Summer Internship Project Report

ON
“SALES PROMOTION IN REAL ESTATE MARKETING INDUSTRY
AT INVESTORS CLINIC COMPANY DEHRADUN”

Submitted towards the partial fulfillment of the requirement

For the degree of master’s in
Business Administration

EX T
INTERNAL GUIDE EXTERNAL GUIDE

MR. OMDEEP GUPTA MR. ROBIN JAIN

PROFESSOR BRANCH MANAGER
Graphic Era Hill University INVESTORS CLINIC COMPANY
Dehradun Dehradun

SUBMITTED BY
SHORYA KHATTRI
STUDENT ID-22020477

GRAPHIC ERA HILL UNIVERSITY, DEHRADUN

BATCH 2022-2024
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 TABLE OF CONTENT

S.NO. TOPIC PAGENO.

1. ACKNOWLEDGEMENT 3
2. DECLARATION 4
3. BONAFIDE CERTIFICATE 5
4. COMPANY CERTIFICATE 6

5. Overview 7

6. About the company 8

7. ACHIEVEMENTS OF INVESTORSCLINIC 9
8. VISION AND MISSION OF THE COMPANY: 10
The Projects 11
9. Calling Script 12
10. Challenges Faced during internship 13
11. Real Estate Sector 15
12. Investors clinic presence in India 18
13. Competitors of investors clinic 19
14. PESTLE ANALYSIS OF INVESTERS CLINIC 20
15. SWOT ANALYSIS FOR THE ORGANISATION 24

16. FINDINGS 26

17. Executive Summary 27

18. THE METHODOLOGY 28

19. SELLING ANDBUYING PROCESS 29

20. LIMITATIONS 32
21. FINDINGS AND LIMITATIONS 33
22. CONCLUSION 34

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 ACKNOWLEDGEMENT

I am thankful for GRAPHIC ERA HILL UNIVERSITY DEHRADUN and specially

our management department that has provided me the opportunity for carrying out the
study. It is a moment of pleasure for me to acknowledge the help and support for those
people who made me able to present this report for evaluation of “MBA”

Further, I extend our earnest thanks and gratefulness to my internal guide for his
precious guidance and mentoring but for which my report here would not been so
rewarding and fruitful.
I am thankful to those who have helped me intellectually in preparation of this report
directly or indirectly. At last, it is my pious duty to record our heartiest gratitude to our
parents and our family who taught first lessons of life and inspired me to face the hardship
of life. At last, I would like to thank all our college friends for their love, faith, and
support.

Thank you,
SHORYA KHATTRI.

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 DECLARATION

We hereby certify that the work which is being presented in the project entitled

" Sales promotion at Investors Clinic company" by "SHORYA KHATTRI" in partial fulfillment

of requirements for the award of degree of Masters in Business Administration submitted in the

specialization of MARKETING at GRAPHIC ERAHILL UNIVERSITY, DEHRADUN is carried

out during a period from 2022 to2024 under the supervision of MR. OMDEEP GUPTA. The

matter presented in this project has not been submitted by us in any other University/Institute for

the award of Degree.

NAME OF CANDIDATE

SHORYA KHATTRI

Candidates ‘Signature

This is to certify that the above statement made by the candidate is correct to the best of my
knowledge.

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 BONAFIDE CERTIFICATE

This is to certify that the final report study done on “SALES PROMOTION IN REAL ESTATE

MARKETING INDUSTRY AT INVESTORS CLINIC COMPANY DEHRADUN” which is get submitted

Under the school of management, Graphic Era Hill University, Dehradun by Shorya Khattri in partial

Fulfillment to meet the requirements for the award of masters of Business Administration, is a Bonafide

Work carried out by his under my supervision and guidance. This work has not been submitted anywhere

Else for any other degree. The original work was carried during 2023

Date:
Under the Guidance. MR. OMDEEP GUPTA

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COMPANY CERTIFICATE

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 Overview

1. The Indian real estate sector is one of the most globally recognized
sectors.
2. In the country, it is the second largest employer after agriculture and it
slated to grow at 30% over the next decade.
3. It comprises of 4 sub sectors-Housing. Retail .hospitality and commercial.
4. The growth of this sector is well complemented by growth of the corporate
environment and the demand for office space and semi urban
accommodations.
5. According to study by IRCA, the construction industry ranks third among
the 14 major sectors in terms of direct, indirect and induced effects in all
sectors of economy.
6. It is also expected to that this sector will incur more Non-Resident Indian
(NRI) Investments in the near future, as a survey by an industry body has
revealed a35% surge in the number of enquiries with property dealers.
7. Bangalore is expected to be the most favored property investment
destination for NRIs, followed by Ahmadabad, Pune, Chennai, Goa, Delhi
and Dehradun.

