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Bootcamp July 2009
- 1. Become a Property Billionaire Saturday 18 th July 2009
- 4. Research…
- 16. What to look out for… Doors Roof # Bedrooms Flooding Shared Access Windows Garages Garden Kitchen / bathroom # Bathrooms Pylon Mobile phone masts Guttering Neighbours Decoration Out-buildings Loft Plumbing Main Road School Chimney Fencing Damp Unfinished work Floors Re-wiring Stations Buses Brick work Size & layout of rooms Tree preservation orders Shops
- 17. Good Website… whatprice.co.uk/building.html whatprice.co.uk/tradesmen/ trade-associations.html
- 29. Deal Sourcing…
- 33. Sourcing Motivated Sellers… Newspaper Advert ‘ We Buy Houses’ Signs Internet Referrals (Previous Sellers) Leaflets Community Newsletters Estate Agents Text Messages Billboards Postcards Door to Door Salespeople Auctions
- 43. Billboards… Letting Agents… Eviction Specialist … Door to Door Sales… Community newsletters…
- 44. We buy houses sign…
- 47. Postcards…
- 51. Measure your results… Leads 48 41 52 22 29 19 Viewings 19 18 12 11 26 4 Conversion % leads/viewing 40 44 23 50 90 21 Deals 7 6 6 4 9 3 Conversion % view/deals 37 33 50 36 35 75 Conversion % leads/deals 15 15 12 18 31 16 Expenses 3350 845 3200 4150 0 1550 Total Sales 710,000 775,000 437,000 412,000 833,000 291,000 Total Equity 113,000 247,000 64,000 73,500 159,500 50,000 Cost/Lead 70 21 62 189 0 82 Cost/Viewing 176 47 267 377 0 388 Cost/Deal 478.5714 140.8333 533.3333 1037.5 0 516.6667
- 64. Become a Billionaire Bootcamp… ‘ In the Field’ Mentorship – Your Patch or mine
- 68. Value for Money? If you only ever purchased 1 property with “instant equity of £25,000 ‘ In the Field’ Mentoring Price £2497 Assuming NO capital growth £22,553 Profit!
- 69. Become a Property Billionaire Sunday 25 th July 2009
- 71. WELCOME TO Selling Your Offer/ Negotiation
- 72. Creating the ideal buying experience
- 73. 5 Beliefs YOU have about ... Salespeople Customers Product/Service
- 74. Beliefs Something YOU hold to be true ...
- 75. 4 Types of Salespeople … The Order Taker Waits for someone to ask if they can buy …
- 76. 4 Types of Salespeople … The Product Pusher Talks about nothing more than the product …
- 77. 4 Types of Salespeople … The Over Seller Promises the World just to get a sale …
- 78. 4 Types of Salespeople … The Problem Solver Helps the customer find what they need …
- 79. Your role….. Professionally Helping Other People to Buy
- 80. An Approach… Tom Hopkins HELP… 7. Answer any questions – pre-empt objections!!!!! 8. Offer solutions – what’s in it for them! 9. Answer any questions – more information HURRY… 10. Closing 11. Overcoming objections 12. Get started TRUST... 1. Preparation 2. Build rapport 3. Positioning/Purpose statement 4. About us NEED… 5. Questions – find the pain/challenges/areas of concern 6. Summarise - and get feedback
- 81. Trust
- 82. OLD Selling V’s NEW Selling Rapport Selling Follow Up
- 85. Sales Made Simple ... Communication True communication is the response you get ...
- 86. Modalities of Communication ... VAK isual uditory inaesthetic 40% 20% 40%
- 87. 3 Tools of Communication ... Words Voice Body Language 7% 38% 55%
- 90. Neuro Linguistic Programming Match & Mirror Don't Mimic !
- 91. Creating and Ideal Customer Experience Write the top 11 traits of your ideal seller…… Go through list then put yourself in their shoes, the ideal seller List the 11 things that type of seller would not just want but DEMAND from you…….
