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DTSTART;TZID=Asia/Kuala_Lumpur:20260819T100000
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DTSTAMP:20260818T090307Z
CREATED:20260713T040943Z
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UID:6316-1787133600-1787157000@hartamasacademy.com
SUMMARY:Mastering Buyer Psychology and Closing in Real Estate Sales: From Interest to Signed Deal
DESCRIPTION:« All Events\n 				\n				\n				\n				\n					This event has passed. \n				\n				\n				\n				\n					\n	Mastering Buyer Psychology and Closing in Real Estate Sales: From Interest to Signed Deal				\n				\n				\n				\n									[5 CPD hours Approved by LPEPH] 								\n				\n		\n					\n				\n				\n					\n	\n				\n				\n		\n				\n				\n									Date & Time:								\n				\n				\n				\n					\n		\n			19 August 2026 (Wednesday)\n\n		\n\n\n	\n				\n				\n				\n				\n					\n		\n		\n\n\n10:00 am\n\n		\n\n\n\n	\n	  -  \n\n4:30 pm\n\n\n\n	\n				\n				\n				\n				\n									Venue:								\n				\n				\n				\n									Hartamas Training CentreLevel 13\, Block A\, Menara Prima\, Jalan PJU 1/37\, Dataran Prima\, 47301\, Petaling Jaya\, Selangor Darul Ehsan. 								\n				\n				\n				\n							\n			\n		\n						\n				\n				\n					\n				\n				\n				\n					Speaker				\n				\n				\n				\n									Mr. Casey TeeInternational Property Negotiation & Sales Master Trainer Focus Training And Consulting   								\n				\n				\n				\n					Seminar Outline				\n				\n				\n				\n									Module 1: The Psychology of Property Buyers Why buyers say “I think about it” (real reasons behind hesitation)Emotional vs rational decision-making in property purchaseFear-based thinking: risk\, regret\, and uncertaintyThe “3 Buyer Mind States”:Curious buyerConsideration buyerCommitted buyerOutcome: Understand what is really happening inside a buyer’s mind Module 2: Buyer Archetypes & Behaviour Patterns The Analytical Buyer (logic-driven\, slow decision)The Emotional Buyer (feels first\, decides fast)The Hesitant Buyer (needs reassurance)The Investor Buyer (ROI-focused\, speed matters)How to: Identify buyer type in first 5–10 minutesAdjust communication style instantlyAvoid mismatch selling approachOutcome: Better connection = higher trust = faster decisions Module 3: Decision Triggers That Drive Action Scarcity: limited units\, limited time\, limited opportunityUrgency: timing market cycles and price movementSocial proof: what others are buying and whyLoss aversion: “what they will miss if they don’t act”Future projection: helping buyers “see themselves living there”Outcome: Learn how to ethically influence decision momentum Module 4: Objection Handling Mastery “Let me think about it”“Too expensive”“I want to compare first”“Not urgent”Framework: Acknowledge → Reframe → Clarify → GuideAdvanced technique: Turning objections into decision questions Outcome: Convert hesitation into engagement Module 5: Closing Techniques That Work in Real Estate Assumptive closing (“Which unit do you prefer?”)Alternative choice closing (“Unit A or B?”)Urgency closing (“This price ends this week”)Emotional closing (“Imagine your family living here…”)Silent closing technique (power of pause)Outcome: Increase closing rate without pressure tactics Module 6: Follow-Up System That Converts Why most agents lose deals after first viewingThe 24-hour follow-up ruleStructured WhatsApp follow-up scriptsRe-activation of “cold buyers”Building a pipeline of future closingsOutcome: Turn “not now” into “yes later” Module 7: Closing Simulation & Role Play Lab Real-life buyer scenariosObjection handling practiceLive closing drillsFeedback and improvement coachingOutcome: Immediate skill application and confidence building  								\n				\n				\n				\n							\n			\n						\n		\n						\n				\n				\n				\n									[Image source: Freepik] 								\n				\n				\n						\n					\n			\n						\n				\n					\n	\n		\n\n	\n	Add to calendar	\n		\n	\n\n		\n			\n									\n	Google Calendar\n\n									\n	iCalendar\n\n									\n	Outlook 365\n\n									\n	Outlook Live\n\n							\n		\n\n		\n	\n\n				\n				\n					\n		\n					\n		\n				\n						\n					\n			\n						\n				\n					\n	\n		\n\n				AI-Powered Real Estate Lead Conversion with WhatsApp  <span style="color:#d00000"><i>(Sold Out)</i></span>	\n\n\n		\n	\n		How to Assemble a Competent Team in Strata Management Services			\n\n	\n\n				\n				\n					\n		\n					\n		\n					\n		\n					\n		\n				\n		Share this on:
URL:https://hartamasacademy.com/event/mastering-buyer-psychology-and-closing-in-real-estate-sales-from-interest-to-signed-deal/
LOCATION:Hartamas Training Centre\, Level 13\, Block A\, Menara Prima\, Jalan PJU 1/37\, Dataran Prima\, Petaling Jaya\, Selangor\, 47301\, Malaysia
CATEGORIES:Continuous Professional Development (CPD) Seminar,HRD Corp Claimable Programmes
ATTACH;FMTTYPE=image/png:https://hartamasacademy.com/wp-content/uploads/2026/07/Mastering-Psychology.png
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