Speaker’s profile Johann Paul Gregory, MBA is the Author of Overcome Tough Times Book, Past President of the Malaysian Association of Professional Speakers (MAPS), an International Speaker, Consultant and a Real Estate Partner. Previously, he was the Vice President of ERA Network Malaysia - a company that specialized in providing business solutions to real estate agencies in terms of trainings, educations, awards & recognitions, marketing & branding and also technology tools. He was also the speaker for ERA Network Malaysia's extensive seminars and training programs. Moving on, he was the Senior Vice President of Talent & Business Development of Reapfield Academy. His role was in developing talents within the group through various training and development programs. In addition, he was assisting the various branches within the group to increase their sales volume and number of new recruits. On top of that, he looks into expanding Reapfield branches throughout Malaysia. Moreover, in order to increase the professionalism of the real estate industry, Johann has conducted various CPD session for the public. He has been training many real estate agencies, helping their agencies to grow their workforce through recruitment drive, personal coaching, business consultancy and helping real estate negotiators to increase their sales. Under Life Training, his delighted real estate agencies clients includes GMAC Realtors, Hartamas Real Estate, Carey Properties, Metroworld, Megaharta, Starcity, Huttons One World, Global Link Properties, New Bob Realty, Chester Properties, Oriental Realty, Ed Bid Properties, Prop League, Pen Properties, MNP Auctioneers, The One International Property, Viks Properties, Reapfield Properties, Prestige Properties, Quantum Oasis Properties, EZ Home, Khoo & Associates, Solid Real Estate, Urban Prestige Properties, Esprit, CBD Properties, Sumhouse, IVPS and many more. On top of that, he was training developer’s sales staff to help boost the company’s sales. His clients are Asas Dunia Berhad and OSK Properties Holdings Berhad. He has spoken in various portals events. Namely property expos. In Property Guru and in Iproperty. He was the only speaker to speak for four hours in a row to 250 Real Estate Negotiators non-stop directly during one of Iproperty’s event. In his contribution to the MIEA, he was the only speaker to speak for 3 days directly during the first MASPEX 2013’s event in Penang. He even conducted a whole day session for RENs in one of the program organised by MIEA. On an international arena, he was invited to speak in Indonesia to help real estate agents to improve their sales organised by AREBI. Johann was a writer and contributor to Homefinder’s magazine under the section of living sharing on having a successful career and a professional life.

1. F.A.P. STRATEGIES TO EXCEL IN
YOUR REAL ESTATE BIZ
BY JOHANN PAUL GREGORY

2. THE 1ST P IS…

3. PASSION
Full of energy and dedication
Passion = “Pass It On”

4. EXCERPT FROM THE OVERCOME TOUGH
TIMES BOOK BY JOHANN PAUL GREGORY
1. Passion in Your Work
Question, did you wake up to go to work because of the alarm
clock or did you actually want to wake up and get to work?
Passion my friend is a very important factor. With passion, you
will work with all your heart, body and soul when you have chosen
a career path.
When you have passion in your work, it is like a catalyst that will
inspire you to uncover the most effective, efficient and useful ways
and methods to overcome any problems you’re facing. With
passion you will not give up, it will see you through to your
personal goals.

5. EXCERPT FROM THE OVERCOME TOUGH
TIMES BOOK BY JOHANN PAUL GREGORY
I remember a business owner once told me about my passion while I was prospecting him as a
possible client. He contended that I have the passion to be a trainer because my passion was
significantly and also physically obvious. To have the burning passion he says is an important
trait for anyone to succeed in any profession and I think he is right.
Now that we know passion can propel you forward like a rocket, can you recall ever seeing
someone performing his or her job with passion compared to one without? What are some of
the differences you noticed? Although the list below may not be exhaustive, the differences
you see between a passionate and a passionless person are:
● Enthusiasm
● Positive
● Dynamic
● Vocal
● Hardworking
● Reliable and Gets the Job Done

6. 3 questions to be answered by real estate
negotiators:-
Do I wake up because I want to build my
real estate biz?
Do I look forward to Mondays?
Am I making a living doing what I love to
do?

