Fwd: Reminder: "Essential Skills Program" <ESP> on Mon, 14 Jan from 10-12pm @10th floor Integrity training rm. What is this training about & how it can benefit you and your recruitment!

[Benjamin Tan]

Cijay will also be covering with us on the latest cooling measures on Mon 10am, DO COME! If keen tell me, we meet for b'fast at 9am!!!

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Best regards,


fb: www.facebook.com/benjamin212
web: www.propertyben.com

Powerful Negotiators
Most Successful Team in PropNex
PropNex Realty Pte Ltd

---------- Forwarded message ----------
From: Irene Teo (PA) 93834847 <kelvin...@gmail.com>
Date: Fri, Jan 11, 2013 at 2:50 PM
Subject: Reminder: "Essential Skills Program" <ESP> on Mon, 14 Jan from 10-12pm @10th floor Integrity training rm. What is this training about & how it can benefit you and your recruitment!
To: Pte Residential Group <pte-nego...@googlegroups.com>, "HDB (Google)" <hdb-...@googlegroups.com>
Cc: TM_T...@googlegroups.com, seni...@googlegroups.com

---------- Forwarded message ----------
From: Cijay Tew <cija...@gmail.com>
Date: Mon, Apr 9, 2012 at 7:17 PM
Subject: "Essential Skills Program" <ESP> : What is this training about & how it can benefit you and your recruitment!
To: PTE NEG GRP <pte-nego...@googlegroups.com>, HDB Group <hdb-...@googlegroups.com>

Dear Partners,

I had many encounters of agents calling me & asking if they can join in the training or what is it all about? So here is the program objective & outline for you guys to understand & if you're keen to attend, please feel free. All are welcome & this can also be your recruitment platform for you to invite agents who needs closer guidance to attend & get personal mentorship :)

Sharing & learning with the rest of team-mates can benefit & cut short the learning path so we can avoid mistakes & use strategies shared by team-mates who are closing many deals every month. Thanks :)


"Essential Skill Program" (ESP) is an interactive training that identifies your weaknesses for improvement & enhance your strength in skill sets to achieve the success you desired in your Real Estate career. Personalised coaching method adopted in this training instead of the conventional one way traffic classroom style. Besides these, current market strategies will also be shared as part of training tips to do well in today's market condition.

Here are what some of your colleagues say about the program:

(1)

Dear Cijay, 

First of all, thank you so much for spending your time in coaching us. I've indeed learned a lot from your sharing and coaching. There were a lot of interaction among us. your advices were ever so spot on and it creates impact. I must said i had a  great time and enjoyed it. 

To me, the key take away from today's session is to discover my own flaws and how to overcome my shortcoming. I have been pretty lost and indecisive about which GTA or areas of specialisation I wanted ti focus on. Should I focus HDB, CONDOS OR LANDED? Residential or investor etc etc... 
After the training session, I was able to make a quick consolidation of what I've captured from your sharing and decided on selecting D9&10 as my GTA. 
With that mindset now, I will have go swing into action to gather all the key information required to help me shortlist 1-2 key projects to focus in. I will also need to polish my skill in objective handling and qualifying buyer/seller. I believe the big word here is really about being " FOCUS". 
Lastly, I hope I'm able to be build a successful career in the real estate industry.

Thank you again!

Best regards,

Esthy Chan
81688690

(2)

Today’s class is totally filled with the actual demonstration and hearing words that are more appropriate to use.

It is much better than the regulate class that is mostly one way. It makes the target end result more attainable.

I have often been stuck on how to response to rebuttals from prospects. What words that would sounds better to the prospect’s ears.

From some of the examples raised, and through your explanation, I really relies that the way I speak has make the prospect to become very defensive and shut more doors. All the rejections that I been receiving are “encouraged” by mine way of speaking.

I have not been able to get people to really role-play and be open to point out mistakes to me. This class has opened an avenue for classmates that are willing to learn via role play to come together. Just right after class end, a few of us has come together wanting to help each other role-play.

Role-play together with your explanation of the prospect point-of-view when they hear the way the message being convey across, this will definitely help me move towards a positive result.

This class comes at the right time. I know I can make it this time round. No need to be "pie say", all will benefit through this sharing class.

