“If our goal is to sell more, we must be valued more and considered as credible, so that when we advance ideas, buyers really listen to us.”
There is nothing wrong with wanting to make . . . more →
No doubt you’ve heard of real estate spruikers, those who con people into buying overpriced properties by making outlandish promises the spruikers had no intention of keeping, nor could they ever keep.
Now we’re seeing the emergence of ‘seminar spruikers’, those who promise “dozens of extra sales” only if you attend their seminars. Some appear to . . . more →
Are you happy with your results? I hope that with the end of the third quarter of the year looming, you are happy with your progress to date. And if you are, congratulations. Keep doing what you’re doing.
If you are not happy with your results, may I suggest that you try something different?
Stop doing . . . more →
I received a call from a winner who was worried about his fluctuating results. Having known this person for many years, I know that he is a winner and there is no doubt in my mind that he knew what needed to be done to reverse his slump.
In such circumstances, it is easy to . . . more →
“These experts preach to all who will listen that prospecting—proactively pursuing prospects—no longer works. What’s particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear.”
Jeb Blount, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers . . . more →
I spent time on the road with my friend, Mark McKeon, author of Get In The Go Zone, recently. Mark has spent much of his career as a high performance coach for athletes, and was recently inducted into the Collingwood Hall of Fame.
Mark suggests that we take control of ourselves and our day-to-day work . . . more →
Like it or not, Sales is an emotional game. When we present we appeal to our clients’ emotions. They make decisions emotionally, not logically.
Our own emotions can also affect our performance as presenters. The listing presentation is ‘Game On’ and in these days of high selling fees, we risk a large amount of money if . . . more →
A common theme in real estate salespeople’s conversations is, “I’m too busy“, or “I’ve got a lot on“. Check in with those same salespeople at the end of the month and you will often find that their results were poor.
This begs the question, “Busy doing what?” Clearly, while these salespeople might have been busy, . . . more →
Times change. Nothing remains the same for long. One thing that is guaranteed to change at some point is the market. Markets change and salespeople need to change with them.
Gary Keller, Jay Papasan and Dave Jenks in their book “Shift – How Top Real Estate Agents Tackle Tough Times” said:
Agents must rethink, restructure, refresh, . . . more →
What is your attitude to failure?
I fear that our school days did not equip us with a healthy respect for failure and its role in the pursuit of success.
At school we learned that getting things wrong is bad. We were taught to commit seemingly endless facts to memory for regurgitation at exam time. Then . . . more →
Personally, I’m not fond of resolutions but I know many people are. I’d prefer commitments to resolutions, but I’m getting ahead of myself. Before we look forward into the new year, let’s spend some time thinking about the year that is now behind us.
How was this last year for you?
Were . . . more →
Salespeople waste an awful lot of time thinking about what they should be doing next. If you have ever kept a Time Log for thirty days you will know what I mean. For these people, even when they are ‘on’, they are ‘off’. Please allow me to explain.
Being in the office does not mean . . . more →
We hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:
WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?
There is a saying that says, “All things being equal, people will do business with people . . . more →
No doubt you have heard people complain about their competition – cutting their fees, over-quoting to ‘buy’ the business and such. It happens. But complaining will not cause this behaviour to cease.
We are powerless over the behaviour of our competition.Respect them, sure, but don’t allow them to occupy any of your headspace.
I learned decades . . . more →
I like technology as much as the next person. I consider myself an ‘early adopter’. But there is one trap for the unwary: you can become so occupied with the search for the new that you can take your eye off the basics.
At a recent real estate training conference, there was one theme common . . . more →
I was talking with some winners, real estate agency business owners, at one of our Winning Ways seminars. They mentioned hearing some industry speakers who all shared one common theme: “Work hard“.
One of them said something telling: “Work hard? That’s the entry level to success. If you want to be successful at anything, . . . more →
I would set goals. I know that in order to focus for the long term, I have to be working toward something worthwhile. Goals give me focus.
I would plan. Mediocre people drift through their days, weeks, months and years. They are unfocused and have no direction. These people . . . more →
Persistence is one of my favourite attributes.
Set goals, plan, study, apply what you learn, and persist at the right actions. Do this, and success for you is inevitable.
My late friend, Bede Donovan, used to say, “Don’t quit before the miracle happens“. I heard him give this advice often to people who were discouraged with . . . more →
Think about the last time you planned a journey. Perhaps you are planning one now. Question: What is the first choice you make? Answer: You decide WHERE you want to go. You decide upon the destination.
Never would you plan a trip beginning with the itinerary – flights, hotels, transfers, tours. . . . more →
Life offers us many choices. We should choose wisely.
We can choose to be happy or sad. Spend too long being sad and it becomes a habit, and you can become a toxic person.
I know people who can’t wait to get upset about something – outraged even. They seldom ever say anything positive . . . more →
People work in different ways and at different paces. It pays to know your personal work patterns.
Rare is the person who can work steadily for every working hour of every working day. Energy levels ebb and flow and work concentration ebbs and flows with it.
Many people are ‘Sprinters’ – . . . more →
