Unlock real estate sales by understanding 3 important psychological issues.

1. Unlock YOUR Sales Presented by Dieter Deppisch Head: Property Data Research for SAPTG Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

2. Understand SALES killers ... Fear Cognitive Dissonance Failure Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

3. All stakeholders have fear ... Clients: Should I sell now? Should I buy now? Will I get a bond? Is this estate agent trustworthy? What aren't they telling me about this house? Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

4. All stakeholders have fear ... Agents re the Buyer: Can they afford this property? Will the bond go though? Am I wasting my time? They look so young/old/scruffy/dumb! Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

5. All stakeholders have fear ... Agents re the Seller: Will I get this mandate? Do they know the market is still quite depressed? How serious are they about selling? Are they being honest about their situation / the home? Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

6. Recognising and addressing the fears of all stakeholders upfront puts you in the driving seat, confirms your professionalism and eases tensions for all concerned. Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

7. People experience Cognitive Dissonance Cog-what? Cognitive dissonance is the discomfort of holding two contradictory ideas at the same time. Essentially a thought within a thought. “Smoking is going to give me lung-cancer”. “I want to live a long and happy life.” Rationalization: “I exercise and eat healthy food.” “Not everyone who smokes gets lung-cancer.” In terms of a real estate sale: “I have to sell, I can’t afford my bond” “If I rent I am helping some else buy a house” Rationalization: “The market is bad, returns on a house now will be low for 2-3 years. I can rent till then and save a deposit.” Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

8. People experience Cognitive Dissonance The YES / NO debate Buy nowDon’t buy now Low interest rates Unstable economy Market prices Bonds difficult Maximum equity growth Job security Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

9. Provide clients with unbiased, reliable and accurate facts to ease confusion and enable informed, direct decisions. Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

10. Feed off Failure Success is 99% failure - Sochiro Honda Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

11. Feed off Failure When I first walked, I fell When I first spoke I stuttered When I wrote a ‘d’ it looked like ‘b’ When I first sprinted I puked When I rode my first bike I crashed When I first played football I fumbled My first three girlfriends dumped me Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

12. Feed off Failure Hit-rate? Every “NO” is closer to the next “YES!” Examine your failures. Do things differently. Where did that deal go wrong? How can I avoid it in the future? Be humble - Ask advice. Pro-actively avoid repeating the samemistakes. “There is a way to do it better - find it!“ Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team

13. Unlock YOUR Sales Kill the Fear recognise, analyse, energise Address Confusion professionals provide data/facts to help client make an informed choice Feed off Failure failures are the stepping stones, not the raging river Find SAPTG on Facebook Visit the SAPTG website Email the SAPTG team