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 About the company

1. It was Honey Katiyal’s desire to stand on, on December 7, 2006; he penetrated into the
real estate retail arena with a full bang and launched Investor Clinic.

2. A real estate consultancy firm with 250 sq. ft. office, 25 professionals,Rs60lakhrevenue
3developersand5 projects in hand, the stage was set for not just a new company but one that
went on to transform the real estate sector.

3. There was a major gap between the two when it came to real estate service providers.

4. Loan clinic, a subsidiary of Investor Clinic, is a team of Home Loan Professionals.

5. Vastu Clinic, a joint venture by Investor Clinic and Panchtatwa- the law of creation, is a
super specialty entity offering answers to buyers’ Vastu related queries.

6. Shubh-aarambh- Ek nai shuruwaat ensures that we take our Corporate Social

Responsibility seriously and go beyond serving our customers only.

7. While the current mission of IC is to hire 5000 professionals, acquire 50 offices, and
achieve Rs. 500 crore turnover, Mr. Katiyal’s vision for the company is,

“To be India’s most admired and customer centric Real estate service provider”.

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 ACHIEVEMENTS OF INVESTORSCLINIC:

1. Investors Clinic has been conferred with the prestigious

2. “Glory of India Award, Certificate of Excellence”

3. The company has won several other awards for its achievements that include-Most
Innovative Broker of the Year Award (North India), Best Real Estate Agent, Entrepreneur of
the Year, and Indian Property Broker of the Year (North & East) Best Real Estate Consultant
of the year.

4. Later in 2015, Investors Clinic was also conferred with The

WorldGreatestBrands2015AsiaandGCC’byURSInternational Asia One In 2018, Investors Clinic
bagged Real Estate Broker of the Year Award in ‘Realty India Expo held in Dubai.

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 VISION AND MISSION OF THE COMPANY:

VISION

1. With its focus towards enabling availability of real estate solutions, Investors Clinic was
established, keeping in mind the need to create trustworthy partner in wealth creation.
2. Being India's largest real estate services organization, at Investors Clinic, our
visionistofacilitateassetcreationforourendcustomersandenablepeace&prosperityforthem.

Mission

1. Our mission is to enable wealth creation for our customers and help them benefit from burgeoning
opportunities in the real estate segment. In continuation to our effort in this direction, Investors
Clinic offer distinctive experience to the clients for making real estate investments. We are deeply
engaged towards driving our customer priorities in the right direction.
2. In order to realize our vision and mission, we are equipped with more than 1, 00, 000 sq. ft. of
office space. This includes 30,000 sq. ft. in Noida with a seating capacity of 700 people and an
additional 10,000sq.ft.in Gurgaon.Restof60,000sq.ft.issituatedinMumbai/Bangalore/Chandigarhetc.

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 The projects

During my duration of internship, the projects that were assigned to us were mainly of
Haridwar and Dehradun they are as follow-

Dehradun
1. Resizone Residency
2. Mount view Green Doonga Plots
3. Paradise green

Haridwar
1. Commercial Street Avenue.
2. Sidcul Estate.
3. HaridwarAvenuePhase2
4. Hari Enclave.
5. Alice residency.

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CALLING SCRIPT 8 STEPS

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 CHALLENGES FACED DURING MY INTERNSHIP