7. PASSION ABOUT THE REAL
ESTATE INDUSTRY

8. LATE RONNIE FERNANDEZ

9. REAL ESTATE NICHE

10. REAL ESTATE NICHE
By geographical area
By type of property
By type of customers

11. JPG’S PASSION IN THE REAL ESTATE
INDUSTRY FOR THE LAST 9YEARS

18. 'Ucapan terima Kasifi
Kepada Yth. : Mr. Johann Paul Gregory
Atas partisipasinya sebagai Pembicara pada Acara Seminar The Biggest Real Estate
Summit 2014 dengan topik :
* 7 SECRETS OF HIGHLY 5UCCESFUL A6ENT *
Hotel Ciputrc, Dion Bollroom
Jokorto
Panitia The Biggest Real Estate Summit 2014
Asosiasi Real Estate Broker Indonesia (AREBI)
Intiland Tower Annexe Lt. 8
Jl. Jend. Sudirman Kav. 32,lakarta10220
Ph. (62-21) 5706093,Fax. (62-21) 5706093
Email : dpparebi@gmail.com
(Paulus Kusumo)

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22. M[$PEIIMALAYSIAN SECONDARY PROPERTY EXHIBITION
Cerfificote of Appreciotion
presented to
-I"Aon^ P"A &3oty
for his/her contribution os guest speoker of the /
inougurol PENANG-MASPEX 20.l 3 exhibition
Endorsed by
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PENANG
27 - 29 Sept 2013 I Penang Times Square
Siva Shanker
President
Michael Geh
Organising Chairman
Ma n Sponsor
@ru"ybank
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Offlcial Venue
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PENANC
TIMFS SOUARE
.ffi-- Offlclal Newspaper
Wfr
Penan g lnau g u ral Secondary Property Exhibition
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24. Career in Real
Estaten Speaker:
n Johann Paul Gregory(MBA,
RFP)
www.LifeMotivationTraining.com
FB: Life Motivation Training
Life Msc
Life Centre

25. Benefits of using the services of a
Real Estate Negotiator
by Johann Paul Gregory (MBA, RFP)
www.LifeMotivationTraining.com
FB: Life Motivation Training
Life Msc
Life Centre

26. 3 C’S TOYOUR SUCCESS IN
REAL ESTATE
by Johann Paul Gregory (MBA, RFP)
www.LifeMotivationTraining.com
FB: Life Motivation Training
Life Msc
Life Centre

28. SPECIAL FEE*

29. By Johann Paul Gregory
(MBA, RFP)
johannspeaker@gmail.com

30. 30

31. 31

33. Train-The-Trainer (TTT)
by Johann Paul Gregory
Author of Overcome Tough Times Book
President, Malaysian Association of Professional Speakers
(MAPS)
specially for

35. 35

36. 36

37. 37

38. 38

46. prspgrty .,,,,,*."
Date : Sft April ZO1O
MR. JOHAIN PAUL GREGORY
Dear Mr. Johann
RE : LETTER OF,APPRECIATION
Your enthusiasm and your professional knowledge in the Real Estate industry which was shared to
the participants during the Express Sales System Training (ESST) are very much appreciated.
We at Property Hub Sdn Bhd would like to take this opportunity to express our sincerest gratitude
to you for taking time off from your busy schedule.
We wish you Al1 the Best in your future endeavors and we look forward to continue a mutually
beneficial relationship with your goodself.
Thank you.
Yours sincerely
PROPERTY HUB N BHD
CHRISTO LIM HWA SEONG
VICE ENT
Property Hub $dn. Bhd. re+zgos'xi
Block K-5-9 & 10, No.2, Jalan Solaris,
Salaris Mcnt Kiara,5048S Kuala Lurnpur.
i +603-62S3 8S33
f +603€203 8838
p$"sperkYh ss h,fr#$??. $'3?y

