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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!

HOW TO BE A CONTENT CREATOR WITH YOUR PHONE

Content is the first thing you notice in any advertisement or business page that you see online. Quoting Lee Odden, “Content is the reason search began in the first place.”

A content creator is someone who creates appealing and awe-inspiring content for the viewers.

The content they create can be educational, or can simply be catchy enough to entertain and grab the attention of any visitor or passerby who was not previously interested in your brand. But after looking at the content, they developed a certain interest and visited your webpage or your social media handles.

A good idea can be powerful to impact an audience positively, generating leads for your brand and attracting more customers through the content displayed. The way these content creators use their ideas to bring a change in the purchasing power of a user is commendable.

Content doesn’t just educate us about things but also keeps us entertained while we smile and laugh at the memes we encounter.

For inbound marketers, there’s one pair in particular that goes hand-in-hand: content and marketing. Ninety-one per cent of business-to-business (B2B) professionals use content marketing as part of their strategy. Still, that doesn’t mean all the content they create is top-notch, compelling, or valuable content.

If you have a Smartphone and an internet connection, you can create digital media and reach a global audience. Anyone with a knack for creating audio, video, text, or visuals can become a content creator and build their personal media empire.

But what does it actually take to become a good noteworthy content creator? How can one achieve that with just a smartphone and internet? It all starts with what you do before you put your fingers to a keyboard, and to share this with fellow marketers was Sean Teo.

SEAN TEO

Leading the IQI Eliteone Team, Sean graduated with first class honours in mechanical engineering. He strayed away from his roots and got his calling in the real estate industry back in 2017.

Since then, Sean has gone on to achieve an impressive feat and in such a short time span went on to becoming the Head of Team (HOT) in IQI Eliteone Group. 

Sean bagged awards for his outstanding accomplishments including being one of the RM20 million achievers in 2018, as well as the Millerz champion (Project Ambassador) that same year. He was also crowned Central Region champion in the Top Project Performer’s category, the Rolex champion for Millerz Top Sales and the overall Elite Top Sales champion. He nabbed five wins that year.

To top it off, Sean has a long-standing list of other accomplishments and awards as a cherry on the cake. He has also gone on to conduct many seminars and training sessions to share the secrets to his success.

Why You Must Be a Video Content Creator

Why You Must Be a Video Content Creator

Not holding back, Sean shared why you must be a video content creator and how to achieve it with just your phone.

Sean shared that the demand for video content is constantly increasing, with 54 per cent of consumers wanting to see more video content from a brand or business they support, be it a promotional video or educational one. What’s for sure is that video is the new trend.

It is further solidified with the fact that video marketers get 66 per cent more qualified leads per year by doing so, according to surveys in 2019. And there is no doubt that this number has further increased since then.

Speaking on video creation, Sean stressed few important elements including the tricks and formulas to create catchy and engaging videos, note-taking during a video recording, six steps to record a professional video, and phone applications used for video editing.

First, Sean introduced the equipment needed for video creation which comprises of a phone, tripod, lighting tools (ring light, studio light), gimbal or stabilizer, microphone (wired/wireless), Open Camera (free application for certain phones not compatible with microphone), audio jack, and a converter.

Moving on, he presented some pointers on what to practice during a video recording session. The content creator must first find a quiet place with a ‘clean’ background which is free from any disruptions which could take away from your audience’s concentration. Sitting against a plain wall or a neat and tidy background would do well.

The creator must also have sufficient lighting. Bad lighting would only leave the audience disinterested, despite the video having a good content or message. The creator must also have good posture which can easily be achieved and monitored through your camera’s grid lines. It is best if the creator or presenter has his eye level on the top horizontal grid line of the camera.

Six Easy Steps to Record a Professional Video

From thereof, the content creator can move along with the six easy steps to record a professional video.

Step one, the bait. Sean hinted that the creator should be able to attract his target audience to watch the video with the initial bait. The bait should convince the audience on why they should spend their time to watch the video.

Then, the creator can move along to the intro. It is best for the creators to introduce themselves clearly and precisely, providing the necessary information such as their name, position, brand, product, etc.

 

Thirdly, would be to introduce the problem or goal and the next step is to present the end results or benefits the audience receive if they finish watching the video. After that, there would be the solutions step whereby the creator shares his knowledge, tips, pointers, etc.

