Category Archives: Uncategorized

What are the top challenges in your Real Estate business? – Cat Levine

Every time Darren and I are with Real Estate Professionals we ask, “What are the top challenges in your business?”

Time and time again we are told “Getting more listings” is one of the top challenges to being more successful in Real Estate.

Listings don’t just drop into your lap, there are specific actions that you can take that will make you be the one people come to with their listing.

Referrals from Raving Fans are the most trusted and cost effective marketing available. All it takes is following my system to getting people to Know, Like and Trust you.

Here are 2 common myths…

Myth: Handing out my business card at networking events will get me listings

Busted: Commission breath stands out a mile away. Instead, think of ways you can show genuine interest in the other person, and ask how you can help them be more successful. Follow up with a text with a link to a contact or an article that shows you were thinking of their success. You will stand out from the rest!

Myth: I can’t get listings because I am new to the business.

Busted: Being new to the market what do you have that seasoned professionals might be missing? Time? Enthusiasm? Personal service? Your passion that YOU are the best person for the job is infectious and gets people trusting you are the best one to handle the sale of their biggest asset.

You need to understand and communicate “Why people should choose you”, and secondly, prove “why you are the best person to list their property”.

For more information on my system to creating Raving Fans, Referrals and Repeats, lets connect! cat@inkca.co.nz or 027 44 99 035

Do the hard work now!

As we are heading towards the spring and summer months, many industries find this time of the year improves their business sales and opportunities. Because of this, now is a really great time for us to develop our prospecting and business development skills. Have a think about how your team is developing their relationships with your target market and ensure that they prove and show that they add something different from the competitor. I do many sessions where sales teams are struggling to understand why their sales volume is not growing yet they haven’t really dug deep into understanding what their service proposition means to their customer.

Many of my larger keynote presentations are around ‘your customer is leaving’ and getting audiences to think about how they need to get their customer back. What will it mean in 2020 to be relevant to your customer base when they have so much choice and so much information. Here are 3 key things you should be doing as we head into spring:

  • Increase your prospecting opportunities by creating more meetings with a real purpose.
  • Review your database and identify your top 50 customers and start re- connecting with them in a way that it allows them to do business with you again.
  • Create a campaign that will be appropriate in the warmer spring months and it will enable your customers to understand what your service can provide them at this stage of the year.

If you focus on these 3 things, it will start getting your teams to really begin moving the business in a new direction into spring.

A great time of the year

When it comes to this stage of the year, I always start to get excited about us heading towards a new spring and summer.

We are just gradually starting to see the nights getting longer and even though the weather is still not the greatest and the winter bite is still hitting, it is great to be thinking that in a few months time, we are heading into those spring months.

Because of this, this time of the year is a great chance for us to start new beginnings. Start thinking about our businesses in new ways after reviewing where we are at for the year so far.

As we enter a new year, we always have lots of plans and ideas about what we will do different this year to become more successful and grow our opportunities but, at this stage of the year, sometimes we need to stop, look back and see if we are still focused on the key things that we identified would make us more successful this year.

As part of this also, it is a really great time to be able to consider friends, family and loved ones and to be able to consider what you have been able to achieve and do in that area. One of the key things for me that I have enjoyed over the winter is being able to take some time out on Saturday mornings to be able to watch kids sport. It is amazing to be able to see hundreds and hundreds of kids participating in local sports and being involved with their friends creating life long memories.

This month, I would like you to consider and think about what are the life long memories and experiences that you have been creating this year. May be you have not created enough and now may be the perfect time for you to set in your diary a date and time to do something that may surprise friends, family or loved ones or may even surprise you. Here are some suggestions:

  • Weekend away in a special location with no wifi.
  • Invite past business contacts you haven’t talked to in a white to ‘chat’.
  • Find a great short cruise option and invite friends or family to join you.
  • Winter BBQ in a location with friends or family, wrapped up warm…
  • Send a mid-winter Christmas card to friends and family. It will let them know you are thinking of them.
  • Lunch in a cafe or restaurant but held in a private room.
  • Road trip to meet friends and create a joint event.

Speak

Darren has 5 keynote presentations:

  1. Don’t let your clients leave…… they need you!! 1 hour

As technology and the speed of life has changed dramatically, the way we do business is changing.  This change has dramatically impacted the way we now provide our products and services.  Being ahead of the 8 ball and not allowing the opportunity to dwindle….

Use these 5 key ways to hold your clients and grow your business

 

  1. Selling has changed “It’s all about advice” 1 hour

As the consumer is smarter and wiser then ever, the goods and services we provide must be supported by the skills that your customer needs.  Your advice can be unique and this has to be the way of building enterprise value in your business.

