The Road From Agent to Agency Manager

The Road From Agent to Agency Manager

Having a successful career will offer you a lot of benefits and real profitable opportunities. As we live in a world governed by social status and money, working your way up to the top will definitely improve your quality of life. There are many possible reasons for which an individual would desire success.

Everyone aspires to have purpose or meaning in their career but how do you actually do that? What practical steps can you take today or this month to make sure you’re not just toiling away at your desk but you’re doing something you genuinely care about?

Say you’ve been selling real estate for 20 years, and you’re starting to feel a little burnt out. You don’t want to leave the field entirely, but you need a new challenge, a chance to go further and level up towards a better position, for instance as an agency manager.

Agency managers in this field are the realty industry’s coaches, while individual agents are the players who get the glory of hitting the home runs – selling the overpriced listing, signing the difficult buyer or convincing a family that relocating to the area will be a good move.

Those who make the shift from selling real estate to managing others who sell real estate have a variety of motivations, but they do follow some typical career paths. Most have a great deal of experience as agents.

Michael Jau

To guide marketers through the journey of the road from an agent to an agency manager was Michael Jau, an experienced and successful player in the insurance industry. He started off as an agent and climbed his way towards becoming a unit manager and a successful agency manager thereof.

Despite facing a few bumps along, Michael had the utmost strength and determination to get where he is today.

Starting out as a Hong Leong insurance agent back in 2012, Michael noted the many similarities in the job scope and struggles between an insurance agent and a real estate agent.

He shared that when he first started his journey, there were no digital platforms for sales and marketing, thus all search for prospects were done manually – i.e. through handing out flyers. Though a very conventional method, he determines it as the most effective way to build an instant connection with prospects. This challenging period definitely helps a marketer grow and is the best foundation to prosper in the industry.

Cold Calling

Another tip shared by Michael was cold calling, which is a technique in which a salesperson contacts individuals who have not previously expressed interest in the offered products or services. Cold calling typically refers to solicitation by phone or telemarketing, but can also involve in-person visits, such as with door-to-door salespeople.

Michael hints that the method is one of the most effective approaches to build rapport with anyone and to get prospects to open up to a salesperson.

Successful cold-call salespersons should be persistent and willing to endure repeated rejection. To be successful, they should adequately prepare by researching the demographics of their prospects and the market. Consequently, professions who rely heavily on cold calling typically have a high attrition rate.

Cold calling generates various consumer responses, such as acceptance, call terminations or hang-ups, and even verbal attacks. Marketing analysts estimate the success rate of cold calling is just 2% even for a skilled professional. Based on this estimate, only perhaps 5 out of 250 calls will be successful.

Conversely, a warm call salesperson boasts a more favourable success rate of approximately 30%. Warm calling is the solicitation of a customer who had previously expressed interest in the company or product.

Over the years however, guidelines on cold calling has become more stringent. Michael advised marketers to be especially careful in observing the Personal Data Protection Act (PDPA) 2012 and its rules. Sales reps should pay extra attention to the numbers they cold-call and to the Do Not Call Registry. A wrong call could cost up to three years imprisonment or a fine of up to RM500, 000.

Booths and Exhibitions

Moving on, Michael shared his know-hows of sales during booths and exhibitions. He particularly noted not to filter, not to judge and to interact with as many people as possible.

You spend good money creating an attractive trade show booth and getting your people to the show. Now you need to see a return on your investment by selling your products or services to attendees.

While some people come prepared to buy, others prefer to gather information and consider their options before making a purchase. Implementing a handful of strategies that encourage onsite sales as well as later purchases is key to making your booth pay off.

Encouraging prospects to stop by your booth is the first step in your trade show sales strategy. Create an open booth so people feel comfortable entering rather than standing outside of it.

On door-to-door sales, Michael hinted that the direct selling method can be even more effective than a traditional advertisement, marketing, and sales approach.

What’s old is new again, and now it’s time to recall old-school marketing methods like door-to-door sales. Why? Because when done right, door-to-door marketing is still one of the most efficient ways to increase your customer base, build strong and long-lasting relationships, as well as sell all kinds of products.

