DANA MARDUK

Your 12-Session Blueprint to Sales Mastery, Personal Branding & the Future of Real Estate
Designed for Dubai Real Estate Brokers and Agents

By “Dana Marduk” The Real Estate Expert
Flexible Format: 12 sessions, can be delivered over 4–12 weeks

Session Time: 3Hours(15 Min Break)

Key Topics:

1. The transformation of Dubai: desert to global city

2. The birth of freehold ownership (2002 milestone)

3. Key shifts in buyer demographics over 20 years

4. Introduction of RERA, DLD, and real estate regulation

5. Dubai's vision: why it matters to realtors

6. Market trends from 2002–2025 (bubble, correction, recovery, boom)

7. Impact of Expo 2020, D33 and Vision 2040

8. Dubai’s rise as a luxury & lifestyle capital

9. Real estate cycles & what they teach us

10. Future outlook: sustainability, longevity, and investment zones

🎯 Action Plan:

• Individual 1: Write a 1-page summary titled “Why I Sell Real Estate in Dubai”

• Individual 2: Record a 60-second video explaining Dubai’s evolution in real estate

• Group: Create a visual timeline (poster or slide deck) of Dubai’s real estate journey

Key Topics:

1. Understanding emotional vs rational buyers

2. The psychology of decision-making in property buying

3. Building rapport instantly

4. Body language mastery for closings

5. Voice, tonality & facial expressions in meetings

6. Why most agents talk too much (and how to listen instead)

7. The power of silence in closing deals

8. Creating trust in the first 10 seconds

9. Subtle persuasion tactics that feel natural

10. Reading micro-signals from buyers and adapting fast

🎯 Action Plan:

• Individual 1: Record a 90-second property pitch with confident body language

• Individual 2: Create a checklist of 10 non-verbal sales signals

• Group: Practice 5 mock buyer-agent scenarios with role reversals

Key Topics:

1. Open-ended vs closed-ended questions

2. Active listening techniques

3. Framing questions to reveal buyer motivation

4. Empathy-driven sales

5. How to dig deeper without sounding intrusive

6. Clarifying vs assuming in communication

7. Using storytelling in question-answer format

8. The power of repeating back

9. Trust-building phrases and language patterns

10. Adapting speech patterns for different clients

🎯 Action Plan:

• Individual 1: Write 15 high-impact questions to ask different buyer personas

• Individual 2: Record yourself handling a buyer objection with empathy

• Group: Create a group “Objection Handling Library” with sample answers

Key Topics:

1. The 6 principles of persuasion in real estate

2. Authority building: How to sound credible, fast

3. Scarcity & urgency framing (without pressure)

4. Social proof and testimonials that convert

5. Contrast effect: Showing high-to-low

6. The psychology of fear of missing out (FOMO)

7. Anchoring property prices for value perception

8. The yes-ladder technique

9. Buyer empowerment vs manipulation

10. Framing the buyer journey as a story

🎯 Action Plan:

• Individual 1: Write two versions of a listing description—neutral vs persuasive

• Individual 2: Analyze one famous real estate influencer and extract 5 persuasion tricks

• Group: Recreate a property pitch using 3 Cialdini principles

Key Topics:

1. When to close: timing the sale

2. The assumptive close

3. Summary close: how to wrap value

4. Trial closing questions

5. Closing with confidence & calmness

6. Reading “buying signals”

7. Handling indecision and delays

8. The art of pause before the close

9. Fear-based objections & how to calm them

10. Last-minute push: urgency without pressure

🎯 Action Plan:

• Individual 1: Write your 3 favorite closing lines and when to use each

• Individual 2: Record a video demonstrating a 2-minute closing pitch

• Group: Conduct a mock “client closing” session in groups of three

Key Topics:

1. Identifying qualified vs cold leads

2. Lead platforms in Dubai (Bayut, Property Finder, etc.)

3. Offline lead generation: events, partnerships, referrals

4. Door knocking & relationship-building offline

5. Creating a referral engine

6. Generating leads from hotel partnerships and concierge desks

7. Farming a geographic niche

8. Building your “lead magnet” online

9. Connecting with brokers and agent in other countries

10. AI tools to find high-quality leads

🎯 Action Plan:

• Individual 1: Create a personal lead generation plan for 1 week

• Individual 2: Reach out to 5 leads with a personalized video or voice note

• Group: Design a group flyer campaign for a target Dubai community

Key Topics:

1. The follow-up funnel (1 day, 3 days, 7 days, 30 days)

2. Creating a CRM rhythm

3. SMS, WhatsApp, and email timing strategies

4. The 5-touch follow-up rule

5. What to say when following up (scripts)

6. Personalizing your messages

7. Follow-up via video, voice note, or in-person

8. Managing follow-up across multiple platforms

9. When to stop following up

10. Building a loyal follow-up reputation

🎯 Action Plan:

• Individual 1: Build a 5-step follow-up cadence for new clients

• Individual 2: Write 3 follow-up scripts for different client types

• Group: Set up and demo a group CRM using Notion or Google Sheets

Key Topics:

1. What is your brand persona?

2. Defining your niche (luxury, family, investor, expat)

3. Logo, color, fonts: building visual consistency

4. Crafting a personal mission and story

5. Using storytelling in branding

6. How to be memorable in 3 seconds

7. Building trust online

8. Elevator pitch = personal brand in 10 seconds

9. Authenticity vs over-selling

10. The three P's of branding: Positioning, Promise, Presence

🎯 Action Plan:

• Individual 1: Write your personal brand statement in 3 lines

• Individual 2: Create a Canva visual kit with logo/colors/fonts

• Group: Share and critique personal brands in a roundtable session

Key Topics:

1. Instagram content pillars for real estate

2. Reels vs stories vs posts vs lives

3. LinkedIn as a luxury sales tool

4. TikTok for storytelling and reach

5. Content calendar creation

6. Behind-the-scenes content = trust builder

7. Using hooks in captions and videos

8. Going viral: consistency > perfection

9. Paid ads vs organic posts

10. The DM strategy to turn fans into clients

🎯 Action Plan:

• Individual 1: Create 3 posts this week based on content pillars

• Individual 2: Shoot and upload 1 real estate reel with a hook and CTA

• Group: Plan and post a group collaboration video

Key Topics:

1. What HNWIs want: discretion, expertise, lifestyle

2. Adapting to different cultures in Dubai

3. High-ticket buyer psychology

4. Concierge-style service vs basic sales

5. Reading international body language cues

6. Building credibility quickly

7. Working with wealth managers and family offices

8. Pitching investment properties with ROI clarity

9. Golden visa knowledge for buyer advising

10. Subtle language upgrades that build prestige

🎯 Action Plan:

• Individual 1: Write a personalized HNWI follow-up email draft

• Individual 2: Record a 2-min video walking through a luxury unit as if for a VIP client

• Group: Host a mock “HNWI buyer consultation” simulation

Key Topics:

1. What is PropTech?

2. Smart contracts on blockchain

3. Tokenization of real estate: fractional ownership

4. Virtual property tours with AR/VR

5. AI-driven pricing and property suggestions

6. Predictive analytics in sales

7. ChatGPT & AI for lead engagement

8. Digital twins and the metaverse

9. Web3 and decentralization in real estate

10. Preparing your career for a tech-dominated market

🎯 Action Plan:

• Individual 1: Research and summarize 1 PropTech startup in UAE

• Individual 2: Record a pitch on how you would use AI in your business

• Group: Host a team brainstorming session on how to adopt one tech tool this quarter

Key Topics:

1. Why most agents fail after training

2. Setting KPIs and weekly targets

3. Building a success habit tracker

4. Morning rituals of top closers

5. Time-blocking and focus management

6. Tracking lead-to-close ratios

7. Managing stress in high-performance sales

8. Accountability systems

9. Visualizing success and staying inspired

10. Personal development beyond real estate

🎯 Action Plan:

• Individual 1: Build your 90-day income & client goal sheet

• Individual 2: Write your personal daily “success habit” checklist

• Group: Share weekly goals and track accountability in a shared document