Find out the key strategies for your advice based sales machine.

 

  1. “Love thy clients” ……. Professional services new frontier! 1 hour

The world of professional services continues to change at a dramatic pace.  Historically strong businesses are struggling to define their business reason and purpose that relates to their clients.  Clients are looking away, researching different competitors and deciding to change their provider.  Don’t let this happen to you.

Find the 6 keys ways to pull your clients closer in professional services.

 

  1. Your Industry is changing, so you need to change…NOW! 1.5 hours

The real estate and financial services industries are changing at an amazing rate.  Service, compliance, and customer loyalty is driving a new type of professional to set new benchmarks that really will lead the future.  Make sure you are on this train before it leaves the station……….

“5 Key practical strategies that will make you stand out”

 

  1. Bespoke KeynoteTBA

Darren has great experience in working with clients to develop a keynote that meets their needs.  He will focus the session on developing key messages that create practical change and motivation.

“A unique presentation is perfect for your event”

4 Awesome workshops: 1.5 hours

  1. It’s your business – now lead it as a CEO ……

Develop a real plan for your business that is by the CEO, for the growth of the customer base and develops your team. That’s right!  A fast paced session that starts to get your CEO  of work that will identify the areas of focus for the period ahead.

“Great for self employed business owners”

 

  1. Developing an advice-based sales approach

Wondering what to do and then how to do it. This is a great practical workshop that looks at your sales approach, sets a new strategy and then delivers new practical steps that will support your long term relationship with your clients.

“trust is so important to your customer ….. I wonder why they don’t?”

 

  1. Connecting with your clients – we need to make it “amazing”

Look at how your business connects with your current clients.  Could this be better? …… does it need to be better?  This session is a practical way to improve your teams’ customer connection, ensure it is real and they know you care.

“Todays customer is smarter than ever – this is your opportunity”

 

  1. Leadership starts in your lunchbox

In business today the overall result and team outcome needs to be carefully managed….. but more importantly there needs to be leadership with vision, passion and clarity to ensure the speed of your market place doesn’t drown your voice.

“There is a real need for leadership at all levels of your organisation” 

Train

Training and Development

The right choice of speaker or presenter can make a huge difference to your event. Fresh thinking and insights, delivered by a speaker with great presentational skills – it all adds up to a powerful package.

That’s what Darren Pratley can offer your organisation.

Darren has a special knack and style for training and presenting that will get your team to get the message in a fun structured environment. If it is your content or content developed in collaboration with us, you can be assured it is built with your outcome in mind. With a unique set of skills you know you are working with a professional presenter with considerable experience in working the room.

Darren covers the following key areas:

Leadership:
In business the ability to define leadership, identify it and promote it is critical in today’s competitive environment.   Having great people to lead your business is a great investment and getting them new insights is a must.

Strategic planning:
Whether your business is small or large, this is often said to be the weakest component in modern businesses. Having a regular review of a business, defining its path for the future is critical. Having someone to help develop those disciplines within your business is important.

Sales Excellence:
The single greatest tool to change any business is to increase sales. Sales excellence is a philosophy Darren uses to help sales people find their passion for people, which is the core of sales. Having a great sales “MOJO” is critical to meet those challenging targets and these are skills from as basic and meeting the customer for the first time. Darren also understands the pressures of what higher sales can put on the business, so capacity for sales growth is also considered.

Action Management:
For a business to exist its functions must be executed well. The key component is the activity that forms part of those functions. Darren has tools and experience that can help your team identify the action components and how to “Super Charge” them. Remember even with the greatest strategy in the word the “Doing” is the key. Get Darren help you get Action into your business.

Consult

Business consultancy and advisory

Regardless of age, stage, size or industry, from time to time, a business really needs to bring in a specialist who can challenge the business.  By creating an environment to review its performance and test its core, we can challenge the status quo and consider change.  We need to think about how your industry is changing and how you can develop a clear strategy for success in the years ahead.

Darren’s team brings a unique set of skills and opportunity for any business owner or leader to build a personalised review process that will really create a great outcome.

Remember – if you want to keep on achieving the same results, keep on doing the same things.  But if you want to move to a higher level – talk to us.

There’s a very good chance that the answers to your most pressing concerns already exist. They may be sitting in your business, unrecognised and ignored.

Our team will work with you to uncover the industry’s hidden gems, explore new options, develop smart plans and then support the set up of mechanisms to deliver them.

Strategic Planning & Development Event

Full Day – Strategic SWOT Planning Session.

