TÍTULO DEL CURSO

GESTIÓN COMERCIAL DE VENTAS (BILINGÜE INGLÉS)

AC 2020-2068
BUSINESS PLAN

www.ezos.es
 TÍTULO DEL CURSO
UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

INTRODUCTION
1.-Business object.
This Business Plan describes the creation
of a services company, who core business 2.- Entrepreneur profile.
consists of intermediating in purchase, 3.- Market análisis
sale or rental of all kind of real estates, as 4.- Marketing plan
well as reform projects. 5.- Organization and human resources
6.- Investment plan
The recovery experienced by the real
7.- Commision plan and business margin
estate sector in recent years is one of the
aspects that have been taken in account 8.- Cost structure
when carrying out the feasibility study of 9.- Break-even point
this Business Plan, which includes the 10.- Financing
description and analysis of the following 11.- Economic and financial analysis
points:
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

1.- BUSINESS OBJECT

Considering the aspects mentioned above, intermediation in rental and purchase of all types of
real estates, especially new and second-hand houses, is established as the main object of this
business. For it, integral advice and assistance in documentation processing are offered, as well
as reform projects.

2.-ENTREPRENEUR'S PROFILE
Although official qualification is not required since 2000 to devote to real estate intermediation,
it is recommended that this type of business be approached by people who know about this
sector. Therefore, it is important they have experience and training in aspects related to the
market and the legal aspects surrounding the purchase and rental of real estates.
It is also important that he be someone who is an enterprising person. With a proactive,
persevering, enthusiastic, creative, positive and responsible attitude.
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.
BUSINESS PLAN. Real estate services company
2.- MARKET ANALYSIS
The good evolution of the real estate sector in Spain
is confirmed with the number of real estate
purchases in 2018, which is similar the figures
achieved in 2008 (500.000 purchase transactions).
During 2018, the vast majority of operations carried
out focus on second-hand homes (more than
400,000 buy-and-sell operations).
In addition, Andalusia is the Autonomous Community
that has registered the largest number of real estate
sales during 2018, followed by the Valencian
Community, Catalonia and the Community of Madrid.
And finally, Malaga takes hold, after Madrid,
Barcelona and Alicante, as the fourth most powerful
mortgage market in Spain.
All this suggests that this may be a great time to
entrepreneurs to decide starting up their company
around the real estate market.
✓ Client: The potential market in the real state
sector is increasing considerably due to
customer diversification. The traditional family,
which was the classic profile when it comes
buying a house, have been joined by single-
parent and single-person families and foreign
residents who choose Spain, and especially the
south, as a place of retreat, attracted by the
Spanish weather and prices lower than those of
their mother countries. We can also make
another classification on two large types of
customers depending on the process of buying
their homes.
✓ Competition:
- Real estate franchises
- Real estate companies that offer the same as us
- -Real estate platforms.
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

4. MARKETING PLAN
When a business is starting up, it is essential to make itself
known, make a good impression and attract customers.
At this initial stage, investment in marketing will focus on the
following points:
❑ Local well located and identified 70m2, showcase; and a
distribution of space and furniture according to the kind
of business
❑ Exhibition, in storefront, website and brochures
❑ Weekly mailboxing for the first 3 months.
❑ Mailchimp's campaign during the first 3 months.
❑ Presence on social networks (linkedin, Facebook,
Instagram...).
❑ "Word of mouth".
❑ Distribution of business cards and brochures in strategic
places (restaurants, shops,…)
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

5. ORGANIZATION AND HUMAN RESOURCES

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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

6. INVESTMENT PLAN
The investment required to start up the business is broken down into:

Computer systems (computer per

Facilites (local for rent, located and
fully conditioned) 450€/month
Furniture and decoration (1000€)
Opening stock (consumable)
300€/m
person, printer and real estate
mangement software) 4.000€
Formation and start up
expenses (city council fees,
contracting basic supplies) 1.800€
Deposits and bonds (a deposit is
given for rent the local) 1.200€

VAT included
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

6.a) WORKING CAPITAL.

Estimating the working capital we considerate an amount sufficient to cope with payments during
the first three months, i.e.: Rent, salaries, social security, supplies, advice, advertising, etc.

