Project road show: Approach to prospect

When comes to project road show, there are a few approach that I will use

1) Use the direct approach by giving out flyers / name card / marketing material
2) Use the survey approach (Questionnaire on Eligibility to buy EC / any other survey forms)
3) Use the invitation approach by bringing the prospect down to show flat immediately
4) Use the show flat presentation approach (Using ipad/notebook/sales folder for instant presentation)
5) Use the promotion approach (Talk about free iPad / developer absorb stamp duty etc)

Think out of the box, there are many more other approach that we can work on. The rule is : Just Do it!!

5 Ways to Develop A Sense of Urgency By: Brian Tracy

5 Ways to Develop A Sense of UrgencyBy: Brian Tracy
Perhaps the most outwardly identifiable quality of a high performing man or woman is "action orientation."
1. Take Time to Think and PlanHighly productive people take the time to think, plan and set priorities. They then launch quickly and strongly toward their goals and objectives. They work steadily, smoothly and continuously and seem to go through enormous amounts of work in the same time period that the average person spends socializing, wasting time and working on low value activities.
2. Getting into "Flow"When you work on high value tasks at a high and continuous level of activity, you can actually enter into an amazing mental state called "flow." Almost everyone has experienced this at some time. Really successful people are those who get themselves into this state far more often than the average.

In the state of "flow," which is the highest human state of performance and productivity, something almost miraculous happens to your mind and emotions. You feel elated and clear. Everything you do seems effortless and accurate. You feel happy and energetic. You experience a tremendous sense of calm and personal effectiveness.

3. Become More Alert and AwareIn the state of "flow," identified and talked about over the centuries, you actually function on a higher plane of clarity, creativity and competence. You are more sensitive and aware. Your insight and intuition functions with incredible precision. You see the interconnectedness of people and circumstances around you. You often come up with brilliant ideas and insights that enable you to move ahead even more rapidly.
4. Develop a Sense of UrgencyOne of the ways you can trigger this state of flow is by developing a "sense of urgency." This is an inner drive and desire to get on with the job quickly and get it done fast. This inner drive is an impatience that motivates you to get going and to keep going. A sense of urgency feels very much like racing against yourself.
5. Create a "Bias for Action"With this ingrained sense of urgency, you develop a "bias for action." You take action rather than talking continually about what you are going to do. You focus on specific steps you can take immediately. By employing this technique you concentrate on the things you can do right now to get the results you want and achieve the goals you desire.
Action ExercisesHere are two things you can do immediately to put these ideas into action:

First, select one major task confronting you and launch into it immediately. Don't hesitate. Move fast.

Second, start doing this every morning, first thing, until it becomes a habit.

Extract from Brian Tracy's Time Management Success newsletter

5149 formula in making a decision

Have you ever got this challenge from your associate or partner when they seek for your advice in deciding a answer for them.

"Which one is better, item A or item B?"

"What one you prefer?" I asked

"I like both. But I can only afford to get one. How?"

"Just choose one"

"But both are nice and I really can't decide which one"

"Now imagine you have to award 51% Vs 49% to decide which one to choose, it will be easier for you to make a decision then"

Question to ponder: "What is the extra 1% factor that make the difference in deciding what you want in life?"

Good script to says to your buyer...

"I just want to make sure when market is down, you are safe"

The success factors for flyers distribution...

Contents

Colours

Contact frequncy

Good question to ask your seller

"Switch your property portfolio as the peak is only at $800k. How much can it grow?"

Tip of the day

Champion producer

- Focus just on closing

- Think simple

- Do the fundamental job of an agent

- Advetise in paper

(Set budget for advertisement)

Tips of the day

Every property is a good buy. It all depends on how long you can hold the property

Sales presentation thought

A sales presentation requires action on your part. Although knowledge and understanding are necessary, they are of little value unless they are aggressively and enthusiastically put to use. It is not only what you know - it is what you do and how you do it that counts.

sound sales philosophy

Your happiness and sales success in selling must be based on a sound sales philosophy

People buy what they want from people whom they like

"Define the prospect's problem" before attempting to sell the "solutions"

Prospect's point of view

Every action by a prospect is motivated by a desire to accomplish some objectives

From your prospect's point of view, their actions are always reasonable, logical and consistent. To you, your prospect's behaviour may appear unreasonable, but this is only because you do not see things the way they do.

Once you have established the prospect's problem, you are faced with the job of creating acceptance and conviction in your prospect minds that your proposed solution is really the most suitable and desirable from the prospect's point of view.

Thus, in any sale situation, you will be wise to make a real effort to see the overall problem from your prospects point of view.

