CPD Category: Professional (2 CPD credits awarded)

Course Duration: 3.0 hours

Course Synopsis:

This seminar will cover: –

• Planning Concepts.
• Landscape of Singapore Before Concept Plan.
• Introduction to Concept Plan
• Read and look out for important information in Master Plan
• Case Study – Misrepresentation of Master Plan
• Past & Future Development of Singapore Landscape
• Property Prices

Expected Learning Outcome:

• Introduction of Concept Plan.
• Understand Master Plan & the planning framework set by Urban Redevelopment Authority (URA).
• Learn how to read Master Plan and apply correctly to avoid misrepresentation through the case studies.
• Study the Master Plan and its impact on property transactions.
• Understand the Master Plan and its future development of Singapore. Both past and present.

About the Trainer

Harold Tan

Director (Real Estate Advisory), VestAsia Group.

Trainer, Certificate in the Marketing of Commercial Properties & Various CPD Courses

B Sc (Hons)(Real Estate),  MA (Business Admin), MICSC, ACTA

Harold Tan has over 35 years of experience in real estate covering both the public and private sectors. He started his career as a valuer in Jurong Town Corporation (JTC) and became JTC’s first Overseas Merit Scholar, where he learned about Strategic Marketing and Professional Personal Selling while doing his MBA in the USA.

When he returned, Harold was assigned to market the Singapore Science Park and was promoted to become the first GM of TechParks Pte LTD which eventually became Ascendas. Over the years, he has taken on senior positions in investment, real estate development as well as international consultancy companies (Jones Lang LaSalle) where he had to market and “sell” ideas, new products and services to corporates such as GIC, Hong Kong Land, Goldman Sachs, Capitaland, ING Real Estate, Prada, Sephora, Body Shop etc.

He walks the talk and continues to use the selling techniques in this class to convince clients – individuals and institutions – to adopt new ideas, paradigm shifts and repositioning of brands and products to meet their business objectives. This is a programme based on tried and tested business principles and a sound understanding of human behaviors and decision-making that will open your mind to a better understanding of how people “buy” into your ideas, products and services.

Generic Category: Creative Thinking (2  CPD credits awarded, subject to KEO’s approval)

Course Duration: 2.5 hours

Course Synopsis:

Property purchases and leases involve substantial amounts of money.  To make an informed and wise decision, real estate salespersons can help clients make decisions by showing them the market yield for such properties.  When dealing with companies and business people (particularly for commercial and industrial transactions), companies calculate various rates of return for owning property.

What is gross yield versus net yield? How is rate of return calculated?  What is the difference between ROE (Return on Equity) versus ROI (Return on Investment)?  What is IRR (Internal Rate of Return) and NPV (Net Present Value)?  How are they used? Why are they important to property investors and purchasers?

This CPD module is an introductory module which provide the essentials about these financial indicators used in real estate.  It explains how these numbers are derived, how to use them and what are the limitations of each type of indicator.

This course is intended for people who do not have a background knowledge of real estate financial indicators.  It is an essential core topic that all real estate salespersons should know because every buyer needs to know the market yield of his property versus its bank loan interest rate to determine whether he is in negative gearing before making the decision to purchase.  Other than yield, the other measures are useful tools for salespersons to help companies assess the financial attractiveness of the properties that they are considering before committing to buying or selling them.

Course Objective(s):

The objective of this course is to train real estate salespersons in the key financial indicators that are used in real estate so that they develop competency in understanding and using them in real estate transactions.  These indicators are: –

1. Gross Yield
2. Net Yield
3. Average Rate of Return (ARR)
4. Return on Investment (ROI)
5. Return on Equity (ROE)
6. Payback Period
7. Internal Rate of Return (IRR)
8. Net Present Value (NPV)

Learning Outcome(s):

After the course, participants should understand and be able to calculate: –

1. Gross Yield
2. Net Yield
3. Average Rate of Return (ARR)
4. Return on Investment (ROI)
5. Return on Equity (ROE)
6. Payback Period
7. Internal Rate of Return (IRR)
8. Net Present Value (NPV)

•   To appreciate the advantages and limitations of each type of measure.
•   To appreciate how these measures are used to assess the financial performance of properties.