-- 

 

Warmest regards

 

Loh Kah Whee (Yan Fei)

HP: +65-90487528

(3)

Hi Cijay,

 

Below is what I've learnt and benefited from today's ESP training.

 

Important 7 pointers:

1. Mindset - What do I really desire at the end of the career? Am I doing my best by going all the way out to fulfil my desire? What will happen if my desire is achieved? What will happen if my desire is not achieved? Is there someone being accountable for at the end of the week/month/year?
2. Prospecting - Using whatever prospecting methods, I should never never stop prospecting. If I stop prospecting, it'll be the end of my career. Prospecting is just a by-product. Everyday, I must do 2 things: presentations and must be physical speaking interacting with prospects and convert them into sales. Must be talking to them on long term, they might not buy from me now but it will help my future closing be consistent
3. Presentation Skills - Find someone to role play so that I can improve on my tonality and confidence. How can I interest my prospects to continue talking to me? Are you convince to buy from me?
4. Product Knowledge - If my product knowledge is good, I can help to swing investor around as long as able to make money
5. Objections Handling -  
6. Negotiation -
7. Convince to close -
8. Post Closing Procedure - Continue to sell until the client exercise the option and make sure that client feel safe and good about their purchase. Sell the pleasure factor to create intensity

***For closing to be smooth, 5, 6 and 7 are inter-connected

 

Negotiation always starts from Day 1. Qualify -> Filter -> Compromise

 

Always find out the intention of the call and repeat the person's intention 

 

Things I need to do now:

- FOCUS on my desire and what I want to achieve.

- Work with someone to role play and improve point 2 & 3. Always ask my partner on how they feel

 

--

 

Thanks & Best Regards

Jessica Chua

BSc (Hons) Entrepreneurship & Management

Mobile: +65 9127 1942

Email: jessc...@gmail.com

CEA Reg No: R041026A

(4)

Hi Cijay,

 

Thanks for conducting such a wonderful lesson today.

 

What i have learned today:

1) Right mindset = passion + desire

We must know what we wanted to achieve in the long run (desire) so that we can keep motivating ourselves.

 

2) Prospecting

As a real estate agent, we must keep doing prospecting so that we can have more clients in hand.

 

3) Improve in presentation

We must always create pleasure and fear to our clients. We can do role play to improve our presentation. Always use different tones.

 

4) Product knowledge

We need to know our product very well so that we can represent it to our client confidently.

 

5) Objection handling / Negotiation / Convince to close

We can prepare objection handling list

Negotiation is done at the first time when we talk to our client.

We need to ask more question and let the buyer / seller to agree with us.

 

6) Post closing procedure

We need to follow-up with our client to make sure that they are in comfort in buying the unit.

 

 

thanks :)

 

-- 

Yours Sincerely!
Thomas Chua

93549577

CEA registration No: R041598J

(5)

Hi Cijay

 

 

Thank for your precious time for this morning ESP sharing session.

 

The following are the things I have learned and benefitted from today ESP sharing:-

 

1) for post closing procedure, we still have to follow up with buyers to reassure them and let them know what they can anticipate and look forward to.

2) for handling objections, we have to memorise and role play to get ourself familiarise how to counter the objections

3) as when meeting up or speaking to clients, we need to identify their needs and intention. Re-emphasis their intention. Ask questions, educate them the current market and use "What happen if ..."    Also, use suggestive sentence instead of statement. Eg. "Do you agree that ......"

With immediate effect, I will tell ALL my clients as well as co-broke from the very very beginning by informing them that i will help them to achieve the highest / lowest possible price and they have to leave the negotiation to me instead of talking direct to the clients / co-broke agents.

 

Thank you.

 

 

Warmest Regards

 

Suzie Ang

HP: 9011 6693

(Salesperson Reg. No. R011103E)

(6)

Hi Cijay,

Thanks for today's sharing. Really benefited a lot as think I learn better with real life examples and cases. What you taught is something practical and can be very handy. From today onwards I have to change my believe about buyers are loyal if we provide what they want. And have to serve them whole heartedly. 

