realestatesalestraining.com.au

If you are interested in achieving extraordinary results without extraordinary effort, this book would be one you should consider investing in. I finished reading this book recently and I must say it has helped me re-evaluate my goals and objectives for my own life. We all at some time get consumed with everything that is going on in our lives, forgetting what is important, as well as what actually makes us happy. Consider this little story from the book:

“Thinking about lunch, the vacationing businessman stared at the calm, blue sea. A small boat, laden with large yellow-fin tuna, docked near the pretty Mexican village. A lone fisherman jumped ashore.

“That’s a great catch,” said the tourist. “How long did it take you?”

“Not so long,” replied the Mexican.

“Why didn’t you stay out longer and catch more fish?”

“That’s enough to keep the family provided for.”

“What do you do with the rest of your time?”

“Sleep late, fish a little, play with my children, have lunch, take a siesta with Maria, my wife. Stroll into the village each evening, sip wine, play guitar and cards with my amigos – a full and rich life, senor.”

“I think I could help you,” the visitor said, wrinkling his nose.

“I’m a Harvard MBA and this is the advice you’d get at business school. Spend more time fishing, buy a bigger boat, and make more money, then several boats until you’ve got a fleet. Don’t sell the catch to a middle man; sell directly to the processor, eventually opening your own cannery. You’d control the product, production, and distribution. You could then leave this small town behind, move to Mexico City, then Los Angeles, perhaps eventually to New York City to run your expanding firm.”

“But senor, how long would this take?”

“Fifteen, twenty years.”

“But what then, senor?”

“That’s the best part,” the businessman laughed. “When the time is right, you could float on the stock market and make millions of dollars.”

“Hmm, millions you say. What then, senor?”“Then you could retire and go home. Move to a pretty village by the sea, sleep late, fish a little, play with your kids, take a siesta with your wife, stroll to the village evenings, sip wine, and play guitar and cards with your friends.” (Living the 80/20 Way – Richard Koch)

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2. Creating a Dynamic Listing Presentation…

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The listing presentation is one of the most misunderstood areas of real estate sales. There are as many theories about this presentation as there are licensed agents in

Australia. Although the listing presentation has changed and has been altered time and again in the last decade, a professional and skilled presentation will enable the salesperson to control the clients properly. What are the basics of a professional, skilled listing presentation? First, clearly define a purpose for the listing presentation. Now I know that you maybe thinking, “Of course, the purpose is to get the listing.” You would be in some measure correct. Certainly the objective is to get the Exclusive Agency signed. The exact purpose is to simply identify the Sellers’ problem in a well-organized manner and convey to the clients that you are the right person to provide them with the best opportunity to solve their problem in the current marketplace. These are the objectives for a professional listing presentation.

The first part, identifying the problem, has two issues that need to be resolved. The first issue is identifying the Sellers’ problem. The problem will usually circle around price. “Price will fix everything in the equation.” The price is like the known variable in an algebra equation. You need to search for the other potential issues or potential problems, but they all flow through the known issue, which is the price the seller wants for the property. By lowering the price, you can sell a property in poor condition, poor location, busy street, functionally obsolete, a “buyer’s market,” or poor marketing. The list of fixable problems is never ending. Price has a direct correlation to all of these issues. These issues or problems may or may not be interconnected with each other, but price is the only guaranteed connection to all these issues or problems. Your presentation should be focused and centered on price, so that you will have an opportunity to get a sale rather than just a listing. Both you and your client want the sale. Neither of you just wants the property listed.