Tips : Communicatin through choice of words

Words are the building blocks of your verbal communications. An understanding of the capabilities and limitations of words is of great importance to you as an agent, since your success is intimately bound up with your ability to affect the behavior of your prospect through words.

Recognize the doer

Says " Thank you", "I know you went above and beyond the call of duty and I appreciate that"

"Congratulation! You've accomplished something special. You deserve to feel proud"

Based on fundamental and technical analysis

Questions and quotes that you can used during the conversation with prospects:

WHY should I follow your recommendation?

Is this really right for me?

What is the risk of the downside?

personal objectives?

Fair expectation of profit margin

Prices are still lower than the previous peak

Tips : People developer

People developers look for opportunities to built up people

Pointers when running advertisement

Just want to share some pointers to increase the response rate when running advertisement:

1) Have catchy header
i.e "Rarely available!!!",  "Why Wait?", "WHY Pay more?", "Unbelievable!!"

2) Use colour (Highlight) / sales Logo
Check the rate with SPH for the additional features

3) Include your personal website
i.e www.Singaporehome.sg

4) Use price to catch attention
i.e. "Below $1500psf!!!", "Price to sell", "Only $11xxpsf!!", "Cheapest sea view unit"

5) Create a dummy unit
Can be from the same project or different project) to attract caller and swing to your actual marketing unit

6) Advertise at the right place at the right time and the right people will call you!!!
I.e. Chinatown/Tiong Bahru properties, advertise in Chinese paper (Lian He/ Xin Ming/ Wao Pao)
Advertise on Wed/Sat/Sun is effective for Xin Ming/Wao Pao because of the 4D results
Advertise on Sat/Sun is effective for Lian He

I.e. Geylang / Bedok properties, advertise in Malay paper

7) Size does matterIf budget allows, advertise it BIG

8) Choose your 1st letter carefully
Usually SPH will list the advertisement is alphabetical order.
I.e. 

1st position: ** Castle Green 3 Bedroom...
2nd position: 3 Bedroom Castle Green...
3rd postiion: Castle green 3 Bedroom...
4th position: Start 1st March Castle Green..

 9) Use 3 to 4 photopic sequentially
You ads will be obvious like a lighthouse in the ocean of advertisements

I.e.
"Your Photopic"
The Parc 2 Bedroom

"Your Photopic"
The Parc 3 Bedroom

"Your Photopic"
The Parc 3+Study Bedroom

"Your Photopic"
The Parc 4 Bedroom

10) Advertise the ads using your seller contact number!!!!!
If after trying all the above tips and still no response, you may want to consider advertise using your owner's mobile number!! Let the owner feel the market sentiment. Educate and condition your seller on the pricing and re-market the unit. But of course you will use your number to advertise after the price revision ; )

11) BASIC: Check and double-checka) To make sure your mobile number is correctly advertised
b) To make sure your advertisement is advertise on the correct date
c) To make sure your mobile phone is ON!!!!
(Previously I have this habit of switching off my mobile phone after 12am. The problem comes when I forgot to switch it back in the morning and I will miss a lot of potential calls)

Investor age profile recommendation

Capital Appreciation Vs Rental Yield (Passive Income)
Depends on the investor profile: Age, risk, income


20s to 30s  High Gain, Low Yield (1st timer)
Usually this will be their 1st property investment. My recommendation is to go for high capital appreciation. With the capital gain, they can upgrade their property portfolio.

Age 30s to 40s  Mid Gain, Mid Yield (Up-grader / 2nd or more properties)
 I will recommend to go for projects that comes with reasonable capital appreciation and rental yield (bet 3-4%) This is usually the stage where there are a lot of other commitments (Car, family, lifestyle etc) where there is a need of balance in terms of investment and living.


Age 50s onwards Steady Gain, High Yield
This will be more for passive income mode for retirement. Personally, rental yield must from minimum 5% onwards.

3 types of investors

- Capital gain
- Rental yield
- Both

Social Web sites

Enclosed are some social web sites for you to establish your web presence:

• www.facebook.com
• www.tagged.com
• www.friendster.com
• www.myspace.com
• http://sg.shownearby.com/
• www.twitter.com

Investor mindset on Economic factors

Economic Fundamental

• Population Growth
• Purchasing Power
• Employment
• Government Policy
• Access to loans
• Inflation

What Property to Invest

• Location within Location
• Project that provides Live / Work / Play concept
• Future development 
• Good clean environment (Country ABC Vs Singapore)
• Safe environment ( Country ABC Vs Singapore)
• Government Stability