BEGIN:VCALENDAR VERSION:2.0 PRODID:-//Hartamas Academy - ECPv6.15.20//NONSGML v1.0//EN CALSCALE:GREGORIAN METHOD:PUBLISH X-WR-CALNAME:Hartamas Academy X-ORIGINAL-URL:https://hartamasacademy.com X-WR-CALDESC:Events for Hartamas Academy REFRESH-INTERVAL;VALUE=DURATION:PT1H X-Robots-Tag:noindex X-PUBLISHED-TTL:PT1H BEGIN:VTIMEZONE TZID:Asia/Kuala_Lumpur BEGIN:STANDARD TZOFFSETFROM:+0800 TZOFFSETTO:+0800 TZNAME:+08 DTSTART:20250101T000000 END:STANDARD END:VTIMEZONE BEGIN:VEVENT DTSTART;TZID=Asia/Kuala_Lumpur:20260731T100000 DTEND;TZID=Asia/Kuala_Lumpur:20260731T163000 DTSTAMP:20260610T042804 CREATED:20260609T064813Z LAST-MODIFIED:20260609T065300Z UID:6121-1785492000-1785515400@hartamasacademy.com SUMMARY:Real Estate Sales & Conversion Mastery DESCRIPTION:« All Events\n \n \n \n \n \n Real Estate Sales & Conversion Mastery \n \n \n \n [5 CPD hours Applied For from LPEPH] \n \n \n \n \n \n \n \n \n \n \n \n \n Date & Time: \n \n \n \n \n \n 31 July 2026 (Friday)\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 Price Per Pax \n \n \n \n \n \n \n CPD Seminar \n \n \n \n Early Bird Fee (valid until 3 July 2026)\nRM399.00\n \n \n RM379.00 \n \n \n \n \n \n \n \n \n Add to cart \n \n \n \n \n \n \n Group Package: RM359.00 per pax (Minimum 3 Pax) (valid until 3 July 2026)\n\n \n \n \n \n \n \n HRD Corp Claimable Course \n \n \n \n Early Bird Fee (valid until 3 July 2026)RM559.00RM531.00\n\n\n \n \n \n \n Group Package: RM500.00 per pax (Minimum 3 Pax) (valid until 3 July 2026)\n\n \n \n \n \n \n \n \n WhatsApp for details\n \n \n \n \n \n \n \n \n \n \n Note: \n\nRegistration is on a first-come\, first-served basis. Seats are confirmed only upon successful registration and payment.\nFor non-attendance or withdrawals made within 7 days prior to the event\, a 50% refund only will be issued.\nThe organizer reserves the right to refuse entry to any person for reasons deemed appropriate.\nIn the event of cancellation or postponement of the seminar\, participants will be notified and offered a full refund of the amount paid.\nNo electronic recording equipment is allowed. Exceptions may apply for authorized media personnel.\n \n \n \n \n Speaker \n \n \n \n Mr. Marcus TanFounder of Sales Monk \n \n \n \n Seminar Objective \n \n \n \n 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. \n \n \n \n Seminar Outline \n \n \n \n Module 1: Foundations of a Property Consultant Module 1.1: The Unstoppable Real Estate Mindset Topic 1: Getting into the ‘Zone’: Navigating Rejections & Cancellation BurnoutTopic 2: Overcoming Fear of Roadshow Rejection & Building a Belief SystemTopic 3: Technique Deep Dive: Reframing “No” to “Not Yet” (“Good Parent” technique)Module 1.2: Effective Time Management for Property AgentsTopic 1: Balancing Weekends (Roadshows/Viewings) vs. Weekdays (Follow-ups/Bankers)Topic 2: Eliminating Time-Wasters: Qualifying Out “Window Shoppers” EarlyTopic 3: CRM & WhatsApp Follow-up Timing StrategyModule Set 2: Prospecting & Pipeline Management Module 2.1: Pipeline Magic: Turning Roadshow Traffic Into GoldTopic 1: Filtering Qualified Property Leads from Casual Mall ShoppersTopic 2: Outbound Psychology & The “Transit/Location” Curiosity GapTopic 3: The 20-Second Elevator Pitch for New Project LaunchesModule 2.2: Phone-Based Selling: Securing Showroom AppointmentsTopic 1: Structuring Calls to Move Leads from Virtual to Physical ViewingsTopic 2: Building Trust & Establishing Local Market Authority via TonalityTopic 3: Setting Next Steps: Booking the VIP Show Unit TourModule 2.3: Leads Microwave: Reheating “Blue Ticks” & Cold ContactsTopic 1: Strategies for Reigniting Leads who “Ghosted” Post-ViewingTopic 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 QuestioningTopic 1: Active Listening: Discovering True Motivations (Own Stay vs. ROI/Rental Yield)Topic 2: Pre-Screening Financial Health (DSR & Deposit Capacity) SmoothlyTopic 3: Framework Integration: SPAIN Methodology & Peeling The OnionModule 3.2: Communicate To Sell (Buyer Personas)Topic 1: Tailoring Messaging: The Analytical Investor vs. The Emotional Family BuyerTopic 2: The SPAIN Method & Modulating Tone in the Sales GalleryTopic 3: Mirroring & Labelling Spousal/Partner ConcernsModule 3.3: Persuasive Presentation: Show Unit MasteryTopic 1: Simplifying Jargon: Translating APDL\, HDA\, and Progressive Interest to BuyersTopic 2: Painting the Lifestyle (KISS & SCQA Frameworks)Topic 3: Power Posing & Live Show Unit Walkthrough DrillsModule Set 4: Overcoming Resistance & Maximizing Value Module 4.1: Turning Property Objections Into OpportunitiesTopic 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) MarketTopic 2: Leveraging “Soft” Concessions (Move-In Packages\, Absorbed Legal Fees/MOT)Topic 3: Applying the Past-Present-Future (PPF) MethodologyModule 4.3: Strategic Property Upselling & Cross-sellingTopic 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 AppreciationModule Set 5: The Final Conversion Module 5.1: Mastering the Art of Closing the SPATopic 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 \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 Becoming an Agent of Attraction: 5 Steps to Be Known\, Trusted & Respected \n\n\n \n \n Energy Efficiency & Renewables: Residential and Commercial Properties \n\n \n\n \n \n \n \n \n \n \n \n \n \n \n Share this on: URL:https://hartamasacademy.com/event/real-estate-sales-conversion-mastery/ 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/2026/06/Real-Estate-Sales-Mastery.png END:VEVENT END:VCALENDAR