The second key issue, in identifying the problem stage, is to get your Seller to agree on the problem. This one certainly is the harder of the two issues. You must have agreement with your seller about what the problem is before you can proceed forward. Since the problem is most often price, you must have a mutual agreement on price. The stronger you are regarding the price, the better chance you have of a sale. Many salespeople will delay the hard reality hoping it will go away. Deal with it up front rather than 30 days down the road. You must have the integrity to tell the client the truth. “It is not going to sell for what you want. You need to lower the price.” Do not try and soften the blow with your words. Tell the client straight up that it will not sell. Get an agreement with the seller on price before you move on. There is no point in continuing if you and the seller do not agree on price. You will be just wasting your time. I urge you to have the conviction in your skills as a salesperson to truthfully interpret the market even though most agents will not. Be honest. Most salespeople want the listing and are unwilling to risk losing the listing even though they know the property will not sell for the sellers’ desired price.

Once you have resolved the pricing issue you are on the home stretch. Your job now is to convey that you are the right Salesperson for the job. Briefness is crucial to success in this arena. Most people do not want to listen to someone talk about how great they are at selling property. Ask them specific questions to see what kind of services they are looking for from their Salesperson. Find out the type of Salesperson they are looking for to sell their property. Most people will just say, “We want someone who can sell our home.” This is the perfect opportunity to demonstrate your confidence and conviction that you are the Salesperson for the job. Look them straight in the eyes and tell them your track record of success and ask them if they are looking for an agent of your caliber. If you do not have a track record, sell your company’s record. You may even need to sell a little of both. Finally ask the sellers to sign the paperwork.

This section of your presentation should last less than ten minutes unless they ask a lot of questions. During the entire presentation, shower them with trial closing statements. For instance, “Do you want us to have a key or by appointment only? Are there times that would be inconvenient to show the home?” If you have a concern about the condition of the property, ask the clients if they could fix these items. There are a million trial closes; use a few to test the water. Most people will answer them and proceed forward.

When you have set up a few trial closes and you have already agreed on the price, you have arrived. You have arrived at the moment of truth, simply ask for the business. It does not have to be elaborate, just ask. Here are a few examples: “I think I have all the information I need; I just need your o.k. and a signature” or, “Do you believe I can sell your home?” When they say yes, ask them to sign. If they say no, ask them to tell you why and listen to their answer. Once you have heard their answer, handle their concern, and ask them for the order again. Do not give up after the first setback. The average sale is made after the fifth or sixth customer refusal. Be persistent; do not give up. If you firmly believe that you are the salesperson for the job that belief will come through. People want to select winners to sell their homes.

Many agents do not understand the concept of briefness. They have a two hour listing presentation. What in the world are they doing for two hours? The seller wants to know each salespersons version of the problem, wants to know how that salesperson can solve the problem, and which one is the best salesperson for the job. The rest of the presentation the seller really does not care about. If you want to be the chosen salesperson, focus on the problem and the solution. Spending endless amounts of time on other stuff, will just weaken your presentation.

Lastly, once the paperwork is signed spend a few minutes debriefing the seller. If the office has staff, introduce them to the seller. If you have a routine of communication or system you use that may be unique, fill them in. A few minutes of explanation will save you the frustrated seller phone call in thirty days. Let them know you care, appreciate the opportunity, and move on to the next appointment.

A truly dynamic presentation is short and to the point. It also stays on focused for the entire time of the presentation. Do not break your momentum by going too long or not staying focused during the presentation. Stay directed, focused, and solve their problem. (Real Estate Champions – Dirk Zeller)

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3. Make Your Mark as an Entrepreneur Salesperson…

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1. Send your owners a bouquet of flowers on the house anniversary date.

Spent approximately $25 per arrangement. You Could even send the arrangement for every anniversary.

2. Surveys of consumers say they want pictures and then they want more pictures. .

3. Have a gift bag to thank the seller for having them out of the house. Give the gift in a wrapped bag to the sellers at the start of the presentation that says the words “It is our way of saying thank you for allowing us to make a presentation on your home.”

4. Go to a local café or restaurant and have them sponsor a 2 for 1 meal. Pay for the postcard with the offer on it. The cost to the company is only the promotion. This is an example of business to business tie-ins. Do it with people that come to your area. Do it during the off season. You could contact the companies that are already doing it and have them do the promotion with you.