Moving on, Michael shared his know-hows of sales during booths and exhibitions. He particularly noted not to filter, not to judge and to interact with as many people as possible.

You spend good money creating an attractive trade show booth and getting your people to the show. Now you need to see a return on your investment by selling your products or services to attendees.

While some people come prepared to buy, others prefer to gather information and consider their options before making a purchase. Implementing a handful of strategies that encourage onsite sales as well as later purchases is key to making your booth pay off.

Encouraging prospects to stop by your booth is the first step in your trade show sales strategy. Create an open booth so people feel comfortable entering rather than standing outside of it.

On door-to-door sales, Michael hinted that the direct selling method can be even more effective than a traditional advertisement, marketing, and sales approach.

What’s old is new again, and now it’s time to recall old-school marketing methods like door-to-door sales. Why? Because when done right, door-to-door marketing is still one of the most efficient ways to increase your customer base, build strong and long-lasting relationships, as well as sell all kinds of products.

Door to Door

Today, the market is oversaturated and even the most promising marketing campaign can get lost in the advertisement noise. Door-to-door sales allows companies to find a place in a crowded market, establishing face-to-face contact with potential prospects that have been unresponsive to other forms of consumer outreach, informing them about the exclusive offers and influencing their decision-making process.

Through this method, sales reps increase the chance to be clearly heard and correctly understood. They can pitch their product directly to a potential customer, and they get valuable feedback in the process.

Neither organizing focus groups, nor hiring survey companies allows you to find out what customers think and feel about your new product, as the door-to-door sales do, simply because your field reps get maximum unfiltered messages from potential customers speaking to them face-to-face.

Leader Time

Despite all these skills that he had managed to pick up during his years as an agent, Michael also shared a part of his life which was not always so smooth. He hit a slump along the way with no sales over the period of four months, hinting that the journey of success is filled with ups and downs.

However, there will always be a silver lining for those who seek the determination to push through. His turning point came during a trip with his girlfriend then (now wife). The eight-day trip enlightened him as he recalled his promise to her and their memories together, his struggles when starting out in the industry and how his wife had encouraged him then. He renewed his mindset to that of when he was a rookie agent, fuelled with the determination to succeed in the industry.

Upon his return back to Malaysia, Michael gave himself a deadline to achieve a certain sales target which he had set. He gave it his all in the few months he had limited to himself, scheduling seven to eight appointments daily with his prospects. During this period, he exceeded his own expectations and secured his spot in the industry.

 He advised agents to not easily give up unless you are very sure you have given your very best in the field. Michael also reminded to appreciate the support you have gotten from your family along the way.

In 2015, Michael ended his journey as an agent when he was promoted to a unit manager and agency manager subsequently.

He shared that throughout the process, the key is to keep learning and constantly improves leadership qualities. One must always be hungry for knowledge and to maintain the determination and mindset of a rookie.

Positioning in leadership is imperative. Michael said that your personal leadership is going to get positioned in others’ minds whether or not you plan for that to happen.

It is important to note those whom will be impacted by your leadership, the type of leader you choose to be, how to impact your target and why your target should follow you.

Think broadly to include those you’ll communicate with directly, those with whom they will communicate and all the influencers along the way. At the same time, dig deep to understand your target’s expectations and hopes. Think about their context, what really matters to them, the occasions on which you can impact them and where you might connect.

Michael stresses the importance of showing appreciation to those who look up to you. He advised to make complimenting someone a habit. Showing a small gesture of appreciation can go a long way when it comes to building a team.

Leading by example is also crucial in good leadership. Leadership is a process in which an individual influences the behaviour and attitudes of other people. Leading by example helps other people see what lies ahead and act swiftly to counter any challenges along the way.

One of the responsibilities of a leader is to inspire other people to do the best that they can do for the benefit of the organization. To achieve this, the leader must show them the way by getting involved in the process – leading by example.

A leader who leads by example positions himself as a credible person who deserves to be respected and trusted by the seniors and juniors. The staffs see the leader as a person who understands their plight, rather than as a person who only gives instructions. They appreciate what the leader does, and works toward helping the leader achieve the organization’s goals.

