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      |  Sane Marketing for Real Estate Professionals  |
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Publisher: Wanda Loskot
http://loska.com                             September 2001
http://SaneMarketing.com                   Vol. 3 - Issue 6

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    Subscribe and unsubscribe information at the bottom.
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     In This Issue:
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     1. What Is Attraction Marketing?
     2. Free Teleclass: 28 Principles of Attraction 
     3. Internet Directories - Free Mini-Course
     4. Masters of Networking 
     5. "Amazing Power Email Marketing" - audio seminar
     6. What Does it Take to Succeed Online?

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"Pretend that every single person you meet has a sign around
his or her neck that says 'Make Me Feel Important". Not only
will you succeed in sales, you will succeed in life."

            Mary Kay Ash - founder of Mary Kay Cosmetics

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Dear Readers,

A warm hello, especially to new subscribers. I don't know
about you but my mailbox is always full and I have less and
less time to read even the most interesting newsletters.

It made me realize that probably many of you feel the same
way. So, to make it easy for you (and for me) from now on 
you will receive shorter messages than this e-zine. Shorter
but more often. You'll be able to read it quickly.

It will still be called "Sane Marketing". You will receive
it almost weekly. Sometimes you will not hear from me for
a while but another time you might get messages more often...

Let me know how do you like the idea. Of course, you can
remove yourself from those mailing anytime (see instruction
at the bottom).

Please send your comments, questions and suggestions. I count
on your feedback!  mailto:wanda@sanemarketing.com

Sunny greetings from Sarasota,

Wanda Loskot

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If you received this newsletter from a friend and would like
to get your own subscription, just send a blank message to:
            mailto:subscribe@sanemarketing.com

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           -> What is Attraction Marketing? <-
          -------------------------------------

One of my other web sites is called AttractionMarketing.com
- from time to time I get asked what is attraction marketing
and how does it differ from other forms of marketing...


Traditional selling
-------------------
Let's examine first the traditional methods of selling. It
starts with prospecting, cold calls or advertising to find
leads. You qualify those leads, usually based on people's
urgency to buy or sell and their ability to qualify for a
loan. You do a presentation to demonstrate the superiority
of your own service and/or company.

Because prospects resist selling, agents are trained to be
more persistent and to push harder. To convince prospects
to hire you, you might have to work hard on overcoming their
objections.


Troubles with selling
---------------------
Sadly, the more you sell the more people resist it. Agree
with me or not, selling doesn't work as well as it used to.
Today most people dislike selling. On both ends. They don't
like being sold to and they don't like selling to others.

They are sick and tired of all those objection-handling
techniques, cold calls and other interruptions, advertising,
prospecting. The slicker you are the more likely they will
resist your approach...

Why?
It has a lot to do with the freedom we enjoy...

We are empowered and more sensitive to manipulation than
our parents were. We are spoiled. We have more choices and
we like to choose to do business only with those who care
about us and who make the process of buying pleasurable,
even fun.


Good news: people LIKE to buy!
------------------------------
Interestingly, people like buying. Even people who hate 
to be sold, LIKE to buy *IF* the shopping experience is 
fun and pleasurable.


What's fun and pleasurable?
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Visit your local GAP store and take a closer look. It is
a perfect example of creating fun and pleasurable shopping
experience. To begin with, GAP stores are meticulously
clean and very well lighted. Chances are that when you
enter, you will hear your favorite kind of music. Stores
are also well stocked and rarely run out of your size...

But is there anyone bugging you to buy that khaki pants
you look at? No. Is someone overcoming your objection when
you are simply not ready to buy? No way! GAP people just
work hard on serving you. They will let you touch anything
you want to touch, even if you ruin their amazingly folded 
stuff on display.

Why? Because they know that if you don't buy today BUT you
have a pleasurable experience, you will feel so attracted
to them that you will come back.

And they are right.
They don't concentrate on making a sale.
They concentrate on creating a customer for life.

Want to see some online example? Take a closer look at the
most famous: amazon.com -- it's a pure shopping pleasure!
Their special programming remembers your preferences, so you
get an intelligent, personalized advise each time you enter
the site. They will tell you what people said about books
they sell - whether it's positive or not. Because they are
there to HELP you.

And when you are ready to buy, they don't offer you a long
form to fill out but a process reduced to just *ONE* click.
No wonder we are coming back!


Think like a leader - not a salesperson
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Attract real estate buyers and sellers by making their
shopping experience pleasurable. Begin with identifying
what are their frustrations associated with buying and
selling real estate. Then share with them your knowledge
of the industry to alleviate those pains. Advise them how 
to select the best services, educate them how to behave 
in various situation....

