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Whatsapp Follow Up的秘诀

Summer Koh

Summer Koh 拥有3年的房地产经验,还记得Summer刚加入IQI Eliteone团队的第一年只用了6个月时间就成交了高达1千300万的销售额,而且在半年里赚取高达RM400k+的收入!在这6个月里,Summer也获得了团队给予的Home Bonus,Car Subsidy,Rolex与等等的奖励。

Summer Koh凭借WhatsApp blasting来follow up顾客并且成交了高达上百个单位房地产,她也相当愿意和大家分享自己的实践经验。每个人follow up顾客的方式都不一样,与众不同的她做到在一个小时内收到高达90多位顾客的回复!然而这是有多年经验的销售员也未必能做得到,以下我们就来看看她的秘诀吧!

由于每一位客户都不一样,所以我们先了解顾客喜欢什么,需要什么或比较注重些什么等的细节来区分才能针对不同的顾客给予不同的建议,然后要经常思考自己到底如何才能帮助顾客。当然,服务态度能让顾客感到亲切感从而提升顾客和自己交谈的想法。然而最好的方式就是把顾客当作是自己的朋友。很多销售人员常犯的错误就是和客户交谈的氛围过于严肃导致他们感到压力,所以适当地嘘寒问暖反而能让客户增加好感,例如在疫情期间提醒顾客注意防疫,健康和安全。

广告图 & 文案

而在发给顾客的广告图的方面需要一些技巧,由于大部分的发展商不允许销售人员把net price写在广告图上,所以Summer都会在以防万一的情况下在价钱后面加上“monthly installment”(月供)这个字眼。以图片作为宣传的方式最容易吸引顾客的注意, Summer则经常在图中编辑加入具有优势的细节。怎么才能让客户被动式地向她咨询详情?大家可以试试在图内或是文案强调”Reply Yes for Info”。如果顾客回复则代表他们有兴趣想了解更多,而在通过跟他们有更深入的交谈之后,更容易为他们找到最合适的房子并且向你购买。

那么写文案(copywriting)也是有自己的学问,相信很多人一开始都没办法写出适合自己的文案,所以可以选择多参考别人的文案并从中找出自己写文案的方式。当然,其中有必须添加的几项重点。那就是好看的图片,地点,urgency也就是时间紧迫性,斜跟粗字体或是emoji,跟一些主要的卖点例如设施和价格。她分享的技巧就是不能完全把资料写出来,因为与顾客的互动才是至关重要的关键。如果把详细的资料都写出来,顾客将不会有任何欲望想找销售人员咨询任何资料,这就会减少了客户和她交谈的机会。

 实际上大部分的人都很懒惰去阅读复杂的文案,所以Summer喜欢以简单化的风格去吸引自己的顾客。除此之外,也可以在一个文案内介绍几个不同的项目,让顾客同时可以针对几个房子做出比较。

Whatsapp Blasting

需注意事项

尽管大多数的销售员都喜欢电话营销(telemarketing)的方式与顾客联系,而她却有自己独特的见解,仅靠WhatsApp blasting和客户沟通的方式成交了很多笔买卖。但是使用WhatsApp blasting需要先准备一个工作使用的手机号码,也不能在同一个时间内blasting太多。因为她曾经因为没有经验而在同时间内blast了3000多个顾客而导致账号瞬间被冻结。所以以此看来学会分配好时间并设限一个小时内只可以blast给50-100个人是很重要的!

其实Summer认为时间不是一个需要特别注意的问题,因为她习惯晚上甚至有时候是凌晨follow up顾客。其实时间问题都是因人而异,有些客户在晚上和凌晨比较空闲所以方便回复信息。很幸运地,Summer的顾客群大部分和她一样喜欢熬夜,所以成交的结果大多数都在晚上和凌晨完成的。当然,有些客户则习惯早睡早起,她也表示自己曾经试过在早上6点就发给顾客。

尽管大多数的销售员都喜欢电话营销(telemarketing)的方式与顾客联系,而她却有自己独特的见解,仅靠WhatsApp blasting和客户沟通的方式成交了很多笔买卖。但是使用WhatsApp blasting需要先准备一个工作使用的手机号码,也不能在同一个时间内blasting太多。因为她曾经因为没有经验而在同时间内blast了3000多个顾客而导致账号瞬间被冻结。所以以此看来学会分配好时间并设限一个小时内只可以blast给50-100个人是很重要的!

