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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.
Today's
Feature Article looks at building a great business - and one
that works smart, not hard! Titled: How Many
Clients Do You Really Need? The answer may surprise
you! Click
here to go there now.
Narelle and I are getting excited! In just over a week's
time, we head to Victoria for a trip that mixes a bit of family,
business and social travel! I get to catch up with my kids
in Hamilton, so it's going to be
really great hearing all their news. As
well, there's going to be some catching up with some subscribers
while we're there. If you have any colleagues in
Melbourne, let us know because we'd love to meet them.
We're
looking forward to dropping in on some of our Gold Coast subscribers this week. We
want to meet you as soon as we can, so let us know when it's
a good time and we'll drop in!
Narelle
just got a new 'do' that looks fantastic (Amanda from The
Attic), and we had new business photos done in readiness for the
new business card, by Andrew Porfyri photography, Vulture
Street, West End, 07 3844 6372. Andrew's service was
great, so professional and fast. Andrew also does digital
photography of homes and he's an Award winning photographer who
took out Runner-up in the recent Wedding Photographer of the
Year!
Until
next time
Warm
regards, Dennis and Narelle
PS
Narelle's thrilled to be going to Melbourne - there's a huge Tango
festival on down there. Her toes are tapping already..
Ah well, there goes any sleep I
might have thought I was getting!
HOW
MANY CLIENTS DO YOU REALLY NEED?
by
Dennis McMahon & Narelle Stratford
One
of the major challenges in any sales business
is to keep chasing Clients. And for good reason - if
you don't have Clients your business doesn't grow, you
don't make the sales and money you want and you can't live the life you
want to!
But
if
you only ever think about a Client as a one-off deal, you have
to keep chasing new Clients every day of your business (and your
life)!
But
have you ever stopped to think about just how many
Clients you really need every year, to have the business and the life you
want? Is it
20? Maybe 60 or even 150? The
number is up to you, but you need to know what YOUR goal is
otherwise you can't plan to achieve it!
Real
Estate Business Success Model
When
we work with Agents like you, [FIRSTNAME], our approach is that a good Real Estate business for
you would be one where:
-
Your
Clients are all 'ideal'
-
You
make 50 - 60 Sales a Year (about 1.5 per week)
-
You
Work 40 weeks a year
-
You
have 75% Repeat & Referral business
IDEAL
CLIENTS
Of course, you only want to work with Ideal Clients. Think
back to the best deal you've had recently - the Client listened
to your advice, happily paid for marketing, the pricing was right, the deal was pretty much
stress-free. Wouldn't you like all of your deals to be
like that? Well, you can - if
you plan for that to happen. Of course, every one of your Ideal Clients would give you
2 to 3
referrals of similar Ideal Clients, throughout the lifetime of their relationship with you.
50
SALES A YEAR
To
enjoy 50 sales a year, consider that the
average household sells every 5 - 7 years (more in recent times,
but 5 - 7 is still a good guide). So all you need to find
(and hang onto) is about 350 Clients! (7 years x 50 Clients a
year).
And,
remember, your ideal Clients are finding you 2 to 3 more Ideal
Clients among their friends and family. So all you really need to
find is the first 50! Then implement Nurturing Programmes
to keep them on your Team, and they will find you the rest.
Sound good so far?
Here's
how it looks, [FIRSTNAME]:
-
You find
your first 50 Ideal Clients
-
They give you 2 more each
(50 + 100 = 150)
-
Then those next 100 give you 2 more each
(50 + 100 + 200 = 350)
-
So every 7 years each one of those
Clients sells, and you're doing 50 sales a year - from your
personal Client base.
How
does that sound for a good business?
-
And
you keep picking up more new business as well!!
To
enjoy your ideal business, ideally, you need to plan for it.
You need to systemise your business, so you can manage that number of
Clients, and
of course, you have to keep looking after them with your service
and Nurturing Programmes so you never lose them.
And that
is a lot easier than having to find 50 or so new Clients every year,
because you don't have to go searching for them, or build rapport
and a relationship, every time. Nor do
you have to fight every other Agent for the listing. They
are your clients because you know how to look after them.
HOW
WOULD YOUR BUSINESS COPE?
[FIRSTNAME],
how
would you cope with 1.5 listings per week? Would your
systems stand up? Remember too, that systems are living
entities that will grow and change and develop, just like you,
because they need to fit your business as it
evolves.
This
approach is not an overnight, get-rich-quick deal.
Commitment is a necessary ingredient to develop, implement and
work your plan.
It's
possible that you could neglect prospecting and client
nurturing, while you service your existing client load, unless
you develop parallel processes and keep on top of them.
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.
"Sprint
Changed Everything"
"......
Best of all, THREE of my current listings were achieved directly
as a result of my profile advertising – SPRINT taught me how
to write advertisements in such a way that people I have never
met phone me and tell me they want to give me the Exclusive
Listing of their property.
Just one of these sales more than covers the investment I
made in SPRINT – the best part is that the strategies I
learned will be bearing fruit for me for many years to come...........".
Susan
Bardon
Re/Max
Results
0405
48 48 28
September,
2003
CREATIVE
MARKETING SEMINAR - BE THERE!!
Annoyed
with the changes
to the Privacy Law?
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
|
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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 -
Bring a colleague for Free
Book
ASAP -
Seats Going Fast
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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.
Real Estate Research Service
New!
Your
Clients want information! Solid researched data about your
suburb. And if you can provide it, then you're ahead of
the game!!
This new service
from 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!!
WINNERS
ARE GRINNERS!
The
winning new subscriber for September was the lucky Mark
Sinclair, of Nedlands, WA. Mark, congratulations because
you have won an Integrated Marketing Programme valued at $462,
courtesy of Sales Champions! Hey Dennis, WA is a nice
place. Can we deliver that personally?? (Not subscribed? Subscribe
now!)
And
George Mavridis of Benowa has won the fabulous foot treatment
for September, courtesy of Christine Thompson, Aromatherapist
extraordinaire, 07 3846 2233, Mob: 0415 428 713. Thanks
Christine!
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.
Love
to dress up and meet interesting people? Visit
beautiful homes? Enjoy Cocktails and fine food? Then
you'll love hearing Noel Whittaker, financial guru speaking
at his riverfront home, won't you? Click
here for your personal invitation to this
fantastic Zonta fundraiser on October 25th, 2003.
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
How
Many Clients Do
You Really Need?
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!
Forward
this eNewsletter on to Friends and Colleagues TODAY! Feel good through helping
others to achieve their goals.
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Policy
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DIRECTORS:
Narelle
Stratford
61
+ 0412 251196
Dennis McMahon
61 + 0438 728
161
(
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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