The final step would be the call to action (CTA), such as “sign up now”, “click the link below” or by providing contact information.

To go into details, let’s start with the bait. Sean said the best bait is the biggest problem in the video that the creator wishes to share. He stressed the importance of addressing who is the target audience specifically, be it age, geographical, or job demographics.

Next, the introduction stage comprises of key points such as greetings, introduction on name and profession, specialisation (in job position), assignment objectives (duty to help whom solve what kind of problems), and goals. These elements make up a concise self-introduction which should ideally last for about 10 to 15 seconds.

For the next problem/goal step, the creator should address who is in the market they are speaking about, and it is best backed up by statistics. From there present the top three problems faced which you wish to solve.

The audience should then be convinced on the end results or benefits they can achieve if they were to finish watching the video. For example, “In this video, I will share with you my tips, secrets to solve your problems or achieve your goals”. This was the go-to line used by Sean.

Finally, in the call to action stage, it is essential to redirect the audience to where you want them to get. For example, your website, your contact information display, application forms, etc. It would be even more convenient to attach links for the audience at the end of the video.

Sean also shared the available phone video editing applications which are free on the app store for all devices. The apps are namely Filmora, Kinemaster, Imovie, Adobe Premiere Pro, JianYing (剪映) and Capcut.

Remember, a content creator produces entertaining or educational material that caters to the interests and challenges of a target audience. The content he/she produces can take many forms, including blog posts, videos, ebooks, photos, and infographics. Today, businesses employ content creators to engage new and existing customers on the brand’s behalf.

Whether you work on a content marketing team at your company or you’re riding solo, there are some tried-and-true habits you can adopt that will put you on the path to being a truly successful content creator.

There’s a lot of pressure on content creators – and every inbound marketer, for that matter – to churn out great content as part of their marketing strategy. Just know that being a successful content creator starts with the habits you form, as they’ll set you up to produce some seriously valuable content for your target audience.

And while content creators have a lot of pressure as they are creating a brand image for the audience, they need to understand that to become a successful content creator; they need to read into the customers’ activities and know what interests them the most. This will help them make better and more engaging content.

As Marcus Sheridan cited, Great content is the best sales tool in the world.”

Instagram Story Lead Generation

Instagram Story Lead Generation

There will always be new platforms emerging for marketers to look into and master to stay ahead of the trends. Nevertheless, out of all of the different facets of digital marketing, social media tends to change with the most immediate and drastic results.

Huge platforms in digital marketing, such as Facebook and Instagram are constantly evolving and one would have to stay on their toes as they figure out how to engage on them.

However, through all the change, there is one thing that remains consistent – users want to engage with brands in a personal way. For this particular purpose, Instagram stands out with its unique features. It’s one of the best places for you to promote brand engagement with your users.

With over 25 million businesses using Instagram to connect with potential customers, and a tremendous hike in its growth graph, it’s a no-brainer for marketers to implement Instagram into their social strategies.

In particular, Instagram Stories makes easy for marketers to engage with users, humanise their brands, create leads, and generate customers on the platform.

There is no doubt that the particular platform of Instagram Stories could increase a marketers lead generation and sales.  To share a guide on this scenario and how to unfold it was Adrian Seow.

Adrian Seow

Dubbed one of the best-minds in IQI, Adrian Seow is frequently commended for his ability to master technology and utilising it to achieve results. As an engineer graduating from Canada, Adrian took the unconventional route of going into the property line and straying away from his educational roots.

Regardless, he has continuously proven himself despite starting in a field which was foreign to him. Now boasting one of the biggest teams in IQI Eliteone, Adrian continues to impress with and outstanding track record in sales achieved within a very short period.

Sharing his knowledge on the know-hows of integrating sales and social media strategies, Adrian presented his take on how generate valuable Instagram Story leads. He moves away from the focus of Facebook and breaks down the behaviours of users on different platforms.

3M's Strategy

3M's Strategy

When it comes to social media marketing, Adrian focuses on the concept of 3Ms which are Market, Medium and Message. First, in Market, Adrian encourages sales people to identify their target audience and their behaviours on various social media platforms.

