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Now, I just focus on the Top 100 and spend most of my time there.

These people are past clients who refer me business, clients who’s home I have sold and we connected really well together or other business people who have a mutual interest in working together ie: loans people, financial planners, local business owners etc etc.

By doing this I am able to spend more time nurturing these relationships properly and get to know them personally, building a much more effective referral stream with a lot less work.

You don’t have to have 100 people in your Top 100 (I just call it that) at the moment I have about 80 and in my general database (of past clients etc) I have thousands of people who I send something to twice a year.

However the Top 100 receive personalised market updates from me, guidance when ever they need it, things that are of interest to them, Christmas gifts and much more.

Although it sounds like the Top 100 receive lots of things from me, they don’t really (maybe every quarter) but the information they do receive is just more selective and tailored which is of much greater value to them.

This little idea is something I learnt from Rick De Luca years ago and it has helped me greatly.

I want to add things to this site and wondered if you could share some ideas on what you would like to see on here moving forward?

What would help and or inspire you?

I am looking to make this site something that agents all over the world can benefit from and the best way to do that is to understand what people are wanting.

No matter how trivial can you let me know by writing your comments/ideas underneath, and I will see what I can do.

Let me know if anything comes to mind?

Let’s work together to become the best sales people we can possibly be!

Mat

See for years I searched the net and couldn’t find a place where you could get new real estate ideas, see how other agents are going, find out what’s working for them, chat to them or just align yourself with people who are passionate and moving forward.

So, that’s the reason.

On this post I would love if you could write comments on what you are finding is working well for you, challenges you may be having that others may be able to help you with or just general tips.

See there is so much momentum created through synergy and I would love this website to create so much synergy between agents throughout the world that it not only enhances everyone’s life that adds to it but the industry as a whole across the planet.

If we all contribute to this I know the increased success that everyone will achieve by sharing ideas will produce an increased abundance mindset in all of us. Sharing really is a universal principle of Success.

Let us know what is going on for you as I’m sure there will be many people that will benefit from what you have to say and you may be able to benefit from what others may be able to feedback to you.

Look forward to hearing from you…….

What I have found is if you leave it till settlement the buzzing effect of the whole event is a lot less powerful rather than when the property has just exchanged.

Also things can happen during exchange, for instance if the owner or buyer may feel that you have not spoken with them enough during this period, then you drop some wine off or a hamper or what ever gift you may give, then the gift just doesn’t have as much perceived value or meaning because they have lost that service connection with you.

A gift delivered on exchange really does have a better celebration feel.

The other thing about a gift on settlement day is they have so many other things going on that day ie: moving house, that a gift is the last thing they need.

Rather than calling it a settlement gift, we call it a house warming gift and drop if off after exchange to celebrate their very exciting up and coming move.

Try it!

Sometimes it may seem like the competition are selling more homes than you or maybe a competitive agent who you are regularly up against is winning more business than you right now.

This is a major thing to understand, keep focusing forward and not on them. The more you focus on them the more energy you will give them and the more you will lose to them.

I heard the Guy who started Nudie juice speak a while ago and something stuck in my mind that he said…. “Don’t focus on the competition or you will lose”.

There is so much in this statement, so much learning, knowledge and experience.

We all have times when it seems other people are doing better than us but remember you only reap what you sow.

The way the Universe is aligned is,  if you provide mind blowing service to everyone you meet, your rewards will be mind blowing!

See service is the key to all success.

If you want a successful personal life, serve your partner.

If you want a successful garden, serve and nurture it.

If you want to be successfully healthy, serve your body with exercise, good food and nourishment.

If you want to be Spiritually successful, learn what serves your Spirit and follow that.

If you want to be a successful real estate agent, provide outstanding service to everyone you meet with no expectation of return.

Success is a direct result of the way you make people feel. Make people feel special and special results will flow.

This is a Universal Law and it cannot be broken, provide you first do your bit.

So, back to the competition, if you happen to be feeling that at this point in time maybe your competition are a little ahead of you, acknowledge that they must be creating that outcome and good on them for performing well. However it is an abundant Universe and there is enough to go round and if you concentrate on doing your very very best everyday and helping enough people achieve their goals, you will achieve yours every time….. It is Law!!

In a market that is moving downwards or possibly just level in terms of growth then price is paramount. (These markets are called price sensative).

I find the best time to talk about price reductions is when you are listing the property, you should frame it during your listing presentation as a reality should this need to be looked at down the track but you will know this after two weeks of being listed.

The other place that you start discussing the possibility of this is during your set to sell meeting, (I will post my set to sell agenda on the downloads later today).

If you discuss the possibility of price reductions prior to needing them then it becomes more of a strategy that you work on with your owners  rather than a tactic that sometimes they can feel you are using to work against them.

Framing price early on as a marketing strategy in itself will take the issue away from you and if you educate the owners properly on this topic and be completely open about it, much of the time they will welcome the conversation about price if the property isn’t selling and will understand that the recommendations you are making are only to help them continue to maximize their outcome in the earlier stages of their sales process.

There are only two reasons why owners don’t lower their price, they are evidence and service.

If the owners can’t see any reason to lower their price because you haven’t provided them with enough market evidence then they won’t, and the other reason is, if you haven’t serviced them correctly from day one then they also won’t because there won’t be enough credibility behind your recommendation and if you make a price recommendation and you haven’t provided them with the right level of service in their eyes then they will feel you are just trying to make an easy sale and reduce their price to do that.

The three steps to ensure owners work with you when you make price reduction recommendations are:

1. Frame it before your ever need it.

2. Provide them with market evidence before listing their property and during.

3. Service their pants off constantly and they will listen to you.

Remember pricing will either attract or repel buyers and this is something owners need to understand so their home attracts a large pool of buyers, if this is achieved then they will secure the strongest price because the strength of their price is directly related to the level of market excitement or attraction that is created!