©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 2nd July 2012


Quote for the week

 " Gratitude is riches. Complaint is poverty."

Christian Science Hymnal  

In recent days I have been involved in many auctions, eight of which were brought forward and many others where competitive bidding saw fantastic results.

Vendors were delighted with their sale price and buyers were ecstatic they had secured a property.

Some buyers are so frustrated at having missed out several times they simply give in and compete to WIN. Others are tearful as they miss out yet again.

The key is to keep our focus on our responsibility to obtain the best sale price we can for our sellers and still maintain a transparent fairness to the buyers. I see some realtors struggling to cope with the emotions of the buyers they have worked closely with. It is hard sometimes but our duty of care to our sellers is paramount.

Likewise we must also remain clear and precise on market expectations with our sellers.

News of some sales at crazy levels again travel fast and every seller treats their home as the next prospect for such a price.

Sometimes this does happen, but your client must still be prepared for market reality.Crazy sale prices are not the norm! They are bonuses that apply property by property.

However, if the current shortage of listings was to continue for another three months, then it may apply to all sales. That is if interest rates stay low and first home buyers grab anything under $500 000. Right now we must still keep our feet on the ground and treat each sale case by case.

Be staunch in protecting the integrity of every sale you do. Retain the courage to achieve the best possible price for your client whilst being fair and transparent with all parties.  

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 2.      Topics 5-8 on August 7th

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

NON-VERIFIABLE OPTIONS.  I am about to set some dates for 3 hour sessions of NON-Verifiable training in several venues:




Palmerston North





This will include latest prospecting and listing presentation ideas, marketing and Closing that sale.

Fee: $149 incl gst. This will be a once only option for 2012. So when dates come in next week book early. Your town not on the list? Grab 20 others and I will come to you at my cost!!!!!!! 

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.