Next, on Medium, he stresses the delivery of the advertisement. Adrian laid out the ideal design, size and presentation of advertisements. He said the presentation of ads would have to be altered specifically

according to each social media platform. The size of videos would differ to fit to certain posts and Stories. A vertical post is always best for Instagram as it fits the whole post, giving audience a full screen experience.

Even though it is constantly overlooked, Adrian stresses that delivery of the ad is crucial to attract the interest of social media users at a glance when they are scrolling through their feed. This will keep your audience engaged, build your brand and convert leads and sales.

Instagram Story Strategy

Adrian also breaks down the different demographics on the two platforms. More users tend to lean towards Instagram compared to its noisier counterpart, Facebook. Many users shifted from Facebook to Instagram as it had less messy content and news and did not rely solely on what others had shared.

 

When creating social media ads, marketers also tend to overlook the ‘placement’ category. Adrian reiterates the importance of this particular feature when posting an ad, however many miss out on this assuming it is not critical to their posting.

If one does not change it, the platform will leave it on ‘automatic placement’, however to really catch your audience, you must do a manual placement of your ad. It would be best empty out the news feed column and selecting a few placements to your preference and suitable to your target audience.

Users may also not like any in-stream videos, which are ad videos that pop-up while the user is watching something else. This may displease the user as it is intrusive and users will most likely skip through it.

Having more ads pop up is not necessarily better, Adrian shares his opinion that ‘less is always more’.

Any tip Adrian shared was that when running an Instagram Story ad, marketers do not need to have any copywriting as it does not show up. When one understands the concept of 3Ms, you can easily explain it to your client, whereby your copywriting is in the video itself. All designs in the video are your copyrights.

Lastly, marketers also need to focus on what is the Message they would like to convey to their audience. When they have their posting all sorted out, marketers can inspect if they have achieved their target by looking through their ad set level.

Ad Result Analysis

Looking at the chart that pops up ( watch the video at 4:05 ), there are two variables to inspect which are leads and first time impression. Do not fret if your chart varies, as the displays of ads are all dependent on the algorithms of Facebook and Instagram systems.

The social media platform will adjust the display of your ad accordingly after it realises that the first time impressions is dropping. 

Looking at the chart that pops up ( watch the video at 4:05 ), there are two variables to inspect which are leads and first time impression. Do not fret if your chart varies, as the displays of ads are all dependent on the algorithms of Facebook and Instagram systems.

The social media platform will adjust the display of your ad accordingly after it realises that the first time impressions is dropping. 

This is mainly because the platform has been playing the ad to the same group of people. Once the system has detected it, they will shift the display of ad to a new target audience which in turn will automatically boost your first impression rating.

Focusing on the message you would like to relay to the audience, the presentation of the video is the most imperative element. All marketers know that social media engagement is important. It’s one of the best ways to develop trust from prospects.

The Power of Instagram Story

While all social media platforms are great avenues for driving audience engagement and ultimately sales, Instagram is on a whole different level. Instagram also excels in terms of engagement.

Why? Because features like Instagram Stories make it easy for brands to show themselves in a fun and interesting light. It’s easier than ever to humanise a brand. 

 

And this can all be conveyed through your video ad and how you edit and present it.

Marketers should also take advantage of Instagram Stories features to interact with your audience. Instagram Stories give marketers a variety of ways to facilitate easy interaction with users.

With features like geographical location tagging, hashtags, polls, gifs, stickers, and more, growing your following and facilitating brand engagement is simple. You just need a little creativity.

Features like hashtags and geotagging make it easy for users to find you based on location and interest.

However, despite having an attractive video, you may fall short if the message you are trying to convey is not strong enough. It may be a call to action problem. When running ads, it is not just about the target audience, marketers should have a wider perspective.

A holistic funnel of an ad should be presented, whereby you have a good video, a good call to action, and a relevant message for all audiences. It is also important to note that if you are running traffic ads, your landing page has to be fast, pretty and relevant to encourage users to sign up.

In lead generation ads, you should always look into the attractiveness of your lead and ensure there is enough emotion in the lead form to bring about more user engagement. Adrian also advised that keeping things simple may be the way to go sometimes, and not to over complicate the ad.

To wrap it up, Understanding how Instagram Stories works and the benefits marketers can gain from it is half the battle. Now, what you do with the information is what matters.