He also shared the importance of having a blueprint and a goal. If you want to be the best leader you can be, your best bet is to draw up a Leadership Blueprint that makes sense for you, your team, and your situation; and again follow that design carefully.

Just going through the process of putting together your Leadership Blueprint will make you a better leader, because you will have a better understanding of who you are, who you want to be, and how to best support your team.

Effective time management also leads to effective leadership. Time management is invaluable to being a highly effective leader. By taking ownership of your time you can improve the quality and quantity of the work you do, achieve your goals and reduce stress, improve the efficiency of your organisation, and have more time to do what you want to do.

Another good culture to sow in a team as a leader is to stop making excuses. It is a vital behaviour which separates the good from the great. One must strive at all means to achieve something.

Altruism is another good trait to possess as a leader. Altruistic Leadership is defined as the guiding of others with the goal of improving their well-being or emotional state. Leaders must learn to listen to opinions and advice, and learn to give in when necessary.

Finally, Michael said that it is crucial to continue to review with the team. This makes way for constant improvement and helps achieve goals more efficiently.

Conclusively, it is safe to say that there is no short cut to excellence. Everyone is born with enough ability to experience success. Yes, some have more ability and succeed at a much higher level than others but that doesn’t mean you cannot find the level of success you want to reach.

Whatever that destination, your abilities can get you there. The task is to discover and develop your abilities. You must persist until you reach your destination. Nothing comes easy except quitting. Success demands hard work.

Straight Persuasion Method in Sale

Straight Persuasion Method in Sale

Persuasion is one of the most fundamental skills one needs to master throughout their lives in order to achieve success. Many think that is only applicable to sales, but it doesn’t matter what you do, regardless whether it is business or personal life.

Persuading is helping people to overcome the internal obstacles that prevent them from taking action. The art of persuading is to master tonality, rapport and control of the sale. It is a method of communication that aims to influence the attitudes, beliefs, or behaviours of others. In the context of sales, persuasion typically takes place when a sales rep is trying to convince a prospect that their product or service is the best solution for their problem.

Everyone is susceptible to being persuaded; persuasion is a process whose objective is to change a person’s attitude and behaviour towards an idea, event, person or an object. An understanding of various effective persuasion techniques will not only help sales people to make sales and meet their targets but it will also allow them to have an edge over competitors in the market.

Wayne Lim

To break down the art of straight persuasion method sales was Wayne Lim, the top sales person in IQI Eliteone. Wayne was one of the very first members to join IQI in its journey to achieve its mission of mission of bringing change and influence real estate through educating and empowering. Despite only working part time, Wayne left a lasting impression by being one of the most determined employees.

Dubbed as the ‘wolf’ of IQI, Wayne led the pack in internet marketing strategies, introducing Facebook marketing as an alternative instead of the traditional SMS blasting. Wayne’s focus to go the extra mile in his initiative secured the company many deals thereof.

This marked the beginning of his journey in real estate and allowed him to climb his way to the top in sales for few consecutive years, closing almost RM30 million in sales as a milestone in his personal track record – the top in IQI.

Straight Line Persuasion Method

Wayne shared his knowledge on this straight line persuasion method, describing it as a versatile sales method which can be applied to the sales of a RM1 pen to a RM1 million deal.

This method originated from Jordan Belfort’s Straight Line Persuasion System, which can literally be applied to everyday life. Probably most people have seen or at least heard about The Wolf of Wall Street movie with Leonardo DiCaprio, and many of you know that this movie is based on the true story about US brokerage firm Stratton Oakmont and its founder, Jordan Belfort.

As one may know from the movie, Jordan was arrested for the violation of securities laws and spent 2 years in prison. In prison, Jordan wrote a book Wolf of Wall Street which shortly was followed by a movie that became a great success.

Jordan Belfort also became a motivational speaker and sales trainer and what he is teaching is a so-called Straight Line Persuasion System, a system that he was teaching his guys at the brokerage firm and that turned all every one of them into millionaires.

Jordan Belfort admits that the Straight Line Persuasion System is so powerful that it can be easily used to manipulate people and trick them into decisions that are not in their best interest.

