Lesson 1 — What Immigration Products Do We Offer?

We specialize in immigration to Portugal (Spain soon to be added to our services). Although there are many opportunities for legal residency in both countries, we have identified the key programs that are in demand and that we are interested in offering.

We handle all types of visas but offer only reliable and suitable options tailored to each client's needs.

What You Will Learn:

1. The types of visas we offer.
2. The main differences between them.

Here are the visas that we offer:

On June 3, 2024, the Portuguese government made changes to the Foreigners' Act. Articles 81.6, 81.7, 88.2, 88.6, 89.2 (IP), 89.4 (startup visa), and 89.5 have been repealed.

The repeal of the Manifestaçao de Interesse (Expression of Interest) scheme has been implemented. This popular scheme allowed individuals to enter the country on a tourist Schengen visa and apply for residency while already in Portugal, with the possibility of obtaining citizenship after 5 years. All applications submitted under this scheme before June 3, 2024, will still be considered.

Lesson 2 — How We Work (Processing)

What will you learn?

From the introductory lesson, you understood that in the commonly accepted terminology of the real estate and immigration markets, the process of working with clients is referred to as processing. We will now explore how the entire process unfolds from the moment the client selects a program, pays the invoice, and signs the Service Agreement.

Consular appointments must be made in advance, and the waiting period is 6 months!

What does the client need to do first to have a chance of success in Portugal?

Examples of steps can be found in the prepared offers for each type of visa, but here is a general outline:

The responsible executor can be a company or an individual with the required skills and necessary permits to manage immigration processes.

1. Gather all necessary documents and preliminarily coordinate with the responsible executor, representing A4.
2. Prepare the contract and invoice (the client signs the contract and pays 50% of the invoice).
3. Schedule an appointment with the Consulate in the country of citizenship.
4. Obtain a Portuguese tax number (NIF). The NIF can be obtained remotely within 5 days by granting a power of attorney to the responsible executor. The tax number includes address details, which can be either a Portuguese address or a foreign address.
5. Open a bank account. To open a bank account, you also need to provide an address. For the bank, only a Portuguese address is acceptable (based on a rental agreement).

Note:
For the bank account:

• Work documents
• Portuguese address

What’s next?
Once the NIF is obtained and the bank account is opened, the next steps depend on the specific program the client is applying for.

Lesson 3 — "Golden Visa"

"Golden Visa" — A Residency and Citizenship Opportunity in Portugal for Investors Who Wish to Stay Less Than Six Months a Year

What you will learn:

• How to quickly and succinctly answer the question of the advantages of the "Golden Visa."
• Possible investment options.

The offer file includes an overview of the "Golden Visa" program in Portugal, which provides residency and the potential for citizenship through investments.

Key Advantages of the Golden Visa:

• No requirement for permanent residence in the country (only 7 days in Portugal). For all other visa types (except the Golden Visa), you need to live in the country for 183 days and be a tax resident to extend residency and obtain citizenship.

Investment Options for the "Golden Visa" Include:

• €500,000 minimum investment in specific non-real estate funds (most optimal option).
• Non-refundable investment of at least €500,000 in science.
• Contribution of €250,000 or more in art or cultural heritage preservation.
• Company creation with at least €500,000 capital and a minimum of 5 new jobs or with any capital and at least 10 new jobs.

For all these scenarios, the investment must be maintained until the visa/permanent residency/citizenship is obtained (depending on the selected service package).

Intermediate Tasks:

1. A client has approached you with a request for a Golden Visa. What 10 questions would you ask to understand which scenario — capital investments, job creation, investment in research and development, or support for cultural and artistic projects — to follow?

Remember:

• Funds can be sold after 5 years, but it’s better to wait until citizenship is obtained and then sell your shares (i.e., after 6-7 years). Exiting the fund earlier forfeits the option of obtaining citizenship.
• Investment in cultural heritage can be less than €250,000 if it is in regional areas (discount up to 30%).

Investment in funds is the most profitable option for the agent, allowing them to earn more!

What’s next?
Overview of the Digital Nomad Visa and why it has nothing to do with IT specialists.

Download study materials:

• 📁 Immigration offers

Links to official and recommended resources:

1. AIMA section on Golden Visa, including state fees (Article 90).

Lesson 4 — Digital Nomad Visa in Portugal

Also known as the Digital Nomad Visa, it is considered a related program to the D7 visa.

