When it comes to success, there is the easier way, and the hard way. Note that I said, “easier“, and not “easy“. Success is never easy, but some routes to success are easier than others.
Many choose the hard way. This is the way with no . . . more →
CLIENT CARE – for many salespeople these are words they use often, but as we know actions speak louder than words.
Over and above service, client care means giving clients the right advice, whether or not it is in your best interests to do so. It means telling the . . . more →
Some real estate agents really look the part. Glossy brochures, impressive marketing delivered before, during and after listing presentations, luxurious offices, flash cars… you know the type.
Looking professional is a must, but professionalism goes far beyond appearance.
Agents who look good but who cannot back it up with competent . . . more →
Closing has received a lot of bad press over the years. Many view closing as adversarial, thinking that if the closer ‘wins’, by default they have defeated the person they closed.
But closing is not like a Wild West gunfight, with six shooters at ten paces and only . . . more →
The importance of training is underestimated in sales, and by this I don’t mean just real estate sales. Industries worldwide are staffed predominantly by untrained salespeople.
Salespeople who do not train are doomed to fail.
It need not be this way. We train so that we can learn to overcome all of the common barriers . . . more →
Two winners were talking. They discussed the sale of a property one had for sale. The winner said, “In this market, if we don’t have it sold in two weeks we’re in trouble”.
From the perspective of both lister and seller, this has interesting connotations. In previous times price . . . more →
I have been writing hiring advertisements this past month and it got me thinking. As I listed the benefits of a real estate career I thought, “This is truly a great career. I wonder how many real estate salespeople actually appreciate the golden opportunity their real estate careers offer them”.
The more I think about Sales, . . . more →
If you have listings, you have a duty to coach your sellers about the realities of the market. Fail in this duty and many of your listings will not sell.
It could be argued that in a booming market most listings sell, but markets change and so it is better to not let . . . more →
‘There’s an old saying that “one man’s gain must be another man’s loss.” Many people take that old adage for granted as the whole truth. And yet, it is totally false. Why? Because happiness is relative. And what pleases one person is not necessarily going to please the next person. This means that two individuals . . . more →
Negotiation has been called “The Game of Life.” Not a day passes that fails to confirm its presence in almost everything we do with others.
Negotiation is a critical skill to master, in both our professional and personal lives.
The closer people are to us, the easier . . . more →
Order Takers are typically not involved in persuading or convincing someone to buy something. They may answer questions and point out various choices regarding their product line or services, if asked, but Order Takers do not proactively cause a sale to occur. The prospect, typically induced by advertising or other means, has decided on . . . more →
In grammar, there are nouns and verbs. A noun is a part of speech that is used to name a person, place, thing, quality, or action. A verb is a doing word.
My reason for pointing out the difference is that in modern speech words can switch functions. Some nouns have morphed into verbs, for . . . more →
Parents want the best for their children. One way they show this is to observe the type of people their children mix with. Nobody wants their kids running with the wrong crowd.
We do not appear to find it difficult to identify that type of child either. They are rough kids, often impolite, angry, bad . . . more →
Every time he drove by a For Sale by Owner, he would first stop his car. This is perhaps the most difficult part of this technique, because most agents do the exact opposite: We accelerate past the sign and pretend we never saw it.
The next step was to drop what . . . more →
Salespeople often talk about the need to discover a seller’s motivation. “No motivation, no sale“, many say. While I believe this to be true, I also believe that many salespeople do not understand what motivation really means, and therefore don’t know how to question sellers deeply enough to discover their true motivation.
In his book, The . . . more →
“You must understand the following: In order to master a field,you must love the subject and feel a profound connection to it. Your interest must transcend the field itself and border on the religious”.
An interesting thought from Robert Greene on the topic of Mastery.
It makes me wonder how . . . more →
I recently interviewed Sandy Rogers, salesperson at Marsellos Pike Real Estate in Morayfield, QLD. I first interviewed her ten years ago and since that time she’s been a high income producer for her office.
During the interview I wanted to find out how Sandy achieved longevity in her career. After more than fifteen years in . . . more →
People who are successful in their chosen fields do more of the right actions every day, over the long term.
When I say ‘right actions’, I mean actions that lead to results. More of the right actions, means more results. More results means success, provided your expenses are under control.
Most people know what the right . . . more →
The majority of salespeople suffer from fluctuating sales – up and down like a roller coaster.
Just because the majority performs this way, it doesn’t mean that consistent sales are not achievable. Consistent sales can be achieved and it’s not as difficult as you may think. It only requires a little thought and discipline.
Consistent sales . . . more →
I read in a recent real estate news publication that the NSW Minister for Fair Trading, Anthony Roberts, warned real estate agents to be sure they can prove that the glowing testimonials and endorsements on their websites are from genuine customers. He warned of fines to a maximum of $16,500 for corporations and $3,500 . . . more →
Quite often, we are better at solving other people’s problems than we are our own. Caught up as we are in the day-to-day business of being us, our own problems . . . more →
