THE LITTLE BLACK BOOK FOR GTAuniters

A living system that transformed many people’s lives 

~ GTAsystem version 5 

THE 

LITTLE 

BLACK 

BOOK 

A living system that transformed many people lives 

~ GTAsystem version 5 

FOR 

GTAuniters 

Do not circulate . Copyright2015GTAunited, All Rights Reserved

Preface 

Thank you to all past and present builders of the system that we are enjoying 

today and I must confess that it was not an easy build and many were sacrificed during the 

build. 

We shall not cover on how to setup a GTA System because GTAunited have already 

successfully finished the setting up and we are already in maturity state. For NOW, it is how 

you can understand it full purpose and put it into your own good use for richness and also 

as an inspiration to other’s lives. 

In the next few chapters, We will be covering the difference between a GTA and a 

GTAsystem, the truth on how does a GTA KILL a RES and how GTA System step into its 

salvation. It also covers the purpose of GTA System and also why certain things are carried 

out and what are the objectives of each so that all System User can maximize the usage of 

the entire GTAsystem to empower yourself into the richness of Wealth and Leadership . 


Scope 

• Introduction to GTAunited 

• GTA is not GTAsystem 

• Analogy of GTAsystem 

• Typical life cycle of A RES 

• Why and how does being a GTA kill you 

• How GTA System step into its salvation 

• What natural fruits does GTAsystem produce 

• What kill GTAsystem 

• What Are The Things We Do to Maintain The System 

• What-Is-In-For-Me in the System 

• What are the 4 roles played in GTAsystem 

• Enhanced GTAsystem Crafted For The Next 5 Years 

• Questions & Answers about the System 


Introduction to GTAunited 

We stepped into Real Estate in 2004 with only 3 estates with only one ES in one estate. And just 

like any other RES, our lives was not an easy one. We were moulded to fight for our income and 

sometimes with our own teammates who were in the same estate. This is because the beliefs 

planted in us is all about taking and not about giving initially, as such the recruitment was also 

driven to join us, even doing nothing as an ES were also been expecting listings to be fed through 

from other estate. Of cause this didn't work and instead it created a strong jealousy whenever there 

is another ES enter into a same estate. No one will believes in letting a specialist who running more 

than one estate to take over their referral too. It was indeed just an empty shell system and nothing 

more than just a specialist. 

Times passes, as we produced better as an individual ES, we begin to receive more referrals from 

all walks, we started to run and invest more money all over the Singapore and we also have 

created more activities than before. However, we realized that the monthly balance sheet from our 

account book wasn't as balanced as before, we realized things were not too right from there. We 

became very affected whenever a referral came in. On one hand it is a referral and on the other 

hand, we know that we are losing out even more in our focus GTA if we take up the referral. We are 

in total dilemma then and we know we will never come out from this rat race if we continues! 


Introduction to GTAunited 

And so GTAunited was formed in 2008 for a purpose of salvation from the “natural death” of all RES 

and at the same time strengthen back all peer relationship through the power of teamwork. Not 

tapping any fund from any recruiters' overriding to run the team was also added as part of the 

GTAsystem building plan. It was our vision to build a right GTAsystem that made us in forming a 

team. Overriding was never a driven factor for forming a team as we got to agree that overriding 

cannot make us rich besides providing an unstable passive income. With only 28 associates, of 

which less than 10 are active agents and the rest are part-timers or inactive, we started a brand 

new GTAsystem with the values of Giving, Leadership and a Cultured Team together with a simple 

mission of Connecting People to make GTAsystem works. 


GTA is NOT GTAsystem 

GTA is defined as Geographical Targeted Area or 

commonly known Specialist. Their beliefs are recycling any 

data or effort that is put in. It is never about the travelling 

distance. And because of this characteristics, their skills in 

closing buyers are near to perfect, and they are able to predict 

their monthly income. 

# The AREA define here is, it shares a Common Index 

Performance rather than assuming it was of the TYPE. And as 

such, a GTA is more of hybrid than a singular type. 

# In Singapore, base on data, majority of the residential 

transaction volume is HDB, and the index performance of an area 

is driven by HDB. Therefore, we use Estate to define a GTA area 

instead of using District. 


