Want to know your best marketing weapon?

Beyond the latest designer website, past the shiny DL cards, afar from the perfectly designed brochures, away from the beautiful window display is one very important marketing tool that is often forgotten and overlooked - yet it is the easiest to manage, the lowest cost, and the most effective tool......

Have you guessed it yet?

It’s YOU.

You are the most powerful marketing tool you have at your disposal right now. The way you speak to people, the way you present yourself, the way you appear in the market place, can be ten times as effective as a marketing tool compared to some of the latest and innovative ideas in the industry.

It’s been very interesting for me being on the other side of the property management transaction recently as a prospective tenant looking for a rental property in my local area. I’ve been able to review how fast enquiries are responded to, the conduct of the leasing consultant at the open, the manner of the property manager processing the applications, right through to the sign up process and moving in.... There have been some very impressive dealings, and also some left a lot to be desired. I’m pleased to say I’m lucky enough I’ve ended up with one of the best.

I would imagine that many of these agencies with the less than desirable service to prospective tenants are at the same time probably trying to grow their businesses through marketing, prospecting and new business tactics, without looking at what is actually happening on the front line. From this experience I know which agencies I will be recommending to friends and family and which agencies I won’t.

We need to remember that prospective tenants may not only one day be our future clients, but they also currently know our future clients (their friends, families, colleagues, circles) and of course we want them to be speaking positively about us and our service across their networks!

This got me to thinking if we only realised that the best opportunity we have to market our service, is actually how we conduct our service and ourselves, how much easier it would be to grow our businesses?! Instead of spending thousands on marketing campaigns, what if we spent that time and money investing in improving, training and developing our own skills.

Remembering that YOU are the most important marketing tool that you have at your disposal and that the way you conduct yourself, present yourself, and treat your clients will ultimately provide endless positive marketing, referrals and business for years to come. 

Don't miss our webinar next Wednesday where we'll give you fresh ideas to help you generate buzz around your brand and put the 'marvellous' back into your marketing.

How do you stay sane when the pressure is on?

The week ahead of a conference is one crazy time for us here at Real Plus. So it seemed appropriate to discuss how to stay sane during the craziest, busiest times in this week’s blog. Imagine for a moment those times when the clock is ticking and people are counting on you, which wire should you cut?! The red or the blue!?

Whilst most of us don’t have to deal with the life or death dilemma of diffusing a bomb, everyday situations can sometimes feel like this. The landlord is breathing down your neck, you have three ingoings to complete before tomorrow, the computer you’ve been writing your report on just crashed, you’re running late for your open for inspection – our property management dilemmas can often be just as stressful relatively.

Learning how to remain calm in times of stress will not only have immediate composed effects, it can also over time, help you lead a happier healthier life. Here are our steps to take to keep your cool when the heat is on:

• Identify the Stress – Is your heart racing because some crazy driver just cut you off? Or is it really because of the major tribunal happening tomorrow. Think for a moment, what is really bothering you?
• Choose your response – Even if you can’t change the source of your stress, you can choose how you respond to it.  The appropriate response should depend on what’s causing it, most things can be resolved. Ask yourself some questions, will this matter in a week, a month, a year? How much control do I have of the situation?
• Take Action – Face your stress source head on as soon as you’re ready. Getting stressed or sitting around worrying or procrastinating isn’t going to resolve anything. Sometimes the hardest part is just getting stuck into it, once you’re into it you’ll be far less stressed and wonder what you were so worried about. 
• Make a Plan – Sometimes resolving a situation will take several steps, or you may have several things to get done. Write out a plan with attainable goals and time for completing each task. Then, just take one step at a time and just put one foot in front of the other.  (Think about how you can plan better for next time)
• Shake it Off – If a situation is beyond your control, or if it is not that important, then no use worrying about something you can’t change. Try deep breathing, distracting yourself with something else that makes you happy, visualise relaxing things, physically remove yourself from the location of the stress.
• Become Realistic – If you continue to be stressed, perhaps you aren’t setting yourself realistic goals or timeframes for completion, or expectations with your clients. Sometimes it can be hard to accept that we can’t do everything. Reduce the expectations on yourself either from yourself or those around you and learn from your experiences.
  
