Senior RENs in Malaysia still does prospecting though more than 5 years in the industry 10%-20% of their time are spent on prospecting new clients (Sellers & Buyers) 80%-90% of their time are from referrals

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Contact: 012 - 423 2285
Email: johannspeaker@gmail.com
johann@lifeedu.com.my
FB: Johann Paul Gregory /
Life Motivation Training
www.overcometoughtimes.com
www.lifeedu.com.my
by Johann Paul Gregory
Author of Overcome Tough Times Book
International Speaker
Founder @ Life Training Consultancy
President, Malaysian Association of Professional
Speakers (MAPS)
Power of
Prospecting skills

2. Latest news from The Malaysian reserve
(Monday, October 10, 2016)
! Balancing spending, achieving 3% deficit
target in Budget 2017
! Govt may raise spending if oil prices can
remain at this level (US$50) next year, says
analyst
! Sunway University Business School Professor
of Economics Dr Yeah Kim Leng said the
upcoming Budget 2017 should focus on
sustaining private investments, which would
boost consumer spending next year.
2

3. Latest news from The Malaysian reserve
(Monday, October 10, 2016)
! BNM’s international reserves stand at RM405b as at
Sept 30
! Cautious business optimism in Malaysia in last quarter
of 2016
! YoY business sentiments have improved, says D&B
Malaysia’s (Dun & Bradstreet (M) Sdn Bhd) quarterly
BOI (Business Optimism Index)
! Maintained 2016’s real growth forecast of 4.2% for
Malaysia in light of the global economic weakness
3

4. Latest news from The Malaysian reserve
(Monday, October 10, 2016)
! World Bank: Malaysia must hasten transition into high-income
economy
! The World Bank recommends cautious macroeconomic
management to reduce vulnerabilities while pursuing policies
to sustain inclusive growth over medium term
! 4.2% GDP growth in 2016 as compared to 5% last year due to
weak global demands for oil and manufactured goods
! …Despite the favourable prospects, the region’s growth is
subject to significant risks. A sharp global financial tightening,
a further slowdown in world growth or a faster than anticipated
slowdown in China would test East Asia’s resilience.
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5. Power of prospecting skills
!How to increase your listings?
!Get the right priced property as
your potential prospects
!Right priced – market rate

6. 4 Learning principles:-
1. Introduction on
prospecting
6

7. 4 Learning principles:-
2. Sources of
prospecting
7

8. 4 Learning principles:-
3. “NS PDS” - Prospecting
strategies by Johann
Paul Gregory
8

9. 4 Learning principles:-
4. SB (Seller & Buyer) –
123 classification by
Johann Paul Gregory
9

10. 4 Learning principles:-
1. Introduction on
prospecting
10

11. Prospecting - Introduction
! Senior RENs in Malaysia still does
prospecting though more than 5 years in
the industry
! 10%-20% of their time are spent on
prospecting new clients (Sellers & Buyers)
! 80%-90% of their time are from referrals

12. Prospecting - Introduction
! Junior RENs in Malaysia does prospecting
all the time who are less than 2 years in
the industry
! 70% of their time are spent on prospecting
new clients (Sellers & Buyers)
! 30% of their time are from referrals

13. Prospecting - Introduction
! It is the same when salespeople do not do
prospecting and their business will start to
fall bit by bit and eventually out of
business.

14. 4 Learning principles:-
2. Sources of
prospecting
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15. ! There are many sources of prospecting.
Some are as follows and the list may not
be an exhaustive coverage:-

16. Sources of prospecting
1. Friends
2. Relatives
3. NGO’s
4. Societies
5. Church or religious group
6. Clubs (sports or business)

17. Sources of prospecting
7. People that you deal with them / purchase
/ use their products or services before (ie.
Barber, petrol pump station, fitness
studios etc)
8. Networking events
9. Birthday parties
10. Weddings
11. Funerals
12. Government event

18. Sources of prospecting
13. Expo
14. Conference or convention or seminars
15. Training
16. Outing
17. Gathering
18. Etc

19. List down the names and contact numbers of your potential
prospects
Names Contact Numbers Position
1.
2.
3.
4.
5.
6.
7.
8.