A Fully Formed GTA Model 

ES 

Income 

Overriding 

Income 

HC 

Income 


GTA is NOT GTAsystem 

D65 is define as an all rounder RES, their strong belief is 

the more they cover islandwide, the more they make. They 

are normally highly dependant on referral business and 

serving mainly sellers or landlords. And so it is challenging to 

estimate their next month income. 

When a listing is secured, usual practice for such RES is to 

wait for a buyer or cobroke to call only, and there is little 

active marketing done. Most tend to reset efforts which 

were invested, and as time goes by, the revenue received 

does not tally with the effort and money invested. 


A GTA Estate Specialist 

What Is In For Them 

1. You can anticipate your next month closings 

2. You are selling all the houses in your estate, including your co-broke agents’ 

units. 

3. You know where to swing your buyers to when you bring your buyer for 

viewing. 

4. You can blast out sms to your HC if you have viewed a good unit and get 

them to swing their buyers to that unit as well. 

5. You are able to reuse data, i.e, cobroke lists or the details of the houses 

viewed or recent transactions when you serve a buyer or meet a seller for 

presentation. 


What Is In For Them 

A 65 Agents 

1. More connected to own referrals. (Referral Business) 

2. Mainly work for sellers only 

3. Commonly waiting for buyer agents to schedule appointment for them 

4. They can do everywhere 

5. More diversified knowledge 


GTA Is NOT GTAsystem 

• GTAsystem is defined as a Framework that interconnect 

individual Estate to make GTA functionable and 

complete. There is no involvement of hard skills. And a 

complete GTA System enable ALL system users: 

○ to enjoy the rewards and gift of a GTA only 

○ to crossover from an ordinary Self-Employed RES 

into a BUSINESS Quadrant RES and effortlessly 

covering the entire market income in Singapore. 


Analogy of A Matured GTAsystem 

ES1 

ES3 

ES2 

ES4 

Jurong 

ES1 

ES3 

ES2 

ES4 

Tampines 

ES1 

ES3 

ES2 

ES4 

Bedok 

ES1 

ES1 

ES3 

ES3 

ES4 

ES2 

ES4 

ES2 

BT MERAH 

ES3 

ES1 

AMK 

ES4 

ES2 

Hougang 


Typical Life Cycle of A RES 

2yrs 

2yrs 

Specialist (GTA) 

Change Types 

D65 

2yrs 

OUT Of Real Estate 

Natural DEATH 

Take action now! 


Why And How Does Being A GTA Kill You 

As an ordinary RES, as we enter the industry, we 

are normally recommended to select a GTA(typically 

from residential) to start with. 

One of a good reason is, we all started off with no 

referrals. We often see fantastic result but changes 

occur after two or three years. A GTA specialist 

receives their referrals due to good service and 

because we treasure all referrals, we begin to 

transform our journey as a D65 agent. We only serve 

referrals and soon continue to wait for further 

referrals. 

There will be another group who believe in adding 

brand new product such as commercial/industrial 

and some venture into another brand new business, 

imagining that they can start another new product 

after the first one was successful. And as they pursue 

the new product, they lost the currency of the first 

without even realising it and by the time they realised, 

they lost both.Either one, we call it a “natural death” in 

GTAunited’s jargon. 

2yrs 

Specialist 

(GTA) 

2yrs 

Change Types 

D65 

2yrs 

OUT Of Real Estate 

Natural DEATH 


How GTAsystem Step Into Salvation 

In this last chapter, we cover the journey of natural death of most RES. 

GTAsystem is specially crafted to salvage the death of fatigue and diversified 

knowledge of an agent through resetting their efforts and reviving the wealth of 

our referrals without losing away the island wide income and at the same time 

maintaining our currency in our area of focus with little effort. 

Through a big referral share scheme of up to 40% of a referral service fee and 

with a true specialist that is handling our referrals for us, we are blessed to make 

more rather than through ourselves. The chances of of closing a deal is greatly 

increased through the chosen specialist without our efforts and dollars. In fully 

mature system of multiple estate specialists, we are given more choices to 

select the most suitable specialist to handle our needs and the interest to of our 

clients. 