5. VIP Form - birthdays, anniversary, house anniversary, pets name, interests, then introduce the new neighbourhood with people of husband, wife, kids, pets.

6. Referral Form –“we think we gave exceptional service, do you know of any neighbours, family, friends or business associates that are thinking of buying or selling in the future?”

7. “Could we quote you” Form - asking for what they thought of your service and to use their comments in your promotional materials.

8. Ask yourself this question:”What income can I make in 2005 that has nothing to do with buying or selling real estate?”

9. Get a key chain with your logo to hand out with the keys.

10. People look to both’ benefit of gain’ or “fear of loss.” Usually it is the” fear of loss” that drives people to decision making.

11. Go after investors to buy because their return on investment is going to be larger than stocks.

12. Have more open houses. They provide the public with a sense of normalcy and activity.

13.Have video comments of people that have good things to say about your service on your pre-listing CD ROM and have video testimonials on web site.

14. Supplying statistics to your sellers is the best way to get reductions of price. Do the statistics to the expired mailings that can make you the expert. See how you can set yourself apart in your mailings by using numbers to prove what is happening in your marketplace.

17. Send Private Sales and expired listings just sold letters.

18. Put testimonials on the just sold letter with a picture of the couple, a testimonial and the address of the house.

18. When you see a private sale sign just make the call using your cell phone while you are in front of the house. Be proactive.

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Quick TIPS:Maximize your time with some sort of computerized prospecting, tracking and contact management system. And remember to always do your best to invest your time only with truly qualified prospects instead of only slightly interested suspects. www.realestatesalestraining.com.au

Incredible Three Month Action Plan Audio Program, stay ahead of your competition with this powerful success system. Use the time you are spending in your car and develop your Entrepreneur Sales Success. Become part of the top 4% of Sales Professionals that use continuous and never ending improvement to build health, wealth and happiness…

www.e-salestraining.com

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We would like your feedback and would ask if you can send us your stories of success. We want to know what has made your career so successful and what you have learnt to take you to the next level of Success.

Send prospecting, negotiating, listing or selling ideas, strategies and tips to info@e-salestraining.com

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Do you have a system in place?

Click this link to find the system to help your business GROW producing massive results. www.realestatesalestraining.com.au (Visit our website and purchase safely on-line using our secure web server)

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4. Optimal Health – Have you ever wondered how to sustain a healthy Body with today’s nutrient deficient fast food

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YOU CAN – Live a Better, Healthier Life!

No matter where you live or how careful you are, you can’t escape the toxins that lurk in our air, food and water. Since this problem affects everyone, staying well has become the hottest topic in the news. People want to take control of their own health. The long-awaited Wellness Revolution has arrived, and it’s gaining momentum and changing our lives. And Mannatech’s revolutionary Optimal Health Products are leading the way. Visit www.mannapages.com/cherylholland for the next generation of optimal health.

Good health would be one of the most important elements of success, make it a priority in your own life, eat healthier, and enjoy some exercise in your daily routine. You will notice a huge difference in the way you feel and what you can accomplish.

We have seen favourable results to the many people using the “Optimal Health Pack”, to help establish a healthy functioning immune system.

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With a system in place, you have a greater chance of getting the important things done and leaving the annoying time wasters and painful mistakes that disrupts your Entrepreneur Sales success. Click the link to find out how you can double your income and become a cash machine in 60-90 days. www.e-salestraining.com

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So we can help you in a greater capacity, we would love to find out what questions you may need answered and the problems you are trying to solve at the moment. If you have any comments or questions email me at info@e-salestraining.com and I will respond to them within 48 Hours!

Have a Great Month and remember every person you meet is a potential buyer and seller, so build strong relationships.

Mark Holland

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Buy safely and securely on-Line the most powerful Training System to get more Appraisals, convert them to Exclusive Listings, and Sell them in the shortest possible time, and spend more time with the people you love.

