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Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team Unlock YOUR Sales Presented by Dieter Deppisch Head: Property Data Research for SAPTG

Unlock Your Sales

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Unlock real estate sales by understanding 3 important psychological issues.

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Page 1: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

UnlockYOUR Sales Presented by Dieter Deppisch Head: Property Data Research for SAPTG

Page 2: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Understand SALES killers ...

Fear Cognitive Dissonance

Failure

Page 3: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

All stakeholders have fear ...

Clients:

Should I sell now?

Should I buy now?

Will I get a bond?

Is this estate agent trustworthy?

What aren't they telling me about this house?

Page 4: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

All stakeholders have fear ...

Agents re the Buyer:

Can they afford this property?

Will the bond go though?

Am I wasting my time?

They look so young/old/scruffy/dumb!

Page 5: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

All stakeholders have fear ...

Agents re the Seller:

Will I get this mandate?

Do they know the market is still quite depressed?

How serious are they about selling?

Are they being honest about their situation / the home?

Page 6: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Recognising and addressing the fears of all stakeholders upfront puts you in the driving seat, confirms your professionalism and eases tensions for all concerned.

Page 7: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

People experience Cognitive Dissonance

Cog-what?Cognitive dissonance is the discomfort of holding two contradictory ideas at the same time. Essentially a thought within a thought.

“Smoking is going to give me lung-cancer”.“I want to live a long and happy life.”Rationalization: “I exercise and eat healthy food.”“Not everyone who smokes gets lung-cancer.”

In terms of a real estate sale:“I have to sell, I can’t afford my bond”“If I rent I am helping some else buy a house”Rationalization:“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.”

Page 8: Unlock Your Sales

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People experience Cognitive Dissonance

The YES / NO debate

Buy now Don’t buy nowLow interest rates Unstable economyMarket prices Bonds difficultMaximum equity growth Job security

Page 9: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Provide clients with unbiased, reliable and accurate facts to ease confusion and enable informed, direct decisions.

Page 10: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Feed off Failure

Success is 99% failure - Sochiro Honda

Page 11: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Feed off Failure

When I first walked, I fell

When I first spoke I stuttered

When I wrote a ‘d’ it looked like ‘b’

When I first sprinted I puked

When I rode my first bike I crashed

When I first played football I fumbled

My first three girlfriends dumped me

Page 12: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Feed off Failure

“There is a way to do it better - find it!“

Hit-rate? Every “NO” is closer to the next “YES!”

Examine your failures. Do things differently. Where did that deal go wrong? How can I avoid it in the future?

Be humble - Ask advice.

Pro-actively avoid repeating the same mistakes.

Page 13: Unlock Your Sales

Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

Unlock YOUR Sales

Kill the Fearrecognise, analyse, energise

Address Confusionprofessionals provide data/factsto help client make an informedchoice

Feed off Failurefailures are the stepping stones, not the raging river