With its unique visual storytelling ability and strong conversion methods, marketers in any industry and any consumer base can use Instagram Stories. It’s a weapon you need to have in your social media arsenal.

Take advantage of the ease of engaging with fans by using Instagram Stories to build your brand. Show what makes your brand fun and relatable. Implement the features within Stories to easily engage with your audience and help people find your brand on the platform.

Test the waters within Instagram Ads to discover the ROI of putting some of your marketing budget toward Stories.

And as you go forth building out your social strategy on Instagram Stories, keep in mind that no marketing action is worth taking if you can’t measure the results. Be sure to utilize tracking URLs and lead/customer sourcing to determine how your use of Instagram Stories is impacting your overall marketing strategy and goals.

As you can see, in order to generate leads with Instagram Stories, you need to be both creative and strategic. While it’s fairly easy to build your engagement with high-quality stories, converting viewers into customers is a little more difficult.

If you really want to get the most from Instagram and generate leads with Instagram Stories, you need to approach it with a marketing mindset!

5 Closing Strategies During MCO

Everybody who sells should be able to understand the mechanism and master the manners of sealing a deal. Theoretically, learning how to close a sale is actually pretty elementary; fundamentally, you should show up prepared, give your pitch, answer your prospect’s objections, ask for the sale, and if needed, follow up until you get a definitive answer.

In practice however, selling is a bit more complicated than that. It’s not so easy to avoid sales closing sins—especially if you’re new to the game.

While there is an underlying formula behind the process of closing a sale, it’s as much an art form as it is a scientific process. Because the two are inextricably intertwined together, we’re going to examine both the art and science of closing sales, particularly during these challenging times with the unprecedented pandemic and a nationwide implementation of the Movement Control Order (MCO).

Wayne Lim

To lay down the foundation and break the code on means to close a deal during the MCO 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.

Driven to achieve, 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.

To share his knowledge, Wayne presented five key strategies to close a deal during MCO through his own formulated pyramid system. To kick off, Wayne introduced each tier, working his way upwards.

Confidence and Trust

Confidence and Trust

He began with a ‘C’, symbolising Confidence and Trust. Wayne stresses that closing is all about leaving a remarkable first impression on the client – which is most efficiently achieved by fact finding as much as you can regarding your prospect during the first meet up.

This move builds confidence, trust and rapport between the client and salesperson which is a crucial stage in closing a deal.

For closing strategies to be effective, a sales person must demonstrate that they understand the buyer’s needs and must effectively communicate how their offerings will allow a satisfactory solution to those needs. The close is based on these two fundamental goals.

Building up a smooth conversation is another way to a client’s heart by building up their confidence and trust. The more you can interact with a customer, the more trust you establish.

Getting to know your clients on a more fun level than just doing the service you provide and collecting payment. Being personable is huge in the service business. It can make a huge difference when someone is deciding between two companies for the same service.

Bear in mind, during the conversation it is also vital to subtly praise the purchaser occasionally, find a common interest or topic, always smile and be positive, communicate clearly and stay confident.

Handling Objections

Moving onto the second tier, it symbolises ‘H’ for Handling Objections during closing. Wayne regards this step to be the most imperative in closing a deal. Similarly to the previous tier, it is about understanding your client and knowing their wants and needs.

The sales person cannot possibly know what a customer wants, needs, or desires, without asking probing questions. The most successful sales people know that they must start closing a sale as soon as a conversation with a prospect commences. Through a conversation filled with a series of questions, the sales person can create a desire in the client while also eliminating objections as they come up.

By closing with a question, too, reps can better understand if the prospect is indeed convinced and ready to buy. This closing strategy allows your sales people to demonstrate that they care about the customer’s needs and creates trust through active listening, moving them closer to the sale.

The sales person should always ask for a client’s feedback and be grateful for any objections. Listening and truly understanding their objections is also a key move to relieve their fears.

Exit Strategy

The next step is the Exit Strategy. Remember, when sharing with clients the property rental value upon completion, the sales person must do their homework and estimate accurately. Do not overblow the figure.

Advise clients on the prospects of the property and the value around the area as well as how much more can it grow. Provide them with supporting facts and factors on the value of the property. And they can always

The next step is the Exit Strategy. Remember, when sharing with clients the property rental value upon completion, the sales person must do their homework and estimate accurately. Do not overblow the figure.