ABOUT THE TRAINER

Harold Tan

Director (Real Estate Advisory), VestAsia Group.

Trainer, Certificate in the Marketing of Commercial Properties & Various CPD Courses

B Sc (Hons)(Real Estate),  MA (Business Admin), MICSC, ACTA

Harold Tan is the Director of Real Estate Advisory at VestAsia Group. He advises companies on all aspects of property development and helps them prepare to set up real estate fund management and REITs.  He has experience in computing and using the various financial indicators in real estate for feaseability studies in his advisory for work for various companies such as Capitaland, Keppel Land, Frasers Centrepoint, Noel International, ING Real Estate and GIC.

He has over 35 years of experience in the real estate industry spanning the mixed-use commercial developments, shopping mall developments, hospitality (serviced apartments), hi-tech business parks and mega integrated townships. His experience covers all the sectors of the property market – residential, retail, office, industrial and hospitality. He provides real estate advice, development and investment strategies for property developers and investors in the Asia-Pacific region.

 Harold was previously a professor at the National University of Singapore. He taught classes in real estate market analysis, investments & developments, urban planning and business ethics for postgraduate and undergraduate students.  In addition, he conducted customized programs for corporations such as Capitaland, Colliers International, Jones Lang LaSalle, and the Temasek Wealth Management Institute. He was conferred the NUS Teaching Excellence Award by the university.  He continues to teach by way of conducting training programmes for management staff and high-level executive programmes and is a sought-after trainer for professional managers. He has taught at Dubai Real Estate Institute, Asian Institute of Management and the International Council of Shopping Centers.

Prior to teaching at the university, Harold spent many years in senior management positions in various companies that invest in shopping malls. He was the General Manager of Centrepoint, a successful shopping mall in Singapore. He has managed all aspects of mall development and operation, including planning, site selection, design specification, refurbishment and repositioning projects, marketing and leasing, revamping and restructuring, joint-venture development, investment and asset management of various mixed use projects in Asia-Pacific including countries such as China, India, Indonesia and Vietnam.

He has worked closely with top Asian companies that invest and manage commercial properties, such as Centrepoint (Singapore), Capitaland (Singapore), Asian Mall Management (Singapore), Great World Group (Hong Kong), Bombay Dyeing (India), Ciputra Group (Indonesia) and Sama Dubai (Dubai, UAE).   He now actively provides strategic analysis and consulting services to companies such as EDIS, JVA Corporation and Noel Gifts International.

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 2.5 hours

Course Objective(s):

Guide leaners to be proficient in tenancy procedures and handling tenancy issues.

Expected Learning Outcome(s):

• Understand Tenancy procedures
• Be conversant with Letter of intent (LOI) and letter of offer (LO)
• Be conversant with Tenancy agreement (TA)
• Handling leasing and tenancy issues
• Subletting of HDB & Private residential properties
• Responsibilities of the flat owner and the implication on property tax
• URA regulations on leasing of residential properties
• Verify legal ownership of landlord.
• Verify immigration/employment status of foreign tenants.

Course Synopsis:

There are many disputes between landlords and tenants when it comes to tenancy and leasing of residential properties.

This course aims to help learners understand and manage tenancy and related issues for Landlords and Tenants. Promote professionalism and right ethics in salespersons to assist their respective clients.

About the Trainer

Nicholas Nah

Mr Nicholas Nah is currently a Director and KEO of a local real estate agency. He has been active in the real estate industry for over 10 years. Prior his current role, he had held various appointments as the Business Development Director and Division Director of an international property consultancy firm, and has worked with real estate business owners in the Asia Pacific region for business opportunities.

Nicholas is a passionate communicator and has inspired, guided and trained many in his real estate journey. Being active in the market place, he is current and has much experience to share in sales and purchase and leasing of a wide spectrum of residential and commercial properties transactions.

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 3.0 hours

Course Synopsis:

Course Objective(s):

• How Title had been created and can be created for Singapore lands.
• An understanding of 2 major systems of Land Ownership of Real Estate in Singapore: (under RoDA & LTA), their differences, and their strengths and weaknesses, and
• To help real estate agents to broadly engage with their clients on matters relating to the registration of titles of landed real estate properties in Singapore.

