Real Estate · Online, taught in Georgian
The Real Estate Professional Course
Irakli Chkhartishvili
CEO in real estate
GIPA MBA · PhD Candidate in Economic Policy
- Duration
- 6 weeks
- Contact hours
- 24 hours
- Format
- Online, taught in Georgian
- Start
- November 3, 2026
- Lecturer
- Irakli Chkhartishvili
12 sessions · Tuesday and Thursday · 20:00-22:00
This course is for people who want to develop practical skills in real estate management and sales. Participants will explore property valuation methods, buyer behaviour, negotiation, legal and technical considerations, financing sources and investment metrics. Case studies examine how to assess a property, identify its target audience, plan the sales process and manage a real estate portfolio. CRM and Pipeline management are integrated into the negotiation and sales topic. The course concludes with a Capstone project and final presentation. Audience: real estate agents and sales specialists, development-company sales staff, property and portfolio managers, owners and people entering real estate.
Syllabus
Market segments, property characteristics and practical assessment of market context.
Buyer needs, motivations, segmentation, qualification and matching the property proposition to the buyer.
Comparison of valuation methods and practical property assessment cases.
CRM contact records, Pipeline stages, lead status, Cold/warm calling, qualification, follow-up, objections, negotiation and closing. Supporting practice includes simple sales targets, conversion/KPI tracking and a Pipeline-based forecast.
Property-document and technical-information review, questions to raise before a transaction and case-based risk identification.
Commercial property management and sales and practical use of the lecturer's Cost variance method.
Property positioning, sales channels, listing and presentation quality, portfolio prioritisation and the Portfolio owner role. A simple marketing and action plan.
ROI, Cap Rate and Yield management in practical comparison cases. Assumptions and interpretation.
Resale after renovation and rental are distinct models. Practical comparison of revenue, costs, timing and risks.
Financing options, the bank's role, information needed to assess financing and practical cases.
Interpretation of planning information and implications for a property's potential use, through examples.
One integrated real estate case: property positioning and valuation rationale, buyer profile, simple CRM/Pipeline structure, relevant investment metrics and a 90-day sales and marketing action plan.
Lecturer
Irakli Chkhartishvili
CEO in real estate
Irakli Chkhartishvili has 13 years of experience in real estate. His professional background includes seven years in banking, insurance and property development sales. He is in his fourth year as a CEO in real estate. Irakli holds an MBA from GIPA and is a PhD Candidate in Economic Policy. On this course, he shares practical experience in real estate management and sales.
Start November 3, 2026What's included in the price
Included
- 12 sessions of 2 hours each, totalling 24 contact hours
- Compare valuation methods and work with buyer types
- Structure CRM/Pipeline and follow-up
- Apply ROI and Cap Rate in practical examples
- Plan property marketing and portfolio work
- Prepare a final real estate case
Introductory meeting: 25 October 2026 at 20:00, Tbilisi time (Asia/Tbilisi).
Schedule
- Duration
- 12 sessions
- Format
- Online, taught in Georgian
- Days
- Tuesday, Thursday
- Time
- 20:00-22:00
- End
- December 10, 2026
Total 24 hours