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Hello!
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 get more
Listings and Sales.
I'm
quite excited that before long we shall have our new Logo as
part of our new look eNewsletter and website! Hopefully,
by the time the next edition comes out, we'll be using it.
Welcome
to our new subscribers, some of whom have come from as far away
as Tucson in the US, New Zealand and Western Australia!
The world is getting smaller.
This
edition is going to look at the ramifications of the Code of
Conduct, for RE Agents. Did you know that if you breach
it, you could be ordered to repay any commission you have
received? Only scary if you are running close to the wind, and
not doing your fiduciary duty by your Clients!
We're
off to Bundaberg and beautiful Elliott Heads this week, so if
you know someone who works in Real Estate up there, just get
them to give us a call and we'll pop in to say
"Hello".
Need
some stress management? Take up Latin Dancing!
A wonderful friend of mine who is also a fantastic accredited
Dance Teacher in all styles is opening her Danza De Vida Studio
and commencing classes in Mt Gravatt area in February.
Give her a call for times and venue and costs - Diane Smedley on
Mob: 0421 565 361 or
Send
an Email and put your name and contact number in
the body of the email.
Warm
regards, Narelle & Dennis
Real
Estate Code of Conduct
by
Narelle Stratford & Dennis McMahon
"Whatever
it takes... to get the listing; to make the sale;
to do the
deal..."
These
type of statements seem to be the catchcry of a lot of Agents
and Principals out there - certainly there's been a few that
we've been hearing about.
And
it's understandable - it's a dog eat dog world in Real Estate
sales. So all's fair, as they say... isn't it?
Well, guess what - they are
wrong! Just in case
you've forgotten, your first duty is to ... your CLIENT!
And
to remind you of that duty, there are the relevant Laws
governing your industry (in Queensland that's The Property
Agents and Motor Dealers Act 2000). Also you've got
the Real
Estate Code of Conduct. (If you're not from Queensland,
check your local Laws out - there'll be something that applies
in your part of the world).
Specifically
Section 7 of The Property Agents and Motor Dealers (Real
Estate Code of Conduct) Regulation 2001 provides as follows:
"7
Honesty, fairness and professionalism
(1)
A real estate agent must act honestly, fairly and
professionally in the conduct of a real estate agency practice.
(2)
Without limiting subsection (1), a real estate agent must treat
a customer honestly and fairly."
Some
examples in the Code of Conduct that could breach the above
definition, are:
-
Not
formally advising your prospective vendor that you will not
conjunct on a sale (Section 20 of the Code of Conduct);
-
Advising
your prospective vendor that they should not listen to their
solicitor (Section 15 of the Code of Conduct);
-
Enticing
a prospective vendor to list with you, through suggesting a
higher list price, in order to secure the listing (Section
18 of the Code of Conduct);
-
Non-disclosure
of a beneficiary interest (Section 17 of the Code of
Conduct);
-
Misrepresentation
of information (Section 14 of the Code of Conduct);
-
Not
advising that fees, charges and commission are negotiable up
to any amount that may be prescribed under the regulation
(Division 2 Section 133 of the Act)
Any
of the above sound familiar?
In
recent times, there have been several cases of Real Estate
Agents who neglected their professional duty to their
client (for whatever excuse). These Agents ran the risk of
legal action and suffered subsequent disciplinary action such as
fines, suspension of registration, or permanent
disqualification from holding a licence or registration
certificate.
Plus
it can cost you even more money, because the Seller may not have
to pay the Commission if you are found to have breached the Code
of Conduct.
You
might also like to calculate the cost of this to your reputation
- how much business will you lose if you are found to have
breached the Act?
If
you are doing or saying anything which you would not appreciate
if it came from someone else, or you're not sure about, then ask
yourself "Am I acting professionally and
ethically?"
Please
consider your practices now - a recent Commercial and
Consumer Tribunal case saw an Agency penalised more than
$15,000 for acting unprofessionally in the Conduct of a
Real Estate Agent's Practice.
Don't
get caught doing something stupid...and thinking it was smart.
If
you'd like to check out your practices to see how they shape up,
contact us now on compliance@saleschampions.com.au
[FIRSTNAME],
if you'd really like to be a Sales Champion in 2004, call us now
on 0412 251 196 (N) or 0438 728 161 (D),
and we'll organise a Complimentary
Session with you to show you how you can achieve
these goals - and have the lifestyle you want.
"The
world lies at the feet of the thoroughly committed person"
Dr.Phil Pringle
"Don't
wish it were easier; wish you were better."
James
E. Rohn
This
week we ask you, who said this?
- "Most
folks are about as happy as they make up their minds
to be."
-
In
the next Issue, the feature Article is going to cover the
importance of a Guarantee in your business offering.
As
a bit of a taste, try this on for size:
"I will give you a
guaranteed written offer on your home within 24 hours of your
listing.
This written guarantee will give
you the assurance that if your home doesn't sell, I will buy it
for your upfront guaranteed amount."
What
would be your response to that Guarantee if a competitor offered
it to your Clients? Can you beat it - and yes it is for
real. Check out www.craigproctor.com
and see for yourself.
Tell us
what your Guarantee is and the best one will win a
Client
Information Programme - $1100 value!
The
Listing Presentation System
designed
to get you the Listing!
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WINNERS
ARE GRINNERS!
Well
done Dave Boulton of Warrnambool! Dave is the
Winner of the 7 January Quiz answering Who Said This?
- In the modern world
of business, it is useless to be a creative original thinker
unless you can also sell what you create. Management cannot
be expected to recognize a good idea unless it is presented
to them by a good salesman.
The
author is: David Ogilvy of Ogilvy Mather
advertising.
Have
you forwarded on your edition of The Sales Coach
eNewsletter? Our goal is to have 10,000 readers in 1
year's time! You can help us to reach this goal by
forwarding this Issue on to anyone, anywhere.
Remember
we have great monthly prizes for new subscribers! Subscribe
here!
We reserve the right to alter prizes and prize values
at any time. At no time will cash be substituted for a
prize.
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.
Available
Programmes
Clean
Sweep
Attraction
Champion's
Sprint
Money
Mindset
L
Workplace
issues?
Relationship
problems?
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
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Reports Club
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the FREE REPORTS CLUB now for FREE, and you'll
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That Listing!
Value
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Marketing
Matrix
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Analysis
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
+ 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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