What you will learn:

Digital Nomad does not equal IT!

This program is available to any applicants who have an employment contract allowing remote work.

Key Points:

• Active income requirement starting January 2025 — €3,480 per applicant (proof required: income certificate for the last 3-6 months);
• Opening a bank account in Portugal is not mandatory;
• A rental agreement for housing in Portugal is required.

Remember:
Key points for successfully obtaining the Digital Nomad Visa.

What’s next:
In the next lesson, we will review the D7 Visa for financially independent individuals.

Feedback:
Please rate the usefulness of the information or suggest ideas for improving the lesson.

Lesson 5 — D7 Visa for Financially Independent Individuals

D7 Visa — also known as the Passive Income Visa — is for individuals with a regular income who wish to move to Portugal.

What you will learn:

• After reviewing the main offer for the visa, we will delve into the details in the lesson.

Income must be declared and presented for the last 12 months! Once it is determined that the client might qualify for the D7 Visa, immediately check if they have a tax return for the previous year.

Passive Income Examples:

• Renting out an apartment
• Dividends

Remember:

1. Income for the past 12 months must be declared and taxes paid. Only then can the case potentially qualify for the D7 Visa.
2. The required passive income amount for one applicant is €1,000 (Portugal's minimum wage of €870 + taxes). For other adult family members, add 50%, and for minor children, add 30%.
3. Even if the income is passive and comes from abroad, a Portuguese bank account must be opened (see Lesson 2: How We Work). The account should have between €10,000 and €100,000 until the residency card is issued.
4. Once legalized in Portugal with the D7 Visa, you can open a company (i.e., turn passive income into active income).

What’s next:
Introduction to the D2 Visa for entrepreneurs.

Lesson 6 — D2 Visa for Entrepreneurs in Portugal

Also known as: Visa for entrepreneurs, active income, starting a business, business relocation.

Five Key Points:

1. It is necessary to open a personal bank account.
2. It is necessary to register a company or set up as a sole proprietor.
3. The client should have a minimum balance of €10,440 in a Portuguese bank account and demonstrate sufficient income (from €870 per month for sole proprietors; there is no minimum investment requirement for starting a business).
4. The client must secure a long-term rental contract in Portugal for at least one year.

Interactive Task: Determine the incorrect statement about the D2 Visa

Instructions: Read the following statements and select the one that is incorrect.

1. The D2 Visa requires the entrepreneur to invest a significant amount into the Portuguese economy.
2. To obtain a D2 Visa, it is necessary to provide a detailed business plan.
3. The D2 Visa is granted exclusively to those planning to engage in agriculture.
4. D2 Visa holders have the right to reside in Portugal for two years with the possibility of extension.

Click on the icon to see the correct answer

Introduction

The Real Estate Sales Department has prepared a detailed manual on real estate operations. By completing this section of the A4 Mindspace, you will learn how to navigate the manual and associated documents, as well as discover additional tips shared by colleagues during in-person training sessions.
A4 Real Estate has significant experience working with foreign investors and conducting remote transactions. However, clients can also be local from the domestic market.

We highly recommend carefully reviewing the file Market Overview and Agent Workflow. It provides advice on how to develop an agent's real estate insight, which social media groups to join, and which websites to check for interesting neighborhood ratings.
The list of downloadable materials includes all the essential files for study, but they will also be repeated in the lessons related to the respective topics — for reinforcement and to build understanding.

! Our main folder, which contains all the necessary real estate documents, is 📁 Real Estate. All mentioned files and even direct links to them can ultimately be found in this root folder.

What’s next:
We will review the specific types of real estate properties we sell.

Lesson 1 — What We Sell

We prioritize New Developments but also work with the secondary market. Our goal is to find the ideal property for each client while ensuring commissions for both the company and the manager.

The database of new developments is in the Google Sheets File. The file is divided into several tabs — one for each region where we sell properties (see above).
Please review the table and all available columns carefully.

!In the table, there is could be a column labeled "Fake Name" (not the actual name). Be sure to use the name from this column when communicating with clients.

!The table contains links to property listings on developers' websites, which often include additional information such as attractive videos and more comprehensive brochures. To present yourself as an expert and provide the client with the most thorough understanding of the property, utilize these materials when preparing and forming your proposal.