-- 
Best Regards,
Joyce Neo

Email: joyc...@gmail.com

(7)

Hi Cijay,

Below is what I learned from ESP in points form:

1. Mindset - Serve seller and buyer with passion .
    Desire to succeed
2. Do not stop prospecting...Proper prospecting couple with a good presentation skill will convert a non intention seller to a seller
3. Strong product knowledge so that one can swing buyer from one project to another base on buyers need
4. Able to handle objection by with the correct choice of words .This in turn will lead to improve neg skills. Therefore improve in 
   closing skills. Using suggestive questions will furnel and narrow down 
5. Post closing follow up will improve relationship with buyers and seller.


BTW , you mentioned that you have a some sample of scipts that is useful in telemarketing. Able to send to me?

-- 

Thanks and best regards,

Lam F S
81004952
Email: lam...@gmail.com
License no: R043397J
Powerful Negotiators
No 1 Team in Propnex
" Service you Trust "

(8)

Hi Cijay,

Many tks for yr wonderful sharing today. I m a big fan of you. I have always enjoy listening and attending your lessons.

Even though, being an experience agt, I find such a sharing session very engaging. For new agt, or even experience agt, this is certainly very beneficial. It creates a sense of bonding n also networking.

Cj, tks again for all yr energy n passion in this sharing. Thumbs up.

Warmest Regards,
Peggy Tan
Mobile: (65) 9191 9711

(9)

Hi Cijay,

 

Thanks for the coaching this morning.

 

2 Valuable points I had picked up today are:

 

1) Knowing (Grasping) the intention of the client upon the 1st meet up & conditioning the client of the realistic prices from the very start of meeting.

 

2) Educating the Client, giving him options what he can buy or exploring other locations which his budget can afford, or buying a leasehold project over a freehold project. Check if he is willing to compromise given the options. In a way, qualifyling this buyer before serving him. If not, it will be wasted effort serving a unrealistic/uncompromising client.

 

I will make it a point in every meet up with buyer(s) or seller(s) to include this 2 points of check from today onwards...

Result is, I would see my productivity increases & can close more sales after serving the "right" /"serious"/"shortlisted" group of clients.

 

-- 

Thanks & Best Regards,

Claire Wong Yen Pinn

Associate Marketing Director

Propnex Realty Pte Ltd

CEA Registration No.: R030882C

 

Powerful Negotiators - We Advertise 4X weekly

Email: claire....@gmail.com

Mobile No. 8183 2288

(10)

Hi Cijay,

I have learned a few critical points from today's session that will make me close more deals in future.

1) Indentify and re assurance client intention
2) Flyers is for branding and exposure not to generate leads, reach out to generate real result
3) Negotiation starts from first day when you have the listing , not when presenting the cheque to seller.


-- 

Thanks & Best Regard
Ong Ai Lay (Josephine)
94879489

Associates Team Director

Email ; joail...@gmail.com

HP . : (65) 94879489

(11)

Hi Cijay,

 
Thanks for sharing your valuable experience, advise and feeedback during the Essential Skill Programme this morning.
 
I appreciate the tips on how we, as agents, should communicate with buyers to convince them to meet us for a formal presentation opportunity.
During your sharing, you mentioned that our tonality is very crucial to excite the caller. And, that we need to emphasis the pleasure of buying the property and the pain if they missed the opportunity for not buying. The purpose of doing this is to make them think and realise the risk without us saying it outright which may sound like a threat. 
 
This morning session has been very beneficial also because the entire class participated by sharing their experiences in different situations.  I personally appreciated John's sharing about his experience in distributing flyers in new and old properties and the different outcomes or responses he received.
 
I had actually wanted to distribute flyers at the Waterfront Waves but was not very sure whether I would be able to receive positive responses in terms of getting good listings from serious sellers or landlords.  One of our colleagues told me exactly what you have shared this morning that we should not expect responses and that it is actually useful for personal branding.
 
Like one of the participants mentioned, I too, hoped to learn and pick up some tips from this sharing and learning programmes.
 
This learning can actually helped us to cut short our learning curve, by learning from others and that we should not repeat the same mistake made by others.  And, most importantly, it saves us a lot of money.
 
After this session, I am going to think of a script to prepare myself better in handling the next call from buyers who ask about my listing. I am going to role-play in my mind first and try to remember the scenario before I role play with one of my colleagues for his feedback.  If it's not good enough, I will fine tune my scripts and then try to role-play again with my colleague until he said it's better.
 
