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Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions…

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In…

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities,…

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds,…

Activity

Take a minute and look around your agency. Everybody looks busy, don’t they? But are you making money? Are they…

Gary

Unattractive Company

One of the top three greatest real estate excuses of all time is: “You can’t find good people!” In this…

Gary

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they’d do it,…

Gary

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term.…

Gary

Financial Foundations

In my experience as a real estate agency profit consultant, I’ve seen many real estate businesses in grave financial trouble,…

Gary

Cut To The Chase

Have you ever noticed how some people say five sentences when a ‘Yes’ or ‘No’ would have sufficed? Some people…

Gary

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it’s not always realistic. Pursuing…

Gary

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: “These days, clients go online and do research on…

Gary

There’s No Marking Time

Of all sayings, I despise this the most: “If it ain’t broke, don’t fix it”. I have heard people use…

Gary

Money In The Bank

? What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one…

Gary

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in…

Gary

Problem Stacking

“Every task is accomplished piece by piece, and every problem is solved one by one. ‘Problem Stacking’ is a sure…

Gary

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: “Work on your business,…

Gary

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this…

Gary

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they…

Gary

Smart Goals Aren’t Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic,…

Gary