Advise clients on the prospects of the property and the value around the area as well as how much more can it grow. Provide them with supporting facts and factors on the value of the property. And they can always

refinance the property if they still own the property. Or an ultimatum would be to sell the property and upgrade in the future. As property prices are always on a steady hike, this would be a safe measure.

Elevator Strategy

The next tier brings us to the Elevator Strategy. When asked “how much will the property be able to sell for”, Wayne reiterated that it is important to stick with the middle, giving an answer of 7.5% gain per annum. Wayne typically demonstrates the calculation to his clients, proving to them the increasing figures.

Feeding clients with a sweet bonus, Wayne guarantees client with the 12 years rule of thumb whereby the prices will double by then.

Wayne also shares that the sales people can also start up with three best unique selling points (USP) of the project or property which best relates to the prospect.

Reloop Closing

Finally, at the final and top tier, Wayne introduces the ‘R’ strategy of reloop closing. After completing the ‘C,H,E and E’ strategies, the sales person can move to deliver their final strike of sealing the deal.

It is imperative for the sales person to trust their intuition during this step. Once they feel that it is time and clients are finally ready to commit, they can ask the client for the sale.

Now that you’ve learned some new strategies to help you close more deals, faster, it’s time to put them to practice

Finally, at the final and top tier, Wayne introduces the ‘R’ strategy of reloop closing. After completing the ‘C,H,E and E’ strategies, the sales person can move to deliver their final strike of sealing the deal.

It is imperative for the sales person to trust their intuition during this step. Once they feel that it is time and clients are finally ready to commit, they can ask the client for the sale.

Now that you’ve learned some new strategies to help you close more deals, faster, it’s time to put them to practice

Of course, no matter how hard you’ve worked to build rapport, establish trust, and follow-up, you still need to ask for the sale.

To help you confidently walk into that closing conversation, some lines which are noteworthy are; “Is the location good for you?”, “Happy with the property layout?”, “The developer good?”, “The price okay for you?”, “Is the property consultant service good?”, and most crucially, “I help you lock this unit okay?”.

As you can see, each of these sales lines keeps the conversation open, while giving the prospect either added confidence in your abilities, or an incentive to get started as soon as possible.

From there forth it is mostly smooth sailing once you get their IC and proceed with the application.

However, take note that it is also import to remain positive even if the customer ends up rejecting you. Please try to understand why and help them solve or overcome their concern or problem.

If the problem is then solved, keep your spirits up and repeat the three loop closing and try your best to close the deal in three tries. Remind the client of the unique selling points.

Thus, the ‘CHEER’ strategy comes to a close. To conclude, a sales person must note that the ability to effectively and efficiently close deals is a must-have quality for a sales person. Everything that sales people do—prospect, nurture leads, educate prospects, increase thought leadership, create trust, and build relationships— it’s all done with one final goal in mind: closing the sale.

However, closing is more difficult than it may seem. It’s a delicate process. No two deals are alike; no two customers are alike. Sales people must know which closing strategies to use and which to avoid with each prospect in order to make the sale. Remember, sales is an art, not a science.

如何借顾客&团队的力量 完成个人销售10M销售业绩

如何借顾客&团队的力量 完成个人销售10M销售业绩

NATHAN SIA -人物介绍

NATHAN SIA

人物介绍

很多在做着销售的职场人员都认为销售好难,自身能力进步很慢,或者是原地踏步,甚至是失败?为什么看了那么多的书和资料还是不能成功?当遇到问题时,还是采用潜意识的解决方法?而自己却始终找不到突破的方向 ?今天 IQI Eliteone 领导,Nathan Sia将与大家一起大家探讨一下房地产企业家应该如何做好销售。

 

Nathan Sia毕业于房地产科系,并且利用自己的学历优势在加入房地产的第二年里达到了惊人的一千万业绩,并且荣获了 IQI Eliteone的car subsidy奖励和home bonus! 还记得两年前Nathan毕业后就加入了IQI Eliteone,在一开始Nathan Sia为了省钱和没车的情况下,都是搭同事们的顺风车和公共交通去到示范屋见顾客和公司,他一直相信世界上是没有办不到的事情,就算他没车,也不能阻止他往前走,也就是因为他一直保持着这样的思维和态度,才拥有了今天的成绩。在这两年里从一个没车没房的小人物,瞬间转变成一个名副其实的房地产企业家。