Expected Learning Outcome(s):

At the end of the session, the learners be able to: –

• Appreciate and extract information details from the INLIS product report called the POI (Property Ownership Information)
• Procure facts accurately about the industrial property that they intend to market for sale from an authoritative source, ie. the SLA (Singapore Land Authority).
• Better understand where they may procure more in-depth information from SLA online conveniently through the INLIS from the comfort of their homes.

Course Details

This course is essential for CEA salespersons who want to understand the different systems of land ownership in Singapore and how land titles are created. The course will cover the following topics:-

– The history of land ownership in Singapore

– The two major systems of land ownership in Singapore: the Registry of Deeds (RoDA) system and the Land Titles Act (LTA) system

– The differences between the RoDA system and the LTA system

– The strengths and weaknesses of the RoDA system and the LTA system

– The registration of titles of landed real estate properties in Singapore

This course will help CEA salespersons to better understand the different systems of land ownership in Singapore and how land titles are created. This knowledge will be invaluable to salespersons when they are working with clients who are buying or selling landed properties.

As a CPD course, it will help professionals stay up-to-date on the latest trends and developments in their field. This course will help CEA salespersons to stay up-to-date on the latest changes to the land ownership laws in Singapore.

About the Trainer

Mr Arthur Lee Beng San, Industrial Realtor & CPD Trainer

Arthur is a qualified and experienced industrial realtor with over 19 years of experience. He has a B.Sc. (Estate Management) and M.Sc. (Real Estate) from NUS, and is professionally recognized by SISV as MSISV (Agency & Marketing). He has closed a wide range of landed industrial property deals with corporate entities such as AMD (Singapore) Pte Ltd, Mapletree REIT, and many others.

Arthur has lectured at the Singapore Polytechnic, IBMEC College, and ASREA. He is able to provide proper guidance and teach CEA registered Agents how to navigate through SLA’s INLIS, URA’s websites and the various Industrial Property markets so as to close landed industrial property deals professionally.

Here are some of the key points of his profile: –

• Academically qualified with both a B.Sc. (Estate Management) and M.Sc. (Real Estate) from NUS.
• Professionally recognized and designated by SISV as MSISV (Agency & Marketing).
• Extensively experienced as a practicing Industrial Realtor of 19 years.
• Closed a wide range of landed industrial property deals with corporate entities such as AMD (Singapore) Pte Ltd, Mapletree REIT, and many others.
• Able to provide proper guidance and teach CEA registered Agents how to navigate through SLA’s INLIS, URA’s websites and the various Industrial Property markets so as to close landed industrial property deals professionally.

Connecting and Building Trust with High Net Worth Individuals (HNWIs)

Generic Category: Communication (2  CPD credits awarded, subject to KEO’s approval)

Course Duration: 2.5 hours

Funding available: Nil

Course Outline

Part 1: Understanding High Net Worth Individuals
- Definition and characteristics of HNWIs
- Psychology and motivations of HNWIs
- Identifying the needs and expectations of HNWIs

Part 2: Building Rapport and Authentic Connections
- The importance of authenticity in connecting with HNWIs
- Effective communication strategies for building rapport
- Leveraging emotional intelligence in interactions with HNWIs

Part 3: Cultivating Trust and Credibility
- The role of trust in relationships with HNWIs
- Establishing credibility and expertise
- Handling sensitive information with discretion and confidentiality

Part 4: Tailoring Services to HNWIs
- Customizing services to meet the unique needs of HNWIs
- Providing personalized experiences and solutions
- Anticipating and addressing potential challenges and concerns

Part 5: Managing Long-Term Relationships
- Strategies for nurturing long-term relationships with HNWIs
- Proactive relationship management and client retention
- Continuously adding value and exceeding expectations

Course Synopsis

This course aims to equip participants with the skills and strategies necessary to effectively connect with and build trust among High-Net-Worth Individuals (HNWIs). Recognizing the unique needs, preferences, and expectations of HNWIs, the course delves into various aspects of communication, relationship-building, and trust-establishing techniques tailored to this demographic. Participants will gain insights into the psychology of HNWIs, understand the importance of authenticity and discretion, and learn practical approaches to cultivate meaningful connections and foster long-term trust-based relationships.