  Hope you stay cool as a cucumber next time the bomb is ticking! 

Are you switched on?

Are you switched on?

by Hermione Gardiner

Our team was switched on this week along with 3000 of Australia’s best agents at AREC 2014. Inspirational speakers from around the world graced the stage with big concepts motivating us to ‘Switch On’, ‘Own it’, ‘Cut to the Chase’, ‘Overcome fears’, ‘ Improve Productivity’, ‘Get Passionate’ and  ‘Get Accountable’. Despite being a sales conference, we found these concepts completely relevant to our property management world where “complacency can kill” (as one speaker aptly described).  

Within the new business space (like sales), we have to be able to switch on and quickly demonstrate our passion and enthusiasm. If we can show the client we are excited about their business we will be better placed to build the relationship and stand out from the competition.

There are always going to be those days when we aren’t feeling so enthusiastic, and we can’t all go to a conference and get switched on every weekend.  So how can we “Switch On” daily and create an energetic experience for every client?  How do we quickly get into that headspace?

One of the conference speakers, Chip Eichelberger, helped us to consider what actions we are taking to bring that desired energy – what are we doing to “switch on and own it”. His simple physical techniques had 3000 people on their feet, energised and fist pumping the air and cheering “YES!” before 10am! Everyone could feel the energy in the room.

So how do you get yourself on your feet and cheering before 10am? How do you get into a passionate and enthusiastic head space? What do you do to fire up ahead of your listing presentation? Are you listening to ‘Eye of the Tiger’ in your car? Are you visualising the smile on your face as you leave a successful meeting? Are you fist pumping the air with a big “YES” to get yourself energised and excited?

It’s important to know your own “ON” switch so that you can walk into every listing presentation fired up and ready to go. If you can master that attitude and energy, we’ll help out with the rest.  

 What’s your “ON” Switch?

If you are Real+ member, click here to visit Real TV where you can watch New Business Bootcamp 9 - Listing Presentations part 2

Are you and your team up for some role play?

Don’t worry nothing too sinister here, but after our recent Scripts and Dialogues webinar we’ve had some request from our Directors and Department managers for advice on Role Playing.  Role Play is not just valuable in the new business arena but can be a great way to build up the confidence and dialogue skills of your team.

Role Playing provides your staff a chance to act out, rather than merely talk about ways to solve problems effectively – the benefits are endless. It also gives you the opportunity to provide them with supervised practice, feedback and support in dealing with “real life” problem situations.

As a manager this kind of teaching technique will come naturally to some, however for those who haven’t dabbled much in Role Play for your team, or are looking to improve we have some tips here for you:

• Try to give advance warning of a role play. Some will need time to mentally prepare for this (or time to find an excuse not to attend, which of course they won’t be able to get passed you...)
• It is helpful for you to take the lead and act the situation out first to get things off to a good start.
• Be sure to clearly define the situation and roles to be played (some may wish to write the situation and role down first)
• The staff should be encouraged to be realistic in role plays – but should also to understand that it will usually feel a little awkward and unnatural. (The point is that skills will translate naturally in a real life situation.)
• Gentle encouragement may be needed for some staff where as some staff will take at it like a fish to water (those will be your initial volunteers).
• It is fine for you to coach them to portray their roles during the action as it provides feedback and support. Always try to swap the roles to allow both parties to have a go at each role.
• Praise all role play efforts, there is no wrong, just room for improvement.
• If there is a group situation, always encourage the group to be the one to provide the feedback on what they did well, what they could improve on and their own suggestions for the situation.

For more ideas, assistance Role Plays (new business or property management) don’t hesitate to contact Hermione at Real Plus here

Winning New Business in Property Management Through Practising Scripts & Dialogue

What are the most successful rising New Business stars in Australian property management doing to improve their results? How do they manage to sign so many new clients and deal with any objections with ease, even if they don’t have the strongest communication skills?

