Saturday, November 26, 2011

12 Things to make more sales before Christmas

It’s November and the fourth quarter of business for many organisations. Most of the number counters see this as crunch time to achieving your sales goals, and beginning the build-up for next year.
Many of us are unsure what we can do to spped up your prospect and customer decisions. The days seem to be closing faster and if you need to fill your sales gap now is the time to do the best you can without burning the deals.
Below are 12 strategies you might want to review for yourself or your sales team as a way to close more deals without having to resort to cut price discounts or other costly offers
  1. Review a range of your closed deals this year and make a list of why those customers choose to "wait until ... " and have answers for these objections.
  2. Allocate the next 2 days trying to close those lingering proposals and maybe go back up to 12 months.
  3. Try adding some add-ons to solutions you have already sold this year. We have all heard the saying "would you like fries with that" but do you know how much that little saying is worth to McDonalds every day?
  4. Sell additional items to existing orders. Go back over your orders for the past 3-4 months and see which customers you might be able to "Sell one more". Surprising how many 1 make up a bunch if we only just ask for the order.
  5. Review your top 10 customers for the current year and see if you can close at least one additional deal with at least 1 of them before year end. If you are not able to close a new deal it gives you an opportunity to see what may be available you can put into your next year forward planning.
  6. If your clients still have budget to speand see if you can assist them to bring forward spending on 2012 priorities.
  7. Call every client you have not spoken to in the past 90 days and see if they need your services in December to help get them off to a fast start for 2012.
  8. Make contact with all of your prospects where they have deferred your advances to see which ones you are able to move to the hot prospects list.
  9. Review your forecast and identify what is required to meet your target on a daily quota. Then execute.
  10. Enlist your managers's and / or team's support to overcome the roadblocks holding back your prospects from buying.
  11. Review your referrals and the customers who gave you these. Contact these and see if they have any additional prospects for you to follow up.
And finally begin setting appointments for January to give yourself a head start to 2012. In doing this and reviewing each of your contacts you may find a list minute opportunity while you doing this review.

Simple lesson about Leadership .... watch the shitless dude!!

Simple lesson about Leadership .... watch the shitless dude!!

Monday, November 21, 2011

If you are a first home loan owner, you are in danger of missing out on benefits of up to $17,990. See below for more details.  Please feel free to phone Michael Luca of  Liquidity Finance on 02 92902777 or click here to set up a complimentary financial health check.

The NSW government has made changes to the First Home Benefits for First Home Buyers in the State Budge which was announced earlier in 2011.

Under the changes, any first home buyer who EXCHANGES on a property after 1st of January 2012, will NOT be eligible for the stamp duty concessions of up to $17,990, unless the property has never been occupied.

If you are thinking of purchasing your first home, now is the time to speak to us! Lenders have come to the party with higher LVR’s (Up to 95% in some cases) and lower interest rates. We have also seen discounts of 1% off the Standard Variable Rates for some lenders, which will hopefully make the dream of owning your home a real possibility.

If you are not a First Home Buyers, but know someone who is, it is important that you share this information with them.

Also, if you are not a First Home Buyer and have an existing home loan, following the Melbourne Cup Interest Rate decision by the RBA to reduce rates, we have seen lenders become more competitive for your business, through “Jumbo” discounts and heavily reduced fixed rates.

A 10 minutes phone call with us, could save you a considerable amount. When is the last time you had a “Home Loan Health Check”.

We are always available to take your call and talk to you about any enquiry regarding your new and existing lending needs.
Looking forward to hearing from you soon.

Michael Luca
Mortgage Broker
Suite 701, Level 7, 14 Martin Place Sydney NSW 2000
GPO BOX 4013 Sydney NSW 2001

P: +61 2 9290 2777
D: +61 2 8203 0426
M: 0405 113 543
F: +61 2 9262 5788

Wednesday, November 16, 2011

Is there upside in the Australian Markets in 2012?

European sovereign debt, lacklustre global growth in Developed markets and persistent reporting about market falls doesn’t look promising for an increase in Markets.
What does one do…. Stash cash in mattresses?
A recent Panel at a Property Council of Australia lunch with Morningstar head of equities research Peter Warnes, PIMCO head of wealth management Peter Dorrian and Investa group executive Michael Cook gave an indication that there was significant upside in the Australian Marketplace.
"No matter how dire markets are there is always opportunity, and  Australia is one of the few places investors can get compensated for any equity risk.” Said Warnes
"Australia has very robust terms of trade, an investment boom in infrastructure and the resources sector, a competent monetary policy, and a manageable level of debt. Our companies have good balance sheets and we are attached to the epicentre of positive growth that is China and India" Warnes says.
Warnes continues to like companies with sustainable dividend yields, such as Woolworths (WOW) and Wesfarmers (WES).
He acknowledges Australia may be too exposed to China, but also notes the continued growth in India that provides Australia with another growth prospect.
"Let's not forget that India is 15 years behind China. With a huge population, it has a hell of a lot of buying power," Warnes says.
As an equity researcher, Warnes obviously prefers equity to debt transactions, noting that while Telstra (TLS) managed to successfully raise 470 million euros in debt in two hours, at 3.5 per cent "you might as well invest in the stock and get a 9 per cent yield".
PIMCO's Dorrian has a slightly different view on bonds, believing 10-year US Treasury bonds at 2 per cent are an appropriate investment.
"Sitting in Australia, these bonds are still an appropriate investment on a fully-hedged basis (in Australian dollars). Investors can still pick up the interest rate differential. In the US, interest rates are effectively zero and in Australia they are 4 per cent, so investors are essentially getting 6 per cent yield," Dorrian says.
Cook can't help but be optimistic, particularly given Australia's relative economic strength compared to other developed markets.
Any slowdown will be beyond his control: "If the world turns to turd, well, the world turns to turd. There is nothing much we can do about it."

Friday, November 04, 2011

The First Grader

Watched the First Grader in Durban yesterday at Gateway in Durban last night

The First Grader blown emotionally charged true story of an illiterate 84-year old Kenyan, Kimane Maruge, who decides he wants to learn to read before he dies, and eventually is allowed to join a rural primary school class, after being turned away a number of times ( persistence and determination).

This creates all sorts of media attention and controversy.Eventually, however, things settle down, Maruge learns his ABCs, and lessons are learned about the unquenchable thirst for knowledge.

As a child, Maruge was denied an education when the country was under British colonial rule. As a young man, he would fight for Kenyan independence as a Mau Mau freedom fighter and pay a heavy price.

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Tuesday, November 01, 2011

Interest rates cut to boost retail spending for Christmas

The Reserve Bank of Australia (RBA) has cut interest rates By 25 basis points,the first cut since April 2009, handing borrowers a win on Melbourne Cup Day.

Michael Luca, the mortgage broker guru from Liquidity Finance, said that this is the breather that the Retail Sector have been asking for, that should provide a boost to retail spending going into Christmas.

"There has never been a more important time to talk to us about your home loan options to see what other offers may be out there for you." Luca said.

Bill Evans, senior economist for Westpac, predicted a further interest rate fall in the next 12 months.

The Australian dollar fell after the announcement. At 3:30pm (AEDT) it was buying 104.6 US cents.

For more information on your home loan, call Michael luca at Liquidity Finance on 0405 113 543 or 02 9290 2777 or email on