其实Summer认为时间不是一个需要特别注意的问题,因为她习惯晚上甚至有时候是凌晨follow up顾客。其实时间问题都是因人而异,有些客户在晚上和凌晨比较空闲所以方便回复信息。很幸运地,Summer的顾客群大部分和她一样喜欢熬夜,所以成交的结果大多数都在晚上和凌晨完成的。当然,有些客户则习惯早睡早起,她也表示自己曾经试过在早上6点就发给顾客。

福利

看完Summer分享的秘诀和心得,相信大部分的人都看到了whatsapp blasting的力量。大部分的房地产经纪都偏向于传统方式,电话营销(telemarketing),但是Summer 把whatsapp blasting成为了属于自己在职场上的武器,并且利用这个武器成功成交了超过千万的销售额。所以在此IQI Eliteone创办人Dave Chong,也为大家开发了免费的Whatsapp Blasting软件让大家可以在销售的路上走得更轻松。

注册获取免费

WhatsApp Blasting System

识破绩效的真相

识破绩效的真相

ANTONY LEE

Antony分享了自己的经验,他说绩效是有效地去完成一件事情,并且得到成绩和结果的。绩效的关键在于本身的行为, 如果不行动将没有那个结果。它其实无关于业绩, 成绩甚至是你的目标。相反的,其实也不需要太过于执着成绩/业绩,因为过于专注结果往往会让你疏远或是忽略了身边跟你分享结果的人,而那些人大多数都是已经找到对自己合适以及正确的方向或者的方法的人。

废病

绩效最大的敌人“废病” ,废,蠢,笨,懒,这四个关键字是绩效的最大敌人。废就是一个人其实什么都会但他就是不做,蠢是可以把大部分的事都做错,笨则是什么都不会或什么都不太明白,还有懒就是做任何事都会拖延或者把自己的工作推给别人的人。Antony强调面对客户的拒绝,市场和经济情况,趋势问题和竞争对手都不是问题,但是患上”废病”则是最严重的问题。

那么到底是什么让一个人患上”废病”呢? 那便是因为那个人没有了所谓的推动力。销售最不能缺乏的就是推动力,推动力越大的人的承受能力越高,做事情的效率也会比较好。如果个人或是团队发作”废病”的话将会面对很可怕的结果和影响。

他解释说一个得了”废病”末期的人遇上推动力强的团队, 他自己会慢慢离开,因为他习惯性选择逃避,甚至会怀疑自己是否适合这个行业。正所谓近朱者赤近墨者黑,同类的人一起办事会比较有默契。那么为什么有些人明明很努力也很坚持,但是却没有得到收获?Antony则表示其实追求自己的目标一定会有结果,但是如果没有结果的话一定是追错目标了。

成功的公式

那么接下来可以看看他分享的这个公式,曾经有人和他说过目标,成绩,收入和生产是相同的,但其实它们完全不同。以吃来做例子来说的话呢,目标是今天选择吃什么,成绩代表的是点什么来吃,收入是吸收或消化了什么,生产则是你一天到底吃了多少餐。那么这里再示范多一个例子, 以生产的例子来说,一天本来是吃三餐的,但是你选择只吃一餐而已,为什么呢?也许是你吃太多了,达到四个人的分量,但是你却一个人吃完了。

他也提及过大部分的人过于专注成绩和收入,但其实这两个是追不了的,目标也不需要追,那么关键究竟是什么呢?关键就是生产,因为它等同于规划你一天需要完成的事情,其余的其实都是进行你规划的事情的过程和步骤而已。如果目标和生产力都没有做好的话,已经不需要追求成绩和收入,因为等同白费心机和心血了。就像追女生那样,需要先提升自己本身的能力才能够有足够的信心和把握追到这个女孩子。他的经验告诉他提升生产力也可以提高自己的能力,所谓熟能生巧,多做自然就能做得越来越好并面对更多的挑战。就像是IQI Eliteone创办人,Dave也分享自己的经验表示如果只在乎结果,不享受学习的实践的过程的话,并不会真正达到自己想要的。而Dave一开始也不会想要6点起床跑步,一开始真的觉得非常难,但是坚持下来之后自然而然就会去做这件事,而且还会开始享受那个过程。所以只有亲自执行的时候,才会发现自己其实一直在进步,才能看见最后会有怎么样的结果。

那么接下来可以看看他分享的这个公式,曾经有人和他说过目标,成绩,收入和生产是相同的,但其实它们完全不同。以吃来做例子来说的话呢,目标是今天选择吃什么,成绩代表的是点什么来吃,收入是吸收或消化了什么,生产则是你一天到底吃了多少餐。那么这里再示范多一个例子, 以生产的例子来说,一天本来是吃三餐的,但是你选择只吃一餐而已,为什么呢?也许是你吃太多了,达到四个人的分量,但是你却一个人吃完了。