1. Hard core sales job, based on incentives, if you like challenges in your life, if no booking confirm no
salary will be given in IC.
2. Target based but with family culture training of sales team with latest Industry trends & knowledge.
3. Entire day work was divided into 4 parts and that parts were training of new projects, then fixing
appointments from clients, then meeting and site visit were done with clients and last step was closing of
sales.
4. Top management was very aggressive in bringing new projects and challenges us to sell those projects.
Sometimes financial problem hurt them and us as an employee.
5. My co-workers were very helping in nature.
6. Long hours number of times no week off and daily target of making 250-300 calls every day.
7. Every Sunday we have to make at least 1-2 clients’ visit.
8. Frequent interaction with the customers to gather their feedback regarding the visit and their
expectations whether they are interested in buying the product or not.
9. Build and maintain healthy business relations with major clients to sustain and maximize the
profitability of the business.
10. Ensure maximum customer satisfaction by providing them quality products at affordable prices ensuring
timely services against the requirements.
11. Responsible for the collections for the clients being logged under my code hence providing an end to
end service to the clients.
12. Company is based on Real Estate so there is limited opportunity for an operational person to excel in
this field. Everything is based on Property selling. Undoubtedly, Human Recourse plays a crucial role.
13. On the other hand, If you perform well and do well you’ll certainly get the benefit, incentives or
promotions as well.
14. In sales, you need to have a previous experience in Real Estate especially in Dehradun “Investors Clinic
Company” otherwise doing sales is not your Cup of tea.
15. Work to generate new clients base leads, calling them and keeping the required follow-ups, generating
sales by selling the right property to a customer, after sales services and documentation.

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THE PROSPECT GENERATED WHILE CALLING

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Real Estate Sector

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 Investors Clinic Globally Presence
Investors Clinic caters to the needs and interests of NRIs and Indian expats in the real estate market, both in
India and globally. Investors Clinic collaborates with builders to market their developments and offers real
estate brokerage services. They even have Yuvraj Singh, the cricketer, as their brand ambassador. Honey
Katiyal, the founder, is a first-generation entrepreneur who has built a successful venture.

The company is all set to expand and go global in the next few years. Company’s planning to open offices in
other Gulf countries and in countries with a sizable Indian population. .Investors Clinic has been a significant
player in the real estate market, making a positive impact on home buyers and investors. In FY2011 alone, they
were able to assist around 15,000 individuals in finding their dream homes and making profitable investments.
With their extensive network, they have established collaborations with more than 40 builders, demonstrating
their strong presence in the industry.

Currently, they are involved in over 145 projects, further solidifying their commitment to providing a
wide range of options to their clients. Investors Clinic has made a huge impact in the real estate market.
Company has assisted around 15,000 home buyers and investors in FY2011. Currently, Company working with
over 40 builders and involved in more than 145 projects. Katiyal mentioned that the market for Indian real
estate in Dubai is booming.

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Investors Clinic Globally Presence

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Investors clinic presence in India

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 COMPETITORS OF INVESTORS CLINIC

SIMPLIFY Simplifyem is a friendly customer

focused company that is obsessed
- with property management
software

DRAWBOTICS

The market place for real

Professional service estate marketing drowbotics is
the first and only stop shop
market

WEROOM
- Weroom is a community
platform to find roommates
everywhere

STARTUPS INDUSTRY DESCRIPTION

Mashvisor delivers an automated

MASHVISOR platform that analyzes and
- compares real estate and Airbnb
rental income to provide
nationwide high return on
investment rental properties

ABODO
- ABODO is a better way for
renters and property
managers to connect online

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 PESTLE ANALYSIS OF INVESTERS CLINIC:-

INTRODUCTION

 It is estimated that the size of the real estate sector increase fivefold to reach
USD676 Billion by 2025.
 Real estate firm DLF Ltd. Spartech Ltd. Jayvee infract developers Ltd., Unites, Omaxe Ltd.,
and so on has been playing a significant role in shaping up the real estate since
inception.
 The Make in India initiative has helped to accelerated leasing of commercial
property by the manufacturing sector.
 India’s Prime Minister Mr. Narendra Modi approved the launch of Housing for all by
2022.SOURCE- https//:www.kpmg.com/IN/en/IssuesAndInsights/ArticlesPublications/
Documents/Indian-real-estate- Opening-doors.pdf

Political Analysis

 The smart city project.

 The Make in India initiative.
 Brihan Mumbai Municipal Corporation (BMC) has introduce a single window
clearance for construction.
 The securities and exchange board of India (SEBI) has proposed easier regulation
for real estate investment trusts. (REITS)
 The Raja sabha or the government of India has brought into forces the real estate
(REGULATION AND DEVELOPMENT) Act, 2016

SOURCE:-

http://www.ibef.org/industry/real-estate-india.aspx

Environmental Analysis

OKHLA BIRD SANCTUARYAs per the new draft notification, no new commercial
Activity will bellowed within the eco sensitive zone. The local economy had lost about Rs 2000
core in several months of the ruling. Projects of 45 developers including Jaypee, Amravati,
ATS, Logic, Ajanta etc. were impacted .Panic among consumers. Sales Of inventories and
progress of several projects drastically effected.