WORKING CAPITAL
MONTHLY PAYMENTS AMOUNT TOTAL VAT INCL.
Rental of premises 600.00 726.00
Advisory services 175.00 211.75
Basic supplies 500.00 605.00
Salaries 4,800.00 4,800.00
Social security 960.00 960.00
Advertising 500.00 605.00
Other expenses 100.00 121.00
TOTAL 7,635.00 8,028.75
Months to cover WC 3
WC 3 MONTHS 24,086.25
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

6. b) INVESTMENT SUMMARY
The initial investment required to carry out this project is summarized in the following chart:

Investment

Concepts amount Vat TOTAL vat included

Fitness of the premises 371.90 78.10 450.00

Furniture and decoration 826.45 173.55 1,000.00
Office supplies 247.93 52.07 300.00
Computer system 3,305.78 694.21 4,000.00
Formation and start-up expenses 1,574.38 225.62 1,800.00
Deposits and Bonds 1,200.00 0.00 1,200.00
Working capital 24,086.25 0.00 24,086.25
TOTAL INVESTMENT 31,612.69 1,223.55€ 32,836.24
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

7. COMMISSION PLAN AND TRADE MARGIN

The business will have the services of purchase or rent of residential and holiday homes,
premises, offices, garages, etc. In addition, complementary services such as renovations or
insurance may be offered.

➢ Service in buying and selling transactions shall be a commission of 5% on the sale Price of the
good. For example:
Assuming an average Price of 120.000 €, the commission income would be 6.000 € per
trade

➢ The Price of the rental intermediation service will be the equivalent of one month rent per
closed transaction.
Considering an average Price of 600€/month, the income would be 600 € per operation

➢ In reform projects an average budget amount of 12.000.00 is estimated.

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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

8. COSTS STRUCTURE
The estimate of the main monthly costs is as follows (non-VAT expenses included):
✓ VARIABLE COSTS
It includes commissions of external collaborators involved in the intermediation, as well as the
purchase costs of materials and hiring external collaborators to carry out the reform projects.
✓ FIXED COSTS.
• SUPPLIES, SERVICES AND OTHER EXPENSES. These expenses are estimated at about 500.00
euros/month.
• RENTALS. , for this business has been estimated a price of 600.00 euros/month, with a rental
contract of 10 years.
• EXTERNAL SERVICES EXPENSES. Expenses for external services include legal, tax, labor and
accounting advisory costs. These expenses will be about 175 euros/month.
• STAFF EXPENSES. The Social Security listing on an Autonomous Regime will be included in the
salary. This is fixed at a gross amount of 320.00 euros/month. A secretary, hired full-time on a
general basis attending to the customers. This salary is fixed at a gross amount of 1,750.00
euros/month.
• SOCIAL SECURITY EXPENSES.They are estimated at 960 euros/month
• OTHER EXPENSES. 100.00euros/month.
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

DEPRECIATION.
The annual depreciation of the tangible fixed assets has been estimated as follows:

Depreciation TANGIBLE FIXED ASSETS

CONCEPT Investment % RATE ANNUAL FEE
Fitness of de premises (10 years) $371.90 10% $37.19
Furniture & Decoration (5 years) $826.45 20% $165.29
Computer system (4 years) 3,305.78 25% $826.45
ANNUAL TOTAL $1,028.93

In addition, the depreciation of the costs to be distributed in several financial years would have to
be included.
DEFERRED EXPENSES
CONCEPT Investment % DEPREC. ANNUAL DE
Formation and start up expenses (3
years) 1,574.38 33,34% $524.90
ANNUAL TOTAL $524.90
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

9. BREAK-EVEN POINT
The break-even point is the point where the incomes are equal to the expenses, from this point
the business begins to give profits.
It has been calculated as follows:
INCOMES: They will be provided for the provision of the services specified in the table. Revenue is
initially estimated by reference to the average amounts per operation shown in the next chart.