他也提及过大部分的人过于专注成绩和收入,但其实这两个是追不了的,目标也不需要追,那么关键究竟是什么呢?关键就是生产,因为它等同于规划你一天需要完成的事情,其余的其实都是进行你规划的事情的过程和步骤而已。如果目标和生产力都没有做好的话,已经不需要追求成绩和收入,因为等同白费心机和心血了。就像追女生那样,需要先提升自己本身的能力才能够有足够的信心和把握追到这个女孩子。他的经验告诉他提升生产力也可以提高自己的能力,所谓熟能生巧,多做自然就能做得越来越好并面对更多的挑战。就像是IQI Eliteone创办人,Dave也分享自己的经验表示如果只在乎结果,不享受学习的实践的过程的话,并不会真正达到自己想要的。而Dave一开始也不会想要6点起床跑步,一开始真的觉得非常难,但是坚持下来之后自然而然就会去做这件事,而且还会开始享受那个过程。所以只有亲自执行的时候,才会发现自己其实一直在进步,才能看见最后会有怎么样的结果。

四字真言

最后Antony说了最重要的四个字,就是 定,追,拿,得。定目标,追生产,拿成绩,得收入。决定好自己的目标之后不要心急更换,坚持下去,如果结果不理想,便是生产力不足够,在这种时候最需要的就是先调整生产力,之后再检查成绩,如果还是达不到预期的成绩也不要着急,再调一调生产任务,直到寻找到适合自己的一些方法。Antony表示任务也会随时增加, 所以把需要完成的事当作是任务并逐一完成它就好了。成功的道路并不拥挤,因为坚持的人不多,要想成功必须找到适合自己的方法,并且付出比别人更多的心思和汗水。只要你肯付出,你也将会成为一下个成功的企业家,加油!

Moving Towards Semi Automation in Sales and Marketing Management

Moving Towards Semi Automation in Sales and Marketing Management

Closing a single deal often involves several contacts with a high-quality prospect. Even after the sale, your team is likely committing hours to managing relationships, answering questions, fulfilling orders and providing other support services via phone calls, emails, meetings, social media and other channels.

It adds up. Multiply that by the number of customers you have — and aim to have as you grow and expand your business — and digital sales and customer relationship management become real time-killing challenges. Either your team forgoes other duties, or you fall behind, unable to deliver the level of service and personalization you had aimed for.

The solution is simple, automation of sales and marketing management. Quoting Forbes, “Marketing and sales automation gives companies the opportunity to attract, acquire, and retain customers while satisfying their current needs for personalization, care and tailored services.”

Marketing technology is moving at a rapid pace that is enabling businesses to reach more potential customers and better engage existing ones. So, if you are still stuck with excel sheets and manual outreach processes, it’s time to re-examine how you can bring in the much required marketing efficiency to your business.

Sales automation may just be the answer to all your selling woes. Have you ever lost a deal because you forgot to follow up? Went back and forth with a prospect figuring out a good time to meet? Or even wasted half an hour digging through your files to find the specific deck you needed?

Dave Chong

If you can relate to any — or all — of the above, you need automation. This guide will walk you through moving towards semi automation in sales and marketing management, and to explain this brief, IQI had a session with Dave Chong as the speaker to share his two cents on the topic.

Decorated with achievements as the IQI Group Vice President as well as the founder of IQI Eliteone Group, Dave Chong started out as only a part time real estate negotiator.

Dave then went on to establishing it as a successful career for himself over a short span of eight years. In his first five weeks of joining IQI, he managed to seal five deals, with a commission of over RM50,000.

However, he was dejected when he faced cancellations at the end of the month. Despite being down in the slumps, Dave picked himself back up and convinced himself that this was only a slight setback in his journey.

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 is outstanding feat.

Semi Automations System

Dave shares that in this era of digitalisation, many are moving forward with the aid of technology and marketers can do so as well. He hinted that many agents have also gone on to close deals via Zoom sessions, which furthers laments this point.

The sales process, or the sales funnel, involves tracking customer relationships from beginning (prospective customers) to end (customers). The various steps can be time-consuming and involve a lot of data input and analysis.

Dave explains that the conventional method is no longer the most efficient. Sales reps would have to filter manually if their clients are qualified. However, thanks to modern technology tools like Chat Mamba or even Facebook, many parts of this process can be automated, thus saving you valuable time and resources.

