Gary – Page 15 – Real Estate Training Articles and Videos

Focus

In the Leader Bulletin Every Business Needs Clarity we discussed the importance of Clarity to your business.

If clarity is the mental strength for success, Focus is the physical strength. Focus is the force that enables the leader to sweep aside all the obstacles, problems, excuses and distractions. Focus . . . more →

CONTACT CREATES CONTRACTS

Following the November 2011 sales bulletin, ‘So You Think You’ve Got Plenty of Listings’, Phil McGrath from Impact Property requested ideas on how to develop relationships with sellers. It’s a good question, one whose answer would fill a chapter of a book.

Building relationships requires contact. Lots of it.

Every Business Needs Clarity

Businesses get into trouble when they reach the stage when even the simplest of procedures become complicated. Your systems, instructions, training, and procedures should be simple and clear. Every business needs Clarity.The more simple you make a task the easier it is to understand and the less chance there is of somebody giving you an . . . more →

Get Close Part 3

Great questions give great answers. All salespeople need to fully understand their seller’s needs before making recommendations that those sellers put their properties up for sale. Even though the sellers might be ready to LIST, this does not necessarily mean that they are emotionally ready to SELL. Questions help you to uncover their readiness to . . . more →

Get Close Part 2

In Part 1 of this three-part feature we talked about the importance of understanding your sellers’ needs, and how important this understanding was to making sales. In Part 1, I gave you seven questions to ask your sellers during the listing presentation. Here are fifteen more.

Get Close Part 1

If you want dozens of happy clients, the secret lies in understanding their needs and then helping them satisfy those needs. You must know what the need is. And, you should understand that your clients possibly have not sat down and qualified themselves. That is your job. To do your job properly, you have to . . . more →

Build a ‘Wonder Team’

Do you have people on your team who shouldn’t be there? Could you be holding onto chronic poor performers simply because you don’t have anybody else? If so, perhaps it’s time to take charge. Instead of envying those leaders who have a ‘Wonder Team’, join them! Struggling leaders often believe that profitable offices are made up . . . more →