Incomes
AVERAGE AMOUNT FROM TRANSACTION AVERAGE INCOME FROM TRANSACTION
Sales $120,000.00 $6,000.00
Rentals $600.00 $600.00
Reforms $12,000.00 $12,000.00

For calculation of the break-even point it has been considered that it will be carried out by
performing the following operations per year:
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

For calculation of the break-even point it has been considered that it will be carried out by
performing the following operations per year:
- 36 sales transactions per year (3 operations/month)
- 12 rent contract per year (1 contract/month)
- 4 reform projects per year (1 reform /quarter)

This minds an annual incomes of 271,200.00 EUR, as it is showing in the following chart:

INCOMES
AVERAGE AMOUNT FROM TRANSACTION A.I. /TRANSACT. A.I. MONTHLY 12 A.I. ANUAL
Sale 120,000.00 $6,000.00 $18,000.00 36 216,000.00
Rentals 600.00 $600.00 $600.00 12 $7,200.00
PRESUP. Reform 12,000.00 $12,000.00 $4,000.00 4 $48,000.00
TOTAL INCOMES $22,600.00 271,200.00
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

EXPENSES: They will be consisted of the variable costs (taking into account the operations with
which the business is deemed to start) and the sum of the other costs specified in the previous
section.
Expenses
Concepts Monthly Annual
FIXED EXPENSES
Rental of premises $600.00 $7,200.00
Advisory services $175.00 2,100.00 Therefore, the break-even
Basic supplies $500.00 $6,000.00 point would be set at 228,773.82
Salaries $4,800.00 $57,600.00 euros/year. This would mean an
Social security $960.00 $11,520.00 annual turnover of 228,773.82
Advertising $500.00 $6,000.00 euros, with the average monthly
Others expenses $100.00 $1,200.00
turnover of 19,064.49 euros.
Deprec. Tangible a. $85.74 $1,028.93
Deferred expenses $43.74 $524.90
TOTAL fixed exp. $7,764.49 93,173.82
VARIABLE EXPENSES
Sale $9,000.00 $108,000.00
Rentals $300.00 3,600.00
Reform $2,000.00 $24,000.00
TOTAL vaiable exp. $11,300.00 135,600.00
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

10. FINANCING
It has been chosen using own funds to finance the business.

BALANCE SHEET
Assets Liabilities
Fitness of the premises $371.90 Own funds 32,836.24
Furniture and decoration $826.45
Office supplies $247.93
Computer system 3,305.78
Const. expenses and start-up 1,574.38
Bonds $1,200.00
Working capital 24,086.25
Input VAT $1,223.55
TOTAL active 32,836.24 TOTAL PASSIVE 32,836.24
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UF1723 DIRECCIÓN Y ESTRATEGIAS DE LA ACTIVIDAD E INTERMEDIACIÓN COMERCIAL.

BUSINESS PLAN. Real estate services company

11. ECONOMIC AND FINANCIAL ANALYSIS

Five possible incomes levels:

OPTION 1 OPTION 2 OPTION 3 OPTION 4 OPTION 5

RESULTS FORECAST
3 COMMERCIALS 5 COMMERCIALS 7 COMMERCIALS 10 COMMERCIALS 15 COMMERCIALS
Incomes 271,200.00 415,200.00 $559,200.00 $775,200.00 1,135,200.00
Variable costs 135,600.00 207,600.00 279,600.00 387,600.00 $567,600.00
GROSS MARGIN 135,600.00 207,600.00 279,600.00 387,600.00 $567,600.00
STRUCTURE EXPENSES
OPERATING EXPENSES
Rental of premises $7,200.00 $7,200.00 $7,200.00 $7,200.00 $7,200.00
Basic supplies $6,000.00 $6,000.00 $6,000.00 $6,000.00 $6,000.00
Others expenses $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00
STAFF EXPENSES
Salaries $57,600.00 $57,600.00 $57,600.00 $57,600.00 $57,600.00
Social Security $11,520.00 $11,520.00 $11,520.00 $11,520.00 $11,520.00
COMMERCIAL EXPENSES
Advertising $6,000.00 $6,000.00 $6,000.00 $6,000.00 $6,000.00
SERV EXPENSES. External
Advices 2,100.00 2,100.00 2,100.00 2,100.00 2,100.00
DEPRECIATION
Depreciation tangible fixes assets $1,028.93 $1,028.93 $1,028.93 $1,028.93 $1,028.93
DEFERRED EXPENSES
Formation and start up expenses $524.90 $524.90 $524.90 $524.90 $524.90
TOTAL EXPENSES 93,173.82 93,173.82 93,173.82 93,173.82 93,173.82
RESULT (a.i.i.) $42,426.18 114,426.18 186,426.18 294,426.18 474,426.18
TRADE MARGIN S/INC. (%) 15,64 27,56 33,34 37,98 41,79