Real Estate Entrepreneur Sale Secrets Revealed

Entreprene
ur Sales
Secrets
Revealed
for the Real Estate
Industry
http://www.realestatesalestraining.com.au
Mark Holland
Our Family Legacy
Bert Cheryl
Holland Holland
Mark
Holland
2
What do you see?
3
Prepare the Mind
• You need to have FUN in
your career!
• 85% of people in the
workforce are not happy
with what they do for a
living!
• Take some risks and find
something you LOVE!
• Success Leaves Clues
“Constant steps bring Success!”

4
Your Income Potential is
Unlimited
• With little or no
experience in
– Three
– Six
– Twelve months you
could be earning a
very high income.
• Properly Trained, Skilled
and in the Right Market
• UNLIMITED Amount of
Money to be made.
5
Sales Achieved in
•
Australia
Real Estate Industry Earned $1,773 Million Commission
Sales
• Total Number of Sales Agents 21,352
• Average Gross Commission $83,000
– ABS 1999
What Jobs Pay per week in Real Estate

for each age group 2003-2004
$1,400
$1,200
$1,000
$800
$600
$400
$200
$0
15-19 20-24 25-29 30-34 35-39 40-44 45+ All 6
http://www.realestatesalestraining.com.au Ages
What Salespeople need:
• Combination of planning,
innovation, street smarts
and dedication
• 80% of sales are
completed by 20% of
Salespeople
• Bottom 80% of
salespeople only sell
20%
• Sales Entrepreneurs
need to move into the
top 20% 7
The Foundation
•The top 20% are some of the
happiest people in society
•The bottom 80% worry about
money
The difference between the

Top Performer and the
Average Performer is only a
very small difference.
The Entrepreneurial Edge!

8
Unlocking your Potential!
• The Foundation of the
Entrepreneur Sales
Professional:
– Working on your Mind!
– Developing the correct
mindset!
• The average person uses no
more than 10% of their
POTENITAL!
• Each one of us have at least
90% or more of untapped
potential.
•http://www.realestatesalestraining.com.au
Unlock this 90% of untapped 9
Sales Performance
• Direct relationship
between self talk and
your performance.
• For you to increase your
income level you need
to change your Goals
and Self Talk
• How much you like
yourself determines
your Success
10
A Key to Success –
Leverage!
There are THREE ways
to grow your own
business:
• Increase the number of
people buying from you
• Increase how many times a
customer buys from you.
• Reduce Waste – Get your
customers working for you
instead of complaining about
you.
11
• Employees earn money
• Business owners make money
• Entrepreneurs Collect Money
• The Idea is to create income streams.
Income Stream 7
Income Stream 1 Income Stream 6
YOU

12
Think like a Sales
Entrepreneur
• Set your own Goals
• Find the ways and means to
achieve these Goals
• Make the majority of your own
decisions
• Shape your working day
• Create your own market materials
• Set your own financial goals,
which should be independent of
the office budget and Goals set by
your Principal
13
Start Dreaming
14
“Success Leaves Clues”
15
Levels of Knowledge
Unconsciously - Unskilled
Consciously - Unskilled
Consciously - Skilled
Unconsciously - Skilled
16
Getting the Results
• How much do you think
your worth?
– Retail Industry
– Trade Industry
– Legal Industry
– Sales gives you access to
unlimited income!
• How much do you want to
make?
– I want to Earn $X per
Year?
– Average Commission you
get Per Sale?
– $100,000 divided by
17
$2,500 = 40 sales you
Decisive Factors to
Achieving your Dreams:
1. How badly you want it

2. Whether you are willing to
pay the price to get it.
18
Innovative Ways to
Generate Leads to Market
and Sell Real Estate than
you ever thought possible
in Today's Market Place
19
Your Picture
• You’re the STAR of your
Farming Area
• Organise Professional
Photos
• Get someone else to
choose your photo.
• Public Recognize you
• Talk with everyone
“If everyone knows about you and

