Real Estate is a huge industry to be in. Moreover, it is a profession by law which has an Act to govern the practitioners. Nevertheless, one can go so far if you are doing the real estate sales personally instead of building a team. But what about building your own team within Esprit? How to do it? Why must you recruit? Is it worthwhile to build a team? These are some concerns that are very valid in this real estate industry. Hence, in this leadership training, you will be able to demonstrate the three leadership qualities, understand the five reasons to build a team, apply the seven recruitment tips and leverage on the ten advantages of teamwork. Learning objectives:- 3 Key Leadership qualities (the leadership qualities that one needs to have in order to succeed in this era of real estate disruption) 5 Reasons to build a team (why two is better than one and how it can take you to the next level of competitiveness in the blue ocean) 7 Recruitment tips (how to embrace the synergy of 4 generations working together) 10 Advantages of teamwork (business is like a sports team where individual skills is crucial but learning to work as a team will help you win championship)

3. Idea generating activities, group
discussion and presentation, learning from
successful people through videos,
understanding big data, role-plays, actual
strategies and execution plan
A lot of freebies…

4. SLIDESHARE (TYPE: JOHANN PAUL
GREGORY FOR YOUR FREE MORE THAN 35
PRESENTATION NOTES)
SUBSCRIBE FOR FREE AT YOUTUBE
CHANNEL (TYPE: AUTHOR JOHANN PAUL
GREGORY - MORE THAN 700 VIDEOS)
WWW.OVERCOMETOUGHTIMES.COM (TO BUY
THE BOOK)

5. 1. 3 Key Leadership qualities (the
leadership qualities that one needs to
have in order to succeed in this era of
real estate disruption)

6. 2. 5 Reasons to build a team (why two is
better than one and how it can take you
to the next level of competitiveness in the
blue ocean)

7. 3. 7 Recruitment tips (how to embrace
the synergy of 4 generations working
together)

8. 4. 10 Advantages of teamwork (business
is like a sports team where individual
skills is crucial but learning to work as a
team will help you win championship)

9. 1. 3 Key Leadership qualities (the
leadership qualities that one needs to
have in order to succeed in this era of
real estate discruption)

11. 1. Inspires and
motivates
others
Through your:-
a) words (both writing
and verbal)
b) actions

12. Public
speaking skills
Crucial in building a
team

13. Free gifts!
Who wants?
Audio cds by professional
speakers…

14. • K.E.E.P. Tips by JPG
• Knowledgeable
• Experience
• Enthusiasm
• Practice
Public Speaking Skills
In this first series, you need to to have an effective public speaking skill. Public speaking is a special skill that
many working people or even business people look forward to improve one way or another. Though many
may dread it, but let me share with you the tips to embrace it with ease and to excel in it.
There are basically four vital tips for you to consider. I have came out with K.E.E.P. tips:-
1) Knowledgeable
2) Experience
3) Enthusiasm
4) Practice
The first tip is you need to be knowledgeable in the topic that you will be speaking on. Knowledge will boost
your confidence when you are speaking in front of a group. The more knowledgeable you are, the more
confident you will be when you deliver your subject matter. Knowledge can come from your own academic
background. On top of that, you may want to do a research on your chosen topic on all various aspect. Then,
you will need to put it into a context that it is easy for your audience to understand what you are going to
share. On a separate context, if you are giving a speech, you will need to prepare your speech in advance.
For example, if I am addressing a formal event, I will prepare the speech accordingly so that I have the
confidence when I faced the audience. A well prepared speech is a half-way battle won. You will be better in
connecting with your audience then.
The second tip for you to embrace public speaking is your own personal experience. This is a very powerful
and in-depth aspect of moving towards to have an effective public speaking skill for yourself. Speaking from
your experience, it is an important tool that you need to use. People want to listen to your experience and
learn from it. Therefore, you should share from your experience when you are speaking publicly.
Nevertheless, you need to see what is required of you to share for that particular session or event. Just a
word of caution, since speaking from your own experience, you may take longer time instead of the
stipulated time frame given. Do respect the organiser’s time. On top of that, you may be too draggy until to
the extent of loosing your audience’s attention. Therefore, share your experience with care and concern of
the time given.
The third tip which will either make or break your speech or your speaking engagement. Nothing ever beats
enthusiasm. I like the saying from Ralph Waldo Emerson:- “Nothing great was ever achieved without
enthusiasm”. You cannot fake enthusiasm but you can increase your enthusiasm by being excited to share
your ideas, experience or knowledge to the audience that you will be speaking too. People can feel you
through your tone of voice, body language and even your facial expression. Therefore, be enthusiastic when
you are on stage. Your audience will love it when you are enthusiastic in what you are about to share with
them.
The fourth tip is the most important ingredient in developing your public speaking skills, which is practice.
Practice does not make perfect. Practice makes it permanent. I have spoken in public for thousands of hours
to reach the stage where I am today though I am still learning each day. Nevertheless, it is also a gift from
God which I need to acknowledge before all of you. This is because I was a very shy person initially but then
I have being transformed to speak enthusiastically in front of an audience. Thank God for this gift. I am
energised each time I speak in public. Therefore, my friends, use your knowledge, experience and your own
enthusiasm to embark on having an effective public speaking skills. And in order to do it best, you need to
practice. Yes, you need the practice, I repeat. All professionals requires thousand of hours of practice.
Likewise, in public speaking, you have to embrace this as part of your growth in public speaking if you want
to do well in this area.
I closed with wishing you all the success in your public speaking and hope that these four tips will be able to
give you a head start. If you need any guidance, do drop me a line. In the next issue, I will be sharing on how
to have a great working habit skill which is crucial for you to excel in your career and business. Till then, all
the best!
About the Author
Johann Paul Gregory is passionate about training individuals to succeed in the field they are born to thrive in. His prolific
impartation packed with action and personal touch is profound in his era. To date, he has trained thousands across classrooms,
auditoriums, seminars, conferences and summits. He can be reached at johann@lifeedu.com.my and +6012-423 2285.

16. 8 Skills:-
1.Know Thy Audience
2.Preparing a speech (Intro, Main points and conclusion)
3.Effective Presentation skills (7Ps by JPG)
4.Be yourself
5.Using visual aids effectively
6.Using your voice powerfully
7.Body language with proper gestures
8.How to speak in front of a video camera? (no one is looking)

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

22. W I T H M I E A E X - P R E S I D E N T

36. In order to lead others,
you must have…

37. Leaders must have
“Clarity”

38. Know where you are
heading to and why you are
doing what you are doing

39. Take Risk
When failed,
take
responsibility
When succeed,
thank those who
have helped you
and be grateful

41. Resolving conflicts
amicably

42. Be objective
and not personal
(Jadilah objektif
dan bukan peribadi)

43. Praise first before giving a
constructive feedback
(Puji dahulu sebelum memberikan
maklum balas yang membina)

44. *Recommendation

48. Sales Guru - Grant Cardone

49. Discuss in
a group the
3 or more
learning
points from
the video

50. What’s the volume of
business that your team
desires?
Create a vision and direction

51. 2. Displays
high integrity
and honesty

56. 3. Solve
problems and
analyse issue/s
If involves
people, listen to
both parties first
before making a
conclusion

57. Responsibilities of a team
leader
•1. Assign clear tasks to each member
•2. Regularly review and monitor progress of work
•3. Ensure that the team meets deadlines
•4. Discuss and agree on the timetable for major activities with the team
•5. Motivate team members
•6. Resolve conflicts
•7. Give guidance when needed
•8.Helps members to overcome barriers
•9.Regularly assess team performance using a checklist

58. 1. 3 Key Leadership qualities (the
leadership qualities that one needs to
have in order to succeed in this era of
real estate discruption)

59. 1. Inspires and
motivates
others
Through your:-
a) words (both writing
and verbal)
b) actions

60. 2. Displays
high integrity
and honesty

61. 3. Solve
problems and
analyse issue/s
If involves
people, listen to
both parties first
before making a
conclusion

62. 2. 5 Reasons to build a team (why two is
better than one and how it can take you
to the next level of competitiveness in the
blue ocean)

63. 1. Fierce competition

64. 2. Risky if you are jumping alone without
tools or support

65. 3. Are you saving lives?
President Harry Truman awards Cpl. Desmond Doss the Medal of Honor. Photo courtesy of the Desmond Doss Council

66. How can real estate save
lives? (Video)

67. 4. The Power Social Media

68. https://www.slideshare.net/
wearesocial/digital-in-2018-in-
southeast-asia-part-2-
southeast-86866464

69. With social media
becoming frenzy, you need
to create your own profile…

71. 5. Mission towards 1,000 agents
1,000 1,000

76. 25th March 2020
(Weds)
10am to 12noon
Theme:- “Closing Deals Successfully / Self-Development, the Key to Closing More Real
Estate Deals”
Jpg’s talk - “The Sniper approach in closing deal with only one viewing”
Aldrin’s talk - “Myths and Facts of Project Marketing”

77. 3 KEY questions in identifying your
team members by JPG
1. What are the
qualities that you
are looking for?
2. How can you
identify your team
members?
3. How can you
attract them to
join you?

78. You need new “blood”
• Use the Y.E.S. approach by Johann Paul Gregory
• Young & energetic people
• Experienced but still hungry
• Successful in other industry but
looking for a change

79. 2. 5 Reasons to build a team (why two is
better than one and how it can take you
to the next level of competitiveness in the
blue ocean)

80. 1. Fierce competition

81. 2. Risky if you are jumping alone without
tools or support

82. 3. Are you saving lives?
President Harry Truman awards Cpl. Desmond Doss the Medal of Honor. Photo courtesy of the Desmond Doss Council

83. 4. The Power Social Media

84. 5. Mission towards 1,000 agents
1,000 1,000

85. 3. 7 Recruitment tips (how to embrace
the synergy of 4 generations working
together)

86. 1. Be
transparent

87. 2. Be fast

88. 3. Quality comes
from quantity

89. Do both:
1-1
1-100

90. Sertai kami sebagai
Perunding Hartanah Berdaftar
Peluang untuk nikmati:-
Pendapatan tanpa had
Waktu kerja yang fleksibel
Peluang peningkatan kerjaya
Latihan intensif dan bimbingan
Tarikh:- 29/2/2020 (Sabtu)
Masa:- 10 pagi - 12 tengahari
Tempat:- No. C-135 Tingkat 1 Lorong 10 Taman Sejati Indah
08000 Sungai Petani

97. 4.
Use the M.A.D.
Formula (Meals,
Drinks, Activities)

98. Team-building
activities to
retain your
team’s morale
https://
www.workamajig.com/blog/
team-building-activities
35 Team Building Activities
Your Team Will Actually
Love

99. Top retaining strategies by
Author Johann Paul Gregory
1. Creating activities to generate leads for your people to
close more deals
2. Creating various activities that cultivate bonding and
fun
3. Organising recognition events to honour those
achievers
4. Traveling incentives to overseas
5. On-going trainings
6. Developing them into leaders in your office
7. Co-own the branch through share options
8. Rewards and recognition for their loyalty

100. 5. Leverage on
Esprit’s
platform

101. What Esprit is doing to help
you recruit?
• Recruiter’s training
• Recruitment kit
• 12 EDM to be provided
• Winning multiple awards to help you leverage
• Offering “real money” for you
• Recruitment event support by providing speakers, bearing cost and
etc
• Recruitment speakers provided for branches *

103. In this training, you will learn:-
1. Why you need to recruit? (Speaker: JPG)
2. How to recruit effectively? (Speaker: JPG)
3. How to use the most powerful “3-7 Scheme” (Speaker: AT)
4. How to use Esprit’s platform to increase your income
(Speaker: AT)
After this training, you will be able to accelerate your income!

