Power of Prospecting Skills by Real Estate Trainer Johann Paul Gregory

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Contact: 012 - 423 2285 Email: [email protected]

[email protected] FB: Johann Paul Gregory / Life Motivation Training

www.overcometoughtimes.com www.lifeedu.com.my

by Johann Paul Gregory Author of Overcome Tough Times Book

International Speaker Founder @ Life Training Consultancy

President, Malaysian Association of Professional Speakers (MAPS)

Power of Prospecting skills

mailto:[email protected]


http://www.overcometoughtimes.com

http://www.lifeedu.com.my

Latest news from The Malaysian reserve (Monday, October 10, 2016)

! Balancing spending, achieving 3% deficit target in Budget 2017

! Govt may raise spending if oil prices can remain at this level (US$50) next year, says analyst

! Sunway University Business School Professor of Economics Dr Yeah Kim Leng said the upcoming Budget 2017 should focus on sustaining private investments, which would boost consumer spending next year.

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! BNM’s international reserves stand at RM405b as at Sept 30

! Cautious business optimism in Malaysia in last quarter of 2016

! YoY business sentiments have improved, says D&B Malaysia’s (Dun & Bradstreet (M) Sdn Bhd) quarterly BOI (Business Optimism Index)

! Maintained 2016’s real growth forecast of 4.2% for Malaysia in light of the global economic weakness

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! World Bank: Malaysia must hasten transition into high-income economy

! The World Bank recommends cautious macroeconomic management to reduce vulnerabilities while pursuing policies to sustain inclusive growth over medium term

! 4.2% GDP growth in 2016 as compared to 5% last year due to weak global demands for oil and manufactured goods

! …Despite the favourable prospects, the region’s growth is subject to significant risks. A sharp global financial tightening, a further slowdown in world growth or a faster than anticipated slowdown in China would test East Asia’s resilience.

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Power of prospecting skills

!How to increase your listings?

!Get the right priced property as your potential prospects

!Right priced – market rate

4 Learning principles:-

1. Introduction on prospecting

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2. Sources of prospecting

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3. “NS PDS” - Prospecting strategies by Johann Paul Gregory

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4. SB (Seller & Buyer) – 123 classification by Johann Paul Gregory

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Prospecting - Introduction

! Senior RENs in Malaysia still does prospecting though more than 5 years in the industry

! 10%-20% of their time are spent on prospecting new clients (Sellers & Buyers)

! 80%-90% of their time are from referrals


! Junior RENs in Malaysia does prospecting all the time who are less than 2 years in the industry

! 70% of their time are spent on prospecting new clients (Sellers & Buyers)

! 30% of their time are from referrals


! It is the same when salespeople do not do prospecting and their business will start to fall bit by bit and eventually out of business.



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! There are many sources of prospecting. Some are as follows and the list may not be an exhaustive coverage:-

Sources of prospecting

1. Friends 2. Relatives3. NGO’s 4. Societies5. Church or religious group6. Clubs (sports or business)


7. People that you deal with them / purchase / use their products or services before (ie. Barber, petrol pump station, fitness studios etc)

8. Networking events9. Birthday parties10. Weddings11. Funerals12. Government event


13. Expo 14. Conference or convention or seminars15. Training16. Outing17. Gathering18. Etc

List down the names and contact numbers of your potential prospects

Names Contact Numbers Position1.2.3.4.5.6.7.8.



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“NS PDS” - Prospecting strategies by Johann Paul

1. Name card2. Sending letters & brochures (email)3. Phone call4. Dresscode5. Social media

Name card strategy

Name card strategy

! One strategy is to distribute 7 name cards a day. Meaning meeting at least 7 people a day. Expose yourself to more people who needs your services. When we are new, the market needs to know us that we are in the business.

First impression

! How long to make it a lasting impression?! Your outlook! Your spoken words! Your body language! Your handshake

Sending letters & brochures strategy

Sample letter to your potential client

Dear Mr/Mrs Owner,

Your “partner” in helping you to sell or rent out your property

Properties are usually the most important asset that a person can have.

These are the 3 most frequently asked questions:-

Sample letter to your potential client1. How do I have a peace of mind for the

overall selling process?2. How do I know that my property is priced

competitively among others?3. How many potential and shortlisted

buyers to view my property?

Hence, allow me to offer my services to you.

Sample letter to your potential clientI will be calling you in 3 days time to meet up for further discussion. It will take 15 to 25 minutes of our time.

No obligation though.

Yours truly,Johann Paul Gregory012-423 2285

Phone calls strategy

Introduce yourself through phone call1. Introduce what you do2. Ask questions3. Ask for permission to meet up4. Follow a script - You may use your own script- Or edit according to different situation

Introduce yourself through phone call

Good morning/afternoon/evening Sir/Madam.My name is _____________ calling from ___________.Is it a convenient time to talk for a moment? I would like to meet up with you for about 15 to 25 minutes to explain how I work in helping my clients to sell or to rent out their properties at the highest possible price with the fastest duration possible.

Would you be interested? Will afternoon or evening be better for you? So is 6.30pm or 7.30pm be more convenient for you?

Dresscode strategy

Show time

MEN

1. Long sleeve2. Cufflinks 3. Tie 4. Slacks 5. Black shoes (polish?)

WOMEN

1. Corporate 2. Baju kebaya3. Baju kurung4. Blouse 5. Pants or skirts

Social media strategy

Social media strategy

! Next, to use social media to cover some exposure for your business in terms of prospecting. It is vital at this stage because more people are using the internet today as compared to 10 years ago. A higher speed at a reasonable rates are available now.

Wide prospects list = consistent business

! It is tough to conduct a consistent business when we do not have a sufficient pool of prospects to do business with. Hence, continue to prospect for new clients are crucial for new and existing salespeople.

! Create video and upload on YouTube! Properties that you have access to! If possible inside the properties (show

living room, balcony, the rooms, bathrooms etc)

! Write down the description! Can upload

“NS PDS” - Prospecting strategies by Johann Paul Gregory

1. Name card2. Sending letters & brochures3. Phone call4. Dresscode5. Social media



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Prioritize your seller & buyer

! Just like our daily tasks, we prioritize the tasks according to the importance and urgency

! In the real estate business, it is the same

! Prioritize your seller & buyer accordingly

SB (Seller & Buyer) – 123 classification by Johann Paul SB1 – Super hot, need to meet and conduct viewing asap

SB2 – To meet up after SB1’s duties has been done

SB3 – To do when there is next available slot for meeting up



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Contact: 012 - 423 2285 Email: [email protected]

[email protected] FB: Johann Paul Gregory / Life Motivation Training

www.overcometoughtimes.com www.lifeedu.com.my

by Johann Paul Gregory Author of Overcome Tough Times Book

International Speaker Founder @ Life Training Consultancy

President, Malaysian Association of Professional Speakers (MAPS)

Power of Prospecting skills



http://www.overcometoughtimes.com

http://www.lifeedu.com.my

Power of Prospecting Skills by Real Estate Trainer Johann Paul Gregory

Real Estate

Transcript of Power of Prospecting Skills by Real Estate Trainer Johann Paul Gregory