what you are selling, you have
greater control of your market” 20
Brochures with Offers
• Cheap to Organise
• Must be Eye Catching
• Compel the reader to call
you
• Builds your profile
• Follow Up with a Phone
Call within 48 Hours
21
Invoice Mailings
• Send a colour flyer or
newsletter with another
business owner’s invoicing
• Compel the client to call you
• Find clients from a different
medium
• Tradesperson/ business owner
endorses your Service which
builds Credibility
22
Target Expired and
Withdrawn Listings
80% of expired listings come
back on the Market for Sale!
The Reason most properties
do not sell in a 60 day
period:
•Property is over Priced
•Something is wrong with
the property
•Follow up unhappy sellers
•You fix the problem 23
Discussed so far…
1. Professiona
l Photo of
You
2. Quality
Brochures
3. Invoice
Mailing
4. Expired and
Withdrawn 24
Listings
Referrals and Repeat
Business
• Referral Programs…. The
fastest and most effective
way to build any business.
• Isn't it true when you
experience an incredible
service, you want to tell your
friends about it?
• Builds a strong bond
between you and your client
• Percentage of referral
business created by
Entrepreneur Sales
Professionals – 60%
25
Building an Unstoppable
Cash-flow Machine
• Using Computers with
selling can increase
your effectiveness by
at least 30%
• You should be using at
least three computer
software programs to
help manage your
business.
– Contact Management
system
– Presentation Program
– Accounts program
26
6 Reasons why Referral
Programs are far better
than Traditional Advertising
1. Zero Risk Advertising – Pay
for RESULTS ONLY
2. Wholesale Advertising
3. Fast, Massive Results
4. Increases Customer Loyalty
Dramatically
5. Increase Frequency of
Purchase
6. Increase Profit by creating
an “Incredible Experience”
which drives referrals 27
Double Your Business Every
Year!
• Each Potential
client is worth
$__X____?
• Potential Value
Created from
Database $__X___?
28
Take a look at yourself…
• Your Business is the Ultimate
reflection of YOU!
• How High is HIGH?
• Millionaires Invest in
Knowledge
29
Entrepreneurs Sales Guide –
For Real Estate

• Chapter One • Chapter Six
– 39 Powerful Lead – Thirteen Character
Generators Traits
• Chapter Two • Chapter Seven
– Creating an – Seven BIG Time
Incredible Three Wasters
Month Action Plan
• Chapter Eight
• Chapter Three – Eleven Real Estate
– The Listing Process Mistakes
• Chapter Four • Chapter Nine
– The Sales Process – Administration Map
and CD full of Ideas
• Chapter Five
– Asking the tough • Chapter Ten
Questions – Twelve Real Estate
Success Tips
30
Learning Curve For Any Skill
When sessions are repeated regularly over time, skill level becomes more
habitual.
Master
Skill Skill fall-off
is
ves
Level even slower
Skill fall-off not
pro
As dramatic
ll im
Skills fall-off Even more
ves
Session
Ski
quickly Permanent
pro
repeated
Skill
es
im
ov
remains
ill
More
pr
Sk
Permanent
im
Most Skill
ill
Session
People
Sk
repeated remains
Some
Lowest Training Permanent
Skill Skill
Level
Occurs
remains Real Estate Selling Skill
*Repetition is the mother of skill. An ideal training

program would be designed for repetition … 31
Learning Curve For Any Skill
When sessions are repeated regularly over time, skill levels become more
habitual.
High Skill Level
Skill fall-off is
ves
even slower
Skill fall-off not
pro
As dramatic
ll im
Skills fall-off Even more
ves
Session
Ski
quickly Permanent
pro
repeated
Skill
es
im
ov
remains
ill
More
pr
Sk
Permanent
im
Most Skill
ill
Session
People
Sk
repeated remains
Some
Lowest Training Permanent
Skill Skill
Level
Occurs
remains Real Estate Selling Skills
*Repetition is the mother of skill. An ideal training

program would be designed for repetition … 32
A Workshop you cannot
Afford to Miss…
• Creating an Incredible Three Month
Action plan for instant cash flow…
33
Free Real Estate Sales Tr
Video, Newsletter and Real Estate

Humour
Mark Holland

Real Estate Entrepreneur Sale Secrets Revealed

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Entreprene

“Constant steps bring Success!”

What Jobs Pay per week in Real Estate

The difference between the

The Entrepreneurial Edge!

• The Idea is to create income streams.

Income Stream 1 Income Stream 6

Income Stream 3 Income Stream 4

1. How badly you want it

“If everyone knows about you and

For Real Estate

*Repetition is the mother of skill. An ideal training

*Repetition is the mother of skill. An ideal training

Video, Newsletter and Real Estate

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