Property insights... 5 TIPS Rates 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 Real Estate The Alice... A Golden Home Town Smart Home or Investment! 6 Cypress Cres $499,000 Open Sat 11-11.30am Great Neighbours, New Bathroom & Kitchen, 2 Living Areas, Study, 3 Bedrooms, Built In Robes, Secure Garden,Double Lock Up Garage. (Tenants Waiting For $540pw.) Much “home for money” all offers considered! 39 Mulara St $510,000 Open Sat 12-12.30pm Private, secure, New Kitchen, 2 bathrooms, 2 Huge living areas, outdoor living & In ground pool. Cute Cosy & Affordable Unit 1,2 or 3 92 Sturt Tce from$295,000 By Appointment Get Fit, Save Fuel, Save Money, Short Walk To CBD, 2 Bedrooms, Open Kitchen, Living, Secure Courtyard. ‘ arion Burton has joined the M award-winning LJ Hooker sales team as a consultant. Dream First Home Or Investment Upgrade & 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? salesman@gitomer.com ’ 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 mburton.alicesprings@ljh.com.au