perry

Reflections of NS training April 2012

 Clarity, Real Estate  No Responses »
Apr 222012
 

I’ve just returned from my NS training and again, I’ve been able to get commendation about my work as an RQ there.

This time by a civilian team and their leader.

When I think back about what I’ve been doing right, I realised that all I do in the ICT is calling people on the phone and speaking with key people.

I simply make sure the key people that can help us do our job easily knows I am here to be responsible and humble.

I deliberately keep the way I speak to the external team as professional and empathetic as possible.

Basically, I show that I am responsible and respectful.

The activities I do during ICT are:

  1. Getting tasks needed to be done listed out
  2. Being organised and planning ahead
  3. Delegating work to my CQs
  4. Interfacing with external parties so my team gets everything they need
  5. Solving problems by working together with other leaders in the battalion

I realised that what I really do in ICT is building relationships and planning.

This is very relevant to a career in real estate.

In real estate sales, my clients must know I am responsible and feel I respect their opinion.

All I really do is to speak with clients and recommend units that fit them best.

I help solve any problems they have that may come up and help them achieve their outcomes.

I just need to list out the tasks, be organised and plan ahead.

I will be as successful in real estate sales as I am in ICT.

 Posted by at 11:38 pm  Tagged with: , ,

Phrases to Use With Co Broke Agents

 Real Estate, sales skills  No Responses »
Apr 122012
 

“I’ll be placing an ad over the weekend. If you don’t mind, may I include yours to help you push your listing?”

 Posted by at 11:19 am  Tagged with: ,

Trial Closes

 Real Estate, sales skills  No Responses »
Apr 032012
 
  1. Most prospective buyers view houses in the weekday evenings from 7 to 9pm and in the weekends afternoon from 2 to 5pm. Will you have any concerns with these time slots?
  2. In order for us to effectively sell your house at a premium price using all the proven marketing methods, we need to list your property with us for a period of 90 days.
  3. Upon successful transaction, the brokerage fee due to the company would be x% of the selling price
    • pause and be silent
    • if no objection, commission is fine

 

 Posted by at 4:54 pm  Tagged with:

Four Realities About Sales

 Real Estate, sales skills  No Responses »
Apr 032012
 
  1. You will like it if you are good at it
  2. Sales is a function of Skill, Knowledge, Strategy, Activity, Service and Time Management
  3. You have to do what needs to be done, not what you like to do
  4. Breakthrough in sales are only possible if you keep innovating and improving every 3 months
 Posted by at 11:41 am  Tagged with:

core competencies of a champion realtor

 book notes, Real Estate  No Responses »
Apr 032012
 

Preparation:

  • compilation of competitors information and marketing brochures
  • access to information like market trends and price analysis

Telephone skill:

  • ability to secure appt and handle objections

Prospecting:

  • getting leads
  • distribution of brochures
  • calling circle of influence
  • telemarketing
  • door to door etc

Rapport building

  • break ice and develop firm relationship within a short frame of time

Active listening

  • shoe empathy and ask probing questions
  • elicit vital information

Presentation

  • effectiveness in securing exclusive listing at industry standard commissions

Objection handling

Showmanship

  • ability to show property professionally
  • create excitement
  • highlighting the unique features

Conversion

  • convert genuine inquiries into appointments

Negotiation

  • getting buyers and sellers to agree on common price

Problem solving

  • propose viable and alternative solutions to solve customer’s problems
  • even under less than ideal situations

Referral

Paperwork

  • accuracy and systematic approach in filing and admin work
 Posted by at 11:35 am  Tagged with:

Perfect Day

 Clarity, Motivation, Uncategorized  No Responses »
Mar 252012
 

I wake up from a soft bed with silk sheets to Shirley

I wake up thinking about the exciting and fun events that fill my day.

A quick exercise and tennis coaching session.

Meeting up with business associates and closing big deals with clients at my office.

I take lessons for singing from a pro.

I have a personal assistant. I run an e-publishing biz on the side. I invested in several properties in Singapore.

I run a coaching business teaching others to find their flow in their career.

I drive around in my Audi R8. With my 7 series parked at the porch of my landed bungalow.

I play with my children and read them some stories before they go to bed.

 Posted by at 9:16 am  Tagged with: ,

My Motivation DNA

 Clarity, Motivation  No Responses »
Mar 212012
 

My Motivators

  • stimulating relationships
  • opportunities for personal growth and advancement within organization
  • freedom to do things their way
  • esteem
  • good compensation and bonuses

My Demotivators

  • routine
  • bureaucracy
  • isolation
  • disapproval
  • quenching of creativity

Quick start tips for achieving my goals

  • camaraderie is the key for my type
  • involving others will help me stay fired up about goal
  • i need choices
  • create an exhaustive list of all the ways that have worked for others and endeavor to try everything on the list
  • reward myself along the way. celebrate even small successes and splurge on a big reward when I complete the goal

Questions for strategies and Ideas for Goal Achievement

Connectors

  • what organizations can I connect with to help me achieve my goal?
  • who has successfully accomplished the same or similar goal and can help me strategize to overcome obstacles I will encounter?
  • what groups can I join to support me and fuel my motivation?
  • who can encourage me to stay on track and help make me accountable?

Variables

  • what can i do to add fun to the equation and at the same time advance me toward my goal?
  • what are the most creative and interesting ways to accomplish my goal?
  • if plan A does not work, what will i do for plans B through Z?
  • how will I add variety, joy, and excitement to the process so that I don’t get bored?

External

  • How will I personally benefit from this goal?
  • What incremental rewards can I build into the process to help me accomplish my goal?
  • How does realizing this goal set me up for even greater success?
  • what big reward will I give myself when I cross the finish line?

 

 

 Posted by at 10:42 am  Tagged with: , ,

Marketing Purpose Statement

 Uncategorized  No Responses »
Dec 062011
 

How do I want to be perceived?

What is my boardroom rallying cry?

————————

I want people to know that I really want to just help people make money. That after all that is said and done, it is not the client’s money I am after, but to deliver his peace of mind.

To know that deep down in our core, we have done everything to ensure he has all the information and assistance he needs to make a decision.

 Posted by at 2:35 am  Tagged with:

Strategic Planning for Real Estate Sales

 Real Estate, Strategic planning  No Responses »
Jul 162011
 

Target:

$200,000 in net comms Sept 2011 to Sept 2012

Phase 1:

Build expertise in prospecting calls

Phase 2:

Build expertise in face to face meetings

Phase 3:

Build expertise in marketing properties

Phase 4:

Build expertise in presentation

Phase 5:

Build expertise in team building

Phase 6:

Build expertise in business systemization

 Posted by at 1:13 am

Objectives of a cold call

 Objectives of a cold call  cold calling, Real Estate  No Responses »
Jul 152011
 

To create a feeling within the prospect that stimulates interest and motivates them to take the next step and hear more about what you have to offer

 Posted by at 9:10 pm
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