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Happy
and Prosperous New Year
Here
is your latest 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.
What
about that Christmas / New Year! If you were anywhere near
us at Caloundra and Woodford, you will have loved the great
weather!! If you weren't, we hope you had a fantastic
time, good food, good company and a chance to recharge the
batteries. There's nothing like music, food and friends at Woodford
to refresh and stimulate you. You've got 460 acts to
choose from (several internationally known - like George) held in 20 venues
over 7 days. Wow!
This
week we are in planning mode and that includes travel plans to
visit other centres around Australia to deliver seminars and
meet you - to hear your stories and look for ways to help you
even more. If you'd like a Sales Champion's seminar
in your city or town, please contact us and let us know,
ASAP.
This
year, Sales Champions is expanding and there's a business opportunity for Real Estate
Agents who want to make a business change, but still stay in the
industry.
We're
really looking forward to getting stuck in to 2004 with you. So let's get going!!
Warm
regards, Dennis
& Narelle
Own
Your Farm!
by
Dennis McMahon
In
the last few issues of the Sales Coach for 2003, we spoke about the importance of
planning and about modifying your business to suit the changing
market in the upcoming year.
Making
a Patch of the Market Your Own
The
rules of success in Real Estate are no different to the success
techniques used in every industry. The winners are those
who own their patch of the world. That is,
they deliberately target those prospective Clients who fit their
perfect Client criteria. They know their Client's
problems, their needs and what solutions those people want to
buy to solve their problems - not what the salesperson wants to
sell!
While
there are different options to allow you to focus on building a
client base, such as niche marketing (via demographics, ethnic
groups, etc.), this article will deal specifically with farming,
a system which we know that a lot of you work within.
If
you operate under this type of arrangement now, how many of
you are focussed on really knowing the people who are in your
farm? Are you aware of how many different demographic
groupings there are? How about the reasons that people
sell (or buy)?
The
answers to these questions will provide just some of the information that
a successful Agent should know. Because if you don't know
what the aspirations of your prospective Clients are, how can
you tailor your services to provide the solutions they want?
An
Ideal Farm
So
let's take a look at an ideal farm. We believe that a farm
area of 1000 homes is plenty. With approximately 5 - 6% of
all homes in Brisbane selling every year (40,000 out of about
640,000 in 2003), this means that in any given 1000 homes, about
50 to 60 will sell in 2004. Of course, some suburbs have a
much greater turnover than that.
When
you consider that for every single home you sell for a happy Client,
you should receive 2-3 referrals; you only need to gain 10 to 15
new Clients (of those 50) from your farm each year and you will
have a very good business in 2 - 3 year's time.
So
how do you get that business?
Well,
the most reliable way is to build your profile and recognition
in your farm. And the only way to do that is to
communicate with them all householders regularly, with information that is
non-intrusive and that they perceive is useful and valuable to
them.
Before
you can do that, you need to know what is considered valuable
information. Test marketing and
surveys are a great way to both gain information and make your
mark with your Client base.
Ask
your farm members what they want and need. Show them your
results
and tell them how you have developed a service to suit what they
told you. Ask for their feedback. And show them the
results again. Then keep in touch in a friendly, non-pushy
way. When they are ready, they will come to you - and
that's the way to have a fantastic business.
So
don't get hung up on tomorrow's business - look ahead, plan for
the future, and tomorrow's business will look after
itself.
[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.
- "Success
in business requires training and discipline and hard work.
But if you're not frightened by these things, the
opportunities are just as great today as they ever
were."
David
Rockefeller (1915 - )
Interested
in becoming a franchisee of Sales Champions?
For
your Info Pack, email franchiseinfo@saleschampions.com.au
OR
call NOW Dennis
0438 728 161 / Narelle 0412 251 196
Quiz Question - 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."
-
Dutch
Auction Anyone?
It
was interesting to read about Dutch Auctions in this month's
Property Investor magazine. Open your bidding at the
highest possible price, and drop the price incrementally, until
someone bids at that price. For example: the vendor
sets the reserve at $500k and the auctioneer opens the bidding
at $700k, then drops in price, until a bidder makes an offer,
for example, of $600k. First bid, first sale, appears to be the
axiom used to determine the outcome.
With
a regular auction, I might have decided that I have $600k to
spend, but my competition starts at $530k and then drops out
when I am at $550. In this scenario, I haven't had to go
to $600k, but I can be outbid by anyone else.
In
a Dutch Auction, if I really want the property, I have to show
my hand as soon as possible.
Have
you ever used a Dutch Auction? What was it like?
Email your thoughts to: dutchauction@saleschampions.com.au
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WINNERS
ARE GRINNERS!
The
Winner of the December Sales Coach eNewsletter Subscriber
Prize is Alison Grose of Cairns
Property Office!!
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
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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
Free
Reports Club
Join
the FREE REPORTS CLUB now for FREE, and you'll
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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
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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