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21-23May 2010 (Friday - Sunday)
Time Topic Speaker
11:1Sam - Noon How To Sell To lnvestors MichaelTan
Director of Freemen lnvestors
Noon - 1:00pm Close Sales NOW! Jeevan Sahadevan
Entrepreneur and ACTION Coach
1:00 - 2:00pm Success Stories Juanita Chin & Dr Peter Yee
Property lnvestor & Author
2:00 - 3:00pm Propefty lnspection Tips Sr WL Kang
Founder of Canaan Building lnspection
& Rectification Services
22-23ffiay 2010 (Saturday - Sunday)
3:00 - 4:00pm Secondary Property vs. New Properties
Which is a better investment?
Soma Sundram
Head of Project Marketing Reapfield
Properties
4:00 - 5:00pm lnvestment Opportunities in Nusajaya Patrick Yeoh
5:00 - 6:00pm Why The Location Centre of Gravity for the
Klang Valley Won't move South So Soon
Ho Chin Soon
Founder of Ho Chin Soon Research
6:00 - 7:00pm How to Make Money from Propefi? Dr. Peter Yee
Property lnvestment Author
7:00 - 8:00pm Retire Within The Next 5 years... By Having
RM3million in Good Property Loans
Milan Doshi
Trainer and Author
_l
DON'T MISS! SPECIAL SEMINAR BY ERA MALAYSIA
For iPropefi.com Expo details and events, please visit: htg://www.ipropefi.com/expo or call 03-2297 0810
r.operty.com Network:
Home+omJrk'ii,Prop*rtf-m,...,prWrtf.jmirl,
lur Partners:
$m.oiopr.' ':si'?ft&& hmgprid"
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21 ltay 2010 (Friday)
3:00 - 7:00pm o Mindset & Personal Mastery for Real Estate
Agents
o The Power of Prospecting Methods to lncrease
Your lncome in Real Estate
o 4P's of A Professional Presentation and
Handling A Seller's Objection to Exclusive
Listing
o Building Your Real Estate Team To Success
Using The "EAGLE" system
Johann Paul Gregory
Vice President of ERA Network
7:00 - 9:00pm Networking
trmrv .(om ,or""€i.r *"
€tt$ktr6
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60. 60

61. 61

62. 62

69. Testimonials for this
course & trainer:
Ng Shin Lin, Director:
Fun yet well delivered
Real Estate Consultants S/B

70. Testimonials for this
course & trainer:
Sr. Chan Seng Ching:
Short but comprehensive seminar. Great
speaker Johann Paul Gregory.
CAS Valuers S/B from Melaka

71. Testimonials for this
course & trainer:
Estee Ding, Principal of Reapfield Bukit Jalil Branch:
A powerful and effective seminar to kick
start a real estate business.

74. *€*pa&YY
29th April 2016
To: Mr Johann Paul Gregory
OSK Properties Sdn. Bhd. would like to take this opportunity to thank you for the
training session we had on 23'd March 2016 and 27th April 2016.
Your presentation was uplifting, entertaining and enlightening. You presented in a
manner that was both humorous and entertaining, while still getting your message
across.
We appreciate your dedication and effort in sharing your experience and motivating
our sales team during this tough time.
You are the right speaker for any group who is looking for an amazing and one-of-a-
kind speaker. We look foruvard to more possible working opportunity with you in the
near future.
Thank You.
Yours faithfully,
OSK Properties Sdn Bhd
lr. Paul Tan
Head of Branch

76. 3 CRITERIAS IN HAVING
PASSION
Firstly, love what you do
Do you love serving your client/s?
Do you see there is a future in Real Estate?
Do you see your income increasing?

77. RESEARCH EXERCISE
How to serve your clients better?
What will be the future of real estate?
How can you increase your income in the real estate
business?

78. 3 CRITERIAS IN HAVING
PASSION
Secondly, dedicate many hours in your real
estate biz
What’s the ideal number of hours per day
when you first starting up? After 3 years? More
than 10 years?
What are the activities to be done in real
estate?

79. 3 CRITERIAS IN HAVING
PASSION
Thirdly, what is your purpose?
From prospects to professional fees, what is
your purpose?
What are some contributions that you
would want to do after earning a lot?

80. Quote By Johann Paul Gregory
“Do what you enjoy doing &
love what you love to do”

81. PRODUCTIVITY = PASSION
If real estate is what you really like to do, now let’s
look at the other A

82. A CTIVITY
How many listings (sellers) do you get in a week?
How many viewings do you arrange for buyers to
view properties?
How many prospecting strategies that you use in a
month? (ie. online marketing, property
portals,newspaper ad, phone calls, flyers, face-to-face
etc)

83. EFFECTIVE MARKETING
Who is your target market?
Who do you want to respond to your advertisement
Who are the people who represent the best source
of business?
For whom could our “hot property" be positioned
most effectively?