ABOUT THE TRAINER

Bernard Soo

Seminar Details

SingCapital and SEAA are collaborating to host a Real Estate Leaders Forum, addressing critical issues impacting the industry. The event will feature two key discussions:

1. Impact of Interest Rates on Property Investments: Alfred will present insights into the effects of interest rate fluctuations on property investments. This segment aims to provide attendees with a comprehensive understanding of how interest rate changes can influence investment decisions and market dynamics.  He will also present on Singapore's appeal to international investors amidst global economic shifts and evolving market dynamics.

2. Standardizing Co-Broking Arrangements: A panel discussion, consisting of the President of SEAA, Ms Sharon Lin, legal expert, and Alfred Chia, will delve into the necessity of standardizing co-broking arrangements. The panel will explore common challenges faced by salespersons, the advantages of establishing Memorandums of Understanding (MOUs), legal implications of non-compliance with MOUs, past disciplinary cases related to co-broking issued by CEA, and the importance of professional indemnity insurance coverage.

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 3.0 hours

Course Synopsis

The real estate business is often fraught with legal pitfalls that may potentially affect the career of Real Estate Salespersons. It is therefore important for Real Estate Salespersons to learn what these legal pitfalls are so as to avoid falling foul of them. Amongst other benefits, this course will allow the participants to explore and have a clear understanding of what the common legal pitfalls are, how to navigate or avoid them and the various dispute resolution methods if they fall into these pitfalls.

In particular, the participants will learn what are legal misrepresentation, legal pitfalls associated with the grant of the option to purchase, payment of commission, delay and failure to complete the sale and purchase transaction and professional misconduct.

This highly relevant and practical course will also discuss the various methods in avoiding or tackling these legal pitfalls, including the use of negotiation, mediation, arbitration and litigation.

Expected Learning Outcome(s):

After attending the course, the Real Estate Salespersons should possess comprehensive understanding on the common legal pitfalls encountered in their profession and also learnt the various dispute resolution methods available. The Real Estate Salespersons should be equipped with the relevant knowledge to identify and avoid these problems and how to effectively manage and resolve these problems through the use of negotiation, mediation, arbitration or litigation method.

The course participants will also learn about the complaint process of the Council of Estate Agents.

About the Trainer

Patrick Tan, Chief Executive Officer of Fortis Law Corporation

Mr Patrick Tan is the Founder and Chief Executive Officer of the law firm M/s Fortis Law Corporation. He specializes in commercial litigation and dispute resolution, wealth and legacy management, and real estate. He is an Advocate & Solicitor of the Supreme Court of Singapore, Commissioner for Oaths, a Fellow with the Singapore Institute of Arbitrators, and an accredited Mediator, appointed by the Singapore Mediation Centre and the Primary Dispute Resolution Centre of the Subordinate Courts of Singapore.

Patrick holds a LL.B (Hons) at the University of Nottingham. He received top honours, clinching several academic prizes in land law, company law and partnership law. Whilst at Nottingham, he served as an editor on the editorial boards of the University’s law society and Malaysian and Singaporean Society.

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 3.0 hours

Course Synopsis

Latest legal landscape relating to real estate in Singapore. Covering the latest round of cooling measures affecting real estate transactions and the implications on the various methods of transfer of ownership, if any.

Expected Learning Outcome(s):

• Latest legal landscape relating to real estate in Singapore.
• Latest government cooling measures affecting real estate transactions.
• Types of Properties for sale (Residential, Commercial or Industrial) and its implications.
• Practical considerations when selling or buying a property on behalf of the client – Granting of an Option to
Purchase and its terms and conditions.
• The different modes of transferring ownership of a property.
• By way of Sale.
• By way of Gift.
• By way of Trust.
• By way of Intestate Succession Act.
• By way of a Will.
• What are the implications for each mode?
• The importance of knowing these various modes of transfer.
• Case studies.

About the Trainer

Patrick Tan, Chief Executive Officer of Fortis Law Corporation

Mr Patrick Tan is the Founder and Chief Executive Officer of the law firm M/s Fortis Law Corporation. He specializes in commercial litigation and dispute resolution, wealth and legacy management, and real estate. He is an Advocate & Solicitor of the Supreme Court of Singapore, Commissioner for Oaths, a Fellow with the Singapore Institute of Arbitrators, and an accredited Mediator, appointed by the Singapore Mediation Centre and the Primary Dispute Resolution Centre of the Subordinate Courts of Singapore.

