List More Sell More

In a sellers’ market, where you sell almost every property you list, the last thing you want to do is run low on listings. List more and you will sell more – we all know that – but many agents are low on stock. If you are one of those salespeople, what are you doing about it?

To get more listings, there are four areas salespeople should focus on. Continue reading List More Sell More

Give Up Trying To Manage Time

We hear a lot about Time Management. I talk about it sometimes, but in reality Time Management is the wrong term. If you think you can manage time, good luck.

The fact is you can’t manage time. An hour is 60 minutes. You can’t manage 60 minutes to become 90 minutes. An hour is an hour no matter how much ‘managing’ you do. And, all of us have the same 1,440 minutes in our day. You will never get more. Give up trying to manage time. Continue reading Give Up Trying To Manage Time

Plan, or Struggle: It’s Your Call

Who would have thought that many real estate businesses would have had bumper sales numbers despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020. That appears true as we enter the second quarter of 2021. Continue reading Plan, or Struggle: It’s Your Call

Prospecting In Bite-Sized Chunks

Is the thought of an increase in your monthly targets daunting? If your leader told you that it’s time for you to list 8 properties a month, would you resist?

Most salespeople would resist because they look at the entire figure. Eight listings a month sounds a lot.

Funny, but it’s all relative. I remember times when salespeople listed between 10-15 properties a month without fail. As selling fees increased, listing numbers decreased. This tells me that most of the battle is in our heads. We imagine things to be tougher than they are. Continue reading Prospecting In Bite-Sized Chunks

Momentum

When an aircraft takes off, a huge amount of energy is required to get it off the ground.

Aircraft use a lot of fuel and require a lot of thrust to take off. Once clear of the ground, climb power is applied. Once the aircraft reaches the cruise, thrust is set to cruise power. Each power setting is lower than the one before.

In the cruise, the aircraft has momentum

The Wrong Focus

On an agency visit I spent time with a salesperson who had fallen short of target for the previous two quarters. When I asked what her goal was for the coming quarter she replied, “Hang in and keep my job“.

I told her this was the wrong focus. Fear-based thinking is always the wrong focus. It’s a terrible way to work