Saturday 22 June 2013

"For Those Who Fight For It, Life Has A Flavour, The Sheltered Will Never Know.."

On FEAR as a “CONSTRUCT” – Meaning, you built it yourself!

Last week I had a question posed from an incoming associate about understanding and “mitigating” fear.  He was crossing over from an environment of a fixed salaried employee into the world of a Real Estate Salesperson, which essentially is the perspective of the business owner.  The question here was, “How to mitigate such a FEAR?”

Let us begin by examining this curiosity called “FEAR”.  In seeking to understand it, an easier way is to look at its direct opposite, the dichotomy of FEAR being, COMFORT.  To best illustrate this, one must also understand FEAR’s purpose in our lives.  Essentially, FEAR is what keeps us alive, by keeping us wary of the unknown, and away from reckless perspective.  Aka, something that all LIVING and BREATHING creatures live with.

Hence in this understanding, this is precisely why COMFORT zones are precisely why they are defined by what they are:

“CYCLES OF REPETITIVE CYCLES THAT GIVE AN ALMOST GAURANTEED OUTCOME”

Hence, FEAR, when distilled beyond the emotional level, is really mechanical, hence, predictable and within human control.

However it is not the Human Condition to live in continuous repetitive cycles.  Human beings were meant for very much more!  For the reason that Humans have looked up to the stars since ages past till the time he has set foot on the moon.  The Human imagination and aspiration to explore lie at the heart of us all.

In the conversation on economics, the Mount Everest of Economics is and always will be to own one’s own business.  The main difference between an employee and a business owner is that one bears FULL reward and risk for their decisions and actions.  Hence, it is can be a risky endeavour for someone who has not explored that domain before.

Now that we have a better understanding of what we are up against, it is much easier to discuss how to go about managing the FEAR.  I will propose 2 main approaches for this:

Firstly, building comfort circles within an environment of certainty, and secondly, shifting perspectives.

On Building Comfort Circles:
Earlier, I spoke about understanding the mechanics of FEAR, simply meaning, someone venturing into the unknown only needs to understand that it is not about “Mitigating” the fear, but instead by creating cycles of certainty in the new environment that make for predictable repetition. 

This can take many forms, the easiest of which are to live following strict routines and rules.
Examples being:
1.      Have a fixed waking and bedtime
2.      Having an exercise regime
3.      Regular hobbies

The idea here is to replicate the structure and predictability of an employee where certain time and activity commitments are fixed throughout the term of employment.
In the world of the business owner, a constant driver of fear is in not knowing what to do next, or what to do with the time on hand.  

In times of war, the wisest of Generals understand that nothing saps a soldier’s morale and fighting spirit better than boredom.

My team associates would have heard me say this at some point in time, “As long as you find yourself free, look for something to do.  The money comes naturally.”

On Shifting Perspectives:

In understanding “perspectives”, the key here is that perspectives really are about the “relational” aspect of the individual’s relationship with the issue.  In this sense, the issue is the moving from an environment as a salaried-employee, all the other way to the other end of the spectrum of a business owner.

There are 2 ways to shift a perspective, one is via the inspirational route, and the other is by replacing it with something with even more reason to be fearful.

On the INSPIRATIONAL route,

This path is about giving the individual something worth fighting for, therein, they will find the courage necessary to overcome the obstacles in their path.  These take many forms, for example, self-fulfilment, owning something for themselves, or simply building something they can call their own.  Thus this end goal that they are working towards always consists of two aspects, namely, the tangible and monetary outcome, and the intangible fulfilment aspects.  The leader/mentor must be able to distinguish both.

On the BIGGER FEAR route,

Sun Tzu once said, the soldiers must fear military law above all, and then the enemy second.
In all undertakings there are two sides to the coin, there are the rewards of success, and the price of failure.  In many cases, we always address the bright, shiny and rosy picture of what potential success looks like.   Many a good leader fails to drive home the consequences of failure and the “pain” that comes with it.  A powerful perspective shift that a leader/coach is able to do, is to bring forward the future “pain” into the present for the subject to fully appreciate and experience the “pain” of failure before it even happens.  That way, in running from that much BIGGER FEAR, every smaller obstacle therein seems small by comparison.

Both of the above perspective shifts are about creating the impetus to take action for a desired change to occur.  Many coaches/trainers speak about the elusive element of “Courage”.  I prefer to speak of it as the element inside yourself that you have always had, found, only in the face of your own fears. 

