Optimizing Tax Strategies – A Guide For Real Estate Professionals

Date: 18th April 2024 (Thursday)
Time: 10.00am – 1.00pm
Venue: Hartamas Training Centre, Level 13, Block A, Menara Prima, Jalan PJU 1/37, Dataran Prima, 47301 Petaling Jaya, Selangor Darul Ehsan.
Price: RM188 per pax


Ms. Agnes Wong Ling Li
Managing Partner of
Syarikat Ong Group of Companies

Ms. Agnes Wong is a Chartered Accountant and a Licensed Tax Consultant and holds membership under the Chartered Tax Institute of Malaysia (CTIM), Malaysian Institute of Accountants (MIA), Certified Practising Accountant (CPA) Australia and Malaysian Institute of Chartered Secretaries and Administrators (MAICSA).

She also worked with one of the leading Public Accounting Firms before joining Syarikat Ong Group of Companies. Currently, Ms. Agnes Wong is the Managing Partner of Syarikat Ong Group of Companies and personally specializes in corporate registration and structure and corporate tax advisory.

In addition to normal private companies’ Corporate Services matters, Ms. Agnes Wong can handle over 200 fundraising base companies (ie. Unlisted Public Companies), as well as companies with complex dynamics involving more than 50 shareholders.

Additionally, she manages the tax affairs of over 800 Corporate and Individual Taxpayers, specializing in Real Estate Property Gain Tax for both Real Estate Companies (RPCs) and individual taxpayers. Her proficiency extends to company restructuring, encompassing downsizing initiatives, as well as facilitating merger and acquisition processes.

Ms. Agnes Wong is frequently invited as a distinguished speaker to share on corporate and property tax-related topics in Malaysia, Singapore, Hong Kong, Taiwan and Germany. She is also a national council member of CTIM and contributes her time towards the tax audit and investigation working committee as well as the compliance operation working group of CTIM.

Talk Points

  1. Understanding Your Tax Deductibility Expenses
    Delve into the intricate realm of tax deductibility expenses by familiarizing yourself with the underlying tax principles governing deductible expenses. Gain insights into identifying and maximizing deductible expenses, empowering you to navigate tax regulations with confidence and precision.
  2. Understanding the Tax Impact Throughout the Property Life Cycle
    Join us for an insightful exploration into the profound influence of property taxes at every stage of property ownership, from acquisition and rental to disposal. Through real-life examples, we’ll uncover the tax implications inherent in each stage, providing valuable takeaways and lessons learned for informed decision-making.
  3. How to Maximize Personal Relief Claims
    Unlock the full potential of personal relief claims by gaining a comprehensive understanding of available reliefs and strategically planning your expenses. Learn how to effectively minimize your tax burden through proactive management of personal reliefs, ensuring you optimize your tax savings.


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Ethical Real Estate Practice: Avoid Fraud, Misrepresentation & Inducements

Date: 19th April 2024 (Friday)
Time: 10.30am – 12.30pm
Venue: Via Online Zoom
Price: RM138 per pax


Mrs. Saraswathy Shirke Deo
Principal & Founder of
Messrs Sara Deo & Co.

Sara Deo, LLB (Hons) London, CLP, MBA (Delhi), PCrt [edX] Contract Law (Harvard Law School), is the Principal and Founder of Messrs Sara Deo & Co, a boutique law firm. With a career spanning academia and legal practice, she brings a wealth of experience and expertise to her clients.

Sara Deo began her career as a principal lecturer in law in 1999 teaching law students in various law colleges and university, offering UK and Australian law programmes. In 2013, she transitioned to the practice of law, where she worked alongside consultants and senior litigators, focusing on complex appellate matters involving significant legal questions at the Court of Appeal and Federal Court.

She currently practices under her own boutique law firm, Messrs. Sara Deo & Co, where she mainly acts as Counsel, specialising in Strata and Management laws, Law of Defamation, Professional Negligence, Administrative law, Injunctions, and Commercial law.

She has published several articles in local law journals and actively participates in law reform efforts related to her specific areas of expertise. Currently, she serves as the chair lady of the Malaysian Bar’s Defamation Law Reform Subcommittee of the Civil Law and Law Reform Committee. She is known for her engaging style of delivering lectures and talks, simplifying intricate legal concepts in a crisp and understandable manner. With her strong academic foundation, extensive practical experience, and commitment to law reform, Sara Deo is a highly respected and sought-after legal professional in Malaysia.


