This document summarizes a real estate training by Johann Paul Gregory on prospecting and sealing deals. The training teaches agents to use relationship, connection, and online strategies (R.C.O.) for prospecting. It also provides tips for defining deals, sealing deals through written agreements, and handling sellers and buyers effectively using a C.P.R. approach. The training is available for free on Johann's YouTube channel which has over 700 real estate videos and training modules that agents can follow and view.

1. PROSPECTING AND SEAL THE
DEAL TRAINING
BY AUTHOR & REAL ESTATE SPEAKER JOHANN PAUL GREGORY MBA
Youtube Channel: Johann Paul Gregory (over 700 videos)

15. MANY REAL ESTATE AGENTS THROUGHOUT
MALAYSIA HAVE BENEFITTED FROM THE
TRAINING BY THE AUTHOR
THE QUESTION IS WHETHER WILL YOU
APPLY OR NOT?

17. JPG’s trainings are not theories
BUT REAL SKILLS
that you need to apply it in your real estate business

18. Attended all Johann Paul
Gregory’s trainings
Applied what JPG’s training
Personal coaching realignment
Problem-solving provided during
personal coaching
Constant motivation

19. TESTIMONIAL

21. 3 deals - Rm1,841,507 gross value
of the proper;es sold

29. Harynah Samat (Reapfield Seri Kembangan)
“Johann’s training is inspirational, turning negative mindset to positive one.
It’s about believing in yourself and take action to make things happened. I
strongly recommend his training for those involved in Real Estate business.”
Jasmin Bong (Reapfield Puchong)
“Find it a very informative fun filled training. Johann makes training very easy
to understand for a lot of different level of experience. I would definitely come
back for his training.”
CK Mak (Reapfield Seri Kembangan)
“This training really open my mind and feel very positive moving forward.”
Sanny Lau (Reapfield Subang Jaya)
“I always know that I will be able to learn something useful when I come to Mr.
Johann’s training. This time no exception.”

30. Steven Chin (Reapfield Damansara Perdana)
“A very informative and useful training for new rookie like me. Strongly
recommend for all new REN.”
Vijayakumar (Reapfield Subang Jaya)
“Very energetic and relevant.”
Boon Kai Yin (Reapfield Subang Jaya)
“Interesting and benefit to me.”
Joanne Choo (Reapfield Subang Jaya)
“Thank you for taking the time to help us see the potential and the
opportunities in one line and may God blessing be with us as we plough on.
Thanking my mentor with his encouragement.”

31. Jean Cheng (Reapfield Subang Jaya)
“Lively and fun and yet dynamic.”
Sivanandhini (Reapfield Klang)
“Johann Paul Gregory is a superb
trainer.”
Kashfi (Reapfield Kuala Lumpur)
“A very motivating talk.”

32. Hi Johann,
On behalf of PropertyGuru Malaysia, we’d like to express our gratitude for your contribution as a
speaker at our GuruTalk yesterday.
We received good feedbacks from the attendees, they love the interactive sessions, sharing of
experiences and find it enlightening & eye-opening!
Please find photos attached for your viewing pleasure.
We truly appreciate the time you took out of your busy schedule to join us this round. Too bad I did
not manage to catch you for lunch.
Your feedbacks & suggestions are also valuable to us, feel free to drop us your comments anytime.
Do keep in touch.
Have an enjoyable weekend and holiday!
#TGIF !
Kind Regards,
Jeannie Lim
Marketing Executive

37. PROSPECTING

38. PROSPECTING
USE “R.C.O.”
CONCEPTS
BY JOHANN PAUL
GREGORY

39. SEAL THE DEAL
IN REAL ESTATE

40. PROSPECTING

41. PROSPECTING
USE “R.C.O.”
CONCEPTS
BY JOHANN PAUL
GREGORY

42. 1. IT’S ABOUT RELATIONSHIP
(BOTH ONLINE AND OFFLINE)

43. Online Real Estate

48. 2. IT’S ABOUT
CONNECTION

49. YOUR DRESS CODE SPEAKS ABOUT YOUR PROFESSIONALISM

50. 50

51. 51

52. 52

53. 53

54. 54

55. 55

56. 56

57. 57

58. 58

59. 3. IT’S ON
“ONLINE” NOW!

60. Complimentary vs rivalry
Just like Humans vs machines
Online portals eating into our pie (for both primary and secondary market)

61. POSTING OF PROPERTY SALES TOO OFTEN UNTIL IT IS A SCAM

64. GUARANTEED WAYS TO CLOSE DEALS BY JOHANN PAUL GREGORY
1.CREATE CONTENT
2.CREATE REAL ESTATE UPDATES
3.GIVE TIPS ON PROPERTY INVESTMENT
4.SHARE NEW TRENDS
5.BE A PERSON TO GO TO FOR ADVICE

66. WHY YOUTUBE?
▸ YouTube is the second most popular search engine
▸ Number 1 is the owner of YouTube which is Google
▸ Over 6 billion hours of video are watched monthly
▸ 100 hours of video are uploaded to YouTube every minute
▸ YouTube is the ideal website for increasing your online visibility,
making connections and expanding your social presence

67. SEAL THE DEAL
IN REAL ESTATE

68. Key application:-
1.DEFINE A DEAL
2.HOW TO SEAL THE DEAL?

69. Define a deal

70. What is a Deal?
• Refers to something in exchange with the money
paid for
• In real estate, it is the property “rights” when a
deal goes through
• For real estate agent, it is collecting professional
fees after delivering the service

71. How to seal the deal?
Ask Johann segment under YouTube Channel

72. Everything must be in
Writing

73. What to put in writing?
1. Authorisation / Appointment letter (Exclusive / General)
2. Agreement to Purchase / to Rent
3. Viewing form to be signed

74. Handling Sellers effectively
Use the C.P.R. approach
by Johann Paul Gregory
1.Co-operation required
2.Price determination
3.Rapport building

75. 1. Creating the “urgency” environment
2. Proposed properties based on their
requirements
3. Relate the “key points” in owning the
property being proposed
Handling Buyers effectively
Use the C.P.R. approach
by Johann Paul Gregory

76. 22 January 2020:
Bank Negara cuts OPR
rate to 2.75%
Lower cost of borrowing is good for borrowers and investors

77. Tenant wants
the best place
at the cheapest
rent rates
Pic on the right:-
Viewing for Taiwanese
family wanting to rent at
Mont Kiara

78. One viewing, close deal!

79. One viewing, close deal!

80. One
viewing,
close deal!

81. PROSPECTING

82. PROSPECTING
USE “R.C.O.”
CONCEPTS
BY JOHANN PAUL
GREGORY

83. SEAL THE DEAL
IN REAL ESTATE

84. 1) Go to
2) Search Johann Paul Gregory
3) Click Follow (32 training modules for
FREE)
1) Go to
2) Subscribe to Johann Paul
Gregory’s channel
3) View any of the 700 real estate
videos for FREE

85. PROSPECTING AND SEAL THE
DEAL TRAINING
BY AUTHOR & REAL ESTATE SPEAKER JOHANN PAUL GREGORY MBA
Youtube Channel: Johann Paul Gregory (over 700 videos)