- 92. What are Your ... CNE's? Little things that are quite inessential but play a great part in pursuading people you are good at what you do? ...
- 96. Need
- 97. Information Gathering Average Negotiator Skilled Negotiator Ask Questions Testing for understanding 21% 10% 9% 4%
- 98. Are Buying Decisions based on ... ? Logic Emotion 20% 80%
- 99. Sales Made Simple ... Questions Listen twice as often as you speak ... they’ll sell themselves ...
- 100. The Questioning Process ... Q Q Q Q A A A A A Q Sale Dig Deeper Dig Deeper Emotion
- 101. The Question Funnel ... Open Ended Specific Temperature Detail Solutions Who Where What When Why How Play Dumb & Dig Deep
- 102. While you ask Questions ... Information Give Out Little Pieces of ... Language And, Talk in the Prospects ...
- 103. Question Softeners ... Can I just ask ... By the way ... Incidently ...
- 104. Help
- 105. After You’ve Reached Emotion & Gathered Information ... “ Based on what YOU’VE told me ... Either ‘X Solution’ or ‘Y Solution’ will suit you best ... (Name)
- 106. What's In It For Me
- 110. Hurry
- 111. Closing The sale Fact - 96% of all sales are made after the 6 th close. How many sales people give up after 1. How many don’t even use 1? Between 62 –70% of sales people DO NOT ask for the sale
- 112. ASSUME the SALE
- 114. Trial closes Tell them what you told them… overview So (name), correct me if I’m wrong but this should resolve the sale of your house in the next 2 weeks …. How does this fit with what you had in mind?
- 115. Positive signals Closing….Body Language Prospect totally relaxed Positive body language Prospect asking you to back over things Asking questions, they will only ask questions if they have an interest Partner/s have become chatty Prospect is asking detailed questions…re how purchase works.
- 116. Positive non verbal Closing….Body Language Leaning Forward Elbows on the desk Tilted head Hand gestures, making a steeple with fingers Hands behind heads
- 117. Negative Non Verbal Closing….Body Language Boredom…. Legs Crossed Foot Kicking Slightly Doubt / Disbelief Rubbing Eyes Head resting in hand
- 118. Negative Non Verbal Closing….Body Language Pinching bridge of nose Eyes closed Looking down when talking Face turned away Arms crossed Pulling or tugging ear
- 126. Investors Expectation Sellers Expectation Zone of Possible Agreement
- 127. Negotiating Styles ... Relationship Concern Concern for Substance Low High High Win:Win Win:Lose Lose:Lose Lose:WIn Accomodate Collaborate Avoid Defeat
- 130. Professional Negotiators ... Train Train Train
- 131. Get into ACTION ...
- 132. Ways to find money…
- 133. Home equity…
- 134. Personal loans…
- 135. Personal investors…
- 136. Endowment…
- 137. Joint ventures…
- 138. Pension…
- 139. Overdrafts…
- 140. Credit cards…
- 141. Possessions…
- 142. Early inheritance…
- 143. Overseas banks…
- 144. Welcome! Make It Happen In 2009
- 145. Who am I?
- 148. The Identity Iceberg... Identity Skills Beliefs Values Behaviour Actions Decisions Environment Results HAVE BE DO
- 149. Which one are you?
- 150. Mindset of Successful People
- 153. Break
- 154. ‘ Many of life’s failures are men who did not realize how close they were to success when they gave up.’ Thomas Edison.
- 155. Awareness Opportunity opens up to those who create a greater awareness of their environment. Mindset…
- 156. Focus Having a simple, clearly defined goal can capture the imagination and inspire passion. Mindset…
- 159. “ An average person with average talent, ambition and education, can outstrip the most brilliant genius in our society, if that person has clear focused goals.” Brian Tracey
- 160. The power of written goals… Only 3% of people have written goals and plans, these people account for 98% of the wealth. Time frame 25 years. 3% 27% 70% 98% of wealth No Written or Verbal Goals or Plan Verbal Goals Written
- 161. The power of goal setting is not so much the goals you set, but the person you become to achieve them! Goal Setting
- 162. Goal Setting Exercise (Also game)
- 163. Break
- 165. Belief fuels enthusiasm, and enthusiasm explodes into passion. It fires our souls and lifts our spirits. Belief Mindset…
- 166. If we are to enter into an activity with anything less than full steam, guess what happens? Commitment Mindset…
- 168. Thank you!