We started this conversation about looking at FEAR as a construct, at this stage, you the reader would start getting a glimpse of FEAR really being about smoke and mirrors that you have built up about yourself.  Over time as you gain mastery over your FEARs, you begin to act faster in spite of fear, rather than being held hostage by paralysis.  

With time, this voice that used to strike fear into your actions, now matures to be a mature voice of council to always be heeded in contemplation before acting.  Such are the beginnings of wisdom, but that is a conversation for another time.

-- 
Best Regards,
Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg

Monday 17 June 2013

The Will To Fight

Life teaches us lessons in the most mysterious ways.

For me, there were hidden lessons to learn when I accepted an invitation to a martial arts class a good friend of mine was personally teaching.  To be precise, I would call it a roller coaster ride on self-discovery.

I will not go into the details of getting there, but the setting of the class does deserve special mention.  As martial arts classes go, this venue was a red flag as far as martial arts classes that this was SERIOUS stuff. 

The venue, an old clan association in the 4 storey shop house in China Town, a quick description on the place.. Huge double doors open into a vast hall where the ground floor is an old clan association, the walls all lined with black and white photos of ancestors long past, a long long wooden table filled the hallway with rows of old high backed chairs lining the walls.  On the second floor, a huge altar holding all the ancestral tablets that I had to make my way past.  On the third level, there was a row of olden Chinese Pole arms along the wall, the lion and dragon heads, and all manners of lion and dragon dance items. 

On the roof, the roof extended partway, and there, open to the sky was the training mat.  Plus of course there was another altar where Justice Bao, The Monkey God, and a whole manner of other war deities were overlooking the training ground.

A quiet whimper I was very aware of sounded like, “What have I gotten myself into?”

Most martial arts classes are categorised by “grade”, and most often “grades” do not get into “fights” with each other until they are very advanced.  This was a very old school class.  I was simply paired with a scarily built senior by height, with no regard for experience or training, and the next instruction was simply, “Let’s Spar.”

With the Gods of War watching, there was no room to back out or turn chicken, barely after a warm-up, here I was standing on the sparing mat squared off against my opponent. Oh, did I mention that this was a Sanda/Sanshou class? 

In essence, it is one of the most practical martial arts forms, meaning to say, JUST WIN THE FIGHT.  There will be kicks, punches, elbows, knee strikes.. get too close and there will be sweeps and throws.  I was way out of my depth, the blows came from all manner of direction and angles and they HURT!  Each round was supposed to last for 2 minutes but they were agonisingly slow!!

2 minutes and landing on my back a couple of times, I got off the mat bruised and winded.  So ended round 1.  After the rest of the pairings had their rounds, it was my turn again.  So begins round 2.  This time, I was paired with a skinny tall Chinese guy.  Looks and sounds a lot less painful as the dark giant from round 1.  Boy was I wrong.  Big dark giant lands heavy punches and low kicks so I had time to brace for each hit.  Skinny guy was fast and the kicks were low, middle AND high.  

The lessons were simple.  Drop your guard, get hurt bad.  However, the problem was this.. If you want to keep yourself from getting hurt, you keep your guard up.  The problem is, you can’t hit the other guy either.  Nobody ever won a fight by NOT hitting back.  Hence, the internal wrestle within me was to ATTACK, and despite my modest attempts, to hit hard knowing that I will be opening my guard for a kick or punch to get through.

Round 3, this time, my opponent was another big guy, this time, he looked fat.  Here’s some advice from me looking back.  FAT GUYS ARE NOT SLOW!! And they can hit really fast and hard.  Landing on your butt on the far side of the mat from a single punch is painful, and I was learning fast to get out of the way of that shot really quick, or brace when it comes.

As much as this was a martial arts class, the quick lesson for me, was that the biggest opponent was always within me.  1 hour into the class, every fibre of my being was screaming for me to “pass” my turn and keep out of the ring, to stay someplace, ANYPLACE that’s far away from the mat and the scary seniors who are dishing out the pain, and I suspect, enjoying it.

When my turn came again, looking across the mat at my next opponent, there was always a choice, step in, there WILL be pain.  Stay outside, no pain.  However, I was fast coming to realise that facing my opponent in the ring, and attacking him despite knowing I am opening myself to be hit, IS the lesson for today.  With the Gods of War watching, I stepped in, again, and again, and again.  The fights were losing battles, but the one battle I knew I could not lose was the one with Fear.