Within the cycle of the inter-estate referral, we observe and experience more 

richness, such as: 

● 

● 

All ES will have more range of products to captivate their buyer which in 

translate to more HC required. 

ES will have more time to focus in their own estate to serve and closing 

their own listings and buyers 


How GTAsystem Step Into Salvation 

● 

● 

● 

● 

● 

● 

● 

● 

● 

HC is more focus in handling their buyers and so much easier with their 

cobroke list 

HC will have more time and involvement in activities to generate their own 

referral income 

More options to match their characteristics and so making recruitment and 

team building easier 

Instant value(time multiplier) added to any newly join RES without 

changing or giving up their past experiences(what they are good) They are 

able to leverage on the system immediately 

Building of leadership is natural because of the HC and ES relationship. 

Easier team bonding and setting of team directions and culture 

Allowing to run a team without tapping any of our overriding fee 

Allowing all member to lead a team without giving up personal sales 

Unlike most leaders in Real Estate, our Leaders commit only 4hrs per 

month in serving back their people only 


What Natural Fruits Does GTAsystem Bear? 

➢ 

➢ 

➢ 

➢ 

A cultured team 

Natural leadership 

Sense of ownership 

People retention 

What Kills GTAsystem 

➢ 

➢ 

➢ 

➢ 

➢ 

➢ 

➢ 

➢ 

➢ 

➢ 

Forming a division name within a division 

● slowly unconscious sub-culture and sub-system is 

formed 

Taking but not giving 

Stop connecting with people 

Revolving only in own estate 

Stepping down instead of stepping up in taking lead 

Human selective or condemnation 

Enclosed to own self 

Creating a sub system 

Adopting an out-dated system 

Enter as an investor role without knowing much in the system 


What Are The Things We Do to Maintain The System 



Orientation Day 

This is a monthly training for ALL GTAunited comrades to understand and to 

KNOW and not only just KNOW ABOUT the REAL New Generation TOOLS 

and SYSTEM we offered to you in GTAunited. 

GOAL (GTA Optimize Accelerate Learning) 

Master the Art of Serving Buyers & Effective Closing 

For who: All GTAunited salesperson who want to excel in the Down Market 

Strategy and Master the Art of Serving Buyers should attend. 



GAP (GTA Advance Program) 

This is the most sought after program in GTAunited where all will not miss. You 

will learn and master the ART of doing sales above the rest by doing it 

differently, abc process of estate start-up 

For who: All GTAunited salesperson who want to excel to be a Estate Master 

the right way.. 

GIFT (GTA.Inspiring.Finesse.Tutelage) 

This is the Program in GTAunited where all Outstanding Leaders/Producers 

are born. You will unlock your purpose in life and how to self motivate and live 

a peak performance life . 

For who: Those who want to EXCEL to the UNLIMITED 



L.E.A.D Program 

This is NOT a classroom LEADERSHIP training, solely a weekly coach on how to 

be a strategic LEADER. 

PLEASE READ THE REQUIREMENT BEFORE APPLICATION. 

Criteria of applicant: 

1. You MUST completed advance leadership or GTA Elite Camp Candidate 

2. Let us have your 2hrs(4-6pm) once a week for the next 6 month. 

Dynamic Gathering 

This is one of the most critical activities or event that will connect up every cross 

estate people to make the entire GTAsystem works. People across every estate 

will come together on this day for dynamic interaction. As such, every games and 

every activities or trainings are always done through careful selection and 

research base on the mission of connecting people. 



GUTS Training 

This is an Dynamic Activities Generator and in depth sharing and tuning of 

skill set basing on each estate. All GUTS people shall equipped with the 

most up-to-date strategies in prospecting and in marketing. 

GTAsupperclub 

This is Measuring Tool for all ES. Any ES enrolled into this supperclub will 

perform a summary report daily on what they did. At the end of each 

week, they will come together and carried out a dynamic sharing. 



GTAunited@googlegroups.com 

This is a closed groups communications through email. In order to ensure all 

information could be reach out to you without going into our spam/junk mail, all 

email sent through this google groups address will reach out to all GTAuniters. 

