The Sales Coach eNewsletter

by

SALES CHAMPIONS

31 March 2004

Issue No. 31

Hello

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.

Moving house - who'd do it?  Well, let me just say, if we'd forgotten what your Clients go through after you've done the deal for them, we've been reminded of it now! We only moved about 10 blocks, and it'll certainly be worth the effort, but who knew we'd collected so much stuff! 

Anyway, we're in now, and there's only the unpacking to go. I know that Narelle will be finding places for as much of the gear as she can, as my theory on moving is that if a box remains unopened for 3 months - then you obviously don't need whatever's in there!

We're also looking forward to expanding the service to Agents. We've started discussions with a number of people to take over some of the coaching side, as Narelle and I can only deliver the service you deserve to a certain number of Clients - and we're almost there!  Thanks to all of our Clients, we are just booming!

Make sure you book for the next seminar, (click to see) (and read and take advantage of a terrific business opportunity below! Plus, if you hate Telemarketing, read this.)

Looking forward to catching up and having a chat, when we can.

Warm regards, Narelle & Dennis 

Creative Deal Making - Are You Up to It?

by Dennis McMahon & Narelle Stratford

The one thing you can guarantee about real estate is that there will always be new challenges waiting in the wings! This article will help you to think "out of the box", and develop strategies to help Vendors and Buyers achieve their goals and to generate consistent commissions for you!

Not so long ago, the major issue for most Agents seemed to be just getting some listings on the books. The selling seemed to be automatic - buyers were throwing money at you! Now it appears from our discussions with many Agents that a new stage in the cycle has begun. And it's one of those infuriating stages - now you can get the listings, but the gap between Vendor expectations and a Buyer's willingness to pay, are just too far apart. 

We are seeing this reflected in ever increasing time on market and the number of offers being taken to Vendors that are rejected.  Is any of this happening to you, [FIRSTNAME]? The easiest way to describe the current market situation is:

1. Some Vendors haven't yet realised that the boom is now more of a plateau than a steep incline, and are also in the non-urgent category - "I'll sit and wait for the market to reach my price."

2. Buyers are cautious because of Reserve Bank interest rate murmurings, and a general trend in the mainstream media to report that the property market may have been suffering from "irrational exuberance" to paraphrase Alan Greenspan (US Federal Reserve). Or to put it another way, properties may have been overpriced.

So for those Vendors and Buyers in the categories above, what can you do?  Some of the options are:

1. Wait for the market (buyers) to catch up with the Vendors pricing

2. Find ways to help Vendors to see the benefits of meeting the market now

3. Demonstrate to buyers the benefits of meeting the Vendors price now

Of these, which ones have you tried? How successful have you been? If these haven't worked and you don't find an alternative, there are some pretty thin times coming your way!

Fortunately there is an option to achieve the result that your Vendors are seeking, and that is to solve their real problems by gaining a real understanding of their goals. Not just from the viewpoint of the $$ they want, but the reasons behind the listing. What are they going to do with the funds received? Payout debt, upgrade, or re-invest in other assets?

These are things that you should know, [FIRSTNAME].  Many Agents tell us that their Clients won't divulge these things - and therefore, they often don't even ask!  However, if you are positioning yourself to Clients as a problem solver, and that your service will help them achieve what they want from the sale, how can you possibly do this without knowing their real motivations?

Take for example, a Vendor who has $450,000 on a property you believe is better listed at $400,000.  What do you do?  You know that you are unlikely to get a straight cash unconditional offer at that price - and yet the Vendor is more than happy to sit until he / she achieves that figure.

Now, for the moment you're stuck with a listing that's going nowhere.  What about delving further - find out what they will do with that money?  Perhaps they intend to invest in the stockmarket. You could assist them by locating contacts who could help them. You could establish what they believed those investments would do for them.  And perhaps you could discuss whether a creative deal would suit their needs.  

Creative Dealmaking

Perhaps the Vendor would accept an offer that would meet (or exceed) their price, but structured over 18 months.  If they wanted to remain in the house,  the deal could include sell and rent back.  Perhaps a share in any capital gain when the property was on-sold (if an investor was purchasing).

And then obviously, if you have a Vendor who is prepared to consider creative deals, you have to find buyers who are also prepared to view things differently. Of course, you will have to be just as creative when you are negotiating your own commission to fit in with such deals. However, if you've got listings that aren't going anywhere, what have you got to lose?

