PROSPECTING + LISTING
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How different is your marketing?
Cash rates are down again this week to their lowest ever point in this country, and I received no less than a dozen PR’s about it – that basically all said the same thing. “Great for home buyers, blah blah blah”. The word ‘surprised’ and ‘effect’ was used a lot both to the positive and the negative. That is some…
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Cold Calling for Success
Try these simple principles to help build relationships and be more successful in cold calling your prospects. As real estate salespeople, statistics show we work in one of the least trusted professions. In fact, I have actually heard that statistically we rank below sex workers. That to me is a kick in the guts – I know agents who work…
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Bob Wolff – Billion Dollar Agent
At the end of 2011, Bob Wolff had achieved the milestone of selling more than 1 billion dollars in property over a career spanning nearly 37 years. His advice to all agents who would like to achieve the same thing? Look after the people, and the money will follow. Story by Samantha McLean. The Harcourts Conference is about to start…
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Stand Out Marketing
Marketing, as defined by Wikipedia“ is the process used to determine what products or services may be of interest to customers.Marketing is used to identify the customer, satisfy the customer and keep the customer”. The last sentence gives a clue as to where most real estate agents go wrong with their marketing – ‘identify, satisfy and keep the customer’. Does…
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Handling the price objection
If you’ve started 2012 ‘second guessing’ what selling prospects are thinking in terms of price, marketing, fees and choice of agent at your appraisals thus far, you are in for a year of disappointment. Rik Rushton, this years MC at AREL, looks at new ways of communicating old market fundamentals. If I had one criticism of modern sales training, it…
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Adjust to your market
John Percudani from Realmark in WA explains why we may all need to adjust to a new market outlook that provides much more frequent and turbulent shifts in direction. There is no doubt that we are facing times of uncertainty with economic trends moving at unpredictable speeds. It seems that the days of the gradual market cycle and slow-moving change…
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Online Lead Generation
Earlier this year, he brought you the “Real Estate Secret Shopper”. After “unleashing hell” at QREAS in August, one of Australia’s favourite real estate coaches, Glenn Twiddle, is back out there finding the best deal for agents with respect to online “lead generation” websites. My coaching clients are always asking me about whether they should be using online lead generation.…
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Improve Your listings with the Power of We
‘Collaborative’ selling, ‘consultative’ selling, ‘relationship’ selling. You’ve heard the jargon, you probably use it yourself some of the time – but do you realise how much difference it can make to your success? Terri Cooper explains. No longer are agents regarded as the “experts!” The new breed of clients now has access to information that was once the exclusive realm…
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The World Belongs to The Bold!
Before you decide that telephone prospecting is not effective anymore, review the language you use in the first few seconds of your call. Eric Thain proves there’s a commercial reason to mind your manners. The harsh truth is that prospecting is seen as a chore – it’s very intimidating and very confronting to those who have not yet learnt the…
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Prospecting for Success: The Power of Referrals
If your current prospecting methods seem like hard work for few results, you probably need to change your approach.As Bill Robertson explains, your past clients and your social network may be the goldmine you’re yet to discover. It’s time to harness the power of referrals. Ask any professional agent and they will tell you that referrals are the basis of…
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The Fee Objection
Who wants to be a spectator at the ‘Discounted Fees vs Quality Service’ match? If you’re expecting it to be a showdown between two stubborn old rivals, it’s actually a case of simple maths – one which you can demonstrate easily to prospective clients. Most service and sales based industries will at one time or another face the dreaded fee…
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