You are allow to post your buyer's request or listings through this platform too. 

GTAestate Googledrive/Calendar 

This is an extreme classified share drive ONLY FOR THE ESTATE Members. It 

contained the most sensitivity shared master list and cobroke list of the entire 

estate. No people at anytime should be included inside once they become 

inactive! 



GTALine Chat Room 

This is our real time active communication tool. Every helps and every updates 

will be established here. The main function is to serve as a 24 hrs hotline to 

anyone who needed a help or advice. 

**Important~ You are advice to set your notification into silent because of the 

heavy traffics here. 

GTAestate Line Chat Room 

Every Estate will have a GTAestate Line Chat room exclusively to only to the 

members operating in that particular estate. Because there is a high level of trust 

and integrity in each estate, the members in this chat room is always kept in real 

time updating and every non active member will be removed almost immediately. 



GTAunited Intranet (www.gtaunited.com) 

This is a mobile/Pc base intranet designed for all GTAuniters. You are able to gain 

access to view the division event calendar, market research and news, caveat request, 

GTA Gdrive, booking of trainings in it. Any higher level of access in it will required a dwg 

email address and password to gain access. 

GTApage (www.facebook.com/gtaunited) 

Like our face page to get feeds through facebook on updates of GTAunited updates 


What-Is-In-for-Me In The System 

Why is there such a strong Desire in us to owned GTAsystem? 

It has never been the overriding that we are looking for….But is for: 

• The system that save us from “Natural Death” 

• All RES are groom to crossover from a ordinary selfemployed 

into a BUSINESS Quadrant. 

• To obtain a Maximum return with a minimum investment. 


The 4 Roles played in a GTAsystem are namely… 

✧ 

✧ 

✧ 

✧ 

Home Consultant…..(using ES strength to work for them) 

Estate Specialist…....(using HC strength to work for them) 

Investee ES…………(using HC strength to work for them) 

Investor……………..(using investee/HC strength to work for them) 

Whichever of the above Role you are in, YOU are supposed to be in a 

Business Quadrant more than a self employee only 


What Does Each Role Played And In Priority 

✧ 

✧ 

Home Consultant 

1. Activities like doorknock/roadshow/cold call 

2. Conversion 

3. Serving buyers 

Estate Specialist 

1. Coach and ensure all HC performance 

2. Create activities for HC 

3. Taking care of all seller 

4. Serving buyers or assist hc in serving buyer 


What Does Each Role Played And In Priority 

✧ 

✧ 

Investee ES 

1. Coach and ensure all HC performance 

2. Create activities for HC 

3. Taking care of all sellers 

4. Serving buyers or assist hc in serving buyer 

5. Abiding in full to the setup process given by his investors 

Investors 

1. Fully understood what is GTAsystem and it purpose 

2. Readily know the process of starting up an estate 

3. Accountable in coaching all investee and HC under them 

4. Taking part in all meetings and events 

5. Possess strong leadership 

6. Equipped with both hard skill and soft skill 

7. Have a performance monitoring system for each investee 


What Is The Purpose of The Change~GTAsystem Ver5 

GTAsystem is a living system that evolves and function base on 

PEOPLE, ENVIRONMENT AND MARKET changes. Over the years and since 

2004, the system have been revised 4 times and this will be the 5th 

generation GTAsystem. In today’s context, a RES enter real estate not to be a 

part-time nor they are here to just try and see, instead almost all of them are 

well prepared to run their business even before they begin their accreditation 

into CEA. As such, we acknowledge all RES will be entitled their fair share of 

referral cut like any full time committed agent. 

Another strong reason is to open up the door for any ES/HC who wish to 

participate in any activities and events at their own time or tag with an assist 

ES while their ES is on break and so the activities and market share in every 

estate is greatly increase. This also enhances the level of connecting people, 

building of estate trust and also indirectly creating more natural leadership to 

all GTAuniters. 

With all changes and staying up-to-date, we are in line and have not deviated 

from our original purpose of the GTAsystem. 


