©Copyright 2013 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 March 2013

Quote for the week:

"We are what we repeatedly do, therefore excellence is not an act, but a habit."

Aristotle

THERE IS NO ONE WAY!

In some markets the battle for listings is really fierce and in others the struggle to sell them is equally as tough! 

New Zealand most certainly has two very different market dynamics going on right now!

I hear two comments everyday as licencees ask advice and direction:

"I did a great presentation, I felt really good and still missed out."

and,

"I did a great programme and got great responses, but still can't sell it."

The first thing to remember is that we are:

"MARKETERS AND NEGOTIATORS!" 

Next we need to look at our approach. This is no longer a business where the "Off the Shelf" corporate or "brand specific" packages and agent centred preferences work that well any more.

Our goal is to get the listing and sell the property.

So let's start by leaving our fee out of it:

"Everything is negotiable except the fee!" (That's an old quote of mine).

When looking to list be prepared to vary your approach, your marketing, your method of sale. Look at what secures you the business yet protects your potential client's interests. Your manager or brand may need to give you flexibility to secure the business. Secure the listing, test the market and then consult/recommend. 

When looking to sell do two things:

1. Trust the process.

2. If it isn't working change something, FAST! Don't ever go past two weeks without a major review. Watch out though as this will soon come down to one week!

The internet gives you immediate feedback!  For a priced property 3 to 5 days is enough to know if you have it right! 

Have a truly awesome week being the best you can at what you choose to do! Remember, "Your excellence is acceptable! The quest for perfection is not always dollar productive." 

UPCOMING COURSES: still places available!

 VERIFIABLE TRAINING done early, easily and out of the way? And for a crazy $125 incl gst.

I have had requests from many licensees to provide an open session for those licensees who want to get their Verifiable Training for 2013 completed early. Get it done now and relax and focus on listing and selling the rest of the year.

A crazy fee of only $125 gst inc. (You have to print the material which we supply)

So here is a simple and cost effective opportunity!

(I will present in other centres at this price if you can get 30 attendees and arrange a venue. Call me on 09 6277222 to discuss dates etc).

Why such a crazy low fee? Simply because I don't see any good in taking advantage of something you've go to do! I'm in a generous mood this week. My role in this is to help you not just get your Verifiable done, but to add value to you in practical applications and related stories.

My fee is usually $189 per person gst incl. Groups/offices by arrangement.

This fee only applies to the sessions listed below or to group sessions as detailed above.

Auckland: March 12th and April 9th (you must attend both sessions)

Christchurch: March 26th and April 23rd (you must attend both sessions) 

Only these dates at this price!

Book now at www.salescoach.co.nz and select register for courses.

Limited spaces at this price so get in NOW! I guarantee you will learn heaps, have fun and take care of your Verifiable Training requirements - nice and early too.

2. TWO day AUCTIONEERS WORKSHOP is Auckland APRIL - 16th and 17th.

$695 incl gst. This is perfect for new, beginning or those auctioneers wanting to build their confidence and skill. 

This is 2 days of giving you a simple pattern or organisation for your auction call, improving your "patter" and understanding what is really appropriate. Book now at www.salescoach.co.nz

3. Two day, high pressure course on Winning Listings, Selling VPA and AUCTIONS for ambitious realtors ONLY.

This has been delayed until May 8th and 9th and is only in Auckland.

$595 incl gst.

This is for those who really want to excel. Not for the faint-hearted. This is an "all Out" two days! Book now at www.salescoach.co.nz

These are fascinating times and we need to excel to win so book now!