Patrick holds a LL.B (Hons) at the University of Nottingham. He received top honours, clinching several academic prizes in land law, company law and partnership law. Whilst at Nottingham, he served as an editor on the editorial boards of the University’s law society and Malaysian and Singaporean Society.

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 2.5 hours

Course Synopsis:

The course aims for estate agents and salespersons to understand the importance of performing due diligence and proper conduct during property transactions, to avoid been complained. When complaints are received, adopt the necessary complaint handling skills to minimise and resolve the complaints.

Resolving complaints can be lengthy, stressful, and costly. This course will summarise the rules on complaints handling, dispute resolutions, and understanding from case studies, the penalties imposed on estate agents and salespersons for mishandling and misconduct of transactions. Look at methods of avoiding complaints and exercising due diligence.

Course attendees will understand the significance of the Estate Agent (Amendment) Bill which sees the introduction of the Letter of Censure and increased financial penalty for errant EA and RES. They will learn the importance of complaint handling. For unresolved complaints, understand the process of CEA Dispute Resolution Scheme. They will learn skills in handling complaints and performing necessary due diligence checks.

Course Objective(s)

Develop your business as a real estate agent, as you explore the essential skills and principles of data science and At the end of the course,  participants will be able to : –

• Understand the outline of Dispute Resolution Scheme
• Know the dispute resolution process
• Know the penalties faced
• Understand the importance of due diligence checks

About the Trainer

Adam Wang, President of SEAA, Key Executive Officer of FER Properties Pte Ltd

Adam is an experienced Marketing Director with a demonstrated history of working in the real estate industry. Skilled in Negotiation, Commercial Mortgages, Customer Service, Working with Tenants, and Investment Properties. Strong marketing professional with a Cert-in-CEHA focused in Real Estate from Singapore Institute of Surveyors and Valuers (SISV).

CPD Category: Professional (2 CPD credits awarded)

Course Duration: 2.5 hours

Course Synopsis

• By the end of this course, learners will be able to advise their clients on: –
• Eligibility to purchase an HDB Resale
• Overview of the buying process, e.g. ‘Intent to buy’ to resale portal procedure
• CPF housing grants (Family grant, enhanced housing grant, proximity housing grant) and their eligibility conditions
• Loan eligibility – HDB or Bank loan
• Case studies – to familiarize ourselves with different scenarios, e.g. calculate the grant amount for a couple
  –  Know the eligibility to sell
  –  Present clear calculations to sellers
  –  Understand the resale procedure for HDB sellers
  –  Advise clients on enhanced contra facility

This course will take learners through the essential knowledge of qualifying HDB buyers on the resale eligibility schemes, CPF housing grants, and mortgage loans. End of the segments, learners will answer quizzes to recap what they’ve learned.

About the Trainer

Adam Wang, President of SEAA, Key Executive Officer of FER Properties Pte Ltd

Adam is an experienced Marketing Director with a demonstrated history of working in the real estate industry. Skilled in Negotiation, Commercial Mortgages, Customer Service, Working with Tenants, and Investment Properties. Strong marketing professional with a Cert-in-CEHA focused in Real Estate from Singapore Institute of Surveyors and Valuers (SISV).

Get Customers To Buy-In on Your Ideas and Recommendations

Generic Category: Customer Orientation (2  CPD credits awarded, subject to KEO’s approval)

Course Duration: 3 hours

Funding available: Nil

Learning Outcomes: –

At the end of the CPD, learners will be able to:

• Practice influencing techniques, strategies and styles to achieve desired outcomes
• Develop new influence behaviors to get people to buy in to their ideas, initiatives and recommendations
• Create a personal plan to enhance influencing skills

Course Synopsis

1. A technical approach to building trust
2. Self Development Plans

ABOUT THE TRAINER

Cheryl Sum

Cheryl has 14 years of experience in the real estate market in Singapore, mainly in sales, marketing, and consulting roles. She had led various residential project launches in Singapore and had worked in teams to spearhead key markets like China and Malaysia. Throughout these years, she has worked with various Property Developers and Business Leaders in Singapore, Vietnam, Thailand, Malaysia, and New Zealand.

