©Copyright 2014 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 21st July 2014

Quote for the week:

"If your first proposal is not your best proposal, why did you make it?!"

Ian Keightley

WALK INTO GOOD BUSINESS - WALK AWAY FROM BAD BUSINESS!

Sometimes you arrive to view a property and meet a potential client and it just feels right!

You want the property and the client has true motivation! It's an awesome feeling.

You feel you have it in the bag, then a competitor comes along and convinces the client they have a better deal. To compete, you may be tempted to sweeten the deal, raise your appraisal, offer a fee reduction or take care of the marketing costs.

Surely your first pitch was your best deal so why go back and offer a better one. If your first pitch wasn't your best offer then why did you make it. That client now has good reason to worry about any "best" offer you bring them.

So make your first proposal your "very best offer" and stay staunch in your position. If you keep losing these listings then look at your proposal and your delivery.

Then there's the property which clearly has issues and a client who wants to control you and renegotiate everything. Walk away and avoid the angst. It's just too hard unless you can educate them, so they relent and let you do your job, your way.

Have a truly rewarding week. Have fun, make money and friends.

What's on with Ian in coming weeks?

 

1AUCKLAND VERIFIABLE TRAINING 

AUGUST 20 AND SEPTEMBER 17.

Complete your 2014 Verifiable Training in Auckland on these two days. 9.30 to 3.30 both days. Workbooks supplied. Quality Hotel, Barrycourt, Parnell

 

2. BACK TO BASICS.

AUGUST 13 - 14. Two days with Ian working through being excellent at the basics. From prospecting, winning listings, getting marketing, capturing buyers to closing and negotiation, this is a great two days for those agents who need a boost, a quickstart, a leap to the next level. Includes my 500+ page manual, audio material, lunch and tea/coffee both days. Venue: Qulaity Hotel Parnell. Fee: $795.

 

3. Christchurch Verfiable

 AUGUST 26 and 27.

Complete your 2014 Verifiable Training in Christchurch on these two days. 9.30 to 3.30 both days.

Workbooks supplied. Venue TBC

 

http://www.salescoach.co.nz/sales_coach/category/Register%20for%20Courses/4/

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

Have an awesome week being the best you can be.

Have fun, make friends and money!