A trainer who promises to help agents overcome fee objections is one of two international industry professionals presenting at the 16th Australasian Real Estate Conference (AREC), to be held on the Gold Coast in May.
US-based David Knox is a prominent real estate industry coach and trainer, having spent many years as an agent himself. From his own experiences, Mr Knox said he has learnt that first impressions last.
“I believe that what you do in the first twenty minutes of a listing presentation is more of an influencer than anything you do later,” he said.
“You must show up on time, establish rapport then be quiet and listen. Sit down, ask them about their situation and take notes without interrupting.
“This delays the tour of the property and avoids an early discussion of price. In this seminar agents will learn what sellers won’t tell them… unless they ask.”
Mr Knox will also be speaking about ways to make a vendor so impressed that they won’t ask for a fee reduction.
“And when they do, agents will be ready with four key elements: strength, value, dialog and a focus on net equity. At the end of this presentation, agents will actually look forward to their next commission objection.”
Mr Knox will be accompanied by fellow American Shaun Osher, the founder of CORE Agency in New York.
Mr Osher will discuss new media as well as give insights into marketing promotions that work.
"In this extremely competitive global market in New York City, it is becoming more and more challenging to differentiate your brand and identity to the consumer and client," he said.
“At AREC 2013, I will share my ideas on how to position yourself and build a brand that will not only distinguish you from the competition, but will last."
Mr Osher is frequently sought by top media outlets, including The New York Times, The Wall Street Journal and Bloomberg.
"In every market, the differentiating factor between success and failure lies in the details of the deal. The specifics of every detail are the elements you should focus on, and I will be addressing how to identify those elements and how they will make a difference to your success," he said.
This year’s keynote speaker at AREC will be Chris Gardner, the inspiration behind the academy award nominated film The Pursuit of Happyness.
Other speakers include John Symond, Tom Panos, Phil Harris, Tracey Dixon, Josh Phegan, Christel Baker, Sarah Hackett, Nick Renna and radio personality Alan Jones.
Visit the AREC website for more details.