7. TEXT
Preview of Room 3 weeks Prior
Sat with us on Check-in
Escorted to the Room
Mini Bar included
Poolside Drinks and Nibbles
Wifi Included
Free Champagne
Snacks Included
Rock Star Service
Rang Ahead - Next Hotel
WOW!
8.
9. “OUR CUSTOMERS AREN’T JUST
BENCHMARKING US AGAINST THEIR LAST
REAL ESTATE EXPERIENCE.
THEY’RE BENCHMARKING US AGAINST EVERY
HOTEL, RESTAURANT, AND TRAVEL
EXPERIENCE THEY ENCOUNTER.”
Steve Carroll
11. HOW MANY OF YOUR CLIENTS HAVE GIVEN A
GLOWING TESTIMONIAL LIKE THIS FOR YOU?
How many of them have you asked?
86% of people believe the words of others
versus what they read in glossy print
17. XXXXXXXXXX XXXXXXXX Sets Benchmark FOR SUCCESS! —
About W
You may already have met W – he operates an up-front, in-your-face marketing strategy which boils down to once met,
never forgotten.
It could be you’ve opened the door to him already – he pounds the streets each and every week day, knocking on doors
and making initial contact with potential future clients.
W ’s policy is to proactively ask members of the public when they intend to sell their home – and once you’ve met this
tall, XXXXXX, former XXXXXX XXXXXXX, he’ll probably be top of mind to make a real estate connection.
He wants to be your estate agent of choice before you have even decided to sell. After driving a xxxxx cab for xx
years,W decided to travel the world, ended up in XXXXXXXX, where he met his wife, XXX , a XXXX XXXXXXXX and
(to his own surprise)settled down.
The birth of his son, in XXXX, underlined his need to support a family and for four years he operated a xxxxxxxxxx
XXXXXXXXXXX
After he moved to XXXXX in 2001, he saw an XXXXXXX ad and stayed with the company for more than four years. He
then spent several years as the principal of another agency before moving back to XXXXXXXXXX in December XXXX. “I
wanted to come back because I knew I would have access to the majority of the sales, the listings and the buyers in the
area,” he declared.
W ‘s success revolves around giving regular feedback to vendor and buyer, being consultative and empathetic
and ensuring there is an open dialogue. And he believes that only by covering as much ground as possible can he
build up his stock levels. “You've just got to get known to earn repeat and referral business,” he explained. “Walking
the streets keeps me fit, gives me a tan and allows me to create opportunities.”
25. VIRGIN REAL ESTATE
▸ Tiered levels of service - Economy - Premium - Business
▸ Choice of Cheap and Cheerful vs Burger with the lot
▸ Rewards Program for Loyal Customers
▸ Referral from all other Virgin company databases
▸ Dynamic pricing - Cheaper off-peak
▸ Active selling of upgraded experiences/services
▸ VR Kiosks in Shopping Centres
AND…
▸ The pilot and crew won’t be strutting around like rockstars
26. IF BRANSON
CAME TO YOUR
TOWN, WHAT
WOULD YOU
CHANGE ABOUT
YOUR BUSINESS
TODAY?
31. sn’t relate to an OUTSTANDING experience or something dynamic
You’re just the same as everyone else.
32. What do I think the answer is?
‣ Exceptional Marketing
‣ Magnificent Communication
‣ World Class Database Management
‣ 7 Star Service Experiences
‣ Unrivalled Moments Of WOW
‣ Creative Fee Model (if you’re game) (not cheaper!)
33. WHAT’S THE SINGLE BIGGEST
COMPLAINT ACROSS THE SWITCH AT
THE REIQ?
Communication*
*Effective Cause of Sale
36. MARKETS ARE INFLUENCED BY:
‣ Supply and Demand
‣ Interest Rates
‣ Government Policy
‣ Consumer Confidence
‣ Technology
‣ New Entrants
‣ Price
‣ Value
‣ New Opportunities
53. $300,000. I call you in, and you’ll still quote
me a fee of 3-4% plus 5-10K marketing,
which includes an ad on REA, a sign, some
photos, a floor plan, maybe a video, a
handful of Opens, and a few other trinkets.
So, in this scenario, I’ll pay 9-12K in comm
and 5-10k in marketing. All up, around
14-20K.
Now, let’s assume I have a 1.5 million
dollar home and I call you in. In QLD, it’s
likely you’ll quote a fee of around 3-4%,
plus 10-20K marketing, which includes
an ad on REA, a sign, some photos, a
floor plan, maybe a video, a handful of
Opens, and a few other trinkets.
So, I’ll pay around 60K in comm and
10-20k Marketing. All up, around 70-80k.
54. A DIFFERENCE OF 50-60K
JUSTIFY THE DIFFERENCE IN FEE TO ME.
YOU CAN’T USE THE WORDS “I” OR “ME.”
56. What do I think the answer is?
‣ Exceptional Marketing
‣ Social Proof
‣ Magnificent Communication
‣ World Class Database Management
‣ 7 Star Service Experiences
‣ Unrivalled Moments Of WOW
‣ Creative Fee Model (if you’re game)
Sound familiar yet?
57. 90% OF YOUR SELLERS ON SETTLEMENT
SAID THEY’D USE THE SAME REAL
ESTATE AGENT AGAIN…
YET 90% ULTIMATELY DIDN’T..
source getkeep.net!
70. See you as a necessary evil
You’re a commodity
You’re Competing based on your fee.
You’ll win it if you’re cheap enough
Don’t want to pay marketing
Disagree with your price - Don’t want a sign
Agent want to sell it more than they do
Know you - Trust you
Will hear your advice
But business is still business to them
Know you - Trust you
Tell you to do whatever needs doing.
Asks where to sign the paperwork.
The rest is you
4
76. NOTES: IF YOU’RE SICK OF HEARING
THE RANTY-RANTY, OUR
INDUSTRY’S STUFFED DIALOGUE,
HERE’S THE GREAT NEWS.
77. So, let’s commit that we will deliver/have:
‣ Exceptional Marketing
‣ Magnificent Communication
‣ World Class Database Management
‣ 7 Star Service Experiences
‣ Unrivalled Moments Of WOW
‣ Creative Fee Model (if you’re game)
87. JAY O’BRIEN
▸ The 7 Star Agent
▸ Wine on finance approval
▸ Packing boxes and tape on all approvals
▸ Welcome pack on settlement. Loo paper, pizza etc
▸ Redirections
▸ Dinner, wine, chauffeur at 1 month
▸ Quarterly ongoing
▸ Only works referrals
