Viewing by month: January 2014

Avoid verbal slip-ups

Ample studies have revealed the importance of non-verbal communication in effectively navigating all manner of business transactions., However no amount of eye contact or reassuring nods of the head will save you if you accidentally letting slip the following common verbal blunders:

1. Mispronounce a name.

If you mangle a client’s name, it’s unlikely that they’ll soon forgive you. So if you’re meeting a new client with a potentially difficult name, it may be worthwhile to practice pronouncing it before you go to the meeting or even asking them how to pronounce it.

2. Make assumptions.

Speaking with certainty on a topic when relying on personal assumptions may leave you red-faced if your assumptions are found to be incorrect. It is always safer to stick to topics you’re sure about and leave it to the client to clarify everything else, such as their relationship with someone that’s accompanying them.

3. Express you ‘need’ the client.

Even if you do desperately need a client, it’s best not to communicate this as it may cast doubt over your attractiveness to your clients’ competitors, a sure way to ring alarm bells instantly. It may also project an image of instability, which could lead the client to suspect that you’re not likely to be able to complete the deal.

4. Back track.

If unsure about the details of any aspect of a transaction, it’s best to clarify those details for yourself before returning to the client multiple times with changing or conflicting information. If you do have to back track and correct yourself on multiple occasions, the client may get the impression that you’re too disorganised to complete the project, or even haven’t understood its fundamentals.


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 29/01/2014 at 12:00 AM | Categories:

Gain more repeat business in 2014

Repeat business and referrals commonly form a strong customer base for many businesses across Australia. However, often these important channels of business can be overlooked when your focus shifts to acquiring ‘new’ customers.

With this being said, here are four tips on gaining more repeat and referral business in 2014.

1. Keep in touch: while it’s all too easy to create an email database and send out mass emails to everyone on your contact list, you may find it more effective to send personalised emails or notes to 50 of your past clients each month. It may also be useful to keep note of your clients preferences so you can include these details in your communication;

2. Send them personalised gifts: while most people enjoy flowers or a gift hamper after completing a sale, you may find it more effective to send through a personalised gift. This could be something the clients mentioned needing, or a gift based on an interest that they’ve shared with you;

3. Host a social gathering: you may find it beneficial to host a social gathering at your office or home once a month and invite a few of your current and past clients. It’s likely that guests will appreciate the opportunity you’ve given them to meet other people from the community;

4. Communicate appropriately: if your clients are generally young professionals, it’s probably appropriate to keep in touch via twitter, however, if your clients are generally retirees you may find it more appropriate to keep in touch via post. You’re likely to receive more return from your communication efforts if you communicate through channels your audience uses.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 20/01/2014 at 12:00 AM | Categories:

Master the coffee meeting

Coffee meetings are an almost inevitable occurrence in a modern working week, however, they can be difficult to master – meeting an unfamiliar person, in an unfamiliar setting can pose problems for all involved.

With this being said, here are some important tips and tricks that may enable you to become a master of the modern coffee meeting.

1. Don’t trivialise it: while it may be easy to trivialise a coffee meeting, it’s important to put as much time and effort into preparing for it as you would a similar meeting conducted in your office. In this way, you’ll be more likely to achieve something from the meeting, whether it be a pitch to a potential client, or meeting a business colleague;

2. Arrive early: you may find it useful to schedule the meeting in your calendar for 15 minutes earlier than you’ve agreed with the person you’re meeting. This is especially helpful if you’re meeting in an unfamiliar location and may encounter trouble finding the Cafe.

3. Keep on topic: it’s best to work out what you want to get out of the meeting before it starts. As always, be friendly and polite, but try to stick to an agenda – don’t let the social setting distract you from the tasks at hand.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 13/01/2014 at 12:00 AM | Categories:

Four habits to leave behind in 2013

While we’d all like to imagine we’re perfect, it’s likely that most people will have created some habits which are best left in 2013. This may be a better approach than creating a ‘New Year’s Resolution’ style list of habits you’d like to form, as by eliminating bad habits it’s likely you’ll create good habits in their place.

With this in mind, below we have four habits you may find useful to leave behind in 2013.

1. Putting off professional development: it’s very easy to sideline professional development, especially during busy periods. Sidelining this habit and enrolling in courses in sales, marketing or public relations may enable you to become a stronger and smarter real estate professional;

2. Resisting new technology: while it is impossible to accurately predict what technology will shape the real estate industry in the next five to ten years, it’s important to move with changes in technology. One way to make sure you’re up-to-date with the latest trends and movements is by reading online blogs and real estate publications;

3. Being late: you may find it useful to make sure you don’t overload your calendar by adding 15 minute ‘buffer’ zones between appointments. One easy way to implement this is by making every appointment in your calendar start fifteen minutes before the time you’ve agreed with the person you’re meeting with;

4. Procrastination: you may find it useful to leave procrastination behind in 2013 by actively working to finish tasks well before they are due. Not only will you become more productive as a result, but may also find work less stressful.

 


0 comments | Posted by Reality Bytes - Real Estate Training Blog on 09/01/2014 at 12:00 AM | Categories: