With AREC (the Australian Real Estate Conference) being held last weekend, it's a great time to visit the lessons, tips and suggestions that were gained from the point of view of an attendee.

Elisa Wellington, (RE/Max Results - Fortitude Valley) who is one of our fabulous Sales Coaching clients, went down and took the time to share her experience with us, and most importantly, with you.  Thanks for your generosity, Elisa!

Sunday saw the Conference Open and Elisa was very happy when the MC asked who had a business plan and a Sales Coach? Elisa was one of approximately 30 out of 1400 who stood up!  From what Elisa told me,  the core business elements that were covered at the conference, are exactly what we cover in our Sales Coaching!  

• The first speaker was John McGrath whose message can be best summed up as:  Decision x Action = Results

• Terry Watson from the USA gave attendees some of the Top Stupid Mistakes that even top RE Agents make:

1.  They work IN their business and not ON their business

2.  They forget to do the basics

3.  They take all the glory (and forget the help of their team)

4.  They don't systemise

5.  They don't highlight the value of their services

There were plenty more, but these were enough to get the crowd thinking!

• Then followed a discussion on the Internet and e-commerce, followed by much scratching of heads!

• Joh Graney from South Australia advised the group about getting the most from your database: Make your Clients, Your Clients Forever!

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How Much is a lifetime Client worth to You? 

Want to Know the Best Way 

to Keep Your Clients for Life? 

Click here

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• Shane Smollen weighed in with the Top 10 Time Wasters - none of which I've ever been guilty of, of course! Do you ever:

• Shift priorities? or let the telephone stop you from doing things? 

• And of course, your crystal clear goals means that everything you do has a reason! 

• And the final beauty - it can't go out or happen until it's PERFECT! (So of course it never goes out, or doesn't happen!)  

• Russell Mark (Olympic Gold Medallist) gave the Conference plenty of motivation and thoughts about setting goals - and focussing!

• Day 2 began with the fabulous Rick De Luca, one of the USA's Top 10 Selling Agents, whose success is based on finding the 10 success-producing activities you enjoy about your business and doing those consistently!  Some of Rick's ideas for postcards, headlines and systems sounded awesome!

• Jillian McGrath, Hank Petrusca, and several other top Agents spoke about:

  • Self-belief, attitude, systemising your business, and some of the myths surrounding sales and quality of service.

   

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Want Hot Leads from Prospective Clients Who Call You?

Click here

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From the way Elisa tells it, there were a few Agents gasping for air at the end - and feeling overwhelmed with the amount of options they had to explode their business!

And, of course, that can be the trap - too many options: "Which ones are the best? Which ones are for me?" and the decisions never get made, so nothing changes.

The next time you find yourself bogged down in the detail, remember that the behavioural traits of good salespeople don't normally include being good at designing or sticking to systems.  

If you need help either deciding on the actions or just getting the implementation happening, give Sales Champions a call.  Our expertise in delivering implementation of Sales Activities means you are guaranteed to achieve the success you want!

If you want to know what type of behavioural profile you are, click here

Bad news from down south about CBD apartments.  Seems the excess new stock coming on to the market may be driving the prices of the old stock down (that is, the last couple of years stock, some of which was sold with Rental Guarantees!)  Surprise, surprise!!  

Will it happen here?  Good question - but my advice is, if anybody offers you a 2 year x 7% Rental Guarantee on CBD or inner city apartments any time soon, I'd start hiding my money under my bed!

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Keep in contact with your Prospects regularly!  

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 

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What's happening out your way?  Please let us know and we will share your comments with others: mailto:myopinion@saleschampions.com.au?subject=MyOpinion

Blair Singer has a knack for writing in a humorous style that also conveys a mass of information.  Ever been described as a pit bull, or a poodle, in the way that you sell?  Once you read the descriptions, you'll be saying to yourself - and others! - Yep, Mary is just like that! Or, Ted fits that description perfectly.  Here are the 5 types and brief characterisations:

Pit Bull - hangs on and never let's go:  Buy, buy, buy, buy, buy, buy!

Bassett Hound - great long term relationships.  Begs, pleads, and never gives up the scent. Please? Please? Please buy from me, please.....

Poodle - the schmoozer and image setter at parties - knows everyone and contacts everywhere: Dahrling, let's do lunch?

Chiahuahua - fast paced techno whiz, who demands and delivers the stats!  More info, more bits, more bytes, more data at breakneck speed!

Golden Retriever - service, service, service, service..... Let me show you how I can roll over.. I can do it!

This book has lots of tips for improving your sales skills, and managing a sales team.

Rated:  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"

"I never cease to be amazed at the power of the coaching process to draw out the skills or talent that was previously hidden within an individual, and which invariably finds a way to solve a problem previously thought unsolvable," John Russell, Managing Director, Harley-Davidson Europe Ltd.

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.

"I really enjoy the newsletter because it has Australian content."

We’re waiting to hear from you!  mailto:readers@saleschampions.com.au?subject=What I Think

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

Click here

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

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 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        Want to have a Good Hard Look at Your Business and your activities?

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Copyright May 2003 Sales Champions

Narelle Stratford & Dennis McMahon
Sales Champions
26 Cordeaux Street, West End, 4101 Qld Australia

ABN:  2304 241 2603      

Ph:   61 + 7 + 3255 0739

        61 + 7 + 0412 251 196      Narelle Stratford

        61 + 7 + 0438 728 161      Dennis McMahon