1. Understanding the project before suggesting a property
The buyer may know Morocco through holidays, family or work, but that does not define the property that suits them. Start with the purpose of the purchase: permanent residence, temporary accommodation, rental or mixed use? Ask who will use the property, who is involved in the decision, and who can represent the buyer. Kinship alone does not grant the right to sign or view all documents. Agree on preferred language, communication method and convenient follow-up times, and note these choices down rather than assuming them.
The SPIN method helps transition from describing a situation to identifying the problem, its impact, and then the value of the solution. For example: “How does the length of your daily commute affect your work or family life?”. The objective is understanding, not creating fear or pressure. SONCAS can be used to explore motives such as security and comfort, whilst verifying what they mean to the client. Security might mean clear documents, cost control or having a trusted person handling the file locally, rather than a fixed trait inferred from nationality.
Turn the dialogue into a summary separating essential conditions from negotiable preferences. Record the total budget, declared funding sources and expected timeframe. A bank simulation is not final mortgage approval. Request confirmation of the summary before sending selections. In the client register, distinguish between an actual contact made, a qualified project, a scheduled viewing and an offer under negotiation. Each transition has proof, and each file has a next step, an owner and a deadline.
A couple residing in France prioritise quietness and convenience of travel over fresh decor. We define viewing schedules and essential routes before recommending an apartment solely based on attractive photos.
2. Comparison based on documents and total budget
Divide information into what you observed yourself, what was stated by the seller or another party, and what is proven by a document or appropriate professional review. Keep the source and date. Video shows angles at a specific moment; it does not prove ownership, permits or insulation quality at all times. If the advert states 95 m² while the plan shows 90 m², keep both values and request clarification on the measurement scope. Do not silently pick a figure just because it supports the sales pitch.
Compare the full cost on a single basis. In this fictional exercise, property A's price is 1,600,000 MAD, works 100,000, assumed fees 120,000, and contingency reserve 100,000: total 1,920,000 MAD. Against a budget of 2,000,000 MAD, an 80,000 margin remains before unestimated risks. Property B is priced at 1,750,000 with 50,000 in works and the same fees and reserve, reaching a total of 2,020,000 MAD, which is an overrun of 20,000. These are training hypotheses, not official fee schedules in Morocco.
Link the proven feature to the benefit sought by the client using CAP or CAB. The phrase “the plan shows the layout of the rooms” is more precise than promising that the property is an ideal investment. A development project in the area may justify additional research, but it does not prove rental income, occupancy rate or resale profit. Explain the elements that could change your recommendation, such as financing, building condition or management costs.
The estimated cost for property A is lower, but quietness, travel, parking rights, floor area discrepancies, and financing still require verification. A lower total cost alone is not sufficient to make a purchasing decision.
3. Organizing the file and handover to the local partner
Define the roles of the overseas broker, the local colleague and the professionals responsible for the transaction. Training alone does not grant authorisation to practise a regulated activity, hold client funds, or sign on their behalf. On a real assignment, verify the scope of intervention, fees, representation and responsibilities according to the situation. Do not transfer another country's procedures to Morocco assuming they are automatically valid.
Create a table where each entry includes a document or question, the source, received or expected status, the owner, agreed deadline, and proof that the item has been handled. Include property and party documents requested by the qualified professional, area discrepancy explanations, parking or rooftop rights, appropriate co-ownership information, works estimates and financing confirmation. The broker coordinates information gathering, while the professional responsible for the contract determines necessary legal checks. Do not send personal documents unnecessarily to all stakeholders.
Handing over a file is not complete by simply mentioning a colleague's name. They must confirm receipt of the context, open points and next step. If the client misses a viewing, record the absence and do not count it as a completed viewing. If they request an email the following week, respect that. Maintain offer terms until a documented response changes them, and do not invent competing buyers or a discount the seller refused to commit to. After final contract confirmation, organise key handover, remaining practical issues and agreed follow-up. Any dispute is documented and referred to the appropriate authority without guarantee of legal outcome.
The local colleague receives a file where financing and parking rights remain unconfirmed. These reservations do not disappear upon handover, and responsibility remains clear until receipt is confirmed.
Written application
Write a summary of the client's project, a comparison between the two properties, and a file handover note. The draft is saved and will not be corrected by a human instructor here.
Comprehension test