real estate entrepreneur sale secrets revealed
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EntrepreneEntrepreneur Salesur Sales
SecretsSecretsRevealedRevealed
Mark HollandMark Holland
for the Real Estatefor the Real Estate
IndustryIndustry
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Our Family LegacyOur Family Legacy
BertBert
HollandHolland
CherylCheryl
HollandHolland
MarkMark
HollandHolland
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What do you see?What do you see?
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Prepare the MindPrepare the Mind You need to have FUN in
your career!
85% of people in the
workforce are not happywith what they do for aliving!
Take some risks and findsomething you LOVE!
Success Leaves Clues
Constant steps bring Success!Constant steps bring Success!
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Your Income Potential isYour Income Potential is
UnlimitedUnlimited With little or no
experience inThree
SixTwelve months youcould be earning avery high income.
Properly Trained, Skilledand in the Right Market
UNLIMITED Amount ofMoney to be made.
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Sales Achieved inSales Achieved in
AustraliaAustralia Real Estate Industry Earned $1,773 Million CommissionSales
Total Number of Sales Agents 21,352
Average Gross Commission $83,000 ABS 1999
$0
$200
$400
$600
$800
$1,000
$1,200
$1,400
15-19 20-24 25-29 30-34 35-39 40-44 45+ AllAges
What Jobs Pay per week in Real EstateWhat Jobs Pay per week in Real Estatefor each age group 2003-2004for each age group 2003-2004
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What Salespeople need:What Salespeople need: Combination of planning,
innovation, street smartsand dedication
80% of sales arecompleted by 20% ofSalespeople
Bottom 80% of
salespeople only sell20%
Sales Entrepreneursneed to move into the
top 20%
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The FoundationThe Foundation
The difference between theThe difference between the
Top Performer and theTop Performer and the
Average Performer is only aAverage Performer is only avery small differencevery small difference..
The Entrepreneurial Edge!The Entrepreneurial Edge!
The top 20% are some of the
happiest people in society
The bottom 80% worry about
money
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Unlocking your Potential!Unlocking your Potential! The Foundation of theThe Foundation of the
Entrepreneur SalesEntrepreneur Sales
Professional:Professional: Working on your Mind! Developing the correct
mindset!
The average person uses noThe average person uses no
more thanmore than 10%10% of theirof their
POTENITAL!POTENITAL! Each one of us have at leastEach one of us have at least
90%90% or more of untappedor more of untapped
potential.potential.
Unlock this 90% of untappedUnlock this 90% of untapped
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Sales PerformanceSales Performance Direct relationship
between self talk andyour performance.
For you to increase yourincome level you needto change your Goalsand Self Talk
How much you likeyourself determinesyour Success
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A Key to Success A Key to Success
Leverage!Leverage!There are THREE waysThere are THREE ways
to grow your ownto grow your own
business: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 youinstead of complaining about
you.
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Employees earn moneyEmployees earn money
Business owners make moneyBusiness owners make money
Entrepreneurs Collect MoneyEntrepreneurs Collect Money
The Idea is to create income streams.The Idea is to create income streams.
Income Stream 7Income Stream 7
Income Stream 6Income Stream 6
Income Stream 5Income Stream 5
Income Stream 4Income Stream 4Income Stream 3Income Stream 3
Income Stream 2Income Stream 2
Income Stream 1Income Stream 1
YOUYOU
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Think like a SalesThink like a Sales
EntrepreneurEntrepreneur Set your own Goals Find the ways and means to
achieve these Goals
Make the majority of your owndecisions
Shape your working day
Create your own market materials
Set your own financial goals,which should be independent ofthe office budget and Goals set byyour Principal
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Start DreamingStart Dreaming
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Success Leaves CluesSuccess Leaves Clues
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Levels of KnowledgeLevels of Knowledge
UnconsciouslyUnconsciously -- UnskilledUnskilled
ConsciouslyConsciously -- UnskilledUnskilled
ConsciouslyConsciously -- SkilledSkilled
UnconsciouslyUnconsciously -- SkilledSkilled
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Getting the ResultsGetting 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 tomake? I want to Earn $X per
Year? Average Commission you
get Per Sale? $100,000 divided by
$2,500 = 40 sales you
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Decisive Factors toDecisive Factors to
Achieving your Dreams:Achieving your Dreams:
1.1. How badly you want itHow badly you want it
2.2. Whether you are willing toWhether you are willing to
pay the price to get it.pay the price to get it.
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Innovative Ways toInnovative Ways to
Generate Leads to MarketGenerate Leads to Marketand Sell Real Estate thanand Sell Real Estate than
you ever thought possibleyou ever thought possible
in Today's Market Placein Today's Market Place
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Your PictureYour Picture
Youre the STAR of yourFarming Area
Organise Professional
Photos Get someone else to
choose your photo.
Public Recognize you
Talk with everyone
If everyone knows about you andIf everyone knows about you and
what you are selling, you havewhat you are selling, you have
greater control of your marketgreater control of your market
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Brochures with OffersBrochures with Offers Cheap to Organise
Must be Eye Catching
Compel the reader to call
you
Builds your profile
Follow Up with a PhoneCall within 48 Hours
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Invoice MailingsInvoice Mailings Send a colour flyer or
newsletter with anotherbusiness owners invoicing
Compel the client to call you
Find clients from a differentmedium
Tradesperson/ business ownerendorses your Service which
builds Credibility
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Target Expired andTarget Expired and
Withdrawn ListingsWithdrawn Listings80% of expired listings come80% of expired listings come
back on the Market for Sale!back on the Market for Sale!
The Reason most propertiesThe Reason most properties
do not sell in a 60 daydo not sell in a 60 dayperiod:period:
Property is over PricedProperty is over Priced
Something is wrong withSomething is wrong withthe propertythe property
Follow up unhappy sellersFollow up unhappy sellers
You fix the problemYou fix the problem
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Discussed so farDiscussed so far
1.1.ProfessionaProfessiona
l Photo ofl Photo of
YouYou2.2.QualityQuality
BrochuresBrochures
3.3.InvoiceInvoiceMailingMailing
4.4.Expired andExpired and
WithdrawnWithdrawn
Listin sListin s
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Referrals and RepeatReferrals and Repeat
BusinessBusiness Referral Programs. TheReferral Programs. Thefastest and most effectivefastest and most effective
way to build any business.way to build any business.
Isn't it true when youIsn't it true when youexperience an incredibleexperience an incredible
service, you want to tell yourservice, you want to tell your
friends about it?friends about it?
Builds a strong bondBuilds a strong bond
between you and your clientbetween you and your client
Percentage of referralPercentage of referral
business created bybusiness created by
Entrepreneur SalesEntrepreneur Sales
Professionals 60%Professionals 60%
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Building an UnstoppableBuilding an Unstoppable
Cash-flow MachineCash-flow Machine Using Computers withselling can increaseyour effectiveness byat least 30%
You should be using atleast three computersoftware programs tohelp manage your
business. Contact Management
system Presentation Program Accounts program
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6 Reasons why Referral6 Reasons why Referral
Programs are far betterPrograms are far better
than Traditional Advertisingthan Traditional Advertising1. Zero Risk Advertising Pay
for RESULTS ONLY
2. Wholesale Advertising3. Fast, Massive Results
4. Increases Customer LoyaltyDramatically
5. Increase Frequency ofPurchase
6. Increase Profit by creatingan Incredible Experience
which drives referrals
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Double Your Business EveryDouble Your Business Every
Year!Year!
Each PotentialEach Potentialclient is worthclient is worth$__X____?$__X____?
Potential ValuePotential Value
Created fromCreated fromDatabase $__X___?Database $__X___?
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Take a look at yourselfTake a look at yourself
Your Business is the UltimateYour Business is the Ultimate
reflection of YOU!reflection of YOU!
How High is HIGH?How High is HIGH?
Millionaires Invest inMillionaires Invest in
KnowledgeKnowledge
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Entrepreneurs Sales Guide Entrepreneurs Sales Guide
For Real EstateFor Real Estate Chapter OneChapter One 39 Powerful Lead
Generators
Chapter TwoChapter Two Creating an
Incredible ThreeMonth Action Plan
Chapter ThreeChapter Three The Listing Process
Chapter FourChapter Four
The Sales Process
Chapter FiveChapter Five Asking the tough
Questions
Chapter SixChapter Six Thirteen Character
Traits
Chapter SevenChapter Seven Seven BIG Time
Wasters
Chapter EightChapter Eight Eleven Real Estate
Mistakes
Chapter NineChapter Nine
Administration Mapand CD full of Ideas
Chapter TenChapter Ten Twelve Real Estate
Success Tips
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Learning Curve For Any SkillLearning Curve For Any Skill
Training
Occurs
Some
PermanentSkill
remains
Session
repeated
More
Permanent
Skill
remains
Even more
PermanentSkill
remains
Session
repeated
Skill fall-offis
even slowerSkill fall-off not
As dramatic
Skills fall-off
quickly
Skill
improve
sSkillim
prove
s
Skilli
mpr
oves
Real Estate Selling SkillReal Estate Selling Skill
Master
Skill
Level
Most
People
LowestSkill
Level
*Repetition is the mother of skill. An ideal training*Repetition is the mother of skill. An ideal training
program would be designed for repetition program would be designed for repetition
When sessions are repeated regularly over time, skill level becomes more
habitual.
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Learning Curve For Any SkillLearning Curve For Any Skill
TrainingTraining
OccursOccurs
SomeSome
PermanentPermanentSkillSkill
remainsremains
SessionSession
repeatedrepeated
MoreMore
PermanentPermanent
SkillSkill
remainsremains
Even moreEven more
PermanentPermanentSkillSkill
remainsremains
SessionSession
repeatedrepeated
Skill fall-off isSkill fall-off is
even slowereven slowerSkill fall-off notSkill fall-off not
As dramaticAs dramatic
Skills fall-offSkills fall-off
quicklyquickly
Skill
improve
sSkillim
prove
s
Skilli
mpr
oves
Real Estate Selling SkillsReal Estate Selling Skills
High Skill LevelHigh Skill Level
MostMost
PeoplePeople
LowestLowestSkillSkill
LevelLevel
*Repetition is the mother of skill. An ideal training*Repetition is the mother of skill. An ideal training
program would be designed for repetition program would be designed for repetition
When sessions are repeated regularly over time, skill levels become more
habitual.
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A Workshop you cannotA Workshop you cannot
Afford to MissAfford to Miss Creating an Incredible Three Month
Action plan for instant cash flow
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Free Real Esta Free Real Esta
Mark HollandMark Holland
Video, Newsletter and Real EstateVideo, Newsletter and Real Estate
HumourHumour
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