Unlock Your Sales

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Unlock real estate sales by understanding 3 important psychological issues.

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Unlock Your Sales

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

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