Enhanced GTAsystem Crafted For The Next 5 Years 


FAQ 

Activities/Events 

1. What if HC wanted to go event but his/her ES is not present? 

Ans: HC should inform his/her ES that he will be attached to a Assist ES on 

that day and all leads that are attended by Assist ES on that day shall be 

between the HC and the Assist ES ONLY. 

2. What is the cut when a HC do cold call/DK/RS on his own? 

Ans: He will get Full Referral and 10% of the referral fee with be issue to his 

assist ES or to his ES if cold call. 

3. What is the cut when a HC do cold call/DK/RS on his own and got a lead 

out of his working estate? 

Ans: He will get Full Referral and 10% of the referral fee issue to his ES or the 

Assist ES. 

4. How do we define an Assist ES? 

Ans: As long as an ES enter the unit, he/she is considered as an Assist ES. 


FAQ 

5. Can a HC market his own referral unit within the same estate? 

Ans: No. HCs are not allowed to market his own unit in the same estate 

because of conflict of interest on the duplicated buyers and given cobroke list 

6. Can a HC market his own referral unit OUT of his attached estate? 

Ans: Yes. However we strongly encourage to pass on to another ES to make 

commission more secured with the Full Referral Fee because this will directly 

affect the confident on you from your direct ES. 

7. Can a ES request another ES of the same estate to do a presentation on 

his behalf? 

Ans: No. This will create a huge conflict of interest to both ES and also with 

the owner. We recommend a phone advice will be more appropriate. 

8. Can a ES don’t allow his HC to be present during the process of 

presentation? 

Ans: No. HC are suppose to master the “live” listing presentation though the 

ES 


FAQ 

9. How are buyer collected by HC during DK/RS split? 

Ans: All DK/RS buyers will report back to their own ES and still base on the 

50/50 sharing. 

Conversion 

10. Must a ES need to give a cut to his HC after he converted an estate buyer 

(Conversion) to a seller? 

Ans: Yes. HC are entitled to 0.1/0.2/0.3% of the immediate conversion. 

11. Must a HC need to give a cut to his ES if the estate buyer refer a friend to 

sell? 

Ans: No. The HC is entitled to the full referral cut which is in line with the 

exchange of their good service to the ES’s buyer as an rewards. However if 

he require assistance or help from his ES, ES will entitle of a 10% cut of the 

referral fee as an Assist ES 

12. Must a HC need to give a cut to the ES if the estate buyer refer a friend to 

Buy in the same estate? 

Ans: All buyers must goes back to the estate because of the given 

cobroke list to prevent conflict of interest. 


FAQ 

13. Can HC serve his own buyer in his attached estate? 

Ans: No. All buyer must goes back to the estate because of the given cobroke 

list to prevent conflict of interest. 

14. Can HC serve his own buyer in other estate? 

Ans: Yes. However we strongly encourage to connect with all other estate ES 

and view all internal units 1 st to decide fast on continue or drop. And also 

inform your ES because this will directly affect the confident on you from your 

direct ES. 

Estate Referral 

15. During the process of selling, can referral take back the unit if seller refuse 

the marketing ES to continue due to whatever reason? 

Ans: No. During the process of sale, all referral agt role is to Tee-up and assist 

the marketing ES until to close. There is no expiry period. 

16. Can I change the ES that I referred to if I don’t like the way he does thing? 

Ans: No. As a referral, we are accounted to ourselves who we 1 st pass 

to. You should assist until to close in all time! 


FAQ 

17. When a referred unit was transacted, and due to whatever reason the 

seller do not comply to the commission payment, will I still entitle my referral 

cut from the receiver ES? 

Ans: No, the referral agent role is to assist the selling process till the end, 

inclusive when there is a need to enter into a legal claim. The share of legal 

fee will be in accordance to the share percentage. 

18. Why should I referral out? 

Ans: If I opt not to refer out, I must also prepare to enter into a 65 agt process 

and pain. The reason is simple! There something that we have done RIGHT 

for the referral to come, so standby for more and surely we will have more to 

lose for what we should make in the same estate. Alternately, we may ended 

up being an ordinary self-employed with serving sellers alone ONLY. 