20. 4 Learning principles:-
3. “NS PDS” - Prospecting
strategies by Johann
Paul Gregory
20

21. “NS PDS” - Prospecting
strategies by Johann Paul
1. Name card
2. Sending letters & brochures (email)
3. Phone call
4. Dresscode
5. Social media

22. Name card strategy

23. Name card strategy
! One strategy is to distribute 7 name cards
a day. Meaning meeting at least 7 people
a day. Expose yourself to more people
who needs your services. When we are
new, the market needs to know us that we
are in the business.

24. First impression
! How long to make it a lasting impression?
! Your outlook
! Your spoken words
! Your body language
! Your handshake

25. Sending letters & brochures
strategy

26. Sample letter to your potential
client
Dear Mr/Mrs Owner,
Your “partner” in helping you to sell or rent out your
property
Properties are usually the most important asset
that a person can have.
These are the 3 most frequently asked
questions:-

27. Sample letter to your potential
client
1. How do I have a peace of mind for the
overall selling process?
2. How do I know that my property is priced
competitively among others?
3. How many potential and shortlisted
buyers to view my property?
Hence, allow me to offer my services to
you.

28. Sample letter to your potential
client
I will be calling you in 3 days time to
meet up for further discussion. It will
take 15 to 25 minutes of our time.
No obligation though.
Yours truly,
Johann Paul Gregory
012-423 2285

29. Phone calls strategy

30. Introduce yourself through
phone call
1. Introduce what you do
2. Ask questions
3. Ask for permission to meet up
4. Follow a script
- You may use your own script
- Or edit according to different situation

31. Introduce yourself through
phone call
Good morning/afternoon/evening Sir/Madam.
My name is _____________ calling from
___________.
Is it a convenient time to talk for a moment? I
would like to meet up with you for about 15 to 25
minutes to explain how I work in helping my clients
to sell or to rent out their properties at the highest
possible price with the fastest duration possible.
Would you be interested? Will afternoon or evening
be better for you? So is 6.30pm or 7.30pm be more
convenient for you?

32. Dresscode strategy

33. Show time
MEN
1. Long sleeve
2. Cufflinks
3. Tie
4. Slacks
5. Black shoes (polish?)
WOMEN
1. Corporate
2. Baju kebaya
3. Baju kurung
4. Blouse
5. Pants or skirts

34. Smile

35. Smile

36. Social media strategy

37. Social media strategy
! Next, to use social media to cover some
exposure for your business in terms of
prospecting. It is vital at this stage
because more people are using the
internet today as compared to 10 years
ago. A higher speed at a reasonable rates
are available now.

38.
Wide prospects list = consistent business
! It is tough to conduct a consistent
business when we do not have a sufficient
pool of prospects to do business with.
Hence, continue to prospect for new
clients are crucial for new and existing
salespeople.

39. ! Create video and upload on YouTube
! Properties that you have access to
! If possible inside the properties (show
living room, balcony, the rooms,
bathrooms etc)
! Write down the description
! Can upload

40. “NS PDS” - Prospecting
strategies by Johann Paul
Gregory
1. Name card
2. Sending letters & brochures
3. Phone call
4. Dresscode
5. Social media

41. 4 Learning principles:-
4. SB (Seller & Buyer) –
123 classification by
Johann Paul Gregory
41

42. Prioritize your seller & buyer
! Just like our daily tasks, we prioritize
the tasks according to the importance
and urgency
! In the real estate business, it is the
same
! Prioritize your seller & buyer
accordingly

43. SB (Seller & Buyer) – 123
classification by Johann Paul
SB1 – Super hot, need to meet and
conduct viewing asap
SB2 – To meet up after SB1’s duties has
been done
SB3 – To do when there is next available
slot for meeting up

44. 4 Learning principles:-
1. Introduction on
prospecting
44

45. 4 Learning principles:-
2. Sources of
prospecting
45

46. 4 Learning principles:-
3. “NS PDS” - Prospecting
strategies by Johann
Paul Gregory
46

47. 4 Learning principles:-
4. SB (Seller & Buyer) –
123 classification by
Johann Paul Gregory
47

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Contact: 012 - 423 2285
Email: johannspeaker@gmail.com
johann@lifeedu.com.my
FB: Johann Paul Gregory /
Life Motivation Training
www.overcometoughtimes.com
www.lifeedu.com.my
by Johann Paul Gregory
Author of Overcome Tough Times Book
International Speaker
Founder @ Life Training Consultancy
President, Malaysian Association of Professional
Speakers (MAPS)
Power of
Prospecting skills