Facebook documents and details all of the customers’ information which allows sales reps to identify the criteria, needs, wants and qualification of the clients. This represents semi automation of sales and marketing and it proves to be a more sustainable method.

Dave touched on how to improve each step in the system of closing a deal, which comprises of leads, appointment, presentation, closing, follow up and referrals. This system is due for automation and Dave has hinted that IQI Eliteone is working on building and refining this system for its marketers.

Describing the sales funnel, Dave broke it down to awareness, interest, decision and action. This funnel perfects the most imperative part of a sales process, which is the lead.  

Previously, sales reps would have to manually download their leads and transfer it into an Excel Spreadsheet or Google Sheets. From there, it had slowly evolved into using third party software such as Zapier, which is a semi automation that simplifies a lot of time-consuming tasks.

Zapier may ease downloading and transferring leads, but it is still not as efficient once it has been transferred into Google Sheets, creating many folders which then makes it a hassle for users to sort out.

To solve this, Dave has spent his time during the Movement Control Order (MCO), to create a system which eases this particular hassle. The system is now available for the use of all IQI members.

The system created by Dave automates the whole process of sorting your Google Sheets once the file has been downloaded through Zapier. He shared that through the system, users can view their own leads, add remarks and set reminders to follow up with the leads.  

This particular digital sales automation involves streamlining manual, time-consuming tasks so that the organization’s talented salespeople can spend less time on admin and more time doing what they do best: selling. Automated tasks can include all the administrative and data entry tasks that reps, leaders and managers do daily, weekly and monthly.

The semi automation holds the potential to reduce the cost of sales by freeing up time spent on administration and reporting and to unlock additional revenue by automating outreach to customers in the sales funnel. But many decision makers are not aware—or have not taken advantage—of the value that sales automation can create across a growing range of use cases.

To benefit from the emerging opportunity, sales organizations must adjust their ways of working as well as their technology platforms to ensure that sales reps and automation solutions work hand in hand. Early adopters of sales automation consistently report increases in customer-facing time, higher customer satisfaction, efficiency improvements of 10 to 15 per cent, and sales uplift potential of up to 10 per cent.

Marketing and sales go hand in hand, so it’s no surprise that marketing will play a part in your digital sales automation strategy.

Marketing outreach is an integral component of building long-term relationships with your prospects and clients — but it can take time. By streamlining and automating your marketing, your team can spend more time refining and optimizing messaging to boost ROI and conversion rate.

Automated digital marketing campaigns can be delivered via email, social media and other avenues. Dave has also shared that this was particularly proven through the Eliteone landing page and email blasting method. Here, marketers can filter out qualified clients and saves them the time of calling all the clients who have filled out the form. Email blasting and perks of the landing page has proven it produced results.

Another successfully proven platform is through Telegram channels. With over thousands of members, marketers can easily reach out to customer via this platform and clients can reach out to reps thereof, automatically filtering those who are interested.

Moving forward, it is also crucial that marketers create automated video presentations, i.e a video presentation of a showroom walkthrough. This interactive method, in the time of a pandemic, allows for a more comprehensive experience for customers. These virtual showrooms also allow reps to filter their leads easily.

Benefits of Automation System

Dave shared that with these methods, the team has gone on to achieve incredible feats over the past six months by closing over RM650 million sales in total and some even converting more than RM10 million.

There should be no excuse for sales teams to be reluctant to introduce new systems and unfamiliar technologies. Expectations are changing fast. Consumers demand a level of personalization above and beyond anything that came before. Whether you are running a small- to medium-sized business or enterprise-level organization, there’s just no way a team can keep up using manual systems.

Automation doesn’t necessarily have to be an advanced AI capable of solving complex riddles, predicting and magically running your show. Nor does it mean that you should be able to automate the complete chain of activities in a process. Using marketing technology to reduce manual effort and intervention itself can save a ton of time and improve conversions.

Even smaller hits with partial process automations can bring in significant wins. What’s most important is structured thinking about marketing processes to identify areas of opportunities and implementing automated systems to run the show for you.

With sales and marketing automation on your side, you can accomplish more on a mediocre day than you used to on your best days. Implement these tools, and let the results speak for themselves.

Automation is the key to delivering superior customer experience. So, if you want to future-proof your business, it’s time to embrace automation technology.

