Property and Finance Blog

I am often asked about the power of networking and where can I meet the best property people? The simplest and best way is to get out there and start networking. I have made networking an integral part of my business and many other successful property people do too because they know it works. There is only one place I know of where I will see more property experts and property people every month ….

Just over two years ago a couple from Berkshire had a gathering in a pub for a few ‘local’ investors. With a little help from their friends the first one attracted 50 people. Since then it has grown into a phenomenon!  The Berkshire Property Meet defied the credit crunch and doubled in size in 2008. Last month they had to hold THREE evenings because demand was so high.

One thing is certain – Juswant & Sylvia Rai are totally committed to the success of everyone that attends and it shows in the quality of people that turn up and their willingness to help.

It is also the only place where I will see Rob Moore, Mark Homer, Richard Shepherd, Vanish Patel, Simon Zutshi, John Lee, Vincent Wong, Paul Galbraith, Ant Lyons, Phil Martin & Jim Haliburton in one place – all mixing with 250 other property experts, professionals and novices every month who come from London, Portsmouth, Birmingham, Manchester, Aberdeen and even Toronto.

Start 2010 the way you mean to go on and do come over and say hi to me and my team. We look forward to meeting you there.

Register and book NOW for Jan 2010.

http://www.berkshirepropertymeet.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

The Hampshire Property Club have organised an
information packed
evening for you this Thursday 2nd July

http://www.hampshirepropertyclub.co.uk

Jim Halliburton will be giving his presentation on
HMO and Multilets  Jim  is an
excellent and knowledgeable speaker,
his presentations are always inspirational.

And there’s more!!!

Prior to the main presentation there will be an
Expert Round Table Event,
where you can meet, talk to and listen to several
experts within the
property industry! I will be there on one of
those tables This is to give you time and space John
to really ask your important questions without
having to jostle through crowds,
or wait in endless queues for a few seconds to
talk.

For all details and to book please go to

http://www.hampshirepropertyclub.co.uk

Look forward to seeing you there!