19. Must an ES give any sub fee to his HC to serve his seller? 

Ans: No, just like any cobroke case, any cobroke agent can go up to view the 

unit without a seller agent offering any extra fee to them. All HC should use 

their extra time in activities to make their ES 'work back' for them to gain more 

wealth. 


FAQ 

20. Can we partner another agent to start an estate? 

Ans: We don't encourage partnering in GTAunited and is not part of the 

system unless you are going to share ALL of your income equally amongst all 

partners. The system is setup to enter into investor/investee instead so that it 

will be fair to the both agents to make more. 

21. If I borrow an listing from another ES to market, can I still market the unit 

should the owner wish to engage me in future? 

Ans: No, this is to discourage any RES in exploiting the help from the giving ES 

that lend him a listing. 

22. What is my role if I borrow a listing from another ES? 

Ans: You are suppose to setup all incoming appointment and enquiry make 

by all cobroke/buyer just like a PA. For the first time of viewing, you are also 

prepared to do for free even if the buyer is not convinced to pay you comm 

should buyer wish to make an offer to that unit that you are marketing. 


FAQ 

23. If I help my agent(ES) to do a presentation or closing, can I get a % fee 

from my agent? 

Ans: No, this is not a practice in the system, that is why it is call help. Should 

you require any assistance in closing, you should approach any ES in that 

estate(they are the best person for advice) or through line chat support. 

24. Do I call myself a specialist if I don't have a cobroke list? 

Ans: Is an obvious No. Specialist that do not serve buyer should not be one 

too. 

25. Do I call myself a specialist if I don't serve buyers? 

Ans: A specialist that don't serve buyers should not be penalized to make to 

be specialist, they are encouraged to be a 65 agent because all 65 agent 

have the common characteristic of serving only seller and referral. 


FAQ 

26. what is the best method and shortest way in using the system for wealth 

building? 

Ans: One of the easiest and effective method is to constantly get connected 

with all system users especially with those of different estate. 

27. What should i do if i have a buyer who wished to purchase a unit out of my 

estate? 

Ans: You should make viewing with our ES or even cobroke specialist to view 

all units and also using the specialist ES strength to convince on the why buy, 

from there you will need to make a decision to return back to estate to close 

more buyer or continue because there will be no referral given for buyer in 

GTAsystem. 


FAQ 

28. Is it ok for me to give the same referral cut to any agent non GTAunited 

agent? 

Ans: No, this system is an exclusive privilege only to GTAunited. When you 

truly understand the function is about the leverage on other's strength and 

also attracting other to join you as part of the system builder, we will not allow 

any outsiders to use us a their tool while we can't pass or use them to benefit 

any of our members. 

29. As often as don't allow non GTAunited member to use the system, why 

are we allowing GTAunited non system user to use us? 

Ans: because one of the belief value in GTAunited is "do not condemn 

anyone", we are allowing GTAunited non system user to use it for a hope that 

one day they return to be a part of our system builder so that we could gain 

even more strength for the system that we are enjoying today. 


FAQ 

30. Are we only doing only HDB? 

Ans: No, as mentioned in the earlier chapter on how we define GTA, 

GTAunited believes running in a hybrid manner and so we cover everything in 

an estate. 

31. Why do we need to run a hybrid GTA? 

Ans: During the older day when the HDB transactions volume were extremely 

high and also the pre-mature of the GTAsystem, HDB alone already occupied 

our time fully. As the system got matured and with transactions volume falling 

today, it become essential for us to enter into hybrid. With hybrid GTA, it allow 

us to identify our core and non core so that it help us to invest our time and 

money in the 70/30 ratio. 


FAQ 

32. Why do other team in Singapore assume that we only doing only HDB? 

Ans: Because our strength of HDB in the the industry is extraordinary and it 

cover the rest of our strengths. If you look into the company Top Category 

chart, you will also able to find GTAunited almost occupied a share of top 

commercial, industrial, rental and also private, and that is under company 

ranking, how weak can they be as compare with 80% of the RES out there?

THE LITTLE BLACK BOOK FOR GTAuniters

Create successful ePaper yourself

Delete template?

Save as template?