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Unlock Your Sales

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Unlock real estate sales by understanding 3 important psychological issues.

Unlock real estate sales by understanding 3 important psychological issues.

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Transcript

  • 1. Unlock
    YOUR Sales
    Presented by Dieter Deppisch
    Head: Property Data Research for SAPTG
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 2. Understand SALES killers ...
    Fear
    Cognitive
    Dissonance
    Failure
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 3. All stakeholders have fear ...
    Clients:
    Should I sell now?
    Should I buy now?
    Will I get a bond?
    Is this estate agent trustworthy?
    What aren't they telling me about this house?
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 4. All stakeholders have fear ...
    Agents re the Buyer:
    Can they afford this property?
    Will the bond go though?
    Am I wasting my time?
    They look so young/old/scruffy/dumb!
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 5. All stakeholders have fear ...
    Agents re the Seller:
    Will I get this mandate?
    Do they know the market is still quite depressed?
    How serious are they about selling?
    Are they being honest about their situation / the home?
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 6. Recognising and addressing the fears of all stakeholders upfront puts you in the driving seat, confirms your professionalism and eases tensions for all concerned.
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 7. People experience Cognitive Dissonance
    Cog-what?
    Cognitive dissonance is the discomfort of holding two contradictory ideas at the same time. Essentially a thought within a thought.
    “Smoking is going to give me lung-cancer”.
    “I want to live a long and happy life.”
    Rationalization:
    “I exercise and eat healthy food.”
    “Not everyone who smokes gets lung-cancer.”
    In terms of a real estate sale:
    “I have to sell, I can’t afford my bond”
    “If I rent I am helping some else buy a house”
    Rationalization:
    “The market is bad, returns on a house now will be low for 2-3 years. I can rent till then and save a deposit.”
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 8. People experience Cognitive Dissonance
    The YES / NO debate
    Buy nowDon’t buy now
    Low interest rates Unstable economy
    Market prices Bonds difficult
    Maximum equity growth Job security
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 9. Provide clients with unbiased, reliable and accurate facts to ease confusion and enable informed, direct decisions.
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 10. Feed off Failure
    Success is 99% failure
    - Sochiro Honda
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 11. Feed off Failure
    When I first walked, I fell
    When I first spoke I stuttered
    When I wrote a ‘d’ it looked like ‘b’
    When I first sprinted I puked
    When I rode my first bike I crashed
    When I first played football I fumbled
    My first three girlfriends dumped me
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 12. Feed off Failure
    Hit-rate?
    Every “NO” is closer to the next “YES!”
    Examine your failures. Do things differently. Where did that deal go wrong? How can I avoid it in the future?
    Be humble - Ask advice.
    Pro-actively avoid repeating the samemistakes.
    “There is a way to do it better - find it!“
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team
  • 13. Unlock YOUR Sales
    Kill the Fear
    recognise, analyse, energise
    Address Confusion
    professionals provide data/facts
    to help client make an informed
    choice
    Feed off Failure
    failures are the stepping stones,
    not the raging river
    Find SAPTG on Facebook
    Visit the SAPTG website
    Email the SAPTG team