©Copyright 2012 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 18th June 2012


Quote for the week

 "It is wise to direct your anger towards problems - not people; to focus your energy on answers - not excuses."

William Arthur Ward  

Because of the huge number of auctions I am calling I get the opportunity to meet many vendors and after more than 30 years of meeting them, I can confirm nothing has changed.

Whether it is setting a reserve price, negotiating during the auction, or presenting an offer on the standard form, when a vendor is faced with the reality (at last) of the fact that their property is worth less than they had hoped, they all respond with a selection of the same phrases:

"We don't need to sell."

"We aren't really in a hurry."

"I told you I wasn't taking a cent less than $XXXXXX."

"Look we will just keep it and rent it."

"We will try again in Spring."

"But we spent $XXXXXX on all these improvements and I want my money back."

"But I need that much because of what I am buying."

"Other agents are calling me and telling me it's worth a lot more than that." (yes that really does happen still).

This is normal seller reaction and you should accept it for what it is. An attempt to negogiate with you, when it's the buyer they need to negotiate with and to start justifying the price drop they always knew was likely but convinced themselves (and friends, colleagues and family) it did not apply to their house.

Welcome these reactions. Expect them. The only reaction you can control is YOUR reaction to your vendors response. That's where the champions excel.

 Have a wonderful week  - be generous with your smiles and time.


I am running small group sessions in Auckland and Tauranga for those who need an alternative date because of holidays or illness.

Each session is approx 5 hours and session one covers topics 1-4 and session 2 covers Topics 5-8. Fee is $149+gst for all 8 topics.

Next sessions are:

Wednesday July 25th and Wednesday August 22nd

TAURANGA: Session 1 Topics 1-4  June 26th (only room for a couple more)

TAURANGA: Session 2 Topics 5-8 August 7th

We will facilitate in other centres with a minimum of 15 registrations.   

Check out the videos at www.salescoach.co.nz

Salescoach and Ian Keightley provide this information FREE. I have no control over how you interpret, change, adapt or use any of these ideas. As a Licensee under REAA or in any other trade, you are solely responsible for the use of any of the ideas and strategies we share with you.