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Monday, December 28, 2009

Mega success in property deals

SEVERAL years ago, real estate agents and practitioners attended the Malaysian Annual Real Estate Convention primarily to fulfil their statutory obligation in obtaining 10 Continuous Professional Development (CPD) points - required by the Board of Valuers, Appraisers & Estate Agents - to renew their certificate of practice annually.

In the last few years, this has changed somewhat. The quality of such conventions, now known by its catchy acronym MAREC, has improved. Practitioners now no longer look at the convention simply as an avenue for them to obtain their necessary points. Instead, MAREC has now built a reputation as a platform for estate agents to learn, expand their mind as well as meet and network among their peers, all in an environment of friendship and comradeship.

Recently, MAREC which is organised by the Malaysian Institute of Estate Agents (MIEA) has taken another turn for the better, with more focus on training programmes for negotiators. MIEA recognises the importance of negotiators in an estate agency and the need for them to be continuously trained.

As such, MAREC 08 and MAREC 09 were remodelled to encompass entire sessions centred on negotiators. Parallel training sessions were organised for negotiators and have proven popular with negotiators, with larger numbers of them attending each year.

MAREC 10 is no different. An entire day has been set aside for negotiators. Topics have been chosen with great care, to ensure that they meet with the highest standards possible. MIEA has sought views and opinions from negotiators themselves to help formulate relevant topics and points of discussion.

Big deal
Among the topics at MAREC 10 include, “Road map to greater success in the profession.” This topic will guide negotiators through their journey to become registered estate agents. It will deal with professional examinations, required working experience, keeping of a work diary, preparing project papers and finally, attending and successfully passing the oral interview.

On hand to guide negotiators will be Kelvin Yip, who has over 20 years of experience in the real estate industry. Kelvin was in the Council of Management of MIEs for many years, having served in various capacities, including that of treasurer. He also served as a member of the Board of Valuers, Appraisers & Estate Agents and was the examiner for estate agents while in the board. Kelvin currently runs his own estate agency, Property Mall.

Meanwhile, estate agents can also look forward to topics like “Big deals count.” Every estate agent knows the never-ending battle within themselves, “Do I do many small deals in a year or do I focus on one or two big deals?” While there isn’t a correct answer to this question, it is common knowledge that some semblance of balance must be achieved to gain financial success. This session will deal primarily with handling big deals and how they will affect the estate agency. It will attempt to show practitioners that while doing the small “bread & butter” deals are important, true “mega success” can only come if big deals are concluded.

The presenter of this topic is Previndran Singhe, chief executive officer of Zerin Properties. Previndran graduated with a Bachelor of Surveying specialising in property management and valuation from UTM. He has worked in the hospitality industry in various capacities from operations analyst to chief officer marketing. He has more than 15 years experience in the property industry and was the winner of the “Real Estate Agent of The Year” award from MIEA this year.

“Size does not matter” is another topic that would appeal to participants. For a long time, the image of financial success has been equated to size. To a large extent, it has been proven true, as businesses continue to focus on expanding and growing bigger. But what about the practitioner who does not want to grow large, but yet seeks to do meaningful deals and get rich in the process? This session will attempt to dispel the myth that only large firms get all the big deals. It will give you pointers and help you create winning strategies, while remaining a small boutique agency.

Award-winning agency owner Govin Balaguru will talk about the pros and cons of big and small agencies. Govin started his career in engineering and ventured into real estate in 1982, setting up his own agency GDS Properties in 1992. His company was awarded “Commercial Agency of The Year” by MIEA this year.

MAREC 10 is scheduled for Jan 23-24 at the Putra World Trade Centre in Kuala Lumpur. On Jan 22, there will be a welcome dinner for delegates, VIPs and speakers. Participants will be able to network with fellow practitioners as well as with the speakers attending the dinner.

From now till Dec 31, early bird discounts are offered to members, non-members and negotiators. The convention is also open to the public at RM800 per participant.

- For details, contact MIEA. Tel: 03-79602577 / Fax: 03- 79603757 / E-mail: secretariat@ / Website: www.miea.

By The Star

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