Once I have the scripts fine tuned, I will try it on the next caller who call me for my listing and see how he responds.
 
I want to be able to get at least 2 presentation opportunities before we meet again for the review session.
 
 
Thanks and regards,
 
 
Paul Tan Kim Teng

(12)

Hi Cijay,

I learned a lot from today's ESP training. The past experiences I pick up from other agents' sharing during ESP training in our group greatly help me, how I should deal with it if I have the same problem.

The sharing of everybody's past experience help me to gain knowledge of how and what should I do if I am to face with the similar problem. This I think would help me to settle things & close deals faster which could make the seller or buyer impress by me and will help build up my confidence too.

I certainly hope to learn more and benefit for the up coming ESP follow session. Thank you :)

 

Regards,

Steven Tiu

Mobile: +65 968-22273

CEA Registration No: R001921Z

Licence No : L3008022J

Powerful Negotiators
The No. 1 Team in Propnex!

PROPNEX REALTY PTE. LTD.

(13)

Hi Cijay,

Thank you for your time today and please find homework as follows.

How we benefit from today's lesson: 

Understanding the essence of what's important in real estate business, essentially (1)Mindset, (2)Prospecting, (3)Presentation Skills, (4)Product Knowledge, (5)Objection Handling, (6)Negotiation, (7)Convince to Close, (8)Post Closing Procedure; how these eight points are important to take note of such that this will ensure success in real estate business.


1) Mindset, why am I doing this? To work towards true financial freedom and happiness, hence able to benefit people I love and care for in the best way.  As the teachings say, if our jar is empty how do we benefit one who is thirsty. 

2) Prospecting
- If we stop prospecting, we kill ourselves in real estate, we learn about this in the lesson.  
- throwing flyers is not to get a response.

3) Presentation Skill
Energy, tonality, words; words only constitute importance of 7%.
Confidence wins the deal n build the trust.

4) Product Knowledge 
Allows u to swing to surrounding projects.
We are in the google era, so it facilitates faster response to customer whenever in doubt.  
Important thing is to implement it after you know about the Product Knowledge.

Understanding from the lesson that 5-Objection Handling, 6-Negotiation, 7-Convince to Close, that these are interconnected, how this can help in closing especially 8-Post closing Procedure where reassurance is necessary to ensure proper closure.
Hearing lessons from other participants on deals being lost as a result of non-reassurance.

Most 101 objections are targeted at bringing the price down or up.

Realising the importance at understanding intention of buyer/seller and negotiate right at start is the way to reduce objections in the course of negotiation.

Use of suggestive questioning instead of antagonising your targeted audience.

Various tips and techniques shared by Cijay in the lesson to address participants' weaknesses and like most problem and objection is possibly early detection of my potential problem too, this helps to surface potential problem fast to counter objections for earlier closures.

Creation of pleasure and appropriate reminders of pain can help too.

Role play performed and active demonstration of how to counter "I will think about it...(by Buyer/Seller)" procrastination, much booster powered during the lesson to ensure participants learn well.


Cijay, can you kindly send me the script the one u mentioned that is unconventional, please, thank you. :-)

Warmest regards

Adeline Lim. 

(14)

 

Hi Cijay,

Thanks for your great sharing! Learnt the 3 steps to question to funnel a genuine buyer from a call.

Benefited from more qualified customers and able to spend more time to serve the right ones to close more deals :)

Warmest Regards,
Max Huang
Propnex Realty
84288663

(15)

Dear Cijay,

 

Thank you for conducting this morning’s Essential Skill Program workshop. How have I benefited? Your training refreshes and clarifies what I have learnt. Namely:

1. MindSet; our Mindset comes from what we desire and/or what we are passionate about.
   
2. Prospecting; we need to reach out to people on a daily basis for opportunities to present in person our service and expertise. How? Through telemarketing, road show, door-knocking, etc,
   
3. Listing Presentation; we improve our Presentation Skill only through practise (role-play),
   
4. Product Knowledge; we must know not only our unit or its project but be familiar with the pricing of similar projects, surrounding projects or other postal districts. The information is easily available on the internet.
   
