October 23 Sales Coach Subscriber 2003

The Sales Coach eNewsletter

SALES CHAMPIONS

23 October 2003

Issue No. 20

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.

Today's Feature Article looks at Self-Belief - something we all need!!

It's titled: "The Greatest Gift You Will Ever Have"

We had a fabulous time away. The weather was brilliant - yep! even in Melbourne. Family and friends are still wonderful, Dennis' kids are fantastic, and the Tango... Ah, what can I say? After hours of workshops, my poor feet limped away after the Ball on Saturday night and yes, we needed to catch up on sleep when we came home!

If you're into networking and you didn't go, then you really missed a fabulous event. What am I talking about? The Zonta fundraiser at the home of Noel and Geraldine Whittaker was wonderful. Food, wine and song - what more could you ask for? Dennis and I dressed up, won a raffle prize, met really interesting people, heard fascinating stories and generally had a blast. I will never think about Driza Bone as bushy raincoats, ever again! Exquisite Latin influenced cocktail wear, to-die-for fitted leather overcoats, summer gear... just too hard to describe! Ah... life is good.

Until next time

Warm regards, Narelle and Dennis

THE GREATEST GIFT YOU WILL EVER HAVE!

by Dennis McMahon & Narelle Stratford

The greatest factor to your success in real estate is not your winning ways, your smart power suit or the ability to talk under wet cement! The single most important ingredient is your belief in your ability and your own success!

Sales is all about the numbers. See enough people, and you'll succeed. Or so they say. The real difficulty most salespeople have (while the numbers game works itself out), is that they're starving in the meantime!

And the longer you are 'working the numbers' without achieving what you want, the more the doubts creep in. "Is it me?" "Maybe I'm not cut out for this game?"

You know what I mean. And that's just you, beating up on yourself. What about when friends, family, or partners start saying the same thing? So while the numbers theory is true in it's own way, consider this: have you ever played the numbers game on your positive or negative thoughts?

As you think, then so it is! The more you think negatively, the more your energy is depleted, and the less you will feel like doing. The more you talk positively to yourself and others, and feel the power of positive actions, the more you'll want to do.

The best way to get past those down times in your career (and we all have them) is to be ready for them: know they're coming, and know what to do when the doubts creep in.

Prepare yourself for success with a very clear set of Goals derived from a focussed Business Plan. A Business Plan you go back to that states:

Your vision for your business: how big, how far, how long you want to be in business for
The money you want to create each year, chunked down to how many listings you need per week and the commission dollars you want to achieve
Your ideal Client whom you love to work with, and the market you love to work in
Your concrete 'trackable' activities that you need to do to achieve your goals
Your Unique Selling Proposition (USP) message - what is different about you and your service, and how that benefits Clients. (Dennis likes to refer to this as the UBP - Unique Buying Proposition, because it is your unique difference that convinces someone to buy from you.)
All the marketing, sales and business steps you need to take.

Importantly, you must believe in your Business Plan. Why? Because if you believe in it, then you know what your goals are and you do the activities as they are laid out. Every time the doubts set in, or the "No, you can't do it" team starts knocking, you've got an answer. It's just like being prepared to deal with the objections that prospective Clients raise during your presentation.

So a deal falls over. Next!

So you didn't get the listing even though you had a referral? Next!

So the Client withdraws the property? Next!

Or maybe you're ringing and doorknocking and networking and still nobody wants to talk to you or list with you or do anything with you? Keep going! Keep doing!

While you continue your activities, remain positive in your mental activities. The more you focus on what you want, and do the necessary hard yards, the more you will increase the momentum, just like a snowball that grows larger and larger as it rolls along.

It's as though all the energy you put into your business has to reach some invisible flashpoint (and who knows just when that time is!) and then it takes off! For some of you it's going to be as short a time as 3 months, for others it will take a year or even two.

Mostly, it comes down to how long you think it will take, combined with the level of actual physical activities you put in. Often, right when the darkest hour is near, you are incredibly close to that flashpoint. Stop procrastinating, believe in yourself and as long as you are still eating, keep going!

Stay away from negative people, use a positive mantra and keep doing the activities that need to be done. Believe in your business. Believe in your future. Believe in yourself. And commit yourself to working to that belief, with persistence and tenacity.