“Can lose to opponent, but never lose to fear”, once you start running in life, you will never stop running.  This was my first lesson.

Over the course of the few months, I came back again, and again.  Each time leaving with bruises both to the body and the ego.  But each trip I made, I won a victory within myself, for myself.
During my time as a leader meeting potential new associates, a question that I am posed very often is this, “What are the ingredients necessary to succeed?”

Today, I will add one that I call, “The Will To Fight”.

Life to the business owner is never a walk-in-the-park.  Your obstacles and challenges more often seem doggedly determined to keep you from your path.  Each challenge, frightfully tougher and daunting than the last.  Each battle, right after the last, following the next one, and the next one, and the next one. 

Each fight, your mind, body and soul screaming to you, “WHY?!”

To all new associates, the tunnel is a long and dark one with your obstacles all in place to way-lay you.  Each fight is a fight you must win to get to the other side.  Each fight will have more reasons for you to turn away, than to advance and fight, again, and again, and again.

Tonight let me put a face onto your adversary.  However logical and reasonable and excuse otherwise, the opponent is always the same, it is within you, it is your fear.

Thus, I leave you with this,

“Can lose to opponent, but never lose to fear.  Get up, and fight.”

To my Newbies, this is a rite of passage that your seniors have made before, it is your turn now.  Be assured that it is a fight for yourselves, but you will never be alone.

-- 
Best Regards,

 

Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd


Mobile: (65) 9184 0208 

Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg


Thursday 13 June 2013

Real Estate As A Career Or As A Business?

Real Estate as a Career or a Business?

The above conundrum has made gotten me pondering the differences between the two approaches as a Real Estate Sales person.  Are there differences between approaching the industry with the 2 different mind-sets?  

Of late, I have begun to see patterns in the associates who approach the business from both perspectives.

Coming from my personal background as a Coach, some of the work that I have been involved in is in managing the mental paradigms of the client such that we achieve states of high performance.  In this conversation, let us define “states of high performance” as the necessary state of achieving results that are above the ordinary.

Note that in an performance coaching assignment, less than 10% of time and energy is invested in motivation, inspiration, and other forms of “RARA”.  The art of performance coaching work always lies in clarity of purpose, and in this conversation on Real Estate as a Career or Business, it simply means, being clear on the implications on approaching the industry with either of the mind-sets, and understanding its impact on the RES’s chances of success.

I started this conversation with a question, “What is a career, and what is a business?”

The replies I gathered in essences landed into the following:

“In a Career, you are an Employee”, and “In a Business, you are a Business Owner”

What do the above mean?  

Clearly, all along there have been RES coming into the industry with either of the above mind-sets(Why? Because I have personally interviewed them so I can tell).  At this stage in the team’s development, it has become alarming clear that there has been a very distinct development/progression path taken by associates that fall into either of the 2 mind-sets.  Of course there are those that have a hybrid perspective of the industry, and these rightly so are the “caught-on-the-fence” types.

In sharing my observations between the employee mind-set and the business owner mind-set, let me establish a simple perimeter from which to carry on the conversation and derive my observations, in that, 

“Employees enjoy limited reward, and limited liability”, “Business owners enjoy FULL reward, and FULL liability”.  

Hence, in this equation, it is the degree of reward and responsibility borne by either mind-set.

From a leader-mentor perspective, my observations both from business owners and from the corporate world between the employees and the business owners are:

Employees:
A)     Requires a very structured environment which has clearly defined timings and activities
B)     Discipline and productivity needs to be closely supervised
C)     Requires constant guidance, supervision
D)     Does not appreciate the value of “own time”
E)   Are inherently “Takers”, constantly looking for better pastures with the key intention for self-advancement over self-achievement.
F)      Short Sighted, Lack Direction
G)     Risk Adverse

Business Owners:
A)     Requires a structured blue print, sometimes going through the system once, thereafter they reinvent it on their own
B)     Self-driven and constantly seeking to evolve themselves
C)     Requires consultation on a “as-needed” basis
D)     Understands that time is their most valuable asset
E)     Are inherently “Builders”.  These sink their roots deep, and build their branches up to till they reach the sky.  These place self-achievement at a premium, to have something that they have built for themselves.
F)      Has Vision, Creates Direction for themselves and for others to follow
G)     Understands that risk is necessary

On a liner spectrum, it would look like this:

Employee ---–- Employee/Business Owner Hybrid -–--- Business Owner

For individuals stepping into the world of the Real Estate Sales person, the unfortunate reality of it is that the odds of success very much favor those closest to the Business Owner end of the spectrum.  This I have seen from personal experience bringing through associates from their terms as newbies, to veterans in the industry. 

