5 TIPS

Property insights...
5 TIPS
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watch
n some good news
Ihome
for people with a
mortgage, ANZ
Improve valuation
ne of the most contentious issues in real
estate is the value of the property in
question.
The owner, or seller, will generally be looking
for a higher value than a buyer, who is looking
for the best deal possible.
The best way to resolve the matter is to have an
independent valuation.
There are ways for you to put the best face of
your property forward to get the best possible
valuation for it.
They may seem obvious but it is amazing how
often they are not followed and the owner is
disappointed with the valuation.
Make any improvements prior to the
valuation and ensure they are complete.
Be careful of overcapitalising by attempting to add value through improvements that try
to place the property into a higher price bracket
than it is likely to actually sell for.
Outdoor living areas are examples where
improvements can add value more than their
cost, providing they are functional and well
presented.
Other examples are kitchens and bathrooms.
Clean up the yards and gardens and mow
the lawns.
O
Justin O’Brien
Andrew Doyle
Eli Melky
Steffi Hart
Elders Real Estate Alice
Springs, Manager
First National Framptons,
Principal
Golden Homes Real Estate,
Principal
Professionals Alice Springs,
Principal
We currently have a
residential property
vacancy rate of 3 per cent.
This demonstrates that
demand for rental
properties is high and Alice
Springs is a great place to
invest.
I would encourage
everyone to contact Alice
Water Smart to have a free
water audit of their home.
They will provide simple
suggestions to assist you to
reduce your day-to-day
water usage.
Property in Alice Springs is
still much sought after. This
town has a great future and
putting down your roots in
the Alice will no doubt lead
to a prosperous stay.
Looking at our sales
recently we are
experiencing more inquiries
from first-home buyers. This
is evident with sales being
achieved in the unit market
and properties under the
$400,000 price.
1
Work hard to earn them, don’t ask for them
How to get referrals
DATE: 16-MAR-2012 PAGE: 32 COLOR: C M Y K
eferrals defined in a way you
R
and your boss won’t like.
Question from a reader: I am
Repair any obvious defects.
The less a new owner has to do, the better.
Clean the interior of the house.
And don’t forget the places you’ve been
putting off cleaning for months.
Make sure all fixtures and fittings are
functional and work (no broken water
heaters for example).
■ Tips courtesy of Propell National Valuers
Golden Home
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(Tenants Waiting For $540pw.)
Much “home for money” all offers considered!
39 Mulara St
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‘
arion Burton has joined the
M
award-winning LJ Hooker
sales team as a consultant.
Dream First Home Or
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Capitalise. Spacious,
2 Bedroom, Built-ins,
Large Kitchen & Yard
Ph: 8953 8120
Call Mardi Cotterill: 0418 897 236
It’s a begging one. A greedy one.
The statement should be, I earn
referrals. Or I earn referrals by
giving referrals. Or I love earning
referrals.
Okay, so what can you do to
make yourself more referable?
Deepen the relationship. Create
regular dialogue. Help them as
much as you are able.
Give weekly value via your email
magazine. Look at mine
(www.salescaffeine.com) as an
Referrals are the single best (and
example. Free, weekly advice to
most profitable) source for new sales.
salespeople. Put yours together,
and press send.
They are also the least used source.
Promote your customers in your
social media. Post them and tag
require work, hard work.
was talking to Kelly. No, I was
them good news and
Reality: Most salespeople are not making a universal challenge
compliments only.
about
referrals
and
the
strategy
willing to do the hard work it
Create and offer incentives. This
used to obtain them.
takes to make selling easy.
Question from Jeffrey to readers: Think about your referrals — How gives someone who really likes
you a reason to go out of his or
do you get them? How should
Why are you (still) asking for
her way for you.
you get them? Why are you still
referrals?
Have coffee and a three-way: you,
asking for them?
