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You Cannot Motivate People

In almost three decades as a real estate agency profit consultant™, I have worked with…

It’s Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion.…

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too…

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their…

A Leader’s ‘Non-Negotiables’

In my 25 years as a real estate agency profit consultant, I have often heard…

Let’s Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but…

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are…

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking…

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems…

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense…

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to…

Clueless Negotiating

“Transparency” is all the rage, but as a negotiation strategy it is full of holes.…

Why Do We Do It To Ourselves?

There would not be one business leader who doesn’t know that it is easier to…

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but…

Visual Aids

An age-old question for presenters is, “Should I use visual aids?”. While I agree that…

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show…

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their…

Make Them Feel Important

Sometimes being a real estate salesperson is hard slog. There is pressure to bring in…

Has Sales Changed That Much?

We often hear about disruptive change. Uber for taxis, Amazon for book stores... Now people…

Habits of the Greats

Habits are a foundation of success. As you progress through your sales career, your results…