©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 24th September 2012

Quote for the week

"I never cease being dumbfounded by the unbelieveable things people believe "

Leo Rosten

DON'T RELY ON THE MARKET - FOLLOW THE PROCESS!

We now have some very different markets in New Zeraland. The busy and active markets of Inner Auckland and Christchurch, the increasing pace of some provincial cities and the slow over-stocked markets in some smaller towns.

 

When you see Auckland's market reach 34% of sales by Auction, you know something is up!

 

I predict this will soon exceed 40%!

 

Whenever you start seeing early multiple offers and a reduction in listings on the listings board, you know you are in a changing market and you need to take control and manage each listing carefully to maximize its impact on your business.

 

However, we are still seeing some Auctions not sell and other listings simply sit and sit, despite the market!

 

We could discuss price, marketing and presentation as the reason for no sale when in reality we need to look at what we are doing!

 

You see, YOU can't rely on the MARKET to fix the problem of it not selling!

 

In recent weeks we have fielded many calls:

"My auction is not looking too good for next weekend."

 

In every case we discussed the two essentials of making a sale:

 

1. Educating the seller that the headlines are one thing and market reality is another.

2. Capture the buyers with careful scripts and dialogues and coach them to buy.

 

Never rely on the market to make your sale. You still need to follow the process so get out your CHECKLIST and tick all the boxes.

 

The year end looms and you will want to make sure of 3 things:

1. "My Verifiable 10 Hours are done."

2. "My Non-Verifiable 10 hours are done."

3. I know what's coming next in real estate. This is absolutely vital for you in 2013!

I am on a mission to help!

To help out with questions 2 and 3 I am doing a final tour of NZ for 2012 with Three Hours Non-Verifiable Training.

Use this to make up your hours or simply join in to be Motivated, informed and ready to end your year on a high! Only $89 each including GST.

Yes get the latest tips on Prospecting, Listing, Marketing, Closing the Sale and hear what's coming NEXT! Yes get ready for the coming changes!

Dates and Towns so far are:

Session 1: Whangarei Tues 16th Oct.

Session 2: Auckland Wed 17th Oct

Session 3: Tauranga Thurs 18th Oct.

Session 4: New Plymouth Tues 23rd Oct

Session 5: Palmerston North Wed 24th Oct

Session 6: Napier Thurs 25th Oct

Session 7: Gisborne Fri 26th October

Session 8: Wellington Wed 31st October

Session 9: Christchurch Thurs 1st November

Limited spaces so book now. Visit www.salescoach.co.nz and select REGISTER FOR COURSES and book on-line.

Any questions please give me a call. Need a session in your town? We can help.

LAST OPPORTUNITY TO COMPLETE YOUR 10 HOURS VERIFIABLE

Two sessions of 5 hours in Auckland. These are your last opportunity for 2012 if you have not yet got this completed. $149+gst includes both sessions.

Session 1: Topics 1 - 4 Wednesday Nov 14th

Session 2: Topics 5 - 8 Wednesday Nov 28th