84. taking pictures of the property

85. taking pictures of the property &
selfie :)

86. TAKING THE PLACE UNDER THE BLAZING SUN

87. Put banner

91. GET EXCLUSIVE LISTING
Inspection of property
Seat down with owner to present the marketing plan
Introduce yourself and your company
Talk about the market value by showing data
Talk about pricing your property competitively

92. GET EXCLUSIVE LISTING
Tell them the difference between exclusive listing
versus open or general listing
Make sure you have more points supporting exclusive
listing than general listing
Handle the objections with care and confidence but
do not compromise (3Cs by Johann Paul Gregory)

93. PUTTING UP BANNER
After getting the exclusive listings, next step is to put
the banner
After 4 hours, received a call
After 1 month, received another call
Viewed on Friday, agreed on Saturday
Following week, signed TA

94. DESIGN, DEVELOP, PRINT, DISTRIBUTE AND POST

103. UPDATING MY CLIENTS

105. NAME
PROJECT
DATE CLIENT
DATE

109. NAME
PROJECT
DATE CLIENT
DATE

110. JUST POSTED ON IPROPERTY
WHATSAPP MY CLIENT

111. CREATING VIDEOS

113. How to increase REN’S
income?
Find more prospects (Sellers & buyers)
Matching (get sellers agreement and view properties)
Handling questions
Close
Service
Professional Fees

114. THE FOCUS STRATEGY

115. Updates on the real estate
sector

120. HTTP://WWW.FOCUS-
ECONOMICS.COM/COUNTRIES/
MALAYSIA
Malaysia Economic Outlook
March 22, 2016
Malaysia, a key petroleum and liquefied gas exporter, has seen uninterrupted export
contractions in USD terms since October 2014, as prices for petroleum products and palm oils
remain stuck at historical lows. Despite this, Malaysia is not likely in danger of losing its current
account surplus as the country’s export sector continues to be buoyed by electrical and
manufacturing products bound for the U.S. and China. Furthermore, despite political instability
and uncertainty surrounding the replacement of Central Bank Governor Zeti Akhtar Aziz at the
end of April, Malaysia’s economy is well diversified and looks to be able to hold up during the
current period of heightened financial volatility.
Malaysia Economic Growth
As China faces an uncertain 2016, so too will its major trading partners.This includes Malaysia, whose
government will be hoping that China refrains from devaluing its currency again and avoids any financial
market hiccups that have already had a destabilizing effect on the region so far this year.
FocusEconomics panelists expect GDP to expand 4.4% in 2016, which is
down 0.1 percentage points from last month’s forecast. For 2017, the
panel sees GDP growing 4.6%.

121. Malaysia GDP Chart
Note: Year-on-year changes of GDP in %.
Source: Department of Statistics Malaysia (DSM) and FocusEconomics Consensus Forecast.

122. Malaysia Inflation Chart
Note: Annual and monthly variation of consumer price index in %.
Source: Department of Statistics Malaysia (DSM).

123. HTTPS://WWW.MIER.ORG.MY/
PRESENTATIONS/

124. HTTPS://WWW.MIER.ORG.MY/
CSI/
CONFIDENCE HITS A NEW LOW
• CSI dips to a record-low of 63.8
• Present finances worsen
• Jobs and incomes to deteriorate further
• Growing fears of higher prices
• Consumers to watch their spending

125. 2015
362,105 transactions

126. 2015
RM149.9 billion

127. Residential (65.2%)
235,967 transactions
RM73.47 billion

128. F OCUS
How to maintain focus?
Apply this:- Ask for referrals from your client/s

129. ONE EFFECTIVE WAY TO KEEP IN
TOUCH WITH PROFITABLE CLIENTS
1.T.P. (Touch Points) by Johann Paul Gregory
>12 x strategies
> come out for your clients
ie. Birthday month, Kid’s birthday, School holiday,
Festival, special events or celebrations in Malaysia,
Real estate updates or reports, statutory updates
related to property and many more

130. F.A.P.
P - ___________ = ____________
Productivity = Passion
3 ways to ignite your passion
1. Love what you do
2. Dedicate many hours
3. Find out your purpose

131. F.A.P.
A -
Activity
L istings
V iewings
P rospecting

132. F.A.P.
F ________
Focus
Ask for…
Referrals
How?
T.P. by JPG to stay in touch with your clients

133. IN CONCLUSION AND A
BEGINNING FORYOU…
F -
A -
P -

134. F.A.P. STRATEGIES TO EXCEL IN
YOUR REAL ESTATE BIZ
BY JOHANN PAUL GREGORY