Don’t silo relationships

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There is a real danger of service failure when information about a customer is silo-ed across the business. Topic – 5 days to better data Mentor – Sarah Bell

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Think of data as ‘building blocks’

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Make no mistake.  What you are building is relationships. Relationships with customers, via a history of service, is the strongest indication of future business. Topic – 5 days to better data Mentor – Sarah Bell

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Agents don’t sell houses

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Agents sell their professional services to people who have houses or want to have houses. In order to do this, you need to understand the relationships between people and the houses they own. Topic – 5 days to better data Mentor – Sarah Bell

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Dump data dumping

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One of the biggest mistakes made with the database is the bulk dumping of contacts into it with very little information, context or plan about how that relationship is going to progress. Topic – 5 days to better data Mentor – Sarah Bell

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Now to negotiate

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Bringing it all together is about creating a win/win.  Mark explains how to do that. Topic – The Buyer Process Mentor – Mark Frater

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Blogs

VIDEO – The Role of Technology – Mark McLeod

One of the themes that’s come out in the recent INMAN conference is the whole need for a single system to guide the agents and make the customer process easier. Mark McLeod – CEO of Growth at Ray White – joins Kylie Davis from Core Logic and discusses how Ray White has successfully been ahead […]

Changing home ownership and the shared equity economy

By Kylie Davis — CoreLogic Rising house prices, student debts and changed expectations from the Millennial generation are changing expectations and the traditional model of home ownership. The INMAN Connect 2018 conference brought together four new startups in the home ownership space that are rewriting traditional models and creating what’s now being known as the shared […]

If you complain about price being a barrier, wear a bicycle helmet

Sue Barrett As a salesperson, the next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the one that’s on sale for $10 or the sleek, ventilated $150 […]

Would You Listen to You?

Sue Barrett Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects […]

Trust is the heartbeat of business, sales and society

Sue Barrett I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission.  Yet, trust is the heartbeat of business, sales and society. Without this life force pumping vitality through our […]

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