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…
Unattractive Company
One of the top three greatest real estate excuses of all time is: “You can’t find good people!” In this…
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,…
For Just One Day
People who are successful in their chosen fields do more of the right actions every day, over the long term.…
Financial Foundations
In my experience as a real estate agency profit consultant, I’ve seen many real estate businesses in grave financial trouble,…
Cut To The Chase
Have you ever noticed how some people say five sentences when a ‘Yes’ or ‘No’ would have sufficed? Some people…
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…
Faking Happiness
Written and video reviews are essential. To quote one winning salesperson: “These days, clients go online and do research on…
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…
Money In The Bank
? What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one…
Free Shots
Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in…
Problem Stacking
“Every task is accomplished piece by piece, and every problem is solved one by one. ‘Problem Stacking’ is a sure…
Profit Systems
In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: “Work on your business,…
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…
Why You?
Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they…
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,…
When Salespeople Won’t Do the Actions
In my work as a real estate agency profit consultant, I have heard all the excuses. It's twenty years since…
Break Even Early
“If you want to boost your real estate agency’s profit, put more focus on your agency’s Break Even Point”, says…
Studying in the 21st Century
Any person who wants to succeed in their career must study their craft. Self-improvement isn’t a luxury. Winners realise that…