Well there is no other way about it, these people are undergoing regular, ongoing coaching or training, including practicing their “Scripts & Dialogue” and role plays.

Ongoing training and practicing prepares you for any conversational situation that may arise in property management or new business, and ensures that you are prepared and poised with whatever is thrown at you (which is getting tricker the more educated our clients become).

Continual practice allows you to fine tune your conversational and practical skills before taking it out on the road. It is vital to the success of not only new players in the new business world, but even the most experienced professionals, to be constantly re-training and continually developing their skills in this ever-changing property market.

If you’ve been to any of Fiona Blayney’s training sessions you’ll know she doesn’t believe in “scripts” but likes the concept of dialogue, that is, knowing what to say, but putting it into your own words or dialogue.

Often one person’s method of selling something will not feel natural to another. You need to find what works for you. Through undergoing training, coaching and role plays you are given the opportunity to develop your dialogue and turn the “scripts” into your own words in a way that not only conveys the service you are selling, but highlights your belief and passion in it.

If you are Real+ member, click here to visit Real+TV where you can watch our webinar New Business Bootcamp Breakout: Scripts & Dialogues

What is the Key to Appraisal Success?

Preparation is KEY!

Preparation in any area of property management is the key to success, none more important than the appraisal of new business. Many a time, an appraisal is rushed from a precious appointment without allocating the proper time required for research and preparation - people aren't well trained to deal with and adapt to varying clients needs.

You can only get so far flying by the seat of your pants but you will be far better prepared to win a new client over if you've put in the time and effort to prepare personalised and relevant data and knowledge, and undergo regular training to prepare yourself to respond to their personal situation.

Pre-appraisal this may mean spending some more time on the initial call finding out a little bit more about the property, what their expectations are and perhaps their intentions, so that you can be best prepared to sell the information and service that they need, not necessarily what you assume they want.

Ongoing preparation means undergoing training on a regular basis, this will ensure your new business success and essentially, that you remain prepared for any situation that crops up.
 

The most successful new business people in the industry are both well prepared before the actual meeting and well trained, so they are adaptable to different clients needs and expectations.

Why not attend our webinar next week on Wednesday 12.30 where Fiona will guide you through essential preparation for the listing appraisal itself. As part of our New Business Bootcamp training series, we'll cover how you can be ready and prepared leading up to and the day of appraisal. 

If you are Real+ member, click here to visit Real+TV where you can watch our webinar: New Business Bootcamp - Preparing to List.

Want to Learn the Secret of Prospecting?

Prospecting is a fact of life for those wanting to be successful in New Business. I’m sure we would all much rather rely on referrals, word of mouth, even sales leads, however in order to get ahead of the curve and generate more leads we have to prospect!

So why is it that even the most experienced of us resist this proven strategy unless we are poked, prodded and pushed by our managers?

Excuses include:
“I don’t like the rejection.”
“I don’t want to come across like I’m desperate for business.”
“I don’t want to sound like a telemarketer.”
“I don’t like interrupting people at work.”

There are few main dynamics that prevent us from embracing cold calling. Cold calling is hard work, no one likes to hear ‘no’ and we all have the need for instant gratification.

The key to busting these excuses and breaking the mould is understanding that it’s all a numbers game. You need to train yourself to recognise that every ‘no’ you hear brings you one call closer to making an appointment or creating a relationship. You also need to condition yourself that eventually you will get a reward for your efforts, there is sadly no magic quick fix or instant result. 

When you learn any new skill (even a hobby, sport, or language) it takes time to just become comfortable. It takes longer to develop a level of consistent proficiency. And, it takes even more time to develop your skill to the point of excellence. The same concept applies to prospecting. You can’t expect to make ten calls and master the skill (or get the results).

The more calls you make, the easier it will get and the more proficient you will become. As your skill improves, so will your ability to generate leads and secure appointments. If you can push through your initial resistance you can develop the ability to postpone your need for instant gratification. And as you do this, your results will improve!

If you are Real+ member, click here to visit Real+TV where you can watch our webinar: New Business Bootcamp Part 7 - Prospecting.