This is an example of big picture, little detail, big picture. You could be mistaken for thinking that she wants my opinion on which is better and a detailed analysis but really she just wants to be lead and have confidence in her own decisions.
Notice how I start with big picture, go to detail, but end on big picture.
I tell her that it doesn’t matter. This is essential to the big picture, you are effectively telling them that their emotions don’t count and they should focus on the big picture.
Her City Centre question was based on emotions, Her, this option or that option was also based on emotions but notice how she was providing her own solutions to the question. It’s important not to jump in an offer alternative solutions here, work with her own solutions unless they are totally wrong or you do have a much better solutions. This is akin to shutting up once you close, let them solve their own problem if you can. Use questions to achieve this.
In emails you must use a softer language as emotions aren’t conveyed via email very well, you also cannot actively listen, you can however read into their language and subtext. In fact this is essential.
Live with passion,
HERE’S THE EMAILS BELOW.
—— Forwarded Message
From: Brett Alegre-Wood
Date: Tue, 10 Mar 2009 23:00:57 +0000
Conversation: Highfield chase/ echo central
Subject: Re: Highfield chase/ echo central
To be truthful, property is so cheap right now that it doesn’t really matter which you take. Personally I would go for the bigger one as you will make more money (as an amount) but either will do. City Centres are fine now, prices have dropped and stock is in short supply so its open hunting season on these now. A lot of people who talk about city centres actually are using old information, the market changes constantly.
In terms of rentability, it makes absolutely no difference, after selling and letting over 1500 properties I still cannot tell which plots will let out better. In truth they will all get let within 6 weeks.
So either doesn’t really matter, the important thing is that you are getting into something. Times are already looking up as the supply decreases and demand returns.
Hope this helps, if you have more just give me a call or email me 🙂
Live with passion,
On 10/03/2009 22:18, “Helen” wrote:
Hope you are well. Now that Boston road is not going ahead we do want to transfer to another property so I’ve been talking to Roy about highfield chase and echo central and I had a few questions.
Bascially from what I can tell we need to put a fairly similar amount in to get either one but we would end up with a bigger mortgage and higher value property in highfield chase but with negative cashflow, or a smaller mortgage, lower value property in echo central but with a postitive cashflow. So initally i’m tempted to go with Echo but in the long run isn’t it better to have the place in which we would have more equity (which i think would be highfield, mortgage 76,000 ish, value 130,000 as oppose to Echo, mortgage 55,000 ish value 88,000) for when we come to remortgage and take cash out?
Also are out of town developments a safer option for long term rental prospects than city centre ones? You always hear things about there being too many city centre apartments.
Also do rents rise quicker/relatively more with apartments with more bedrooms or does it not make a difference?
Sorry for all the questions, I’m sure I should be able to find this out on the internet somewhere but don’t seem to be able to.
thanks so much
—— End of Forwarded Message
If you were asked at an interview to “Sell me the Pen” and the interviewer handed you a Gold and Platinum Mont Blanc pen worth around £500, engraved with their name. What would you do? How would you sell the pen?
It’s this exact question that I ask all of my potential Property Consultants. So what would you say?
Perhaps something like: “It’s a great pen with gold and platinum, clearly expensive and a twist top that means that you are not going to get pen all over you. Best suited to someone who wants to impress those around them.”
If you did you would be like 95% of the sales people that I interview, oh and you would be 100% wrong. That’s right a failure for this part of the interview.
You see the mistake most people make when I hand them the pen is to concerntrate on the features of the pen rather than the needs of the client.
If you took the pen, put it on the table and started by saying something like “Well Brett, how can I help you today, it appears that you’ve come looking for a pen?”
“Absolutely, I am after a pen.” I would say.
“Fantastic, have you got anything in particular in mind, Brett.” you would say.
“I am actually here to buy a pen for a work colleague, it’s their leaving do and we want something that I can engrave.”
“Great, and how much are you looking to spend?”
Hopefully you have gotten the hint. Before you ever introduce the pen into the presentation you need to know that I actually want a pen. Always, Always, Always focus on the client’s needs and you will be surprised how easy it is to sell a pen. Focus on the pen and you will always struggle.
Worst still you may even fail your interview. Hopefully it’s a lesson that you won’t have to learn.
Live with passion,