech
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

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

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

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

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

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

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

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

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.

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.

Information coming soon.

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 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.

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 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.