The difference between a good auctioneer and a great one can often mean the difference between a satisfactory result and an astronomical sale price. As one of the Countries leading property Auctioneer's, Dane Atherton's commitment is to maximize the sale price of each property he auctions.
Some of Dane's achievements:
- Real Estate Institute Auctioneer of the Year FINALIST 2000 & 2001
- Dane has appeared on over 8 episodes of both top rating television shows, LOCATION, LOCATION & HOT AUCTIONS
- Dane has conducted many landmark auctions with results as high as $125,000 in excess of the instructed reserve price
- Dane conducts "cutting edge" auction training to some of the leading real estate agencies
Dane's Program:
"Auction Excellence" Program Training Schedule:An Overview of the Auction Selling System
Module 1: Sharpening Your Listing Skills (2 hours)
Important pre listing activities
Module 2: Overcoming Objections (2 hours)
Providing Sellers with enough information to say YES
- Uncovering their concerns? What are objections?
- Overcoming their concerns/ No means Know
- Anticipating objections / Incorporating them into your presentation
Module 3: Securing Bigger Marketing Budgets (2 hours)
- Advantages of obtaining a healthy budget; for sellers & agents
- How to ask for the money using analogies
- Explaining the value of V.P.A
- Examples of programs, point of sale material / Where to advertise?
Module 4: Increase Your Auction Success Rate (2 hours)
Working with Buyers and Sellers Effectively
Buyers:
- Advertising/ make it work/identifying target market
- Handling price with buyers/ What’s the reserve?
- Managing offers prior to auction
- Getting buyers there on the day / final ‘round up’
- Working the floor at the auction
Sellers:
- How should we educate our sellers?
- Auction progress reports/ Keeping our sellers informed
- The bad news must come before the good news
- Client meetings / face to face, Setting the reserve