It is an unavoidable truth!!

People will be entering the industry at different points of the continuum, the key to success then lies in two aspects:
1.      Discovering where they are at currently on the spectrum and accepting the implications on their odds of success should they remain where they are at, and
2.      Given that the “Business Owner” and the “Employee” are now clearly defined, this also provides a tangible goal to work towards, hence the second element would be in aspiring and growing to evolve towards the business owner side of the spectrum.

Previously the terms “Career in Real Estate”, and “Real Estate is a Business Owner” have been used interchangeable, with the assumption that they are “the same”.  With the above realization, the two clearly are now polar opposites of the two.  Hence, the language must be clearly used to bring clarity to the distinction.

As a coach, I read patterns with people beyond what is verbally communicated.  Hence armed with the clarity on the distinctions on the above, I would be better equipped to read into where the aspiring RES stands on the scale between “Employee”, and “Business Owner”.

As for the team, this break-through better allows for team associates to clearly define for themselves on a scale of 1-10, where they stand on the spectrum.  In understanding this, it then gives them the choice on which direction their next steps should take them.

The choice then becomes clear,


“To grow?  Or not to grow…?”


Best Regards,
 
Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg

Monday 10 June 2013

The Value That A Good RES Brings To The Real Estate Equation

RES License for your own properties? Would it be practical to get a RES License to deal with my own property transactions (and is it allowed?) and for friends/family if I already have leads? If I understand correctly, new salespersons are also required to join an agent/agency. Are there any obligations when joining? (i.e.: do you have to show up for work? how are commissions split, etc) Also, would you have to appear on tacky (no offense) newspaper advertisements with those passport-sized photos on it? (Is it optional?) Anything else I should know? Thanks!

Posted by Anon - Jun 6, 2013 - Viewed 101 times

Answers (6)

Mervin Tang 
79d7532041822_1_V60B
Posted Jun 10, 2013
Hello Anon, 

Thank you for your question above.

In essence, your question really is about the feasibility on getting a RES license just to manage your own property transactions.

The answer to the above is, ABSOLUTELY, you are right, it is feasible.

However, the real question here is that, "Is it wise?"

Let me explain..

To become a RES is a simple and straightforward affair. However, in your question, you are making a very critical assumption;

"That ALL RES are equal. Fact is, that they are not."

TOP RES are indispensable to their clients.. Some aspects are as follows:

A) Market knowledge: 

A good RES has his pulse on the ground and can feel the subtle shifts in buyer/seller/tenant sentiment immediately. 
A question that I often ask my clients is this, "Do you believe what you hear in the news?", simply because the reports are far distant from the reality on the ground.

B) Paperwork:


At first sight, this looks like a straight forward and simple affair. A good comparison are lawyers, there is a simple reason why complex legal documents are the domain of lawyers and not the layman. 

In the RES world, tenancy agreements and OTPs look simple to read, but when there is a legal dispute and the case goes to court, would you take such a risk that there might be elements in your paperwork that have loopholes?

C) Negotiations & Deal Making:


This is as much a science as it is an art. The key to negotiations is about 2 elements, 
i) Positioning &
ii) Anticipation

NOTE: Negotiation is NOT BARGAINING!! That is a lousy and amateur approach to negotiations.

D) Marketing and Networks


In essence, the most valuable possession that a RES possesses is his/her datebase. This is painstakingly built up over long long periods of time via marketing and networking. To have a good understanding of these high networth individual's requirements is something that takes skills, knowledge, and PR ability.

Thus and therefore, in your consideration on getting a RES license just to market your own properties in short is short-sighted and severely underestimates the value that a GOOD RES brings to the equation.

The balance of your question resolves itself once you have an understanding on the above.

Hence, meeting the right RES would place you well towards making a better decision into the above.