Editor's Notes
- When you understand exactly what selling really is; when you have a definition that gets to the heart of the matter, you’ll realize that there is nothing intimidating about it.
- Old selling relied more on selling skills (see where the blue is widest) and little rapport and follow-up (see where the blue is narrowest). New selling is just the opposite. Market is now educated
- Ability to sell is ability to communicate So what really is communication? It is a two way process….putting it out there and receiving it It is people dependent If didn’t get sale after pitch - then down to communication
- Visual – run movies in mind, colours, diags, pictures Auditory – hear, run audio tape in head, ideas in sounds Kines – feelings/internalising vs externalising This is another interesting field and explains why most people were really mediocre at school, where traditionally auditory means are favoured. Build rapport at highest level needs to be in their modality Example buying car Diagram HANDOUT
- What modes of communication are most effective? This usually comes as something of a surprise. Kodak – 30’s A lot of sales people focus on words Example – ‘Hi haven’t seen you….’ Tell from body language sales peoples confidence Obviously diff on phone…body language still important
- NLP is a growing field of interest to communicators and sales professionals. It is a huge field of study and this isn’t the place to go into too much detail. Started by Grindler and Bandler…such depth people get lost in it…I’m an 80:20 person Body language, toneality and voice (words also) Key is getting rapport with you Not instantaneous 5 – 10 secs (temp check at end of sale) Works at sub concious level. Using natural traits Exercise; chocolate (marks out of 10) Example; Business guru
- These allow you to probe a little deeper without appearing rude, pushy or intrusive. Eg; How old are you….use softener
- People judge your expertise in areas they don’t understand by your expertise in areas they do Critical to you business But as seems unimportant often hard to find the time to systemize Very efficient - far greater return on investment than most other things in your business Get right – will bring best out in team
- First impressions count.
- Why do people buy? To satisfy a need to requirement. And upon what do they base their buying decisions? Not on functionality or suitability – that would be the logical thing. But where is the logic in spending $200,000 on a car when one that costs $13,500 will do the job just as efficiently? They predominantly base their buying decisions on emotion. It’s all has to do with egotistical considerations, fashion, status and the like.
- Great salespeople don’t have the ‘gift of the gab’ as is commonly believed. They are great listeners. When they do talk, they usually ask questions. They find why people want to buy at the emotional level. Person in control asks the questions Does it come in black or white – what would you like it in?
- Your questioning process ends when the prospect turns the process around and asks you a question, to which you now supply the answer. The result here is you get the sale and they let off emotion, in one form or another. (how give answer will determine whether you get the sale) Eg; Can it be delivered on a weds?
- Think of your questioning process as a funnel. Start by asking open ended questions; not ones that can be answered with a straight yes or no. Start with a general question and make your questions more specific and details as you progress. Then begin providing solutions and at this point, check their temperature before getting down to details. Eg; open – why do you think you need a business coach?...selling themslves Play dumb – what do you mean by that? How does that affect you?, etc Keep velocity going
- Never rattle on. Take it one pace at a time or you will loose your caller.
- These allow you to probe a little deeper without appearing rude, pushy or intrusive. Eg; How old are you….use softener
- You need to offer your prospect a choice of solutions based on the information they have provided. The idea here is to offer them a choice; either they choose one or they choose the other but they do not choose neither.
- Remember, this is the one thing most prospects want to know. Never forget it.
- You should always assume that you have the sale. Use positive language and definite words like “we will … we are going to …”
- Intro section
- (A day in the life)
- (How have I achieved what I have)
- Beliefs exercise Identity exercise
- Exercise
- 212 degrees DVD to follow
- Planning exercise