A Matter of Integrity
I was talking with a Diamond member of Pittard’s Winners Circle recently. The topic came around to telling sellers the…
Sales Articles
The Impossible Gap
Agents who inflate the likely selling price with sellers in order to win the listing – who ‘buy the business’…
Self-Management
Do your results fluctuate? Are they persistently low? Have you ever found yourself blaming outside forces, such as the market…
Pipeline of Prospects
“The 30-Day Rule states that the prospecting you do in this 30 day period will pay off for the next 90 days. It is a simple,…
Hard Tasks Pay
In 30 years I have interviewed countless winners, and have noticed one big difference between winners and their mediocre counterparts:…
Short Attention Spans
A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30…
A Foundation of Honesty
Below are snippets are from surveys conducted by Roy Morgan over a 17-year period. I have been following these surveys…
How To Make More Sales
Let’s give some thought to how we can make more sales despite the gloom and doom about the current state…
Two Types of Salesperson
A change in the market has exposed many of those who looked like winners during the boom. Back then, it…
Are You Sure It’s the Market?
A lot of leaders and salespeople are complaining about the ‘tough market’. But is the market really the whole problem?…
Competence Doesn’t Just Happen
Let me introduce you to Joan Carter, who retired on 30 June 2018, ending a successful twenty-four year career in…
When the Market Turns
During the boom, I heard many salespeople talk up their results. Many of them are quiet now that the market…
What Is Your Value Chain?
Late last year, I read a Real Estate Business Online article entitled, Purplebricks already effecting ‘dramatic change’ in commission-charging agents’ behaviour. It quoted…
Wealthy and Well Adjusted
An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month…
The Committee in Your Head
You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and…
Hold Yourself Accountable
In an age where people can be quick to assert their rights but slow to live up to their responsibilities,…
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,…
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…
Free Shots
Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in…
Why You?
Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they…