Best Regards,


Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg
Discussions: http://sg-realestate-sg.blogspot.com/ 

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http://www.qbay-residences.org/
http://www.sennette-residences.org/
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Suggested Questions to Ask During An Interview

Dear Gurus, need advise. I joined an agency XXX. My mentor left me to his upline due to his busy business elsewhere. His upline wanted to share my com because he says that it will be unfair for him to teach me foc, not only his leads but also my own leads as well. I managed to close a deal after months of bringing the client ard, this upline only appear during the final stage.Recently, many people leave the agency including the MD.I am left alone again, and i rec a note saying that in future all D and D will be billed S$200 from us automatically. I already have not much income..:( Can i ask is this what the property market is all about? I am thinking of giving up.

Posted by Mr. james Tan jin - Jun 10, 2013 - Viewed 114 times

Answers (11)

Mervin Tang
79d7532041822_1_V60B
Posted Jun 10, 2013
Hi James,

I hear you on your situation. Your story is not unique in the real estate world. Based on statistics, most of your peers would not close their first deal only after 6 months, and, most of your peers would have left the industry after 1 year.

Hence, at this stage a question that you need to answer for yourself in this case would sound something like this,

"Did you know what you were getting yourself into?"

Meaning, did you have a proper conversation on expectations with your mentor? Or was it more about colorful stories that had you join? And this applies to ALL new and potential new associates entering the industry:

"What made you join this Agency/Leader?"

Some useful questions to ask during your interview would sound like the following:

A) Is there a structured training program provided by the Agency?

B) Are there any hidden joining fees pertaining to (A) above?
(This is important as there are agencies that will place you in heavy debt before you make your first $1.)

C) Will my mentor be responsible for the follow-ups after the training? Who will I turn to for help? How often will I be able to call for help?
(Yes, classroom training can only go so far, when you need assistance, there must be a helpline attended by an expert somewhere)

D) Will my mentor be responsible for my career progression and direct mentorship?
(Please ask this as a direct question)

E) Is there a peer support system in place where I can turn to my colleagues for help?

F) What are the commission sharing schemes? Will there be any hidden ones that I need to know about?

G) What kind of team based activities are there?

H) What is your mentor's success rate with Newbies?

I) What is the team culture when it comes to Success and Newbies?

The above are a non-exhaustive question set that if asked directly and replied to honestly, would surely prevent you from landing in the situation as said above.

As for the DnD direct billing of $200, the situation is a simple one, the DnD committee must seriously reflect if they need to make it compulsory for people to attend. Having said that, find yourself a mentor that takes on an exciting challenge to make you $200,000, and in that same breadth tells you that is no challenge, and not to bother him about how to save $200.

Good luck on your next step!

Best Regards,


Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg
Discussions: http://sg-realestate-sg.blogspot.com/

http://www.lafiesta-sengkang.sg/
http://www.qbay-residences.org/
http://www.sennette-residences.org/
http://www.thetembususg.com
http://www.jewelbuangkokcondosg.com

Thursday 6 June 2013

CLMD Training Directive Components: Leadership, and a Culture of Sharing and Teamwork

Training Directive, Broad Summary

As part of our Division’s growth, 4 key aspects have been involved.

1.     Leadership
2.     A Culture of Sharing and Teamwork
3.     Strong Focus on Training
4.     Building the Conglomerate

1.     Leadership

A crucial cornerstone building block in all organisations, Leadership within our Division is about creating certainty in an environment of uncertainty. 

Of which, there are 5 important attributes:

Certainty and Commitment, the leaders within the division are all congruent with a long term vision together to jointly build up the Division for the long haul, and we are committed to build, and create something of our own, there are no shortcuts.

Determination and Drive, to lead, to encourage, to be always pushing the very limits of what is achievable, to believe and inspire what a reasonable person deems impossible and achieve results in the face of adversity.

Innovation and Creativity, to constantly drive evolution within the organisation, to be on the forefront on skills and technology be an innovation leader within the industry with the long term perspective for building both skills and values in our associates.

Harmony, setting aside, resolving differences to always keep the end game in mind.

Responsibility, our associates are sons, daughters, brothers, sisters, fathers, mothers, to which, we are all responsible for.

2.     A Culture of Sharing and Teamwork

All organisations however mechanised and systemized they are, are always driven by flesh and blood.  People count more than anything in the success of any business, and in our Division, we recognise the key factor that having a strong culture is the gel that bonds the organisation together.