Lesson 2 — How We Sell (Processing)?

In the body of the lesson, we will not delve into the processes in detail, as they are thoroughly outlined in the files below
(links to the files — in the Study Materials).

These documents are guides to real estate sales procedures provided by A4 Real Estate. The documents describe the steps consultants follow when selling or renting property, including the procedures for making offers, reserving properties, and preparing for the signing of a preliminary purchase agreement (CPCV). They also outlines the rules for resolving conflicts of interest, consultants' responsibilities during the sale process, and details related to preparing the CPCV and cooperating with other real estate agencies. The focus is on ensuring transparency and accuracy throughout all stages of the transaction.

The processing will differ for new developments and the secondary market. In the links to the study files, you will find detailed instructions on the stages of acquiring property for both types of markets.

What’s Next?
We will look at the operational side of the process — handling documents and interacting with the legal department.

Lesson 3 — Mortgage

Mortgage Approval: Primary vs. Secondary Market
Securing a mortgage for secondary market properties is generally easier than for new developments. On the primary market, banks only process mortgage applications once construction is complete, meaning buyers must first make reservation and CPCV payments. If the mortgage is denied, it’s crucial to ensure that the developer will either refund the deposit, repurchase the property, or allow assignment to another buyer.
This must be negotiated and included in the contract with the developer.

What’s next?
You will take a test on the real estate training material.

Mortgage Application: Essential Questions
If a client decides to apply for a mortgage, the following questions must be answered before submitting the application to the appropriate specialists. These questions are listed in the Client Qualification Questions: Buying Process file.

1. Estimated property price.
2. Approximate down payment amount. Where is it currently held? (Bank in Portugal, another country, cash, crypto, assets yet to be sold, etc.)
3. In which country was the down payment earned? What is the source of funds?

• Banks will require proof of the source of funds. Will you be able to provide tax declarations?

4. Is the purchase for personal residence or rental investment?
5. Citizenship.
6. Do you have a Portuguese residence permit? (First or second card, issue date?)
7. Main source of income.

• Do you have a long-term employment contract? In which country? How long have you been working?
• If self-employed, is there a long-term contract with a client? How long have you been working under this model?

8. Additional confirmed sources of income (rental income, dividends, etc.).

• All must be supported by tax declarations.

9. Do you have any other loans or debts?
10. Family composition, including children.
11. Total family net monthly income after taxes.
12 Do you have a Portuguese IRS tax declaration for 2023? (If not, in which country did you file taxes?)

• If married, both spouses must provide financial details.

Lesson 1 — Learning to Qualify Clients

What will you learn?

How to understand what the client wants at the entry stage, determine if they are our client, and guide them to signing the contract?

At the start of working with a client, it's crucial to understand how they submitted their request.

Understanding which advertisement the client came from will make it easier for us to determine what they potentially want more and approach them with their “pain points”.

The main rule of communication with clients is humanity and genuine interaction. We live in an era of chatbots, voice assistants, and robots even at the level of government agencies. People are craving real human interaction.

Make sure to discuss the details and give a glimpse of the company's "inner workings":

How to track?
We recommend interacting with the marketing department and regularly requesting reports on leads and other traffic-driving campaigns.

Important: Check the data in Bitrix as well and gather as much information as possible about what the client was interested in before the first meeting. This will make you appear as a professional in their eyes, win the client's favor, and allow you to offer more services.

BASIC CLIENT QUALIFICATION

Clients are divided into 3 stages:

Stage 1: I have an idea about buying property abroad/relocating. I don’t know much yet. I want to listen/consult.
Such clients generally do not make a purchase and may eventually move to countries/services that you do not offer. Provide basic information with no high expectations.

Stage 2: I already know where I want to go, have chosen countries, and am comparing and diving into these countries.
We get in touch, apply the “doctor” method, and gauge the client's knowledge. ! Here again, apply the “detail-talking” method by demonstrating your expertise (e.g., “Have you heard about changes in the NHR law? (for Portugal)” or “Have you heard about the Beckham tax law? (for Spain)”).

Stage 3: Decided for sure.

• Qualification with questions
• Share a “unique selling point” (something others are unlikely to mention)
• Ask about timelines (when they plan to start the program)

Client question: What will be the deciding factor for starting work with us?