“With great power come great responsibility”, and Jordan Belfort urges everyone to use the power of the Straight Line Persuasion System ethically and with high standards.

To begin, Wayne broke down Jordan’s take on supply and demand by creating urgency in a sale. Supply and demand of real estate is most prominent in Kuala Lumpur and Selangor, in Malaysia, due to greater job opportunities, more established multinational companies (MNC) and universities/colleges, as well as better infrastructure.

In the straight line persuasion method, Wayne presented the five steps introduced by Jordan Belfort in his system of persuasion.

Should Not Sell Too Early

Firstly, Wayne clarified that marketers should not sell too early. He believes that people in general do not like to be sold things, but rather enjoy making the purchase itself. A salesperson would most likely focus on telling their customers how good the product is, rather than focusing on attracting the customer’s desire to purchase the product.

To ensure that one does not try to sell too early, marketers should also work to establish a common ground with their clients. Many people buy products from the people they like, therefore a salesperson should establish rapport with potential customers.

FInd Out Your Client Needs

Wayne stressed that it is imperative to find out exactly what the client desires before trying to sell them anything. He often uses the ‘WIIFM’ approach, which is the acronym for “What Is In For Me?”.

WIIFM focuses on what the client can gain from a purchase of a certain product. In real estate, properties can have many selling points, however all these selling points may not be what the client wants or needs. Therefore, it is important to identify and fact find the client’s desires.

Sales reps must establish an instant, massive rapport. People want to deal with people they like and establishing strong rapport is pivotal in this process.

In the formula for establishing rapport, the art of tonality is crucial. While actual words and body language are important, tonality is what seals the deal. Same words said with different tonalities can mean different things and that is the tonality that we feel at the subconscious level. Belfort says that tonality develops rapport at an unconscious level.

By mastering tonality is where the Straight Line Persuasions start hitting its stride. One can learn the main tonal patterns such as scarcity, “reasonable man” tone, absolute certainty, presupposing tone and many others.

It is safe to assume that tonality is one of the most underestimated elements in the skill of persuasion.

Start with a Good Question

Next, marketers must be able to start with a good question. One should establish areas of commonality and if you do not know what you have in common, then you should ask questions about their criteria and be genuinely attentive to the prospective client.

Wayne detailed that the most important objective here is to find out why the client is purchasing the property, be it for investment or own stay. These details will allow sales reps to fully understand the client’s purchasing criteria.

Find the Right Market

Next, under this straight line persuasion technique, a salesperson must find the right target market to sell. Wayne advised that trying to sell something to everyone is highly ineffective and the biggest mistake a marketer could do. There is no one product which can be targeted to everybody; there must always be a specific target market.

Start to Sell

All these previous steps are just a warm up before finishing off by actually starting to sell once you have gathered enough intelligence and know exactly what they want or need.

These are the three tenets of Jordan Belfort’s Straight Line Persuasion; developing rapport, gathering intelligence, and controlling the interaction. Controlling the interaction means that, without breaking rapport or pushing, you gently nudge the prospect back towards the straight line towards the sale. After all, the act of persuading is to empower people.

Based on all the intel you have collected through the previous steps, sales reps can now propose the best property suited to the client. You may go ahead and highlight the major benefits of property to the client.

One should try to show how it is a good idea to buy the property by aligning it’s perks with their personal goals and criteria and showing them how it is beneficial to purchase said property.

CCISC Skillset

Wayne guided through the ‘CCISC’ skillset. Firstly, marketers must have the closing mind set. In order to achieve success, we need to have the right motivation. People like to deal with successful people. If we are trying to persuade someone to deal with us, they need to feel that they are dealing with an expert in their field. You must look good and radiate confidence.

Additionally, enthusiasm is contagious and if we are really excited about something, if every cell of our body believes in what we are doing, the other person will get this feeling too. One must also exude an aura of confidence and be a figure of authority.

Moving on to the second ‘C’, creating relationships. As mentioned previously, building rapport is imperative in the process and one can apply the tips stated in the theory of the persuasion method.

Next is ‘I’, identifying their needs. Also stated in the theory, knowing the client’s purchasing criteria is a dealmaker. If we are selling a product, service or just trying to get someone on our side, we need to qualify them through intelligence gathering.

