Dear Friend,
I hope you're having a great week...
As you’ll see, this week has been an extremely busy week of catching up with a number of leading people within the Australian real estate industry.
Firstly, I met up with the great team at TRET & discussed a few options for next year’s Australasian Real Estate Conference, AREC 2010.
I also had the pleasure to catch up with Robert Bevan from Best Practice & learnt about his benchmarking report of the top 5% of real estate agents in Australia & NZ. I must say that it’s one of the most extensive studies I've ever seen compiled within the Australian & New Zealand real estate industry. Well done Robert.
(Over the next few weeks I’ll be providing some commentary on parts of this report via the Real Estate Agent Success Club blog.)
During the week, I also enjoyed catching up with Walid from Lee Woodward’s Real Estate Academy to discuss ways that they can move forward more effectively with Social Media. (Look out for some more good things coming out of there in the near future.)
Plus, I’ve just started contributing as a guest blogger after catching up with Property Management expert Emily Sim from apmasphere.
If you haven’t seen apmasphere as yet I would highly recommend it to Principals & Property Managers.
It’s an amazing website where a large number of great Property Managers openly share their wealth of knowledge & expertise.
But before you jump in there & start expressing your opinion on topics within the apmasphere site, you may want to check out my blog post on their site about:- Property Managers : Protect Your Reputation Online.
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SOMETHING BIG HAS BEEN ANNOUNCED
Finally & very importantly, last night I made a BIG ANNOUNCEMENT for Australian & NZ Real Estate Agents via the Real Estate Agent Success Club blog & via numerous Social Media sites.
To find out what the BIG ANNOUNCEMENT is, Click Here…
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Now to this week’s Success Tip...
It features Ari Galper, who I also had a moment to catch up with this week. Ari & I discussed real estate sales techniques & ways that agents can build more trust with their clients both personally & online.
I hope you find it helpful...
Today's Success Tip comes from Ari Galper.
Ari Galper began a career in selling and developed a mindset called Unlock The Game. Realising that online customers were still required to go through a sales process, Ari created a way to improve online sales by adding further human interaction to the process. Discover how you can radically improve you sales through simply changing your mindset
What are the fundamentals behind Unlock The Game and why do you think it has been received so well?
There are three fundamentals behind Unlock The Game:
1. Defuse sales pressure.
2. Become a problem solver.
3. Get to the truth of whether the sale exists or not.
If you flick through the pages of business magazines and sales training material, you will find a constant flow of messages like, ‘focus on closing the sale’; ‘overcome objections’; ‘be relentless’; ‘accept rejection as a normal part of selling’; ‘use persuasion to get useful information about your prospects’; and ‘chase the sale’. In short, get the sale at the expense of the human relationship.
For the customer, this approach is transparent and all too familiar. Crossing social boundaries and adding pressure to the sales process makes sales a gut-wrenching and painful process.
There is a much better way to succeed in selling – move away from the hidden agenda of focusing on making the sale. When you do this, a new world opens up. In other words, when salespeople stop selling and start building authentic relationships based on trust, authenticity and integrity, the possibilities are endless.
Sales techniques contradict everything we know about what it takes to build relationships. But isn’t selling just another human relationship – a business relationship? No one likes to be pushed and no one wants to talk to someone who is only out there to get something. By focusing not on the sale but on building trust, the salesperson can eliminate angst, negativity and frustration, and capture the essence of succeeding in business.
“Forced selling may work on some people, but it turns off the majority. My advice is to tone down your pitch and refocus your approach so that it solves your visitors’ problems.” ~ Ari Galper
Having studied Aikido, what similarities have you noticed between this form of martial art and Unlock The Game?
Imagine being in a crowded concert or bar, when all of a sudden a fight breaks out between two men who’ve had too much to drink. You are a few steps away when one of the men turns and looks as if he’s going to take a swing at you. What’s your first instinct?
Most of us will do one of two things: try to step away or raise our arms to deflect him and fight back (which can result in harm to you or your attacker).
However, if you were trained in Aikido, the Japanese martial art that focuses on diverting an attacker’s energy, you could quickly defuse the situation by immobilising him without harming him in any way. In essence, you’re neutralising the energy that he’s using to attack you in a way that takes the conflict out of the situation.
Traditional selling focuses on closing by presenting or, in many cases, pushing solutions onto prospects. But when you focus only on making the sale before discussing the prospect’s problems first, something happens – they feel as if you are attacking them.
After all, you’re a stranger to them, and when you start talking about yourself and your solution rather than about them and their specific issues, you immediately trigger their suspicion and cause them to start ‘pushing’ back.
This pushback is the resistance or energy that Unlock The Game teaches you to defuse. When you get rid of this pressure you can then open a natural dialogue that will determine whether it makes sense for you to work together.
________________________________________
Real Estate Agent Success Club members can access lots more from Ari Galper about Selling With Trust by clicking on the link below now:
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Here's to your success.
Warm regards
Real Estate Coach
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