Culture is the tone that the organisation leaders set for the Division. 

For an organisation to grow, “Newbies are EVERYONE’s responsibility”

We are building a team based on Sharing, and Teamwork where new associates will be guided and trained but not just their mentors, but also their peers and team mates.

For the team leaders, this allows them to leverage on their own areas of expertise, this saves considerable time in training new associates, and generates a large pool of trained and driven associates for team level activities.

“Every lesson will be given freely if you are willing to learn, the only requirement, is that you pass it on when your turn comes”.

Best Regards,
Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg

Wednesday 5 June 2013

CLMD Training Directive Component - Project Sales

The Focus on Comprehensive and in-Depth training is the hallmark of our Division’s Strength.  As such, the training program becomes the CORNERSTONE and BEDROCK on which we build up New Associates, as well as enhancing the skills sets of Cross-Over Agents.

The Training Program first and foremost seeks to give a new associate an all-round, holistic picture into the world of real estate.  This allows the associate to identify and pursue real estate opportunities that present themselves.  Knowledge here is the key.  Knowledge or the ACCESS to knowledge allows the exploitation of given opportunities and this here is the key driver for the purpose of training.

The Training Program (Classroom)

In CLMD, the broad training structure as defined in 2012 has been broadly classified into 4 domains:

1.      Project Sales
2.      Private Resale/Rentals
3.      HDB Resale/Rentals
4.      Industrial/Commercial

Each of the above domains is headed by a Division Head that has extensive expertise and experience in the respective domains.  This allows for maximum efficiency during training and the sharing of valuable knowledge via direct interaction with them.

The training cycles runs for approximately:

Projects 6-8 Weeks
Resale/Rentals 2-4 Weeks
HDB Resale/Rentals 2-4 Weeks
Commercial/Industrial 4-6 Weeks

In this 13 Week Cycle, New Associates are given a broad based foundation in ALL aspects of Real Estate to allow them to best select the field that best suits their interest, and for subsequent training cycles to further on the depth of their understanding.

The Training Program (Field Work)

Supplementary to the Classroom sessions as above, periodically, New Associates may elect to join the Division Field Teams on Projects, either as mobile Hypers, or as Project Core Teams.
These Division Field Teams comprise of Associates drawn from the same Division, and personally led by Team Managers from the same Division.  This close relation between Team Managers and Associates within the Division makes for direct mentoring and open sharing work relationships to maximise the closing rate for New Associates.

The Mobile Field Division’s focus is in
A)     Direct Mentorship and
B)     Teamwork in the Hyping, Telemarketing and
C)     Showflat Presentation


A.     Project Sales

1.      Pre-Launch Activities
-        Agent Briefing
-        Assembly of Sales Kit Components
-        Comparative Market Analysis
-        Hyping/Prospecting/Marketing Activities

2.      Presentation Techniques
-        Offsite Presentation
-        Showflat Presentation

3.      Cheque Collection / Closing Technique
-        Presenting and securing the EOI
-        Closing Procedure for Preview
-        Closing Procedure for Active Project
-        Negotiation for Project Closing

4.      Managing Buyer Expectations Till S&P Signing
-        Liasing and Securing of Bank Loan
-        Liasing and Setting Lawyer Appointment
-        After Sales Service if Applicable

5.     Building a Life-Long Business with Your Client
-        Subsales
-        TOP Sales
-        Rentals

6.      Managing the Property on Behalf of Your Landlord
-        “Be a one-stop solution for all your landlord’s requirements”
-        General Repairs
-        Cleaning
-        Handover and Takeover of Unit

7.     Investment Approaches to Project Sales
-        Computation of Rental Yield
-        Computation of Capital Appreciation
-        Computation of Return on Investment
-        Selection of Benchmark
-        Analysis of Results
-        Adjustments and Conclusions

8.      Project Selection Strategy, GTA Approach
-        Assessment of Projects for feasibility for Core Team / Hyping
-        Tailoring Marketing Approach to Short/Mid/Long term approach

9.      Advanced Group Leader Training
-        Leadership 101
-        Building and Leading the Team In The Field
-        Planning and Executing Marketing Activities


Best Regards,
Mervin Tang
Group Director
Division Lead Trainer, Project Sales
CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg
Sales Enquiry: mervintang@SGrealestate.sg

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