“Does the prospect really need this particular property? Does the person have money to buy from us?” are questions that marketers need answers to before doing a sale.

And it is important to remember that we should not be using the power of Straight Line Persuasion System to manipulate someone into the purchase of property that he or she does not really need or cannot afford.

In the fourth step, ‘S’ for solution, here is where the real selling begins by offering clients a solution to their wants and needs.

Finally, the ‘C’ for confirming and closing a deal. During the closing process, the three most vital tonalities are certainty, calmness, and reasonableness.

 After all these, if a client reject you, you should not give up and practice the three loop closing technique whereby you attempt to persuade the client thereafter in three separate occasions, each time proposing a better and more suitable deal for them.

Ideally, the Straight Line Persuasion method in sales dips into the self-help literature with mind sets, beliefs, and internal locus of control.

Moving on a straight line is the most efficient way of selling. The slower you go, the more room for mistakes and second thoughts you have. That’s true for most things in life, and certainly is true for sales.

The beauty of the Straight Line Persuasion System is that is actually a methodology, a step by step guide that you can use in any aspect of your life. It is not an abstract collection of techniques but a goal-oriented system that helps you to get from A to B in the shortest distance.



所有的成功人士都会在一件事情上做得很好,那就是销售。销售是一门艺术,也是个很“奇妙”的行业,在这过程中你会遇到各种意想不到和充满着挑战刺激的事情。销售是一份非常锻炼自己和提升能力的工作,需要不断学习和尝试才能在销售行业里达到好成绩。“中国富爸爸”周文强说过,“销售是通向财富最快的道路,前提是有好的销售方法”。所以今天荣幸邀请来自IQI Eliteone的销售精英Edwind Liaw和他的黄金搭档Ryan Ong来到Eliteone Academy分享会为所有房地产销售人员揭晓他们的销售方式和顾客跟他们下单的关键。

Edwind & Ryan

Edwin和Ryan都是毕业于工程师科系,毕业后也开始了他们的朝九晚五的工作,但是后来对于巴生谷不熟悉的他们,下定决心辞职来到这里开启他们的房地产销售旅程。在加入IQI Eliteone后,他们在销售业绩排行榜上一直都是名列前茅,而且他们在最短的时间内创造出属于他们的销售模式从而成为了IQI Eliteone团队里的销售精英。在这次的分享会当中,Edwin和Ryan会向大家分享他们的项目呈现的5个贴士。


Edwin和Ryan分享了他们的项目呈现的第一个贴士就是,问顾客会说“是”的问题。当今市场,竞争异常激烈,要想使自己的产品在竞争中脱颖而出,就必须让自己的产品富有特色。对于销售人员来说,在与顾客沟通的过程中,必须要把自己所销售产品的特色介绍清楚。问顾客一些他们会说“是”的问题可以间接的带入你的主题以外还能让顾客对于这个项目拥有更深路的了解。例如:你是否知道Desa ParkCity? 你有没有去过KLCC ?借用顾客熟悉的地点或周围环境描述你正在推销他的项目。当你对顾客发问前,必须要确保顾客是清楚知道这些地点,要不然也是徒劳无功。














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Snowball effect using property investment

Many are familiar with the ‘snowball momentum’. In theory, it starts as a small snowball, and as you roll it down the snowy field, it increases in both size and speed, creating a ball of snow of massive proportions and rolling at a great speed.

The same can be applied to property investment. The concept of buying, holding, and accumulating the cash flow will be the key to increasing your money in both, size and speed.

When it comes to investing in real estate, many people feel disillusioned. It’s easy to feel like you’ve got to be wealthy, or at least have a mountain of cash just sitting around waiting to be used before you can dive in.

But the truth is you don’t need an endless supply of cash in order to get your start in real estate, and you don’t need to rush out and buy an apartment complex as your first property. In fact, most everyday investors start out smaller and work their way up gradually.

Such is the snowball effect, a concept which can be applied to real estate investing as well. At the beginning, you don’t just rush out and buy 20 properties, or even two –you start with one.  You then gradually build momentum, collecting the revenue from that one, and using it to finance your second purchase, and so on. As your investments take off, you’ll be able to grow your wealth more quickly.