Visit www.realestatesalestraining.com.au for more information on break through Ideas and Strategies

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Are you getting the answers you need to fast track your career? Order “Where you are… Where you want to be… and how to get there!” Audio CD http://www.e-salestraining.com

Entrepreneur Sales Guide for Real Estate Manual and CD-ROM http://www.realestatesalestraining.com.au

Entrepreneur Sales – Mark Holland and Bert Holland

“Building Better Entrepreneur Salespeople”

info@e-salestraining.com

Posted in Real Estate, Sales | No Comments »

Business Reputation and Definition of Success

December 20th, 2007

1. Business Reputation

2. Definition of Success

3. To salespeople who want to quit work some Day

4. Have you ever wondered how to sustain a healthy Body with today’s nutrient deficient fast food

Plus…The most popular product offer to date and we want to hear from you…

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1. Business Reputation…

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One of a Salespersons’ most important assets is its reputation, or good name. Reputation is intangible – hard to put a value on it in an audit of your assets – but obviously it pays off.A good reputation can benefit you in many ways. It can:-- Add to the value of products and services in terms of customer trust;- Increase employee job satisfaction;- Attract better employees;- Reduce the risk of new product launches;- Act as a powerful signal to your competitorsThere are 3 areas to consider when building your image:

1. How customers see youThis involves analyzing what your products/services offer to customers, and then communicating with them why it is unique and what it can deliver (USP).

2. How employees see youIt is equally important to state exactly what it is you offer to employees. The more attractive the offer, the better chance you have at attracting good staff.

3. What the community sees in you.Generally, Salespeople with the best reputations offer the best value to their internal and external customers. Factors that contribute to create the reputation you project include Vision, Organizational Culture, Strategy, Formal Policies, Products and Services, Employees and Value. Research suggests that the most important of these factors is the perceived VALUE of your products and services. In the end, it’s the “fame in the name” and the “name in the fame”.

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2. Definition of Success…

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A real success is the person, who performs at or close to the best of their ability, most of the time, in all of the important areas of their life. They will be as successful as their inherited potential, past experiences and present circumstances permit, in the careers of their choice, in intimate and social relationships, and in the recreations of their choice. They are making the realistic best of what they got in the lottery of life.Dr Bob Montgomery“The truth about Success and Motivation”

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3. To salespeople who want to quit work some day…

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What causes prospective clients to respond to you?Well let’s think a little about your prospective client. What do you think the client may want? They want useful information that will help make the best decision. Would you agree? If they are thinking of selling, they want information that will help sell quickly for the most amount of money.If they are buying, they want information to help find the right property at the right price.Most important of all is your client wants to overcome their fears and know they are making the right choices! Silently every prospect is apprehensive on some level. They can be apprehensive about how much they can afford, the best place to buy, what price they can get for their property and which agent to choose. Many prospective clients are simply afraid of the process.That is why the internet is so appealing and why it continues to grow. Look at your own experiences. Why are you reading this Newsletter? You are reading it because you want sampling information and ideas that have been proven to work to help build your own business within a business.Do you think your prospective clients are any different? Click this link www.e-salestraining.com to view proven systems that will double your income for as long as you want.

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www.realestatesalestraining.com.au

Incredible Three Month Action Plan Audio Program, stay ahead of your competition with this powerful success system. Use the time you are spending in your car and develop your Entrepreneur Sales Success. Become part of the top 4% of Sales Professionals that use continuous and never ending improvement to build health, wealth and happiness…

www.e-salestraining.com

===============================================================

We would like your feedback and would ask if you can send us your stories of success. We want to know what has made your career so successful and what you have learnt to take you to the next level of Success.

Send prospecting, negotiating, listing or selling ideas, strategies and tips to info@e-salestraining.com

===============================================================

Do you have a system in place? Click here and visit the Success System where you can potentially double your income. www.realestatesalestraining.com.au

Click this link to find the system to help your business GROW producing massive results. www.e-salestraining.com (Visit our website and purchase safely on-line using our secure web server)