5. Objections Handling; objections are merely excuses to lower the price. The more familiar we are with Seller’s and Buyer’s objections, the better we are in handling their lame excuses.
   
6. Negotiation; negotiation starts from the first meeting with the prospect and continue till the close. It does not begin when we secured the cheque. Why? Unless we have an understanding of the client’s needs, likes and dislikes, urgency and motivation, we will be unable to influence him to agree to the transaction using ideas of pain, pleasure, gain or fear.
   
7. Convince to Close; Emphasize and intensify thoughts of pleasure to buyer, and thoughts of pain and financial loss to seller.
   
8. Post Closing Procedure; what can go wrong will go wrong before the buyer exercises the option. We must follow up with our client (seller or buyer) throughout the sale process, giving guidance and assurance, till the buyer completes the transaction.
   

 

What I will do:

To do a comparison study of popular projects in different districts so as to use the information as a platform for my prospecting.

Best regards,

 

John Loh 

Cert-in-CEHA

CEA No.R013610J

Mobile : +65 9221 0616

Email :   emailj...@gmail.com

(16)

Hi Cijay,

 

I’ve never regretted choosing to join Powerful Negotiators.

I’m overwhelmed with joy to learn with the selfless trainings provided by “You” & the rest of the team leaders.

Till date, I’ve attended 2 of your lessons/sessions & I find it very unique & practically down to earth, which a new agent can use it immediately to apply in his business.

From your lessons, you gave lots of real life case studies/scenarios & provided the suggestive solutions to handle the situations, which I love it a lot.

Even though I’ve never done real estate before, I’ve already learnt some of the ways from handling objections to closing from the words coming out of your veteran intelligent mind.

 

After blabbing so much, let’s get into the actual aim of writing this email.

At the beginning of the team sharing sessions, you imprinted the 8 important Real Estate things in my mind.

1.       Mindset – The desire that we want to achieve from this business

2.       Prospecting

3.       Presentation Skills – Always rehearsing with friends/family members & getting feedbacks to sharpen up the presentations

4.       Product knowledge – With good product knowledge, we can always swing clients to another project should the listed unit does not suit the client

5.       Objection Handling

6.       Negotiation

7.       Convince to close

8.       Post Closing – Do not slack & remember to reassure the clients

 

Throughout the lessons, I managed to experience the real life situations encountered by many of my colleagues.

The prize of hearing these real life situations is being able to hear the suggestive solutions given by you.

 

One of the most important things, which are imprinted hard into my mind, is your tip on intensifying the pleasure and pain.

Even though I’ve just learned this from you today, I find this will greatly helps me in getting the clients wanting to engage me more.

This really differentiates me from the rest of the agents, who are out there not using this tip of yours.

Other great tips are constant farming in a certain area for branding, body language to swing clients away from exiting to fast and the rationale of not strictly getting exclusive contract.

 

I’m looking forward to learning more from our team and especially you!

“Powerful Negotiators Rules!” “Cijay Rules!”

 

PS: In the middle of the session, you mentioned about having a script for cold calling. Do you think you can give me a copy besides giving one to Adeline.

Thank you so much!

 

Cheers,
Lawrence Soo

Marketing Associate
"POWERFUL NEGOTIATORS"
No.1 Team in PropNex 
PropNex Realty Pte Ltd 
Mobile: 96726756
Email: ban...@yahoo.com.sg

Thanks :)

--

Thanks & Best Regards,
Cijay Tew Chieh Jia (R009627C)

Associate District Director
PropNex Realty Pte Ltd (L3008022J)
http://cijaytew.com/blog/endorsements-and-testimonials/ 
Email : cija...@gmail.com
Mobile : 8100 1095

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Regards
Irene Teo (Kelvin Fong's PA)
9383 4847

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[Yvonne Low]

I'm coming!

Regards,

Yvonne Low
Reg No: R044889G
Propnex Realty Pte Ltd
Powerful Negotiators Team
The No. 1 team in Propnex 

"We advertise 4 times weekly"

M: 9616 6604
E: propnex...@gmail.com
Website: www.yvonnelow.myweb.sg

--
 
 

[Clarence Wong]

I'm going. 

Sent from my iPad

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