The Fast Lane to Wealth through Cash Cow and Investments

The world of investments can be tricky to understand, as confusing jargon is often thrown around by financial advisors, investment companies and stockbrokers. One of these terms is ‘cash cow’, which is considered one of the smartest investments that a company or individual can make, due to the potential for continued, reliable returns without much risk or continued investments. But how do you know which investments fall into cash cow territory? And where exactly does the strange name come from?

A cash cow is a reference to a business, product, or asset that, once acquired and paid off, will produce consistent cash flows over its lifespan. It is the name for a relatively low-maintenance investment that provides continued returns without the need for much additional capital or even attention.

They are usually companies or businesses in a mature, slow-growth industry, often with a large market share, and require little investment beyond the initial costs. Those who invest in cash cows will enjoy healthy, long-term profits without really needing to do anything for them.

The cash cow is a metaphor for a dairy cow that produces milk over the course of its life and requires little to no maintenance. The phrase is applied to a business that is also similarly low-maintenance. Modern-day cash cows require little investment capital and perennially provide positive cash flows, which can be allocated to other divisions within a corporation. They are low risk, high reward investments.

An example would be the iPhone, which is Apple’s (AAPL) cash cow. Its return on assets is far greater than its market growth rate; as a result, Apple can invest the excess cash generated by the iPhone into other projects or products.

To explain how this brief of cash cows and investments can bring a marketer towards the fast lane of wealth, IQI Eliteone had a session, with Dave Chong as the speaker, to break down on his tips and know-hows on the subject.

DAVE CHONG

Decorated with achievements as the IQI Group Vice President as well as the founder of IQI Eliteone Group, Dave Chong shared his two-cents on how one can get on the fast track of wealth through cash cows and investments.

Starting out as a part time real estate negotiator, Dave went on to establishing it as a successful career for himself over a short span of eight years. In his first five weeks of joining IQI, he managed to seal five deals, with a commission of over RM50,000.

However, he was dejected when he faced cancellations at the end of the month. Despite being down in the slumps, Dave picked himself back up and convinced himself that this was only a slight setback in his journey.

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’s Team has closed over RM1 billion in sales for IQI, laminating is outstanding feat.

Different Paths to Wealth

As a former businessman, Dave shared on how marketers can duplicate his journey of garnering wealth not only by doing sales but also through investments.

Dave explored the different paths to wealth and cleared up the misconceptions of the conventional method of gaining wealth. The different paths to wealth, in Dave’s take, are 

 

Broken down to three parts, namely the side lane, the slow lane, and the fast lane. As the name implies, the fast lane is the way to go.Dave leverages on cash cows and investment vehicles in his fast lane method. As previously defined, cash cow are money generating activities that do not have an upper limit.

In a conventional job, there is always a limit to how much you earn through your salaries and bonuses. However, as a property agent, your income through sales is limitless. The more sales closed, the more income generated. Thus, commissions are a cash cow for marketers.

Once you have earned the money, where you place the money thereof is imperative. Your decision could make or break your fast lane to millions. Dave stresses that if you were to deposit your money into a current account, it will eventually evaporate.

Your spending habits will be harder to control when you are secure with money in the bank, and one day you may just wake up to a dry account due to feeling too comfortable with the money you have.

Thus, it is crucial for one to identify relevant investment vehicles, which comprise of properties, shares, businesses and cryptocurrencies.

Dave explained the compounding effect of your assets, which is the income produced once you place your money into a certain investment vehicle, be it capital appreciation, rental or an interest.

He broke down the percentage of return for each investment whereby you can only receive a 3% return in fixed deposits, 6% – 10% for real estate, 15% for shares, and 20% in businesses.

However, Dave reiterated that it would be wise not to keep all your eggs in one basket and the best option would be knowing where and how much to invest so that your money will be dispersed as there will always be risks in each investment vehicle.

Dave further explained the passive income you can get with the initial money you have earned. He broke down calculations on how over the span of 10 years, one can achieve a RM12,000 income per month using passive income formula. He metaphors on how one must first build their golden goose which will eventually lay golden eggs for them continuously.

Property

Dissecting the fundamentals of property investment, Dave shared that properties are the best way to hedge against inflation as property prices grows faster than inflation rates, making assets in property grow steadier than your value in money.

The inflation hedging capability of real estate stems from the positive relationship between GDP growth and the demand for real estate. As economies expand, the demand for

real estate drives rents higher. This, in turn, translates into higher capital values. Therefore, real estate tends to maintain the buying power of capital by passing some of the inflationary pressure on to tenants and by incorporating some of the inflationary pressure in the form of capital appreciation.