Intermediate Tasks: In the group, use the “doctor” format and model a situation (you are the agent, another participant is the client, or vice versa). Find out the client’s “pain points,” what the client already knows about the desired direction, and what, in your expert opinion, might suit them better (diagnosis).

Choose the correct answer:

For the client, the agent is:

• A friend who solves all their problems
• A guide to the world of real estate and immigration, helping the client

Remember: Trust and high-level communication are formed through your competence. Competence is developed through a deep understanding of the main product, knowledge of secondary products that might be needed by the client during their journey, and confidence in yourself.

Favorite client question: What else should we ask you that might be important for us?

WHY CLIENTS DON’T INITIATE THE PROCESS
Because they do not fully understand the process. You need to qualify this further: perhaps the client does not understand the composition of the total amount and the complete picture of possible expenses, including all associated costs (even administrative fees for residency cards).

What to do? Ask all detailed questions!

• Do you know what documents will need to be prepared?
• Do you know what the costs for processing will be?
• Let me explain the rental options available. On the final step, when the client is more decided on the country, focus on “selling” yourself through expertise in details. Final phrases — action verbs — sign (contract), send (documents), start — let the client know that they are already in the process.

CLIENT JOURNEY

What’s next?
We will take a closer look at the classification of real estate clients.

Lesson 2 — Real Estate Client

What You Will Learn?

What questions to ask the client to ensure their satisfaction regardless of their choice, and how to correctly present properties.
We will start with client classification — where have they been in Portugal? Which cities/areas have they visited? What have they already seen?
While in immigration you may sell a limited number of clear programs, real estate is much broader.

The main rule in real estate is the rule of three L's (LLL)—Location! Location! Location!

What interests the client?

! Make offers based only on what the client says to avoid diluting their focus. This makes it harder to close the deal.

The goal is to create a shortlist of 2-3 specific options.

Unable to decide? The magic phrase: "Nikolay, understand that all three options we have selected for you meet your requirements, so you will benefit from purchasing any of these options. How much time do you need to think it over?"

HOW TO PROPERLY CLARIFY THE CLIENT'S POSSIBLE BUDGET?

Be as specific as possible with the client's "wants," thoroughly summarizing and clarifying everything they mentioned, guiding them towards realistic figures in the market. Then, observe the client's reaction:

Formulate the proposal by offering options that meet the criteria (80%) + a few suitable options with a higher price check (20%)

Reduce the stated budget by 10-20%

IF THE CLIENT DOESN'T KNOW WHAT THEY WANT

Add 2-3 options in each price category that you would buy yourself! This way, you can emotionally discuss these possibilities with the client, establishing an emotional and human connection with them.

AND THE COMPANY N OFFERS CHEAPER?

This objection might confuse a beginner, but by studying the company, you will find that it's easy to handle by asking the client the following questions:

• How long has the company been in the market?
• Where is it registered? In Kazakhstan, Russia, or Portugal?
• Is it a local company with offices in Portugal?
• What exactly is included in the company's services?

If a client expresses such doubts, it means they internally want to work with you and just need facts to help them decide to collaborate with you.

Remember:

• When showing properties to clients (or, in the case of immigration, funds), the client needs to be registered (sign a mandate).
• Prepare for property viewings in a way that makes it seem like you live there and are familiar with the neighborhood (traffic nuances, distance, etc.). Always have a floor plan of the apartment (2 copies — one for yourself and one for the client). The viewing should always be conducted with a representative from the developer or the seller’s agent (for secondary market properties). When entering empty spaces, offer solutions to the client's needs (e.g., "Here we'll have the kitchen where you'll cook pizza in the evening, and here the children's room") — create a vivid picture!

What's next?
We'll take a closer look at client classification for immigration.

What will you learn?
Which questions to ask the client to correctly select a program based on their residency goals.

Although, unlike Real Estate, the service package in Immigration is significantly narrower, this direction is characterized by two parameters:

• Requires constant updates of knowledge and monitoring of changes in laws and regulations.
• The process can last several years, and although you transfer the client to the legal department at the contract signing stage, any case can still turn out to be resource-intensive for you.