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 Sociological Environment

 Demographic:
India represents 17.5% of the global population

 Education:
The adult literacy rate in 2006 was 62.8%

 Health:
In India, 29.8% population lives below the national poverty line in 2010.

 Jobs in India
The employment rate in 2011 for the population aged 15 and above is53.6%.The
unemployment rate of labor force is of 3.6%

Technological Environment:-

 Usage of internet for booking, renting and buying property online. Some of the top
players of web based real estate companies are 99acres,Housing.com and
commonfloor.com
 Change in construction pattern over the years which resulted in high raised earthquake
resistant buildings
 Usage of pre fabricated constructions and dry wall technology have been introduced to
India Malaysia, Thailand and China
 Studio apartments are in trend for fully automated functioning

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Legal Environment:-

Depreciation
Consolidated Financial Statement (CFS) Dividend Financial statements authentication and board’s report
Corporate Social Responsibility (CSR) Restrictions on non-cash transactions involving directors Loans and
investments by company.

Sources-

https://indiacode.nic.in>2016>201616

Economical Environment:-

New investments proposed by the government such as Rs 7,060 core to build 100 smart cities.
Investment friendly tax reforms can act as an economical tool to revive almost dead India economy. Ease
of Availability of financiers will aid the government in achieving its ‘home to all by 2022’ program. FDI
norms have been modified to attract foreign players in Real Estate sector

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 INVITATION TEMPLATE

 Used to send the invite to the clients every Saturday (to make them visit onsite)

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 SWOT Analysis for the Organization

Strengths

 Solid understanding of real estate taxation

 Access to an affluent natural market
 Live in a desirable community with generally high real estate prices
 Well respected in the neighborhood/community/church/synagogue
 Connections with a good hard-money lender
 Expert on condominium association rules
 Willingness to do shoe-leather prospecting
 Fluent in Mandarin Chinese
 Good mentor
 Low monthly expense

Weaknesses

 Substantial economic uncertainty in local area

 Lousy computer skills
 Overweight
 Limited savings
 No interest in property management
 No family money to speak of
 Limited budget for marketing/direct mail

 Poor Spanish skills (but lots of Spanish-speaking people in my market)

 Weak back office/poor systems in place
 Managing broker is new at the job
 Mine is the only income coming in to the household.

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 Opportunities

 Local area is gentrifying

 Local community magazine giving me a deal on advertising
 New factory opening in area, attracting many jobs
 Military base means lots of people move in and out every three years, boosting
transactions/turnover
 Become eligible for broker’s license this year

Threats

 Interest rates on the rise

 Overpriced stock market could implode, reducing the “wealth effect”
 Major storms in South Florida have been known to impact demand
 Agencies are recruiting heavily in my area, resulting in more competition
 Cash flow problems could possibly force me out of the business if I go more than a
couple of months without a sale.

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 FINDINGS
 The real estate industries of Lucknow have growing during the past few years. Major
factors that contributing in to the growth are.

 Lucknow is the state capital city of Uttar Pradesh, and Uttar Pradesh
having biggest population of country. Lucknow city is the largest urbanity
of state and surrounded by many towns, by these reason Lucknow city
make attractive. It is added f act ors that show growth f infra structural
facilities development in term of public transport, drinking water supply, retail
sector and sanitation.

 Affordable prices of land as compared to metro cities attracted the privet player to come
into market cause the prices are affordable they opted the for the market for the low cost
projects.

 In Lucknow real estate market many market leaders are presented like DLF,
OMAX, Perth, Unites, Ansal and Sahara and they are running many real estate
projects in various price list and in various locations.

 Public transport system is the main factors of Lucknow city, recently metro
project work is started in city.

 The personal selling is the effective way of selling real estate products. The direct
marketing helps significantly in personal selling.

 Sometimes it was very difficult to get sufficient help from the employees due to their
limited executive hours.

 They did not give me exact i information for maintaining their secrecy.

 Unavailability of previous research work in Lucknow.

 Limitation of time.

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 EXECUTIVE SUMMARY

Investors Clinic is a global real estate consulting company that has revolutionized the real

estate industry in India with their professionalism. They have a proven track record of

collaborating with over 100 top developers and are dedicated to providing exceptional

customer service through the latest technology and processes. They offer real-time updates

on the Indian real estate market, including property value appreciation and new launches.