Second is the ability to leverage, as property is the only asset where banks are allowing a 35 year tenure loan. Leverage is the use of various financial instruments or borrowed capital (e.g., debt) to increase an investment’s potential return. A 20% down payment on a mortgage, for example, gets you 100% of the house you want to buy—that’s leverage. Because real estate is a tangible asset and one that can serve as collateral, financing is readily available.

Leveraging on that to make profits through passive income is the key, which brings us to the third fundamental of property investment, rentable properties. Real estate investors make money through rental income, any profits generated by property-dependent business activity, and appreciation. Real estate values tend to increase over time, and with a good investment, you can turn a profit when it’s time to sell. Rents also tend to rise over time, which can lead to higher cash flow.

The final foundation of property investment would be the stability and wealth preservation. There will be minimal risks of losing this investment as compared to other investment vehicles.

As you pay down a property mortgage, you build equity—an asset that’s part of your net worth. And as you build equity, you have the leverage to buy more properties and increase cash flow and wealth even more.

The benefits of investing in real estate are numerous. With well-chosen assets, investors can enjoy predictable cash flow, excellent returns, tax advantages, and diversification—and it’s possible to leverage real estate to build wealth.

Share

oving on to another investment vehicle, shares, which Dave describes as slice of a company. Buying a share would in short mean you own a piece of the company. The two concepts to note for this particular investment is company valuation and company earning.

The market cap is the company valuation while profits are the company earning. Dave also shared the P/E Ratio which is the share price (company valuation) divided by the earnings per share (company earnings).

oving on to another investment vehicle, shares, which Dave describes as slice of a company. Buying a share would in short mean you own a piece of the company. The two concepts to note for this particular investment is company valuation and company earning.

The market cap is the company valuation while profits are the company earning. Dave also shared the P/E Ratio which is the share price (company valuation) divided by the earnings per share (company earnings).

When looking up a company on the internet, you may see all these terms as well as the price-to-earnings ratio (P/E ratio) which signifies the importance of leveraging.

P/E ratio is the ratio for valuing a company that measures its current share price relative to its per-share earnings (EPS). The price-to-earnings ratio is also sometimes known as the price multiple or the earnings multiple.

P/E ratios are used by investors and analysts to determine the relative value of a company’s shares in an apples-to-apples comparison. It can also be used to compare a company against its own historical record or to compare aggregate markets against one another or over time.

P/E may be estimated on a trailing (backward-looking) or forward (projected) basis. To determine the P/E value, one simply must divide the current stock price by the earnings per share (EPS).

Dave explained that this is how public companies work. There must be a willing buyer and a willing seller to make up a market which determines the valuation of a public listed company. This is the power of leveraging for both buyer and sellers.

As such, to invest in shares, one must look at the long term potential. Breezing through graphs, Dave studied the rise and falls of various companies and how the long term investments in companies such as Facebook, Google and Apple has panned out.

Dave hints that shares can contribute to 10% to 15% investment return per annum and is a solid vehicle to multiply your money, depending on your knowledge of investment. Dave sticks to his philosophy of long term investments, the wait may be only slightly longer but the profits reaped are sweet.

Cryptocurrency

Lastly, Dave touched on cryptocurrency as the final investment vehicle. A cryptocurrency is a digital or virtual currency that is secured by cryptography, which makes it nearly impossible to counterfeit or double-spend.

Many cryptocurrencies are decentralized networks based on blockchain technology—a distributed ledger enforced by a disparate network of computers. A defining feature of cryptocurrencies is that they are generally not issued by any central authority, rendering them theoretically immune to government interference or manipulation.

The first blockchain-based cryptocurrency was Bitcoin, which still remains the most popular and most valuable. Today, there are thousands of alternate cryptocurrencies with various functions and specifications. Some of these are clones or forks of Bitcoin, while others are new currencies that were built from scratch.

Bitcoin was launched in 2009 by an individual or group known by the pseudonym “Satoshi Nakamoto”. As of March 2021, there were over 18.6 million bitcoins in circulation with a total market cap of around $927 billion.

Some of the competing cryptocurrencies spawned by Bitcoin’s success, known as “altcoins”, include Litecoin, Dogecoin, and Binance Coins, as well as Ethereum, Cardano, and EOS. Today, the aggregate value of all the cryptocurrencies in existence is around $1.5 trillion—Bitcoin currently represents more than 60% of the total value.

Cryptocurrencies hold the promise of making it easier to transfer funds directly between two parties, without the need for a trusted third party like a bank or credit card company. These transfers are instead secured by the use of public keys and private keys and different forms of incentive systems, like Proof of Work or Proof of Stake.

