August 18 Sales Coach Subscriber Edition 2004

Please note - while the main points of this Article arise due to events happening in Queensland Australia, please read the whole thing - the principles and activities described DO apply everywhere.

Well, for those of you who haven't caught up with your latest REIQ journal, (that's the professional journal for the Real Estate Institute of Queensland, Australia) you may not yet realise that the Queensland Government has plans to legislate the restriction of direct-mail marketing material, if the householder's details have been accessed from the government's property database.
This is especially in relation to direct marketing by Real Estate Agents, mortgage brokers, property valuers and the like.

This means that if you have not relinquished those databases you downloaded from RP Data (brokers of government property data), and you have not gained permission from these individuals to market your services, you could be in serious trouble when you mail out marketing materials disguised as 'personal letters', addressed to the individual.

Legislation would most likely include criminal proceedings for those who flout the law.

So, no matter where you turn with the Spam Act, Privacy Laws, and now this, you may feel that it's hard to make a go of it in business. Okay, now you can stop feeling sorry for yourself and get a grip on reality.

Reality is that in any business, not just real estate, the best way to win and hold customers is through building and holding a relationship with your customer.

Every relationship, if it is healthy, is based on values of trust, respect, congruence and ethics. What do I mean by congruence? Congruence is the matching of what we say, with what we do.

"the suitableness of one thing to another; agreement; consistency. --Holland".

It doesn't matter whether or not the relationship is of a business nature, or a personal nature, it will need to be based on mutually acceptable values and when those values are disparate, the relationship will fall apart.

Think of times when you have been let down by someone, or some organisation.... if it is important to you to not be let down, then sooner or later, you will find that you let go of that organisation or that person. Let's face it, we've all had friends, sometimes family members, or even a significant partner whom we have moved on from, or, they have let us go.

As a Real Estate Agent or Principal, what values do you hold dear in your relationships with others? Do you compromise those values for the sake of making a sale? Let's hope not, because that would damage your business and the results you are seeking money-wise and goal wise for your long-term future.

What comes across loud and clear to me in regard to the Government's stand on placing restrictions on direct-mail marketing is the protection of the consumer. But other factors may also come into play.

Think for a moment on the amount of paper that is shoved into letter-boxes each year, from real estate agents across Australia. There's probably a whole forest! Many consumers are concerned about the waste of advertising materials through junk mail advertising.

How many of you have a "no Junk Mail" sign on your own letterbox, to attempt to thwart the never-ending stream of glossy paper? Yet, if you do have your own sign, do you also refrain from letter-boxing your own materials in the farm that you work?

In the meantime, think about how you can build a long-lasting and rewarding relationship with prospective clients and clients.

Then, when you have done all that, ponder this thought: if we don't start to regulate for ourselves, someone else will and that's usually the government.

Currently, the US government now has some 60,000,000 (60 million) members on it's Do-Not-Call Registry; we don't want to go down that road, do we?

Let's take this seriously and take the nuisance factor out of the equation. Take the time to build relationships so that when a client wants your services, they know they can trust you and they want to deal with you.

Book Now

Time =$$ Money

Seminar

Do you run late all the time? Rush to catch deadlines? Beat yourself up because you never seem to be on time?

Or, are you the opposite? If it's not in the diary, it's not on? It's planned to exact standards and woe betide anyone who doesn't fit your plan.

Come along and find out why you behave the way you do, and learn how you can be organised and get things done!

Why? Because time really is money...

Plus Great Guest Speakers

on how to save time with Buyers!

	PERTH SEMINAR
Date:	Wednesday 8th Sept, 2004
Time:	6.15pm for 6.30 to 8.30pm
Venue:	Technology Park Function Ctr 2 Brodie Hall Drive Bentley 6102 (Opposite Curtin University Entrance)
Bookings:	Arlene Quinn 0402 272 868
Fee:	$59 / BUT 2 Come for price of 1 !
Guest Speaker	Sharon Murphy from "Centrepoint Finance" "How to save time with Buyers"

"The best preparation for good work tomorrow is good work today." Elbert Hubbard
	BRISBANE SEMINAR
Date:	Tuesday 14th Sept, 2004
Time:	6.15pm for 6.30 to 8.30pm
Venue:	Toowong Library in the Toowong Village Shopping Centre with Fr^ee Parking
Bookings:	Jane Buxton 0403 056 241 07 3846 0411 Michael Kelly 0408 758 459
Fee:	$59 / BUT 2 Come for price of 1
Guest Speaker	Debra Evans from Paddington Finance Service "How to save time with Buyers"

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