Their customer care division and one-stop property helpline number have brought real

estate developers closer to customers on a single platform, providing them with relevant

information, enticing deals, practical solutions, and expert assistance for their loan

requirements. Additionally, they have efficient vastu experts to address any property-

related concerns. Their mission is to help customers create wealth and capitalize on the

growing opportunities in the real estate sector. To support their vision and mission, they

have more than 100,000 sq ft of office space across various locations, including Noida,

Gurgaon, Mumbai, Bangalore, and Chandigarh.

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 THE METHODOLOGY

Sales and Marketing

 Marketing Form was the Direct Marketing

 Sales was done by the personal selling

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 BENEFITS OF BUILDING A CAREER IN REAL ESTATE

1-)Real estate professionals help people during major milestones- It goes without saying that career
in real estate can be both financially rewarding and exciting. To many people, real estate is an
appealing career path because the thrill involved in touring properties and envisioning how to
transform empty spaces into living ones. Real estate is more about people than it is about property.
While there is no denying that property is a significant part of it, but a real estate agent spends more
time with people, helping them make sound decisions.

2-) No qualification needed- unlike other industries where one needs to study intensively and pass
exams, starting a career in real estate industry is possible in just a matter of few weeks without
spending a fortune on gaining qualifications or a college degree. With good communications and
persuasions skills, you can learn practically while working and accomplish your goals.

3-) Flexible Schedule- A day in the life of a real estate agent does not involve sitting from 9 to 5 at
office but curating your own flexible schedule as per the needs of your client. Only a very few
careers can provide this and career in real estate is one such option.

4-)Offers Dynamic Opportunities- Career in real estate gives you the opportunity to interact with
numerous clients ranging from huge corporations, large and small retail companies, family offices
to multifamily property owners. Every development project, real estate transaction differs from the
other and brings new and exciting challenges. From searching for properties, acquiring a property,
managing a property portfolio, negotiating a lease, or engaging in construction actives, there are
plenty of directions one can choose.

5-) Unlimited Growth Potential- Growth and success in real estate is directly dependent on the time
you allocate to identifying, develop[ping and leveraging opportunities. Your earning potential is not
limited to your salary or hourly wage, but attractive incentives and amount of effort you are willing
to put in. Not only this, but career in ral estate also provides many entrepreneurship opportunities
for those aspiring to kick start their own venture.

7-) Build Long-Lasting Relationships- Purchasing and selling a property is a significant financial
decision for many and the role of a real estate professional is to assist the clients in navigating this
important moment by providing high-quality customer service. Along the way, you will meet
people from different backgrounds, ages, education etc.

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STRUCTURE OF THE COMPANY:

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 SELLING ANDBUYING PROCESS

 The teams were allotted with the projects of different infrastructure limited companies.
 There work remains to generate the leads and personal selling of the different products.
 For buying purpose the people use to submit their queries at the website of investors clinic.
 There queries use to be answered and the selling and buying process starts from here.
 In between the costumer persuasion and project/product explanations used to be happen.
 The teams have to achieve their target.

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 LIMITATIONS

1. Sometimes it was very difficult to get sufficient help from the employees due to their
limited executive hours.
2. They did not give me exact information for maintaining their secrecy.
3. Unavailability of previous research work in Lucknow.
4. Limitation of time.

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 FINDINGS AND LIMITATIONS

 Public transport system is the main factors of Lucknow city, recently

metro project work is started in city.

 The personal selling is the effective way of selling real estate products.

 The direct marketing helps significantly in personal selling.

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 CONCLUSION

Own house is the basic human needs. The right to lives is one of the fundamental rights of
human and this is internationally recognized. The demand of housing in urban areas in
developing cities like Lucknow is dramatically. Change due to natural increase and its
growth rate. Rural and other backward peoples are migrating for finding jobs and many
wealthy people are moving to capital of state Lucknow city for the fulfillment of their
expectations of be our lifestyle, and for enjoying the modern cultures of the city life. Due
to this increases a serious crisis all over the metro cities especially in the major cities of
Lucknow. From few years, many real estate firms have taken initiatives by ensuring
maximum utilization of land in a planned way. In this system real estate firms try to
provide residences to more people in a comparatively small place.

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