Darren will guide the team through a proven SWOT analysis tool with a day of structured brainstorming to develop a clear strategic plan for the defined period ahead.  He will facilitate directional conversation to achieve the goal of the day and have every member leaving the session with a clear road map to create their plan and strategic view of the year ahead.

This is especially good for real estate, financial services and professionals who want to set their business sails in a new direction for greater success.

Option 2: Full Day – Strategic Brainstorming Session + Typist (creates pre-set document of the days outcome)

Darren will guide your team through a day of brainstorming to develop your strategic plan for the year and beyond.  He will facilitate directional conversation to achieve the goal of the day, help identify opportunity and then have every member leaving the session with clear goals and strategic views to implement for the year ahead.

Our typist will generate all ideas from the day into a working document that can then be used to reflect on and used in generating the confirmed strategic plan.

This is especially good for businesses with growth in mind.  Proven in Automotive, Professional Services, Traditional family and trade businesses.

Sales strategy and market definition

New Business Start Up

Getting a business set up and trading is never easy. Making sure you set up the key drivers that make your business succeed, is even more important.

Remember 80% of all businesses fail in the first 2 years …….. ever wondered why?

Define your business model, test the concepts and then build an internal strategy for success. This is great for new business start-ups.

Existing business review, analyse and restructure

Take a helicopter look at your business’s performance, its sales and the market it operates in. Work through a review process and analyse its performance in the safety of a confidential environment but one that will push you to look outside the box.  If you don’t have any succession planning or long term plan, this is for you.

Discuss, challenge and review the current strategies and their results.

Define the future direction and build components for long term asset value and a successful sale.

This is especially good for sole operators, small team self-employed businesses or businesses over 4 years in trade.  Businesses who are in retail, service, or trade type industries get a lot out of this.

Monthly business review and planning

Many business owners don’t put in place a structured review of their business, which in most cases, is the missing link to success. Darren will provide you with a monthly review to see how your business is tracking, ask the tough questions(remove ,) and provide support on what needs to change or be developed.

  • Short term goal setting and outcome development
  • Performance analysis and results assessment
  • Direction and capacity clarification
  • Strategy definition and implementation plan

Sales Management

Sales Management 101

When you’re looking at your business, does it need a stronger top line?  Do you need more sales to create more opportunity?  Are you in a sales or professional services role and feel like you need some support, a change, or some new enthusiasm?

This is the option for you.

How about having a sales recharge session? Get you or your team energised and motivated to reach new levels or targets. This is a great session for the start of a year, quarter, month or promotion period.

This is especially good for real estate, financial services or professionals who want to set a better sales plan for their business and get closer to clients.

Team Sales Management

Are you in business and it has been so successful you now have a sales team and not sure what they should be doing? Or how?

Or………

Do you have a sales team that just don’t seem to be meeting the targets set?

Why not have a support person on your team who can really understand your goals and help your team meet them.

This is especially good for any business that wants to grow individual team members’ success and find ways to get the numbers growing, more customers happy and a sales team focused on achieving greater success.

Real Estate & Financial Services

The real estate and financial services industries are travelling through a period of massive change and transformation.  Old business models have been found wanting, while new technology and market realities have pushed into the sectors creating new leaders and success stories.

Businesses that are taking a pro-active approach to change will be best placed to thrive in the new reality.  Our customers demand more and more, so our service has to be more professional than ever.

Darren has been working within the Real Estate and Financial Services Industries for over 25 years and has a strong knowledge of customer expectation, product distribution and sales.  He has that real knack of creating opportunity in these types of businesses that makes him a popular choice, when business owners want to achieve more.

Business Development:

Darren has undertaken many roles in the financial services industry and worked with many high performers in real estate.  From advisers and business owners, to industry leaders and regulators.  He has owned and managed individual financial services businesses through to franchising businesses.  With this varied experience and industry knowledge, Darren can work with business owners to develop their businesses.

Results Driven:

Darren has always been results driven, and wanting to ensure positive change is at the forefront of any new initiative.  As these industries change, ensuring stronger results in market share, customer connection and enterprise value are a must.  He demands change and wants teams to realise and capitalise on opportunities that exist.

Industry Opinion:

Due to the length of time and his roles in these industries, Darren has a broad knowledge of how they work.  With his level of knowledge and experience, he can discuss the changes within the industry and what the current and future forces are, and how they can affect your success.

If you have a question or idea you want to explore, email Darren and start a discussion and we can take it from there.

Please click here to email your enquiry.

Please Note:

Darren will discuss and request that any conflicts of interest are disclosed and examined before any work is undertaken. Transparency and confidentiality is important.