As an added benefit, this approach also allows you to get started on a smaller level –and learn the ropes, getting familiar with the process, before you own more properties, and there’s a lot more at stake.

With this in mind, let’s break this process down a bit more now, and see how you can start out small and build momentum as you go along.


To lay down the foundation and break the code on the snowball effect in property investment, IQI had a session with Dave Chong as the speaker to share his two cents on the topic.

Driven to achieve, Dave is now decorated with achievements as the IQI Group Vice President as well as the founder of IQI Eliteone Group, despite only starting out as only a part time real estate negotiator.

Dave has gone on to establish a successful career for himself over a short span of eight years. In 2014, Dave went on to becoming one of the Top 10 Achievers in IQI and was promoted to team leader and team manager thereof. To date, Dave has closed over RM1 billion in sales for IQI, laminating his outstanding feat.

Buy 1 Free 1 Strategy

On the subject, Dave opened up by reiterating the ‘buy 1 free 1’ strategy which is already well-known by IQI members. It was previously introduced by speaker Adrian Seow in a former session.

The ‘buy 1 free 1’ strategy can also be seen as a ‘snowball effect’ strategy. For instance, property owners are usually faced with a common dilemma when their property value appreciates, which is the decision to either sell or keep the property.


However, a good investor would take this opportunity to double up his wealth. You would buy two properties, one for selling and the other for keeping. The cash that you earn from selling the property would be enough to cover the loan for the second property.

Effectively, if your property value were to appreciate by 100%, you would be technically getting one property for free by clearing up the loan or keeping the cash to offset the loan. This method would be most ideal for investors who have identified profitable projects, and are able to purchase two or three units from there at the same time.

Combine Trading Business and Property Investment

To familiarise with the snowball effect, investors must first understand how to combine trading business and property investment together. He must also understand the basics of trading business, which the act of buying something at a cheap price and selling it at a higher value.

Dave shares some important terms in trading, namely capital, profit margin, credit term and cash flow. 

He explained the crucial understanding of these terms in ensuring a high return of investment (ROI). Imagine if you have a trading business which can generate 10% profit per trade and you can trade up to 5 times in a year. You will be able to get a 61% ROI of a RM500,000 capital and ending the third year of your business trading with RM 2 million. From there, you can take the money to invest in property and then put the property as a collateral to the bank to get a tradeline facility to increase your business working capital, effectively beginning your snowball momentum of generation by leveraging on the extra cashflow from the property itself. 

The key to this strategy in real estate and business investing is to use the cash flow you make from your previous trading to create continuous income. As you accumulate more working capital, the cash flow would constantly keep increasing, making the time to save up for another property shorter and shorter, hence the snowball effect.

Another way you can use the snowball method is to use the cash flow to pay off one property at a time. That way, you pay off your loans pretty quickly. The key is to focus on paying off one property at a time if you already have more than one property.

If you buy properties that are under market value, this technique will work even better. And then, once a loan is completely paid off, you’ll be making more cash flow because you have one less loans to worry about. Once you’ve accumulated multiple properties, combined with cashflow from your business, you’ll be able to pay off one loan a year, then two, and so on. This technique can also help you pay off your loans before the interest rates go up.

Property Capital Appreciation and Rental

On top of the cashflow generated from the business, Dave also touched on the imperative aspect of property capital appreciation and rental. Over the years, both the capital and rental will increase, thus giving more net assets to your company. Eventually, we have the option to keep the property for rental cashflow or sell it to capitalise on the profit.

The bottom line, the snowball method has proven to be the key to success for many

real estate investors. It allows you to obtain more real estate investment properties. Continue to assess your assets and know that the snowball effect will always work for your advantage in real estate investing.

Once you have started to build momentum and have your snowball rolling, it is time to start gaining speed. You’ll know what to look for in a property, what things to avoid, and how to go about managing it for the best returns possible.

In the end, you’ll be able to benefit from both cash flow, as well as asset appreciation on your properties, giving you the best outcome in years to come.


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