Your aim should be to solve your prospects problems. The 
key word here is "lead" - not "sell". Basically, you want
to take them by the hand and lead them through the process.

You need to make it interesting, engaging, unpredictable.
You need to offer support in the areas less obvious than
that traditional stuff everyone else in real estate does.


Becoming irresistibly attractive
--------------------------------
It is not about being handsome although it helps to have
a good hair cut and tastefully selected clothes. On the
Internet, an attractively designed web site and carefully
formatted e-mail go a long way.

Becoming a magnet for buyers and sellers is easier than 
you think when you take the dollar sign off your forehead
and start truly focus on the people you serve. 


Buyers Remorse Pills
--------------------
I used to give my clients a jar of Buyers Remorse Pills,
delivered with a sales contract signed already by all 
parties. That's the time when the remorse process quite
often begins. Of course everyone in real estate knows about
buyers remorse. Many agents even make their clients aware
that it is normal to have a sleepless night after having
an offer accepted. But no one else, beside me, in my area
at least,  was giving people Buyers Remorse Pills...

They were colorful, yummy and very silly. They made remorse
feelings normal (because expected) -- and they made it fun. 
They also made me look thoughtful, resourceful and unique.
Not bad, eh? Indeed my Buyers Remorse Pills made me very
attractive in the eyes of my buyers and they brought me 
many referrals.

By the way... they were also cheap and easy to produce.
Would you like to receive my step-by-step instruction for
making your own Buyers Remorse Pills? Drop me a line to
mailto:wanda@loska.com -- it's free for asking.

But even handing people Buyers Remorse Pills is not enough.
Not nearly enough.... It is your attitude towards others
that can make you attractive. It is developing a cheerful
and upbeat personality. BEING the type of person someone
would want to do business with.


Is it worth the trouble?
------------------------
Attraction marketing is the most natural and pleasurable
way to grow a business. Yes, it takes time to make it work.
And knowledge. You need to implement solid business systems
to support your efforts. But it is worth the trouble.

You will be amazed how many GREAT clients you will attract
to do business with you.  Even people who will never become
buyers themselves will send you referrals!

Comments? -  mailto:wanda@sanemarketing.com


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            -> Did You Spot an Error?  <-
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English is my fourth language and sometimes I butcher it. 
If you spot a misspelling or any other gramatical mistake,
in this newsletter or on my pages it is not because I am 
an idiot or do not care :-) 

In any case please let me know -- I would like to correct
whatever I can! Just drop a line to mailto:wanda@loska.com 
Thanks a lot! 

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          -> 28 Principles of Attraction  <-
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             FREE teleclass coming soon!

Life would be a lot more enjoyable if clients, opportunities
and happiness found you instead of you having to continually
search for or struggle to make good stuff happen - don't you
agree?

Thomas Leonard came up with the 28 Principles of Attraction
and wrote a book on this topic. It is titled "Portable Coach"
and I just obtained a license from him to teach courses based
on those wonderful attraction principles.

Thomas says:
    "Life is WAY too short to keep searching, stressing, 
     needing and hoping. That kind of life went out in 
     the 80's. Attraction is the way of the future."

I couldn't agree more!


Free Teleclass
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If you would you like to receive a notification about my
free teleclass "28 Attraction Principles" (coming soon!)
send e-mail to mailto:attraction@sanemarketing.com


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Please recommend this newsletter to your real estate friends
interested in making more money and having more fun at the
same time (that's the result of SANE marketing approach :-)

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        -> Internet Directories - FREE Mini-Course <-
        ----------------------------------------------

Chances are that you are constantly searching for new ways
to get more publicity for your web site. I have a feeling,
you have already registered your web site with major search
engines. Perhaps you even spend a significant amount of time
keeping an eye on your positioning.

But Internet publicity does not begin or end with those most
popular search engines. There are also dozens and dozens of
directories, some of them VERY important. Of course it can
be terribly confusing to figure out how they work, so that
your submissions give you high ranking. Did you know that
directory submissions are evaluated by humans (as opposed
to the search engines which are operated by the so-called
spiders visiting and indexing sites)?

My friend Matt Hockin, who executed publicity campaigns for
companies like Intel and art.com finished a mini-course on
this topic.

This mini-course is an ideal place to start or to revitalize
your Internet publicity campaign. Learn how to use Internet
directories such as Yahoo, Open Directory, LookSmart and
Inktomi to build long-term targeted traffic to your web site.