104. Career path for you:-
Branch Operator
Head of Project
Division Leader
Recruiter
Real Estate Negotiator

105. We Grow by Growing You
The Spirit of Enthusiasm of a Lively Mind

106. Winner of Best Practice Award by The Star
Winner of Specialised Project by MIEA

107. We Grow by Growing You

108. 2000-
2012
Established Partnership
Pioneers of Project
Marketing
2013
Rebranding and
Restructuring
to Sdn Bhd
10-20 Agents 35 Agents
2015
65 Agents
Implementation
Of Proptech
2017
Restructuring
3-7 Comm
Scheme
85 Agents
Est Klang Office
2018-
2019
Structured
Training + Coaching
Est Mont Kiara Office
Est Denai Alam Office
Est Kedah Office
213 Agents
2020 and
Beyond
Implementation
Of new proptechs
Est 4 new offices
Towards 1000
agents
A journey of 20 years and for many years to come….

109. Esprit Estate Agent Sdn Bhd
8 Reasons to Choose

110. To Grow by Growing You through…
We Believe and We Strive
1) Continuous Trainings
2) Continuous Coaching
3) Creating Business Opportunities
4) Adapting to Market Changes
5) Creating Professionalism through Actions
Our Mission is ….
To become the Agency with the largest pool of Agents that has a
high level of professionalism and compliance that brings in a high
result for themselves
Our Goal is….
To have profitable Esprit offices in all states in Malaysia by 2022

111. Transparency
AccountabilityProfessionalism
Integrity Compliance
5 Pillars of Esprit

112. Adaptability in Business is Critical
Multi Listings System
Digitalised Forms
Virtual Online Submission
Online Claims
CRM System
Perfomance Reporting

113. Continuous Education

114. Business Opportunities
…and many more

115. Downline Share 3% - 3% - 3% of your downline net comm for project
Recruitment Share
Difference in your Personal Comm (PC) and downline Personal Comm.
Multiplying Effect Earn while you relax - we take care of the rest for you - training, coaching,
motivational, personal problems, down to singing lullaby to your downlines
Franchisee Power of Brand - efficiencies - economy of scale - bigger platforms
Discover your potential income
Between 5% to 20% of your downline’s net commission
Personal Comm - Sell! Sell! Sell!
Income stops when you stop
Innovative Incentive Structure

116. 116
You Recruit - WeTrain, Manage and Accelerate Growth
Orientation
Administrative
Training and
Coaching
Manage and
Accelerate Growth
You are not alone…..

117. Spirit of Esprit

118. Let’s Take Off Together!

119. Esprit’s Awards Categories

120. Esprit’s education

121. Sharing by
Zaha
FB Marketing Training
March/April 2020

122. Sharing by Fransies
7 Factors in selling projects successfully Training
April/May 2020

123. Sharing by our
Founder:
Aldrin Tan

125. Sharing by our
HOP: Koon

126. Sharing by our
BO: Chandran

127. How to build your team?
Designing your team

128. 6. Which DISC personality are
you going to recruit?

129. 7. Sell them
the future of
this career

131. 3. 7 Recruitment tips (how to embrace
the synergy of 4 generations working
together)
Completed

132. 1. Be
transparent

133. 2. Be fast

134. 3. Quality comes
from quantity

135. 4.
Use the M.A.D.
Formula (Meals,
Drinks, Activities)

136. 5. Leverage on
Esprit’s
platform

137. 6. Which DISC personality are
you going to recruit?

138. 7. Sell them
the future of
this career

139. 4. 10 Advantages of teamwork (business
is like a sports team where individual
skills is crucial but learning to work as a
team will help you win championship)

141. True Story - Teamwork
video

142. 1. Sharing of ideas
(innovation & creativity)
More ideas from various agents

143. 2. Sharing of workload

144. 3. Requires an “Edge”
in the real estate business

145. 4. You do what you do best!
The rest you delegate…

146. 5. Motivation during team celebration

147. 6. Learning from each other

148. 7. “You win championships not just
matches”

149. 8. Better & Faster Result

150. 9. The power in numbers

151. 10. Impression counts!