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

Speaker:

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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Sun Tzu’s Art of Winning Strategy In Property Sales & Negotiation For Real Estate Consultants

Date: 17th May 2024 (Friday)
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

Speaker:

Mr. Casey Tee
International Property Negotiation & Sales Master Trainer,
Focus Training And Consulting

Mr. Casey, a 35 years training specialist is acclaimed as one of Malaysia’s most dynamic and inspiring public speakers since 1985 and has steadily increased his stature as one of the leading speakers in this region. He holds a Bachelor Degree in Applied Economics from University of Malaya in 1987 and a Diploma in Management from the US thereafter.

Mr. Casey was a public speaking champion in ASIA as well as Best Speaker in national debate competition. He is a much sought after public speaking and storytelling coach for CEOs of public listed companies. His Sun Tzu’s Art of War & 3 Kingdoms leadership training consistently scored 9.3 out of 10 from participants. Making him the best in the world.

Fluent in three (3) languages, (English, Bahasa Malaysia, and Mandarin), he is an extremely sought after training specialist both locally and internationally. He is reputed to one of the leading authorities in this region on the subject of change management, Sun Tzu’s Art of War, Master Trainer of sales and sales management training, customer service, attitudinal training, and motivation programs. The impact of his lively, entertaining, and creative training concepts has inspired his participants to attain excellence and peak performance in their organizations.

Mr. Casey is also an approved training consultant by Securities Commission of Malaysia to conduct training for banks, stock broking, merchant bankers and other financial institutions.

He was a licensed trainer of Negotiation International Corporation of the United States of America in the areas of negotiation training programs. He is also a licensed trainer of Sales Management of the United States of America in the area of Management Planning & Execution training programs, a Certified Trainer of the LIMRA, an international financial training organization based in USA and an NLP Master Trainer is also well-known for his consultancy work to help his clients to increase their productivity sharpening their strategies.

Mr. Casey is a hallmark for sales convention success and the people will never be the same again after attending his talk. They will be renewed and charged up to achieve greater height.

Seminar Introduction

Will your sales team be ready for the new responsibilities, competition and challenges of challenging real estate market? Will your sales & marketing team earn the respect from customers? The answers lie in how the sales consultant goes about building relation, presenting and closing the sales.

Today’s real estate sales & marketing consultants are required to create a positive working climate, make quality decisions, demonstrate effective skills in handling a wide variety of human problems, manage time, set priorities and meet the sales target.

Common sense will help your sales & marketing consultant somewhat in becoming good sales & marketing consultant. However, to make a really successful sales & marketing consultant, one needs the kind of knowledge and skills that Sun Tzu’s Art of War provides.

Sun Tzu’s Art of War offers the most comprehensive and effective way to manage a team in the Malaysian environment. The leadership and management principles of Sun Tzu’s Art of War are well received by the world.

Sun Tzu’s Art of War is the oldest and most well-known military manual in the world. Politicians, military experts and businessmen throughout history have all regarded Sun Tzu’s Art of War as an important source of wisdom and their secret weapon for victory.

Today, we have witnessed how the application of Sun Tzu’s principles have expanded beyond the battlefield into everyday life. Its influence is felt not only in military and state administration, but also in business, public relations, sales, marketing, corporate strategies, diplomacy and even sports.

Seminar Outline

Module 1: Introduction to Sun Tzu

  • Who is Sun Tzu and Why Learn Sun Tzu?

Module 2: The Relevance of Sun Tzu to Modern Selling & Negotiation

  • Why Business is Warfare?
  • Sun Tzu’s Methodology

Module 3: Master The 4 Steps of Sun Tzu’s Consultative Sales Process & Negotiation Strategy in Real Estate

  • The 4 Steps Sales Process
  • Why 4 Steps?
  • How to Use the 4 Steps?
  • The Components in Each Step for Negotiation

Module 4: Mastering The Sun Tzu’s Most Famous Building Trust Skills

  • The Sun Tzu’s Art of Building Trust (Wisdom /Integrity /Benevolence / Bravery / Discipline)
  • How to Apply the Elements of Trust Building
  • Apply the 4 Elements

Module 5: Master The 孔 明 Kong Ming / Zhu Ker Liang’s Discovery Skills (Diagnosis Techniques)

  • The Steps in Sales Diagnosis Based on Kong Ming
  • Why Consultants Never Perform Discovery Skills
  • How To Use the Steps in Questioning & Listening

Module 6: Mastering The Sun Tzu ‘S Skills to Analyse Needs

  • The Needs of a Client
  • How To Analyse Client’s Present and Future Needs?

Module 7: Master The Ancient Famous Presentation Skills (Advocating Techniques)

  • The Steps in Sales Presentation
  • What Are the Areas to Pay Attention?
  • How to Present Effectively?
  • Role-Play the Presentation Skills

 

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AI Solutions for Real Estate Success: Scripting, Recording, and Editing Made Easy

Date: 21st May 2024 (Tuesday)
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

Speaker:

Ms. Kelly Chong
Digital Marketing Consultant,
KelC Creative Digital Marketing Training & Agency

In the vibrant world of digital marketing, Ms. Kelly stands out not just as a seasoned consultant, but also as the proud owner of a leading digital marketing agency.

With a legacy spanning 12 years in sales and marketing from the pharmaceutical domain, Ms. Kelly now channelled her expertise into this agency that offers a trifecta of unparalleled services such as; hands-on digital marketing services, comprehensive training, and cutting-edge e-learning.

This holistic approach has been Ms. Kelly’s formula for success, enabling her to steer over 500 businesses towards staggering growth rates, with many witnessing revenue surges of more than 130% through their bespoke content strategies and targeted advertisements.

While Ms. Kelly’s digital agency remains at the forefront, her entrepreneurial ventures also branch out into children’s enrichment centres, trendy children’s apparel, and the ever-evolving telecom sector.

Rooted in experience, fuelled by passion, and always at the cusp of innovation, Ms. Kelly is redefining the digital landscape one campaign at a time.

Seminar Outline

Module 1: Introduction to AI in Video Production (30 minutes)

  • Overview of AI in video scripting, recording, and editing.
  • Benefits and challenges of integrating AI into video production.
  • Key tools and software that will be used in the course.

Module 2: AI Video Scripting (30 Minutes)

  • Understanding the role of AI in video scripting.
  • How to use AI to generate ideas and create scripts.
  • Interactive session: Participants use an AI tool to create a basic script.
  • Review and feedback on the scripts created.

Module 3: Recording Videos (1 hour)

  • Basics of video recording: Lighting, sound, and framing.
  • Integrating AI with video recording: Tools and techniques.
  • Hands-on activity: Participants record a short video using the tips provided.
  • Group critique: Sharing and discussing recorded videos.

Module 4: AI-Powered Video Editing (1 hour)

  • Introduction to AI video editing software.
  • Demonstrating key features: Auto-editing, AI effects, voiceovers, etc.
  • Practical session: Participants edit their recorded videos using AI tools.
  • Sharing session: Showcase the edited videos and provide feedback.
  • Q&A Session

 

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