Cheryl was appointed a Business Coach for a startup incubator program endorsed by the Vietnam Chamber of Commerce and Industry (VCCI) held in Ho Chi Minh City throughout 2017 and was a Keynote Speaker for a Real Estate Convention held in Thailand in 2022.

Currently, Cheryl spends the majority of her time coaching real estate salespersons and corporate executives. Cheryl also runs her own training and consultancy business where she has undertaken multiple consultancy projects in identifying organizational development needs, implementing market strategies, and have been consistently working with various partners to create and list e-learning courses. Some of her major clients include the Association of Strata Managers, Marketing Institute of Singapore, Selangor Dredging Berhad, CapitaLand, ST Engineering, and Audemars Piguet.

Course Duration: 3.0 hours

Course Synopsis:

• When Buyer Stamp Duty (BSD), Additional Buyer Stamp Duty (ABSD) and Seller Stamp Duty (SSD) are payable
• Common cases for exemptions or refund
• Regulatory framework for buying and selling taxes (including latest updates)
• ABSD for Trust and scenario where it is refundable
• The basis of taxation and how it is calculated
• Case studies for learners to practice calculation and to correctly advice their customers

Course Objective(s):

At the end of the CPD, learners will be able to:
• Learn the latest BSD, ABSD and SSD frameworks
• Apply the right tax rates when conducting financial estimation
• Understand how taxation affects purchasers' decisions

ABOUT THE TRAINER

Cheryl Sum

Cheryl has 14 years of experience in the real estate market in Singapore, mainly in sales, marketing and consulting roles. She had led various residential project launches in Singapore, and had worked in teams to spearhead key markets like China and Malaysia. Throughout these years, she has worked with various Property Developers and Business Leaders in Singapore, Vietnam, Thailand, Malaysia and New Zealand.

Cheryl was appointed a Business Coach for a startup incubator program endorsed by the Vietnam Chamber of Commerce and Industry (VCCI) held in Ho Chi Minh City throughout 2017 and was a Keynote Speaker for a Real Estate Convention held in Thailand in 2022.

Currently, Cheryl spends majority of her time coaching real estate salespersons and corporate executives. Cheryl also runs her own training and consultancy business where she has undertaken multiple consultancy projects in identifying organizational development needs, implementing market strategies and have been consistently working with various partners to create and list e-learning courses. Some of her major clients include the Association of Strata Managers, Marketing Institute of Singapore, Selangor Dredging Berhad, CapitaLand, ST Engineering and Audemars Piguet.

Generic Category: Creative Thinking (2  CPD credits awarded, subject to KEO’s approval)

Course Duration: 3.0 hours

Course Synopsis:

Learning Outcomes: -

At the end of the CPD, learners will be able to: -

– Have an overview of all marketing tools and methods

– Evaluate the pros and cons of the different marketing tools

– Reach their desired target audience by using the right tools

– Plan and implement an integrated marketing strategy

ABOUT THE TRAINER

Cheryl Sum

Cheryl has 14 years of experience in the real estate market in Singapore, mainly in sales, marketing and consulting roles. She had led various residential project launches in Singapore, and had worked in teams to spearhead key markets like China and Malaysia. Throughout these years, she has worked with various Property Developers and Business Leaders in Singapore, Vietnam, Thailand, Malaysia and New Zealand.

Cheryl was appointed a Business Coach for a startup incubator program endorsed by the Vietnam Chamber of Commerce and Industry (VCCI) held in Ho Chi Minh City throughout 2017 and was a Keynote Speaker for a Real Estate Convention held in Thailand in 2022.

Currently, Cheryl spends majority of her time coaching real estate salespersons and corporate executives. Cheryl also runs her own training and consultancy business where she has undertaken multiple consultancy projects in identifying organizational development needs, implementing market strategies and have been consistently working with various partners to create and list e-learning courses. Some of her major clients include the Association of Strata Managers, Marketing Institute of Singapore, Selangor Dredging Berhad, CapitaLand, ST Engineering and Audemars Piguet.