 

Nathan Sia在这里将会分享给大家他是如何借用顾客和团队的力量来完成一千万的个人业绩。

 

借顾客&团队力量

完成10M个人业绩

Nathan Sia在这里将会分享给大家他是如何借用顾客和团队的力量来完成一千万的个人业绩。

 

当新成员刚踏入房地产行业的时候,必须刻骨耐劳的去学习与尝试。必须向你身边的领导学习,并且遇到难题的时候寻求他们的帮助。想成功必须要向成功人士学习

个人的销售

新成员必须要从 call cold lead开始,一直不断的去把你学到的技巧与cold lead交流,这样才能进步,因为新成员call hot lead的话,由于经验不足,就会错事了这些真心买家,也会连累到你的同事失去了一位买家。当时机成熟了,你也掌握了很好的calling技巧,你就可以开始的去call warm lead,然后再call hot lead。

 

所谓没有一步登天的事情,所以当你有能力也成为了top caller后,你就要开始学习如何带顾客去示范屋present了。要想做好present,你必须多向top closer或你的领导学习,当他们带顾客去示范屋的时候就跟在他们身旁然后认真地去学习。由于IQI Eliteone的系统是分配给caller 20%,closer 40%。所以要想快速在房地产行业赚到钱,你必须也要成为个top closer,这样你就可以拥有60%的佣金

 

如果你已经成功成为了top caller与top closer,这还远远不够,要想把这100%的佣金拿下你必须要学会打广告,称之为找顾客(lead)。你必要学会打广告,你除了可以向你的领导,同事或者专业人士学习,你也可以从网络上学到这项技能。因为现在已经是网络时代了,只要你有心,任何你想找的资料都一定找得到。如果你有去认真的做好这一个部分,一定会帮助你大大提升你的业绩。

顾客的力量

除了靠个人的能力,我们也必须要学会杠杆顾客的力量来帮助我们来达到更高的业绩,让顾客介绍他们身边想购买房地产的家人和亲戚朋友给我们。

 

身为房地产经纪的我们可以利用IQI推出的高达0.5%介绍费的配套去吸引顾客们把我们介绍给他身边的朋友和亲戚们。除了利用这项配套去吸引顾客,我们也可以利用我们的关环和专业让顾客们放心地把我们介绍给他身边的人。毕竟购买房地产也不是件小事,他们也会害怕连累身边的人,所以关环与专业度是最大的关键。

 

当顾客向你购买后你可以在他们工作的时候购买一杯Starbucks 给他们帮助他们提神,这时候顾客也一定会感觉到你的关怀并且对你的信任也会有所提升。当然做了这个举动,顾客一定会把你发在他们的社交平台,并且让他们身边的人看到你。除此之外,你也可以在一些特别的节日里送顾客们一些小礼物,比如天猫精灵,茶壶等等。这些举动会让顾客一直记得你,并且你也可以在众多位房地产企业家里变得更加突出。

团队的合作

除了以上的这些,我们也必须要借用团队的力量来帮助们,正所谓一个人是干不了一个团队。当你在房地产行业赚取了一些钱,你必须要把一部分的钱拿出来投资团队。你可以利用这些钱去打广告然后把这些顾客交给top caller和 top closer去处理,这么做不但能帮助你获得而外的40%(找lead)的佣金,还可以帮助你提高你的业绩。当你在做着销售的同时,还有伙伴们在帮你处理你获得的这些顾客。大家在一天也只有24个小时,要想在这24小时里完成一想完成的所以事情简直是比登天还能,所以我们必须要学会杠杆团队们的力量来达到我们的目的。

 

要在房地产行业成功,你必须一步一脚印的去学习然后强大自己,并且成为你行业里的精英。只要你肯付出,一定会换取回报。爱迪生说过一句话:“世界上没有真正的天才,所谓的天才就是99%的汗水+1%的灵感”。所以希望大家在这次的分享中学会了一定要开始行动, 因为只有你自己才能改变你的命运。

 

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