You've received a lead — start classifying the client with questions! Begin with the client classification — where have they been in Portugal? What have they already seen? What about their income? Where are their accounts opened? What about tax returns? Is it just them or with family? What citizenships do they already have? What is their visa history?
Unlike real estate, it is essential here not just to rely on what the client says but to analyze all their inputs and, based on knowledge of all packages, select the most suitable program for them.

IMPORTANT: FROM THE VERY BEGINNING, OUTLINE THE ENTIRE PROJECT BUDGET FOR THE CLIENT, INCLUDING THE COST OF PLASTIC CARDS AND GOVERNMENT FEES.

• First, it is professional.
• Second, it helps you and the company avoid disappointment or negative impressions if additional expenses arise that the client did not anticipate.
• Third, accuracy and transparency of the estimate entirely remove any questions about the pricing of the company's services.

IF THE CLIENT DOESN'T KNOW WHAT THEY WANT?
Select 2-3 options that fit their criteria! Highlight the advantages of each but also provide clear and understandable answers about the limitations.

WHAT ABOUT COMPANY N OFFERING A CHEAPER OPTION?
This objection may confuse a novice, but after studying the company, you will find that it is easy to handle by asking the client the following questions:

• How long has that company been on the market?
• Where is it registered? In Kazakhstan, Russia, or Portugal?
• Is it a local company with offices in Portugal?
• What exactly is included in the company's services?
• In which country do the managers who will handle your case live?

If the client shares such doubts with you, it means they internally want to work with you and simply need factual assistance to make a decision in favor of working with you.

Remember:
Prepare for client dialogues to create the impression that you live here yourself and are well-versed in immigration and tax law. Always have all data on offers in front of you and verify their relevance before discussing with the client.

What’s next?
Final testing.

Lesson 3 — Immigration Services Client

Typically, people are only concerned with the move and its associated expenses. After the move, however, comes the tax burden in the form of tax residency.
Upon obtaining a residence permit, a person becomes a tax resident (their NIF number will have a Portuguese address).

Portugal: By replacing the address in the tax number with a Portuguese address.
Spain: By living in the country for 183 days and having connections with Portugal (for example, a work contract).

Download study materials:

• Гид по налогам Португалии

Links to official and recommended external resources:

• https://www.doutorfinancas.pt/
• Полезный Telegram-канал с актуальными новостями о налогах Португалии

In Portugal, tax matters are governed by several key documents, the main ones being:

Personal Income Tax Code (Código do Imposto sobre o Rendimento das Pessoas Singulares, CIRS):

• This code regulates personal income tax (Imposto sobre o Rendimento das Pessoas Singulares, IRS).

Corporate Income Tax Code (Código do Imposto sobre o Rendimento das Pessoas Coletivas, CIRC):

• This code regulates corporate income tax (Imposto sobre o Rendimento das Pessoas Coletivas, IRC).

Value Added Tax Code (Código do Imposto sobre o Valor Acrescentado, CIVA):

• This code regulates value-added tax (Imposto sobre o Valor Acrescentado, IVA).

General Tax Law (Lei Geral Tributária, LGT):

• This law establishes the fundamental principles of tax legislation and tax administration.

Tax Procedural Code (Código de Procedimento e de Processo Tributário, CPPT):

• This code regulates the procedures and processes related to tax administration and the resolution of tax disputes.

These documents together form the basis of tax legislation in Portugal and regulate all aspects of taxation, including personal income tax, corporate tax, VAT, and other taxes.

Important! We do not provide tax advice; we only give clients a general overview. To demonstrate professionalism and a responsible approach, it is better to recommend that they seek consultation with the legal department at Propriété Générale.

Lesson 1 — What Should an Agent Selling Luxury Real Estate and "Golden Visas" Look Like?

Lesson 2 — Designing Social Media Profiles

Dear Students of the Propriete Generale Academy!

You are about to take the final test on real estate and immigration. There is no time limit for the test, so you can complete it at your own pace.

The test consists of four sections:

1. Knowledge of CRM systems.
2. Knowledge of immigration topics.
3. Golden Visa Program funds.
4. Real estate.

Questions in each section are scored. Questions in the "Real Estate" section will be evaluated manually by the Sales Manager.

After completing the test, you will be able to view your total score. To pass the test, you need to score at least 280 points.

Final confirmation that you have successfully passed the exam and have been accepted into the team will be provided by the Sales Manager after reviewing the open-ended questions.

Good luck with the test!