In modern cryptocurrency systems, a user’s “wallet,” or account address, has a public key, while the private key is known only to the owner and is used to sign transactions. Fund transfers are completed with minimal processing fees, allowing users to avoid the steep fees charged by banks and financial institutions for wire transfers.

Cryptocurrencies allow for secure payments online which are denominated in terms of virtual “tokens,” which are represented by ledger entries internal to the system. Investors can make money with cryptocurrency by mining Bitcoin, or simply selling their Bitcoin at a profit.

Cryptocurrencies such as Bitcoin are digital currencies not backed by real assets or tangible securities. They are traded between consenting parties with no broker and tracked on digital ledgers.

There is no physical bitcoin, only balances kept on a public ledger that everyone has transparent access to. All bitcoin transactions are verified by a massive amount of computing power. Bitcoin is not issued or backed by any banks or governments, nor is an individual bitcoin valuable as a commodity. Despite it not being legal tender in most parts of the world, bitcoin is very popular and has triggered the launch of hundreds of other cryptocurrencies, collectively referred to as altcoins. Bitcoin is commonly abbreviated as “BTC”.

Bitcoin mining is the process by which bitcoin is released into circulation. Generally, mining requires solving computationally difficult puzzles to discover a new block, which is added to the blockchain.

Bitcoin mining adds and verifies transaction records across the network. Miners are rewarded with some bitcoin; the reward is halved every 210,000 blocks. The block reward was 50 new bitcoins in 2009. On May 11th, 2020, the third halving occurred, bringing the reward for each block discovery down to 6.25 bitcoins.

Many bitcoin supporters believe that digital currency is the future. Many individuals who endorse bitcoin believe it facilitates a much faster, low-fee payment system for transactions across the globe.

Although it is not backed by any government or central bank, bitcoin can be exchanged for traditional currencies; in fact, its exchange rate against the dollar attracts potential investors and traders interested in currency plays.

 Indeed, one of the primary reasons for the growth of digital currencies like bitcoin is that they can act as an alternative to national fiat money and traditional commodities like gold.

Like any other asset, the principle of buying low and selling high applies to bitcoin. The most popular way of amassing the currency is through buying on a bitcoin exchange, but there are many other ways to earn and own bitcoin.

Dave stresses that even though you can make money, it would still be a gamble. He advises to invest in cryptocurrency when you have spare money to be kept there over the course of a few years (in a short period) for it to multiply.

He strongly advises against going all in into cryptocurrency because the risk of its valuation dropping for a few years at a time may be high. As such, Daves reiterates that when it comes to cryptocurrency, one should only invest the money they can afford to lose.

To wrap up, one should invest enough to keep your cash flow division functioning smoothly, and make decisions about how to spend the added income based on your overall priorities and goals.

Dave concluded that one should build their own system of generating wealth first for more efficient and lucrative decisions on investing your money.

The role that your cash cow plays in your overall business strategy will depend on your priorities. If you want to make as much money as possible, direct your resources and your energy toward maximizing its sales, using other products and services primarily to support it and flesh out your line. If you are interested in making the world a better place, use your cash cow as a way to earn enough income to do the work you love.

如何通过zoom让客户爱上你的项目

如何通过zoom让客户爱上你的项目

疫情一直加重,确诊人数也一直在提升,政府也决定了全马进入全面封锁状态FMCO,无法带顾客到示范屋的房地产经纪们,难道就只能坐以待毙吗?就只能等到FMCO结束?与其在那边等待,不如找个出路吧!相信大部分的生意都转化为线上模式了,就连房地产经纪们也开始使用zoom带顾客们看房子了,但是你们真的掌握到利用zoom来成交顾客的精髓了吗?我相信绝大部分的房地产经纪们都还没开始使用zoom,所以这篇文章绝对让你们清楚知道,IQI Eliteone的销售高手,Andrew Yeo是如何通过Zoom在FMCO期间成交顾客并且达到惊人的业绩。

ANDREW YEO

Andrew毕业于房地产营建管理,毕业后也到了新加坡展开他的旅程,但是多年后Andrew决定放弃高薪工作,回马创业。Andrew刚开始在IQI Eliteone的创业旅程并不顺利,加入了IQI Eliteone后的第二个月就遇到了MCO 1.0。由于Andrew在前公司都是专注于在roadshow上寻找顾客,所以当时的他在面临MCO的情况下只能改变自己以往的做法让自己存活下来。于是Andrew开始研究zoom,并且找到了一系列方法让顾客通过zoom爱上他正在售卖的项目,后来他就一直运用这一套方法去成交顾客并且成为了名副其实的top sales。 