This seminar intends to explore the dynamics of present real estate practice and how real estate professionals can prevent fraud, misrepresentation, malpractices and non-disclosure of material facts. Participants will be trained on key aspects of the laws and regulations with practical examples.


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Fly Under Radar: Unleash Superpower of Science in Real Estate Sales

Date: 30th April 2024 (Tuesday)
Time: 10.00am – 4.30pm
Venue: Hartamas Training Centre, Level 13, Block A, Menara Prima, Jalan PJU 1/37, Dataran Prima, 47301, Petaling Jaya, Selangor Darul Ehsan
Price: RM318 per pax


Mr. Aaron Lee
Associate Director
Hartamas Real Estate

Mr. Aaron has been in the real estate agency industry for the past 29 years since 1993. He passed his Diploma in Estate Agency from the Board of Valuers, Appraisers, Estate Agents and Property Managers (BOVAEP) in the year 2004 and obtained his Authority to Practice Estate Agency (Registration No. E1906) from BOVAEP in 2007. For 12 years from 2007 to 2019, Mr. Aaron operated his own estate agency firm Property Street E(3)1116 as the Principal. He closed the firm in 2019 to join Hartamas Real Estate (M) Sdn Bhd as an Associate Director till today. Mr. Aaron currently leads a group of Real Estate Negotiators (RENs) as group leader, trainer and coach in both technical instructions and practical guidance. Besides giving seminars and trainings for internal staff, he also serves at Hartamas Academy as a speaker on real estate subjects. Mr. Aaron is also a Certified Trainer (ID: 12114) registered with the Human Resource Development Corporation (HRDC).

Session Outlines

Part 1. Introduction: Importance of Applying Psychology, Behavioural and Social Sciences in Sales Situations

This part explores the current sales training trends and discusses the implications of:

  1. Influence and Persuasion Vs. Mere Information Provider
  2. Effectiveness of Science-based Vs. Conventional Sales Tactics
  3. Why Psychology Works

Part 2. Psychology of Influence in Real Estate Prospecting and Listing

This part reveals the psychology behind inter-personal skills that provide estate agents with a strong head start. Building Rapport / People Skills that include:

  1. Creating Positive First Impression
    • Primacy Effect
    • Halo Effect
    • Reciprocity
    • Similarity
    • Positive Body Language
    • Authenticity
    • Fake It Till You Make It
  2. Creating Curiosity
    • Information Gap Theory
    • Zeigarnik Effect
    • Curiosity-Evoking Language
    • Personalization
    • Exclusive Access
  3. Persuasive Approach
    • Foot-In-the-Door Technique
    • Have Others Sing Your Praises
    • Argue Against Your Own Interests

Part 3. Psychology of Impressive Sales Presentations

This part explains with examples the important concepts involved in selling propositions:

  1. Single-Option Aversion
  2. Asymmetric Dominance Effect
  3. Selling to Buyers’ Emotion
  4. Sales Presentation Strategies:
    • Less is More
    • Anchoring
    • Mirroring
    • Picture Superiority Effect
    • Use Stories / Narrative Paradigm
  5. The Language of Persuasion
    • Mental Availability / Mere Exposure Effect
    • Mere Measurement Effect
    • Association
    • Emotions
    • Social Proof / Preferences of others.
  6. Never Ask, Unearth
  7. Create Positive Expectation
  8. Use Artistic Expressions
    • Figure of Speech
    • Hyperboles / Exaggerations
    • Metaphors
    • Understatements

Part 4. Psychology of Overcoming Objections in Negotiations

This part lists down the common objections raised by clients and provides solutions on how to handle them:

  1. Principle of Contrast
  2. Exchange Bargaining Chips
  3. Door-in-the-Face Technique
  4. Reactance
  5. Fear of Loss
  6. Practice Session:
    • Buyer’s Objection to Price
    • Seller’s Objection to Buyer’s Low Offer
    • “Cold feet” or “Think It over” Syndrome
    • Objection to 3% Professional Fee

Part 5. Psychology of Persuasion in Closing Real Estate Deals

This part lays out the closing techniques and explains the psychological underpinnings:

  1. Why People Buy
  2. Inattentional Blindness
  3. Key to Effective listening
  4. Commitments and Consistency
  5. Neutralizing Competitors
  6. Thank You Gift
  7. Body language in Closing
  8. Psychology of Closing Techniques
    • Trial Close
    • Assumptive Close
    • Urgency Close
    • Alternative Close
    • Summary Close
    • Silent Close
    • Limited Choice Close
    • Eliminating Final Concern Close
    • Special Concession Close
    • Tentative Confirmation Close


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