Property and Finance Blog

Given the choice, we’d all use other people’s funds to invest

Or do No Deposit Down Deals

And generate income Now as well as building assets for the future
But the reality in Property used to be that you’d only make
serious income if you bought and waited for growth
So if you’re new to Property, or you have ever bought Property
using a deposit or funds, or thought you needed funds…

then it is vital you watch this video Now:

http://progproperty.infusionsoft.com/go/CFB/a270

My good friend Rob Moore of Progressive Property [Over 250 Properties,
2 Best Selling Property Books, vast TV & media coverage]…
Is opening up his *now closed* Property Cashflow
Membership site, normally GBP600 per year
for the next 72 hours only

Here’s the deal:

1. This is not auto-billing:
You won’t get asked for card deals
The site will be totally opened up for you for 28 days

2. There are 77 ways to generate Property Income inside
And over 150 hours of video & audio content

3. The video below actually goes into the site & Rob
Shows you all these tools, tricks & strategies for income

http://progproperty.infusionsoft.com/go/CFB/a270

The video will play automatically & you’ll get valuable info
Before you need to leave any details – there is no sale

Enjoy

P.S: 77 income strategies for 3k – 10k
cpm income in Property the new way

http://progproperty.infusionsoft.com/go/CFB/a27

How often do you find yourself talking instead of listening? How often do you find yourself using the time you have to talk, telling and not asking questions?

Are you ever guilty of trying to demonstrate your own brilliance and knowledge by presenting your solution to a prospect before they’ve committed to buy from you? Have you ever invested precious time, money and resources proving to a prospect that you can help them identify their needs, give them solutions to their problems …. and then wonder why you aren’t closing enough business.

You gain credibility from the questions you ask not from the information you give. Your job in the sale is to gather information not to give it.

You’re in sales to go to the bank …. not to prove how bright, knowledgeable, educated or wonderful you are.

If you’re giving information what aren’t you doing?

You’re not gathering information. You’re doing free consulting. You’re telling the prospect what s/he wants to know …. so what reason does your prospect have for retaining your company or your services? Not much.

This lesson learned late in my career cost me over £12 million in fee income and £3.6 million in lost commission.

Rule: Prospects never argue with their own data.

Gather their data and play it back to them in the form of their pain and in my experience and the experience of my clients you’ll sell more, more often.

Happy selling!
http://www.marcuscauchi.com
http://www.london1.sandler.com

From my Friend Marcus Cauchi who is  one of the foremost expert and teacher of the Sandler System.
Now I know some of you reading don’t have business and don’t actually sell but wow what a way to hone your networking skills too!
Always remember that if you want to sell to clients you need to build up some empathy. Marcus tells you how here  and more importantly

Why ……

Always remember your customers and clients are people not assets on a balance sheet.

Don’t they sometimes feel neglected or undervalued too? What follows is probably nothing new to you and I’m sure most of you are already doing it.

In today’s environment, the cost of acquiring new accounts has skyrocketed. Studies over the years have shown that selling additional products and services to an existing client base can be more cost effective than spending time in new client development. With existing accounts, we have already absorbed the cost of acquiring the business. Our existing client base would utilize more of our services if only we had the foresight to ask for the business. Yet, we seldom ask.

So, how should we bring up the subject? One of the most successful ways to do this is to take your client to lunch. This enables the buyer-seller relationship to change. Inside the office, your client has a role to play and many demands to meeting. Inside the restaurant, you can focus on selling the additional business.

Follow these suggestions for a successful business lunch with your client:

Thank your client for the existing business. Tell the client you appreciate them. Let them know they are an important part of your business, and you will strive to maintain the partnership.

Review the history of the account with your client. Sandler teaches us to have the client do the review. Ask for input as follows:

How long have you been doing business together?

How satisfied is the client with your services?

How does the client feel you could improve your service, and in what areas?

How receptive would the client be to giving you a reference letter?

Most successful salespeople have a book of reference letters or testimonials. Instead of extending the sales cycle by having a prospect call your existing client, you can pull out your reference book for immediate review. A reference letter enables your client to put their thoughts and feelings into concrete form. If your client has trouble putting thoughts and feelings into concrete form, it’s helpful to go over the letter with them.

Ask what expectations your client has for the upcoming year.

Ask how much business they have given you thus far.

Then ask, “Based on where we are in the year and projects that you have going on internally, where do you think we will end up at the end of the year? What additional business would I be involved with?”

Get that number.

Use it to help forecast sales and check that reality with the number in your account plan.

Ask for a list of other upcoming projects or purchasing decisions happening.

This will expand the scope of your business. Often, your client doesn’t understand your full line of products and services. By having your clients explain what is going on internally, you can use your product knowledge to decide how to best apply it, and where.

Ask your client for the names of other people working in other departments within his/her company.

Ask for the names of those in charge of purchases and projects within the scope of your expertise.

I don’t suppose it’ll work in your business but do you wonder if you’ll experience tremendous outcomes following these suggestions?

Your client may feel that they are an integral part of your business and are in partnership with you for the future. Asking for a reference letter from them makes them feel important, too. Furthermore, you will have a clear picture of what is ahead and a good roster of outside referrals.

Good luck, and bon appetit!

(C)Copyright Sandler Systems Inc. 2006

This article was given to me by Marcus Cauchi so I could pass this on  you can find this article at http://www.wealthandinspiration.com

You can also find out more information on Marcus at  http://www.marcuscauchi.com

Please also take a look at http://www.london1.sandler.com

Property Giants
10-12 July 2009
Hilton Metropole Hotel Edgware Road London
PROPERTY GIANTS – AMAZING OFFER FOR BARRY DANSER CUSTOMERS

Property Giants event organiser, Steve Foley is suffering from sunstroke & we didn’t like to take advantage but couldn’t resist & have persuaded him to allow the first 20 of my best customers into the ‘Event of the Year’ – absolutely F.R.E.E
Be Quick – it will be a bunfight
Send Steve an e-mail at steve@econfex.com with ‘PROPERTY GIANTS – BARRY DANSER SENT ME’ in the subject line.
Good luck, and if you don’t make the first 20, it’s still a steal at only £127 for two and a half days, full refreshments and lunches, and the “Meet the Mentors” dinner on Saturday night!
It promises to be the property event of the year: 12 months networking in two and a half days!

http://www.propertygiants.co.uk

Check it out now – you MUST be there
Keep it Real – Estate
Barry

http://www.propertygiants.co.uk