As Calvin Coolidge says: "Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education alone will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."

If you like the thought of having a Business Programme that can deliver you that sort of business, give us a call or email us at sprintinfo@saleschampions.com.au with Book My Sprint Session in the subject line.

"Business Plans and Sprint"

"..the “hard” goal setting activities (not just dreaming) .... to sum these up in one word: FANTASTIC! "

Susan Bardon

Re/Max Results

0405 48 48 28

September, 2003

CREATIVE MARKETING SEMINAR -

YOUR COMPLIMENTARY SEAT OFFER!!

Final Call for Creative Marketers!

Need help to market yourself?

[FIRSTNAME], come along to the Creative Marketing Seminar

to learn how to make your Marketing kick some real goals.

Book Now	Creative Marketing!!
Date:	Thursday 30th October, 2003
Time:	6.15pm for 6.30 to 8.30pm
Venue:	Toowong Library in the Toowong Village Shopping Centre with Free parking
Tickets:	$33 Value - FREE if you book before Wednesday 29th October. Already booked? You're invited as a Complimentary Guest! Book ASAP - Seats Going Fast

Notes and Coffee provided

Bookings are absolutely essential

To book your seat send an email to mktgworks@saleschampions.com.au

( now: 0412 251 196 / 07 3255 0739

Or, if you cannot attend, perhaps you know someone

who would gain from this knowledge?

You might like to help a friend or colleague by passing this message on.

TELECLASSES

We are looking at running some Teleclasses

for subscribers on topics of your choice.

What's a Teleclass?

Well, imagine that you want to have a chat with colleagues about a particular subject, in different offices. You could arrange a meeting, or send emails, but both of those alternatives have their problems. A meeting requires some or all to travel, taking up valuable time. Emails don't let everybody have their say when they want to.

Maybe you've been involved in a conference call or know about them? Well, that's a bit like a Teleclass. Everybody who wants to take part in training but doesn't want to waste travel time in a session away from the office, can just phone in, listen and participate, and then when they are done, get back to work!

Benefits of teleclasses are:

They Save You Time

They Save You Money

They Make Training Easy and Convenient

Please let us know if you have ever been involved in a Teleclass, how much you paid, what it was about, and what you thought of it, through this link:

teleclass@saleschampions.com.au

And, would you please include in that same email,

the topics you're interested in?

For example:

Sales Tips, Closing the Deal, Presenting to Clients,

Negotiating Skills, Building Rapport, Neuro Linguistic Programming, Marketing, etc.

[FIRSTNAME], thanks in advance for your help.

Our apologies that this eNewsletter is out late, due to Server probs, computer probs etc. etc. Our slackness!! (No excuses) We're now back on track!

WINNERS ARE GRINNERS!

Special surprise! Existing subscribers are in the draw to win Hairdressing services to the value of $44, courtesy of The Attic, West End (Brisbane). Thank you Amanda Nicholson, the owner who will give you personal attention. Call on 07 3255 1544.

Regarding prizes, if you aren't in Brisbane, we will arrange something else for you. We reserve the right to alter prizes and prize values at any time. At no time will cash be substituted for a prize.

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 Sprint Information Pack.

Feature Article

The Greatest Gift You Will Ever Have

Don't Miss Out! Not many seats left at the Creative Marketing Seminar:

Guest Speakers:

1. Martin Farrugia of FoneSmart at www.advanced-phone-training.com

2. Tony Puls of Tenants in Common

3. and Sales Champions' Team of Narelle and Dennis will make this Seminar packed full of great marketing ideas you can walk away with and put into practice straight away!

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

Marketing Proposals Like to increase your chances of winning the listing, [FIRSTNAME]? Click here for more info or email / call today!

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.

Get the Scoop on

Tenants in Common

Offer your Vendors something completely different!

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!

Sales Champions and REIQ: Journal Article on Creative Marketing

If you haven't seen it already, grab a copy of the October REIQ Journal, and read the Sales Champions article on Creative Marketing. There are some super ideas that you can put in place in your business!!

Forward this eNewsletter on to Friends and Colleagues TODAY!

Feel good through helping

others to achieve their goals.

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DIRECTORS:

Narelle Stratford

61 + 0412 251196