Andrew研发了三个很重要的策略来进行zoom presentation。第一就是,给予顾客很清晰和准确的资料。第二就是欲望,你必须要让你的顾客很喜欢并且很想购买你的项目。最后就是要让顾客通过zoom感受到自己正在示范屋里。

给予顾客清晰和准确的资料

给予顾客

清晰和准确的资料

如何使用presentation slide给予顾客清晰和准确的资料?首先你必须要准备介绍大纲好让顾客知道在接下来的时间里你会跟他分享什么资料。第二就是,定制和简单化你的ppt。尽量把ppt简单化,不要弄得太过花里胡哨,因为你才是主角,让顾客一直把目光放在你身上,这样顾客才能把你所说的话听进去并且记在脑里。接下来就是,不要错乱了ppt的排序。必须要让顾客跟着你的步伐慢慢一步一步的听你说故事来了解整个项目。最后就是必须要给你顾客真实的资

料。比如租金是多少,周围的房价和等等。这样的话,你的顾客就会对你更有信心和更信任你

欲望

接下来就是提升顾客的欲望,要让顾客感受到你的产品物超所值以外,也要让顾客害怕错失你的产品。Andrew也分享了他最常使用增加顾客欲望的方法,那就是TSVP法则。T代表Trust Building,销售来自于信任,想要成交你的顾客前,必须先让顾客相信你。S代表Separation/Filtration。帮助顾客排除你项目周围的竞争对手,这样顾客才能更加专注于你的项目。接下来,V就是Value Increasing,让顾客清楚知道你的项目的价值,比如价钱,地点,这个项目

的投资价值与等等。最后就是P,Problem Solving。身为房地产经纪一定要帮顾客解决他的问题,所以必须要了解顾客犹豫购买的原因。只要掌握好TSVP法则,顾客与你购买的机率也就大大提升。

让顾客通过zoom感受到自己正在示范屋

最后就是让顾客通过zoom感受到自己正在示范屋里。毕竟是通过线上模式让顾客看房子,我们绝对办不到让顾客可以摸到这个房子的墙壁,地上等等,所以我们必须要运用一些方式让顾客可以幻想到他正在示范屋里。Andrew分享到当他邀约顾客在Zoom看示范屋时他一定会向导他的顾客正当他展示着虚拟示范屋(VR showroom),这样就能帮助顾客对这个项目拥有更好的概念,如同他正在位于真实的示范屋。接下来,Andrew就会让顾客们了解整个项目的

最后就是让顾客通过zoom感受到自己正在示范屋里。毕竟是通过线上模式让顾客看房子,我们绝对办不到让顾客可以摸到这个房子的墙壁,地上等等,所以我们必须要运用一些方式让顾客可以幻想到他正在示范屋里。Andrew分享到当他邀约顾客在Zoom看示范屋时他一定会向导他的顾客正当他展示着虚拟示范屋(VR showroom),这样就能帮助顾客对这个项目拥有更好的概念,如同他正在位于真实的示范屋。接下来,Andrew就会让顾客们了解整个项目的

装潢并且提出装修的建议。这个做法可以帮助顾客幻想到他未来的居住环境,如果这个项目足够满足顾客对于居住的需求,这样顾客向你购买的机率也会大大提升。最后,由于FMCO期间顾客无法来到示范屋,也无法亲眼目睹整个项目的空间,所以当房地产经纪通过zoom带顾客看虚拟示范屋(VR showroom)时,必须要借用家具帮助你描述房子的空间。让顾客清楚了解客厅可以放多大的沙发,房间放了双人床后还有多大的空间等等。虽然顾客无法亲自来到示范屋观看,但是这些做法足以让顾客对你的项目更有很深入的了解。

FMCO期间虽然全面封锁,无法出门,但这不表示你就无法工作。疫情的影响让许多企业家们都把生意搬到线上,所以身为房地产经纪的我们也必须开始学会使用线上做营销和销售,这样在未来的路上才能闯出一片天并且打造属于你自己的房地产帝国。Andrew曾经在房地产事业上都是专注于线下营销与销售,但是因为疫情的影响,他正式开启了他的线上销售模式并且在短暂的时间里成功掌握了这些技巧并且摇身一变成为了在IQI Eliteone的其中一个top sales。Andrew办到了,我相信你们也行,一起运用Andrew分享的zoom销售技巧打造属于自己的一片天吧,加油!

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