Answer: You haven’t earned
Question: Do you really know, do your customer and a potential
them.
customer for them. A referral or a
you really understand, how a
Second answer: My boss says I
great connection. Invite a
customer feels when you ask for
have to.
prospect for your customer to
Reality answer: When I ask a new a referral?
breakfast and they will have a 100
Answer: You are defined in their
customer for a referral, it makes
per cent on-time attendance
mind as a taker. They don’t just
them (and me) uncomfortable.
feel uncomfortable, they will now record. By far, the best way to get
Salespeople and sales managers
a referral is to give a referral.
avoid your calls and not return
are always looking for the fast
And keep in mind that a referral
your emails. You’ll wonder why,
way out. Their two-word cry is:
is way more than a sales lead. A
and blame them.
More now.
referral is a report card. A referral,
How’s that for building loyalty?
Maybe if I explained the oneespecially an unsolicited one, tells
Rule
one
of
referrals:
Don’t
ask.
word definition of the word
you that you did everything else
referral, which is risk, you’d get a Simple universal rule of referrals:
great. They’re thanking you, for
Think ‘earn’ not ‘ask’. Anyone can
better idea. Your customer is
helping them. Nice feeling in the
ask. Only the top salespeople
willing to risk their relationship
heart, and in the wallet.
earn.
with someone else, and refer
■ Jeffrey Gitomer is the author of
them to you. That’s why they’re
I love the pathetic line at the
numerous business books. His
hesitant.
bottom of a card or email, I love
website www.gitomer.com has
What could you do to win more
referrals. Even the softer version,
more information about training
referrals? I just gave you the
I appreciate referrals. What kind
and seminars, or email him at
answers. You probably thought I of a statement is that?
[email protected]
’
Experienced performer joins LJ Hooker
Dream First Home or Investment
4/23 Taylor St
$298,000
By Appointment
taking a new business
development job for a wellness
and surgery centre. We need
doctors to refer their obese
patients to us. Doctors seem so
hard to get in front of, and they
don’t like sales tricks. Do you
have any new suggestions
besides networking and
dropping off literature? Kelly.
Kelly, Before you go looking for
referrals, ask yourself: How
referable am I? Why would
someone refer me?
Do you interview each patient
after surgery or treatment to ask
about his or her experience? How
the doctor’s bedside manner
was? What the administrative
ease or pain was? Are you
recording the interview? Is
anyone posting on Facebook
about their experience? Are you
encouraging them to? You seem
to be asking me for answers that
your patients can give you - and
can talk to their doctor about.
Once the patient has debriefed
the doctor about how amazing
their treatment was, you can film
it, and referrals will be automatic.
Best idea: Meet with doctors who
are already referring and ask
them ‘‘why’’ they refer. That will
help you understand your
present status, and give you
reasons to share with other
doctors. Best regards, Jeffrey.
Kelly’s question begs more
questions and a longer response,
because referrals are the single
best (and most profitable) source
for new sales. They are also the
least used source. Why? They
663705/12
PUB: CADV
2
3
4
5
has left its standard
variable interest
unchanged although
lifting a number of
other rates. There has
been no word yet as to
what the other big
four banks intend to
do. Rates yesterday
were:
ANZ ................. 7.36%
C’wealth........... 7.41%
NAB.................. 7.31%
Westpac........... 7.46%
32 — Centralian Advocate, Friday, March 16, 2012
Marion Burton
She began her real estate career in
Katherine in 1994 where she won
state and national sales awards for a
major real estate company.
A business move to Alice Springs,
with local born-and-bred husband
Darren in 2005, resulted in the
establishment of their own
successful local business, together
with investments in both residential
and commercial property.
A lifestyle change, and a love for real
estate, has brought Marion back to
this exciting industry.
She said: ‘‘The Alice Springs market
has always been buoyant and there
is no reason for it not to continue.
‘‘Because of my business contacts in
town and my past experience in the
industry I couldn’t wait to get back
into enjoying real estate especially in
a town like Alice that offers so much
variety.’’
Marion enjoys nothing more than
the challenge of helping people with
the sale or purchase of their home
and guiding them through what can
be one of the most daunting
experiences of their lives by making
it pleasurable and worry-free.
Marion is looking forward to
furthering her previously awarded
career while at the same time
applying the highest level of service
to her clients.
Contact Marion Burton at LJ
Hooker on 8950 6333,
0418 897 547 or email
[email protected]