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Hi
Here
is your latest subscribed edition of "The
Sales Coach" by
Sales Champions, your Australian, Real Estate Sales Coaches. The
Sales Coach is your fortnightly eNewsletter that
includes tips and articles for helping you to improve your
sales within the Real Estate Industry.
Gosh,
the year has flown past so quickly! And now Christmas is
almost upon us I can barely look back at what we've been
doing! Remember you were asked to vote on a Logo?
Guess what, that side of things is getting really close to
fruition, thanks to Club Creative!
Let's
think: we've had a trip to Caloundra and Buderim and met some
more great real estate agents, had friends for dinner - Champers
went down well - enjoyed a fantastic dinner at the GPO and
haven't been to Tango for what seems like ages! Ah well,
next year!
I'm
starting to think about New Year's Resolutions, but I've never
been any good at them! I'd rather think of Ice Cream Plum
Pudding, and prawns, and champagne and ....
Until
next time
Warm
regards, Narelle and Dennis
PS
Did
you know that the human body has a nerve that connects the
eyeball to the anus?
It is called the anal optic nerve.
It is responsible for giving people a sh~tty outlook on life.
If you don't believe it, pull a hair from your butt, and see
if it doesn't bring a tear to your eye.
J
leads Dwindling?
Listings
getting scarcer?
Buyer's
retreating?
Have
you planned some time off over the Christmas period?
Are
you concerned that your business will still be running
when
you get back from your well-earned break?
Would
you like to know how to keep those leads coming in
while
you are away?
[FIRSTNAME],
book your seat NOW for a Seminar on Tuesday 25th
November that will show you
the 9 easy steps to effectively market
yourself, raise your profile and keep building your database
while
you play!
Click
here to book your seat NOW (details
below) NB
If you book before 5:00pm Friday 21 November, you
can share the low $33 investment with a friend That's
right: you get 2 for 1!! Click
here if you can't make this Seminar, and
you want to be kept in touch for future seminars
Problems
with the email links? Don't miss out - just call!
(
07 3255 0739
Previous seminar attendees have
made these flattering comments
on
what was best about Sales Champions' seminars:
"the variety of
content"
"the diverse speakers"
"helpful
information"
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Book
Now
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Seminar Secrets!
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Date:
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Tuesday
November 25, 2003
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Time:
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6.15pm
for 6.30 to 8.30pm
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Venue:
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Toowong
Library
in
the Toowong Village Shopping Centre with
Free parking
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Tickets:
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$33
(Free for Sales Champions Coaching and Sprint Clients)
Book
ASAP - Seats Already Going Fast
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Notes
and Coffee provided
Bookings
are absolutely essential
Click
here to book your seat NOW or
(now:
0412 251 196
/ 07 3255 0739
Or,
if you cannot attend, perhaps you know someone who
would gain from this knowledge? Help a friend or colleague
- just pass this message on!
Keeping
You on Track
Narelle Stratford
& Dennis
McMahon
As
we are out and about meeting Agents, working with our Coaching
clients and talking to other business people, it sometimes seems
that the poor old Real Estate Agent is the last one to get any
education on business practices and, especially, tracking their
performance.
And
that could be costing you big dollars!!
[FIRSTNAME],
are you familiar with (and using) business terms and practices
like:
-
Loss
Leader - when you make an initial loss to gain a profit.
Sounds warped doesn't it, but
companies the world over have made millions by making free
samples available to the consumer and selling a product at
under cost price, just to gain market recognition and down
the track, market share.
-
LCV
- Lifetime Client Value - understanding what a
Client is really worth to you over the lifetime of your
career.
-
USP
- Unique Selling Proposition or what makes you special
in the eyes of your vendor or buyer, so that you stand out
from all the other agents out there.
-
CR
- Conversion Ratio - when you check the number of leads
against the number of appraisals; then check the number of
appraisals against your listings. For example:
you received 20 inquiries from prospective clients and
booked 10 appraisals, you have a CR of 1:2 or 50%. If
from 10 appraisals you end up with 6 listings, then the CR
is 60%. The higher your CR the more money you'll make.
-
ROI
- Return on Investment - how much have you spent versus
how much you have made. For example: you contributed
$750 toward advertising expenses (and I know there are those
of you who do!) and your commission was $3,000. Your
ROI was 4:1 or 400%. The lower your costs, the higher
your ROI.
The
more you understand how these terms can impact on your business,
the better you'll understand the importance of measuring and
tracking.
Things
you should measure:
-
referrals
& repeat business
-
responses
to your various advertising activities
-
number
of days your properties are on-market
-
whether
your price was consistently above the list price, etc.
You
can use these measures to track your performance and demonstrate
to Clients that you perform better than other Agents!!
Some
Agents track and monitor their results on a form, others do it
on a whiteboard and don't think to record it on paper where they
can check their results and make sure they are on
track.
How
about you, [FIRSTNAME], do you record your results so that you
can see your progress and let your Clients know just how good
you are?
If
you'd like to track your results, just email
here, for a form and instructions on filling it
in. Make life easier by letting us help you.
Take
a Quiz!
Is
there a Spam Act 2003 in Australia?
Yesthereis@saleschampions.com.au
Click to respond yes or no!
Nothereisn't@saleschampions.com.au
Correct
answer in the next edition. Submit your answer and win a
prize!
|
WINNERS
ARE GRINNERS!
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Remember
we have great monthly prizes for new subscribers!
Regarding
prizes, if
you aren't in Brisbane, we will arrange something for
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at any time. At no time will cash be substituted for a
prize.
Today's
Feature Article is titled: Keeping
You on Track
If
your office prints this out
and you want info on
any subject, just call
on
07 3255 0739 or email info@saleschampions.com.au
IN
THIS ISSUE
Want More
Success?
Need
success so hard you can taste it? To find
out how, click on the Link above or call us for your
Champion's Sprint Info Pack.
L
Depressed?
Stressed?
Not
eating Properly?
Irritable?
Can't
Concentrate?
Narelle
Stratford is a
Registered Psychologist.
Call
to arrange a
Confidential appointment on
Mob:
0412 251 196
Free
Reports Club
Join
the FREE REPORTS CLUB now for FREE, and you'll
automatically get every one of our fantastic Business
Building Reports as it comes off the Press - absolutely
FREE!! Do not miss these - your
success may come from an idea in one of these Reports!
It's
Your Business!!
101
Marketing Options
Get
That Listing!
Value
Your Service?
Marketing
Matrix
Sales
Analysis
Get
the Scoop on
Tenants in
Common
Offer
your Vendors something completely different! Gain a
Unique Selling Point for yourself and offer something different
than the rest of the real estate agents.
Quick
Sales Assist - Your Client
Management Software System
At
last - a Client Management system for your computer that is
designed by Australian Real Estate Agents for Australian Real
Estate Agents! Keep all of your Client, Prospect and deal
information in the one spot. Data match buyers and
sellers. Access it at home, your office, or on the road.
Real Estate Research
Kingsley Gum gives you the edge
with local property stats and research to suit your clients
needs. For more info, click the link above or email /
call us NOW!
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DIRECTORS:
Narelle
Stratford
61
+ 0412 251196
Dennis McMahon
(
61 + 7 + 3255 0739
Email:
coach@saleschampions.com.au
Website: www.saleschampions.com.au
Sales
Champions
26
Cordeaux Street
West
End 4101 Qld Australia
ABN:
2304 241 2603
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