Ensure Compliance

NB - None of these suggestions should be adopted without sufficient research to ensure compliance with non-investment advice laws and regulations.  Remember, there are plenty of clever financial planners and mortgage brokers out there who can help you to see just how creative you could be - if you chose to go down that path. And just imagine how much you would stand out from the pack if you were known as someone who could structure those sort of deals!

[FIRSTNAME],the unfortunate fact of the current situation is that if you don't educate yourself about these types of deals, and at least investigate whether they may provide you with some momentum in the market place, then you're going to have to wait until the market changes again.  And who's to say you're going to be ready for that change either?

Please don't take these suggestions the wrong way - they are not an easy way to crunch a deal.  You will need to invest a lot of your time researching the options and understanding what you can and can't do.  

[FIRSTNAME], If you are interested in a more detailed set of creative scenarios, we are preparing a Sales Champions Business Report that deals with Creative Deal Making, which will be available for $29.  However, if you register your interest by 5pm Monday 5 April, you can have this Report for only $11 - an $18 saving of more than 50%! Register here or call 0438 728 161 by 5 PM Monday 5 April.

Business Opportunity

[FIRSTNAME], 

Had enough of real estate sales, 

but don't want to leave the industry?

Interested in becoming a 

Sales Champion Sales and Business Coach?

Give us a call or email for further information!

How's business?

Do you have a Business Plan 

designed to bring you success?

[FIRSTNAME], You are invited 

to attend the Seminar that will give you your:

Notes and Coffee provided

Bookings are absolutely essential 

To book your seat send an email to 

apr13sem@saleschampions.com.au

( now:  0412 251 196 / 07 3255 0739

[FIRSTNAME], Book yourself and a Colleague by 5pm Monday April 5th and come for FR^EE!!

If you can't 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.

WINNERS ARE GRINNERS!

Brian Tracey said this:

"If what you are doing is not moving you towards your goals, then it's moving you away from your goals."   

But who said this?

"If you always do what you've always done, you'll always get what you've always got."  

Call 07 3255 0739, or email with the correct response and WIN!  

Sorry, no winners last time.

Please FORWARD 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 our  subscribers!  

If this edition has been forwarded to you, you can subscribe directly by completing the boxes below:

SPECIAL GIFTS to all those who subscribe by April 12!

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 Want More Success?  

"There is a sense of freedom gained from knowing exactly what direction you should be headed.  You are able to see ahead at what needs to be achieved and therefore prioritise what needs to be done NOW and what can wait or evolve over time.  At the end of the day this programme helps you work with people and that is what Real Estate is about - working with people, solving their problems, making them feel special and happy EVERY DAY." 

Michael and Karen Geldart, Brisbane

• 19 Tools

• 24 letters

• 9 Scripts

• 18 Consumer Reports

• 13 Business Builder Reports

• 14 Forms

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• Fortnightly phone coaching (may include face-2-face coaching if you are local)

What are you waiting for? There's an incredible 550 pages that sets your business up from woe to go! Vrooom... 

Click here to find out more

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L

Relationship (with your Boss or Colleagues) wearing thin?

Need Someone to Talk it Over With?

Call Narelle Stratford today

(Registered Psychologist) 

For a Confidential appointment by phone or face-2-face 

Mob:  0412 251 196

 

Click here 

or call for your Fr^ee Report 

 

"10 Tips for Dealing with 

Work Related Stress"

 

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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! 

 

NEW! Career Moves? Your guide to finding the right principal and office for you!

Just a few of the Reports you'll get by joining the Fr^ee Reports Club today!

 

It's Your Business!!

101 Marketing Options

Get That Listing! 

Value Your Service?

Marketing Matrix  

Sales Analysis 

 

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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.realestatesaleschampions.com

 

Sales Champions 

PO Box 5076

West End   4101  Qld   Australia     

ABN:  2304 241 2603

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We reserve the right to alter prizes and prize values at any time.  At no time will cash be substituted for a prize.

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Feel the current market is forcing you to Telemarket, much as you dislike it?

 

Narelle is experienced in working with Clients to shift those feelings so that Telemarketing is easy and can even be fun!

 

Book in for a half hour phone session (what a timesaver & it could be a lifesaver) because you can do what you need to do, easily and effectively.

 

( now:  0412 251 196  

07 3255 0739

Copyright 2004

Sales Champions