| 19 June 2003 |
The Sales Coach eNewsletter Issue No. 11 |
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Narelle Stratford
Dennis McMahon
Partners in SALES CHAMPIONS Professional Coaching for Real Estate Professionals! Be Coached! EXCEED YOUR TARGETS!
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Hello
The
"Sales Coach" is your fortnightly eNewsletter that you have
subscribed to and it includes tips
and articles for helping you to improve your sales within the Real Estate
Industry.
So, how are you?
We've been quite hectic organising an upcoming Foundations of Success Seminar, and an additional format for Coaching. Plus, Narelle has been formally inducted into Zonta - a great international organisation dedicated to promoting women in business! Congratulations, Narelle!
Please, if you are a Zonta member, do email me and let me know! Dennis has only got two more Salsa classes to go and then he's officially announced a star! (Well, I hope so. It's the beat that keeps tricking him up! At least he's going - that's the wonderful part! - from Narelle)
Warm regards, Narelle and Dennis
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| IN THIS ISSUE! |
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What did you do last week to be the No.1 Agent in your territory? What will you do this week?
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TREATING BUYERS AS A WASTE OF TIME WILL COST YOU $$$ by Narelle Stratford |
I was talking to my cousin Lynda just the other day (true story) and as we caught up, she was asking me about business. Lynda then went on to say that she and her husband had seen a window ad in a local real estate office and had left a message as the Agent wasn't in. Because they were interested in buying the property, when the Agent didn't call her up, Lynda subsequently left two more messages and still got no response!! That's a total of 3 messages and nothing has happened for my cousin!
Now, before you say, that wouldn't happen if it was me, I want you to ask yourself these questions and be honest with the answers:
I would be incredibly impressed if you can tell me that you always respond!
Here's another scenario:
What a waste of time and energy for the prospective buyer, if they are the genuine article. If you can't be bothered making the effort to build a relationship with your prospective client, why should they be bothered to go out of their way to choose you as the Agent?
Are you too proud to return calls? Are you too proud to sit down with a would-be buyer and find out their hopes and dreams and budget, and help him or her to achieve their goal? Are you waiting for the 'right' buyer to come to you and if you're not in, then too bad, someone else will come along? If so, then you are losing out on business. You are forgetting that this little buyer might one day want to sell their home. Stop thinking of this person as a buyer - they are a seller-in-waiting!
To me, and admittedly I feel a little hot under the collar because this is my cousin who has been slighted and ignored, the above incidents are indicative of ARROGANCE. (Definition of arrogance: overbearingly proud.)
We've all of us got personal knowledge of someone who went to buy a car, dressed in stubbie shorts and thongs, or old clothes. The salesman lead the buyer to the second-hand very very cheap cars, knowing that their prospect is as poor as a church mouse! Two hours later after leaving the caryard, that 'poor' prospect drives past in their brand new Falcon Statesman and says to that same salesman "I paid cash for it."
*-----------------HOT TIP------------------* The moral of the story: Your client does not have to impress you you have to impress your client. *-----------------HOT TIP------------------*
What are your lost opportunities costing you? Even if you are approached by a client who doesn't have much money, how do you know that he or she doesn't have as their very good friend and neighbour, someone worth a lot of money? And will they tell their good friend about your phenomenal level of service, or your debasing arrogance? You bet! And will their friend want to deal with you if you are arrogant or can't be bothered? Not likely.
Every person with whom you have contact, be it face-to-face, by phone or email, needs to feel that they matter to you. Do you make people feel they matter? Remember the parable: when you cast a stone into the water and watch the ripples go out, you never know who the ripples will touch.
*----------------HOT TIP------------------* Recent sales stats tell us that it can take 9 - 15 contacts to make the sale - and 90% of salespeople give up after no more than 3 contacts! (That's if they make them!) Why? Because it's too hard! Well, if you want to know the easiest way to keep your clients, prospects and contacts in your communication loop and working with you click here *-----------------HOT TIP------------------*
If you need help either deciding on the actions or just getting the implementation happening, please call Narelle or Dennis on 07 3255 0739 or 0412 251 196. Our expertise in delivering implementation of Sales Activities means you are guaranteed to achieve the success you want!
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Foundations of Success Seminar |
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Bookings are absolutely essential as we are almost at seating capacity!
Phone Narelle or Dennis Mob: 0412 251 196 or 3255 0739.
Available for calls over the weekend!
