Selling? Be where the buyers are!

©Copyright 2010 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi [name] and welcome to my Weekly Insight for Monday 11th October 2010  

Selling? Be where the buyers are!

I guess you all know I am a very postive person. There is always business to be done!  Always!  

Let's be straight-up about the market today. In some markets, if you can just get the new listing it will sell and sell well. In others the buyers are staying away.  But no-where is there NO BUSINESS! So maintaining a great expectation in this market is a postive step in making sure your business grows. Challenging for some already, however we must look at managing our expectations. 

There is a need to now watch what we are saying and thinking. If you are in a market where sales and listings are tight, an expectation that there is LESS can lead to an acceptance of LESS.

Let me explain.

Let me contrast two very different offices.

The first was glum to say the least. The mood was very negative and somewhat viral. "Nobody wants to sell", "We can't get marketing $ in this town!", the "Buyers are making silly offers", "My sellers won't take that!" etc. The business owner had almost let it go too far. People were leaving, or about to leave. Prospecting was haphazard. I saw new listings sold before marketing started. So that agent met no new clients. That was "feed the agent" behaviour, not long-term business behaviour. It was an office of low expectation getting what it was creating!

The second office was humming along in the same market! Negative talk was banned and carefully crafted beliefs ruled the day:

"People sell houses everyday"

"People buy houses every day"

"People pay $ for bigger advertisments - the proof is in the papers or Property Press etc"

"Sold signs go up"

"Bidders bid and buy at auctions"

"Buyers make offers"

"Houses priced right and/or marketed well SELL" 

Of all these statements there is NO DOUBT!

"WE LIST AND SELL EVERY DAY!"

"WE SELL PROPERTIES THAT ARE PRICED (OR HAVE RESERVES/SELLERS) WHERE THE BUYERS ARE!

All the team in this office had these beliefs and the one that was making the biggest impact?

 We must have our sellers where the buyers are!!!!! 

This week make sure you are in "Let's do business mode" and that starts with your thinking! If there is/are any negative people in the office AVOID THEM! Hang out with the POSITIVE and EFFECTIVE people. It's not as popular but it makes more money!

           Quote for the Week

      "All truth passes through three stages. First, it is ridiculed. Second it is violently opposed. Third, it is accepted as being self-evident"

Arthur Schopenhauer (1788-1860)

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