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  • 8/14/2019 Real Estate Entrepreneur Sale Secrets Revealed

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    http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    EntrepreneEntrepreneur Salesur Sales

    SecretsSecretsRevealedRevealed

    Mark HollandMark Holland

    for the Real Estatefor the Real Estate

    IndustryIndustry

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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    2http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    Our Family LegacyOur Family Legacy

    BertBert

    HollandHolland

    CherylCheryl

    HollandHolland

    MarkMark

    HollandHolland

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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    3http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    What do you see?What do you see?

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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    4http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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!

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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    5http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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.

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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    6http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    7http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    13http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    19http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    22http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    23http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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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    25http://www.realestatesalestraining.com.auhttp://www.realestatesalestraining.com.au

    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

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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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.

    http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/http://www.realestatesalestraining.com.au/
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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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