|
|
|||
|
|||
|
|||
|
|||
|
What did you do last week to be the No.1 Agent in your territory? What will you do this week?
|
|||
|
|||
|
If you have been in Real Estate Sales for any length of time, particularly in the recent market, you will have a list of past Clients that should form a major part of your business in the future. In any sales business there are three areas where your business will be generated:
The main difficulty Agents have with keeping in touch is the time it takes and thinking of a reason for the call. I mean, we all know that it's business, but you don't want to ring up every month and say "How are you going?...Want to sell your house today?" That can become a bit tedious for all concerned, very quickly! So Why Bother? The reason that you need to actively look after your past Client list is that it is good for you and your business. You should be planning and working your business with the view that at least 60% of your business should come from repeat business and referrals. I want you to think back to how hard you had to work to get those Clients - thousands of letterboxes, doorknocking, probably a lot of telemarketing, not to mention the cost. Along with all the knockbacks you got, you found these little gems scattered along the road. So you made the appointment, did the appraisal, slogged through the sales process, achieved the result. The client was happy, and so were you - your commission was lovely! Now, imagine, that same client who is ready to sell next time, calling you up and saying "[FIRSTNAME], can you come out and see us - we are thinking of moving". That was easy, wasn't it? And those Clients may move and sell 5 or more times in their lives - and their kids will buy and sell, and their friends will buy and sell, and those Clients may buy and sell investment properties. As Molly Meldrum used to say "Do yourself a huge favour" and calculate right NOW what one client is really worth to you in commissions over their lifetime!! And then multiply that figure by 5 to account for referral business each client will direct your way. Come on, stop reading and do the calculations. *-----------------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! 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------------------* Are
you focussed now? Well, if you're not quite focussed yet, picture this -
you're standing in paradise with all of that money piled around your feet and
people are just coming along and taking great wads of it
away. What would you do? Just let it happen? Well, that's what is happening every time you lose a Client. Some other Agent is slipping into your spot and taking money out of your hands!! And it really is a matter of you doing what is needed to keep your Clients - they will rarely go out of their way to stay in touch with you. So it's up to you to proactively keep in contact and maintain your value in their eyes. How many times have you changed offices? Clients will rarely chase you - if you have changed offices and you didn't let your past Clients know, kiss them goodbye, because it's rare to see them again! So What Can I Do? The first thing you need to do is to get your Past Client database into shape. This will involve:
Now the results of your labours may not be apparent immediately - but keep thinking of all that money lying around your feet - money disappearing before your eyes! And you let it happen!! Will your efforts to be proactive and keep in touch with your Clients be worth it? You bet they will!! *-----------------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------------------*
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! | |||
|
|||
|
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. BOOK NOW!!
|
|||
|
|||
|
In this interesting and best selling book, Covey describes how he came to understand Personality Ethics (success as a function of personality, public image, social skills etcetera) versus Character Ethics (success being dependent upon integrity, humility, fidelity, temperance, courage, patience, justice etc.) The so-called Character Ethics were predominant in 'success' literature about 150 years ago, while the Personality Ethics have come to the fore in the past 60 years. Covey has studied the characteristics of successful people and believes that we need to utilise the Character Ethics if we are to be successful in our life. For many people, this will require a major paradigm shift in their thinking. A bit like knowing that a map is not the territory! Another way to think about it is to consider that you know what you need to do to be a top agent, but you don't do it. What's the reason for the gap in knowing and doing? Most of your reasons, or excuses, will be based on your perception of your situation. Blame is often a (not so) good game that gets played. What would happen if you stepped out of your situation and saw it from someone else's objective and perceptive eyes? What would you learn that allows you "to do"? Covey has formulated the 7 Daily Habits primarily based on the Character Ethics, to assist people in being effective. If you are not effective, you will not reach your goals. Here are the habits: 1. Be Proactive - Principles of Personal Vision 2. Begin with the End in Mind - Principles of Personal Leadership 3. Put First Things First - Principles of Personal Management 4. Think Win/Win - Principles of Interpersonal Leadership 5. Seek First to Understand, Then to be Understood - Principles of Empathic Communication 6. Synergise - Principles of Creative Co-operation - Principles of Creative Co-operation 7. Sharpen the Saw - Principles of Balanced Self-Renewal All in all, this is an excellent book for improving your daily habits, altering your paradigms and getting the most out of your life! Rating: 5/5 |
|||
|
|||
|
"Asked for a conservative estimate of the monetary payoff from the coaching they got, these managers described an average return of more than $100,000, or about six times what the coaching had cost their companies." Fortune, 2/19/01, "Executive Coaching -- With Returns a CFO Could Love"
"Beware
of small expenses; a small leak will sink a great ship."
"Between 25 percent and 40 percent of Fortune 500 companies use executive coaches" Recent survey by The Hay Group, an International Human Resources consultancy
Call today, and find out how Sales Coaching can help you to turn your business around! Ph: 07 3255 0739, Dennis 0438 728 161 or Narelle 0412 251 196.
|
|||
|
|||
|
|
|||
|
|||
|
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 |
|||
|
|||
|
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
business! Get
That Listing!
Want to increase your listing success rate? Have a look at this one! What's
the Value of Your Service?
Do you think your Clients and Prospects
really understand the value of your services? Check this great Report
out - it may open up your own eyes about what you're worth!! Marketing
Matrix
A great way to graphically show you how your
Marketing Strategic Plan works! One
Month's FREE Sales Coaching Your GIFT, for organising a
FREE mini-workshop for your office. Sales Systems Analysis Take
a Good Hard
Look at Your Business |
|||
|
|||
|
|
|||
|
|||
|
subscribe@saleschampions.com.au?subject=Subscribe
Previous newsletters and coaching information can be
found at:
|
|||
|
|||
|
|
|||
|
|||
|
ABN:
2304 241 2603 Ph: 61 + 7 +
3255 0739 61 + 7 +
0412 251 196 Narelle Stratford 61 + 7 + 0438 728 161 Dennis McMahon |
|||
|
|
|||
|
|
|||
|