The best thing about it -- this superb mini-course is free!
To sign up go to http://sanemarketing.com/a-matt.html


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  "Best website I've seen for Realtors yet! I've just
   started looking through it, and I have so much more
   to view yet. I wanted to let you know that I haven't
   been this impressed with any website for some time."
                        Jon Kleiber
                        KleiberRealEstate.com


  If you didn't visit for a while -- stop by today!
             http://SaneMarketing.com

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           -> Amazing Power of Email Marketing <-
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          Finally my audio seminar on tapes and CD!

Use e-mail well and you can penetrate a market beyond your
dreams. Mis-use it and your business will perish... Now you
can discover all you need to know about e-mail marketing
while taking a walk, sitting at the pool or driving a car!

During this two hour audio program you will learn all you
need to know. What works, what doesn't and what can get you
in trouble. Which tools are necessary to properly execute an
effective permission-based e-mail marketing campaign, how to
build a massive mailing list and how to stay in touch with
a large sphere of influence to create profit avalanche!


Listen to audio sample
----------------------
and get more details about this program at the same time.
Go to http://sanemarketing.com/emailmarketing-details.html


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              -> Masters of Networking <-
             -----------------------------

If you have RealAudio go to http://mastersofnetworking.com
and listen (or even watch if you prefer) to the interview
with Ivan Misner. He was called by "Entrepreneurs" magazine
the "Networking Guru" and no one deserves this title as much
as he does.

If you don't have RealAudio (shame on you!) go there anyway.
Misner is also a terrific author of four exceptional books
about networking, including best-selling "The World's Best-
Known Marketing Secret" and a current hit titled "Masters
of Networking" (#3 on New York Times list!). He is also
the founder and CEO of BNI (Business Network International),
the largest business networking organization in the world.

BNI now has thousands of chapters throughout North America,
Europe, Australia, Asia, and Africa. If you want to get more
business referrals and are lucky enough to have a chapter
in your area, join BNI. I *highly* recommend it.

And if you don't have a chapter, find out how to create your
own -- for more info about BNI explore http://bni.com

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       -> What Does It Take To Succeed Online <-
       -----------------------------------------

It all starts with a dynamic web site, designed for profit
- not to gratify anyone's ego (sadly, most of them are that
way).

To be effective, your web site must be visitor-centered and
offer solutions to your prospect's burning problems. It needs
to have a build in effective lead-generating system as well
as a follow-up system. It must load up fast, VERY fast, and
it must be optimized for the search-engines, to be listed in
the top positions.

Your website should sparkle with content that makes people
want to stay. It must inspire visitor's trust, it must compel
them to tell you who they are and even more: to give you
permission to contact them frequently.

Having a web site like that is a great start, but this alone
will not make you successful on the Internet...


Even a good web site is not enough
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You also need Internet marketing knowledge. Why? Because
things work on the Internet differently. People are different.
They hate to be sold and traditional real estate selling
techniques will do nothing, except chasing prospects go away.

People have quite different wants and needs here. Different
demands, different likes and dis-likes than in the so-called
"outside world". You need to know what works on the Internet
to persuade people to do business with you (and only you)!


You need Real Web Power!
------------------------
Real Web Power is a powerful web site and coaching program
for realtors. People Say About RealWebPower..


    "Your coaching was fabulous! I learned a ton of
     information in a very short time! It was well
     organized, thorough and complete. I especially
     appreciate your encouragement and that now I have
     the ability and knowledge to test and change the
     site around to my desires."
                            Betty Pierson
                            http://JupiterHomeHunters.com


Would you like to find out more about this one-on-one coaching?
It comes with a fabulous, 20+ pages website! And it is offered
at BARGAIN price! http://sanemarketing.com/realwebpower.html


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And that's all this time. Thank you for reading. If you have
comments, suggestions, feedback, contributions or maybe even
a praise, please write to mailto:wanda@sanemarketing.com

Have a BLAST!!!!!
Wanda Loskot

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                  -> Copyright Notice <-
                  ----------------------
Copyright 1999-2001, Wanda Loskot. All Rights Reserved. Feel
free to forward this newsletter to your friends but please,
do not remove this copyright notice. Thanks!

Registered with the Library of Congress -- ISSN: 1533-1016
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   Wanda Loskot -  Success Connection - http://loska.com
      150 Heron's Run Drive, #124, Sarasota FL 34232

  => Your Values & Passion + My Coaching = Your Success! <=
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