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Real Estate Sales & Conversion Mastery

[5 CPD hours Applied For from LPEPH]

Date & Time:
31 July 2026 (Friday)
10:00 am - 4:30 pm
Venue:

Hartamas Training Centre
Level 13, Block A, Menara Prima, Jalan PJU 1/37, Dataran Prima, 47301, Petaling Jaya, Selangor Darul Ehsan.

Price Per Pax

CPD Seminar
Early Bird Fee (valid until 3 July 2026)
RM399.00
RM379.00
Group Package: RM359.00 per pax (Minimum 3 Pax) (valid until 3 July 2026)
HRD Corp Claimable Course
Early Bird Fee (valid until 3 July 2026)
RM559.00
RM531.00
Group Package: RM500.00 per pax (Minimum 3 Pax) (valid until 3 July 2026)
WhatsApp for details

Note:

  1. Registration is on a first-come, first-served basis. Seats are confirmed only upon successful registration and payment.
  2. For non-attendance or withdrawals made within 7 days prior to the event, a 50% refund only will be issued.
  3. The organizer reserves the right to refuse entry to any person for reasons deemed appropriate.
  4. In the event of cancellation or postponement of the seminar, participants will be notified and offered a full refund of the amount paid.
  5. No electronic recording equipment is allowed. Exceptions may apply for authorized media personnel.
Speaker

Mr. Marcus Tan
Founder of Sales Monk

Seminar Objective

To equip property consultants and sales negotiators with end-to-end strategies: from maintaining resilience against price/value rejections, to filtering roadshow traffic, mastering show-unit presentations, handling complex property objections, and confidently.

Seminar Outline

Module 1: Foundations of a Property Consultant

  • Module 1.1: The Unstoppable Real Estate Mindset
    • Topic 1: Getting into the ‘Zone’: Navigating Rejections & Cancellation Burnout
    • Topic 2: Overcoming Fear of Roadshow Rejection & Building a Belief System
    • Topic 3: Technique Deep Dive: Reframing “No” to “Not Yet” (“Good Parent” technique)
  • Module 1.2: Effective Time Management for Property Agents
    • Topic 1: Balancing Weekends (Roadshows/Viewings) vs. Weekdays (Follow-ups/Bankers)
    • Topic 2: Eliminating Time-Wasters: Qualifying Out “Window Shoppers” Early
    • Topic 3: CRM & WhatsApp Follow-up Timing Strategy

Module Set 2: Prospecting & Pipeline Management

  • Module 2.1: Pipeline Magic: Turning Roadshow Traffic Into Gold
    • Topic 1: Filtering Qualified Property Leads from Casual Mall Shoppers
    • Topic 2: Outbound Psychology & The “Transit/Location” Curiosity Gap
    • Topic 3: The 20-Second Elevator Pitch for New Project Launches
  • Module 2.2: Phone-Based Selling: Securing Showroom Appointments
    • Topic 1: Structuring Calls to Move Leads from Virtual to Physical Viewings
    • Topic 2: Building Trust & Establishing Local Market Authority via Tonality
    • Topic 3: Setting Next Steps: Booking the VIP Show Unit Tour
  • Module 2.3: Leads Microwave: Reheating “Blue Ticks” & Cold Contacts
    • Topic 1: Strategies for Reigniting Leads who “Ghosted” Post-Viewing
    • Topic 2: Value-Add Follow-Ups (Using Construction Updates, Interest Rates, and Market News)

Module Set 3: Discovery & Presentation

  • Module 3.1: Property Diagnosis & The Art of Questioning
    • Topic 1: Active Listening: Discovering True Motivations (Own Stay vs. ROI/Rental Yield)
    • Topic 2: Pre-Screening Financial Health (DSR & Deposit Capacity) Smoothly
    • Topic 3: Framework Integration: SPAIN Methodology & Peeling The Onion
  • Module 3.2: Communicate To Sell (Buyer Personas)
    • Topic 1: Tailoring Messaging: The Analytical Investor vs. The Emotional Family Buyer
    • Topic 2: The SPAIN Method & Modulating Tone in the Sales Gallery
    • Topic 3: Mirroring & Labelling Spousal/Partner Concerns
  • Module 3.3: Persuasive Presentation: Show Unit Mastery
    • Topic 1: Simplifying Jargon: Translating APDL, HDA, and Progressive Interest to Buyers
    • Topic 2: Painting the Lifestyle (KISS & SCQA Frameworks)
    • Topic 3: Power Posing & Live Show Unit Walkthrough Drills

Module Set 4: Overcoming Resistance & Maximizing Value

  • Module 4.1: Turning Property Objections Into Opportunities
    • Topic 1: Handling Macro Objections (High Interest Rates, Waiting for Market Crash)
    • Topic 2: Handling Product Objections (High Density, Leasehold vs. Freehold, Bumi Quota)
    • Topic 3: Handling Competitor Objections (New Launch vs. Cheaper Sub-sale alternatives)
  • Module 4.2: Negotiate To Win (Holding Value on Fixed Prices)
    • Topic 1: The Psychology of Negotiation in a Fixed-Price (SPA) Market
    • Topic 2: Leveraging “Soft” Concessions (Move-In Packages, Absorbed Legal Fees/MOT)
    • Topic 3: Applying the Past-Present-Future (PPF) Methodology
  • Module 4.3: Strategic Property Upselling & Cross-selling
    • Topic 1: Upselling to Premium Layouts (Corner Lots, Pool Views, Larger Sqft)
    • Topic 2: Cross-Selling Developer Add-ons (Furnishing Packages, Extra Car Parks)
    • Topic 3: Using Data to Educate Buyers on Long-Term Capital Appreciation

Module Set 5: The Final Conversion

  • Module 5.1: Mastering the Art of Closing the SPA
    • Topic 1: The Assumptive Close: Shifting from “Will you buy?” to “Which Bank panel?”
    • Topic 2: Creating Authentic Urgency (Micro-Inventory & Phantom Competitors)
    • Topic 3: Securing the Booking Fee and IC on the Spot Without Fear

[Image source: Freepik]

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