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6 WEEK SPRINT FOUNDATIONS OF SUCCESS PROGRAMME! |
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Due to the quick paced nature of our Industry, you now have the opportunity to take advantage of the new 6 Week Sprint Coaching Programme - "Foundations for Your Success". In the 6 weeks you will :
The next "Sprint" Foundations for Your Success Programme commences on Tuesday July 1.
Please contact Dennis or Narelle on 0412 251 196 or 07 3255 0739 for more details and pricing. Numbers are limited so don't miss out - remember, the sooner you start, the sooner your business has the Foundations for Success you need.
Ask about our Super Subscriber Discounts!! For more Info, click here BOOK NOW!!
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BOOK REVIEW - The Millionaire's Path: Passion, Optimism and Wealth by Mark Fisher with Marc Allen (Book review by Narelle Stratford) |
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I bought this book when I was in Denver, Colorado, a couple of year's ago. I was there as a participant in a fascinating NLP-type workshop called "Core Transformation", and on one of the free afternoons, I found this book in the local Barnes & Noble. I was so impressed and didn't want to put it down, I said "hang the Aussie dollar!" actually it was around 50cents to the $US, and bought it!
This book has the capacity to really touch your emotions and at the same time, get you thinking consciously about your own life, your goals and especially your dreams!
It begins with the plight of a young man who, like many others, is in a job he hates, with debts up to here and a burning ambition to become a writer. He consults The Instant Millionaire! The Instant Millionaire claims to be able to "help anyone become a millionaire overnight - or at least acquire the mentality of a millionaire."
The story is a fable that is engaging, yet, like most fables, is very rich in the simplicity of its powerful concepts. Our young man has to unlearn old and out-dated belief systems, and acquire positive attitudes and mind-sets. Things that sound easy, yet in practical terms can be very difficult. This book really gets you thinking deeply about your own beliefs and how they affect you.
Because the book is a story, it is easy to read, absorbing, and inspiring.
Rating: 5/5
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SPOTLIGHT: Coaching and other Quotes! |
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"Across corporate America, coaching sessions at many companies have become as routine for executives as budget forecasts and quota meetings." INVESTORS BUSINESS DAILY
*-----------------HOT TIP------------------* How Much is a lifetime Client worth to You? Want to Know the Best Way to Keep Your Clients for Life? For information on the quickest, cheapest and easiest way to keep in touch with your clients, prospects and contacts *-----------------HOT TIP------------------*
"...[A coach is] part advisor, part sounding board, part cheerleader, part manager and part strategist." The Business Journal, April 10, 2000
Call today, and find out how Sales Coaching can help you to turn your business around! Ph: 07 3255 0739, Dennis or Narelle 0412 251 196.
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CLASSIFIED AD - Prospects who call you! |
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Want Hot Leads from Prospective Clients Who Want You to Call? Does it seem that you have to work very hard to get those listings? And let's face it, cold-calling is a numbers game, where you have to work the numbers! But what if you could get prospective clients to call you up, instead of you cold-calling them?
Isn't it better to have a warm lead than a cold-call? Wouldn't that save money (no telemarketing costs, greatly decreased phone bill), save time - so it's not wasted on doing appraisals that might come on the market in two years time!
If this sounds like what you need, click here
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Free Reports and Gift for You |
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If you think of your career as
your business, click on the link to email us for FREE Reports on: It's
Your Business!! How to
Treat your Real Estate Career as a business. 101 Marketing Options A
small taste of the myriad of Marketing tactics available to ramp up your
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Want to increase your listing success rate? Have a look at this one!
What's
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Do you think your Clients and Prospects
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Marketing
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A great way to graphically show you how your
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FREE mini-workshop for your office. Sales Systems Analysis Take a Good Hard Look at Your Business
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PRIVACY |
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We do not rent, sell, or provide any other person, business or organisation with your name and business address, or email address, EVER.
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SUBSCRIBE / UNSUBSCRIBE INFORMATION |
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CONTACT SALES CHAMPIONS! |
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Narelle Stratford & Dennis McMahon ABN:
2304 241 2603 Ph: 61 + 7 +
3255 0739 61 + 7 +
0412 251 196 Narelle Stratford 61 + 7 + 0438 728 161 Dennis McMahon
eNewsletter: Copyright June 2003 Sales Champions
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| 19 June 2003 |
The Sales Coach eNewsletter Issue No. 11 |