What is a result? In real estate only three things count:
An exclusive listing obtained;
A sale started;
One of your listings reduced in price to a point where it is saleable.
The best advice ever given to me as a fledgling salesperson was to strive for one result each working day. “Learn to start working on this result . . . more →
My daughter and son-in-law were recently involved in putting out a small brush fire, started by a wayward sky rocket. I won’t say who set it off, but for the record it wasn’t me. I would have used real rockets, just for starters.
The fire was extinguished in less than five minutes, but in that . . . more →
If you have received even a modicum of real estate training, you know about SMART Goals. In case you’re a bit rusty, let’s do a bit of revision.
It is said about goals that they should be SMART. This is what I said about SMART Goals in an earlier blog post:
Specific: the goal must be . . . more →
I think this complaint misses the point. The problem is never getting the right people to do the . . . more →
” Passion for your work, a pervasive commitment to quality, and relentless attention to details are essential markers of excellence. Quality work and an appreciation for the importance of details benefit not just the clients a business serves; these attitudes and habits also bring joy and peace of mind to the person who . . . more →
I’ll try better tomorrow” or “I’m tired – result or not, I’m going home!” Most people need to be tougher on themselves, to expect more from themselves. Most people need to give themselves regular, and tough, self-talk.
Have a tough talk with yourself. Refuse to accept excuses from yourself, or to allow yourself to be . . . more →
In his book, The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve, Chris Lytle discusses the concept of No Bad Days.
Fire fighters have a saying, “If we have a bad day, somebody dies“. Lytle expands on this by suggesting that we can make a . . . more →
Everybody loves a shortcut. I know I do. But some shortcuts turn out to be not so short – client contact, for example.
During the boom, I saw a lot of salespeople taking shortcuts with seller communication. The argument was that they were so busy with buyers, and with finding listings to replace the properties they . . . more →
Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those agents who treated them well when they were purchasers.
No salesperson will admit to treating people badly, but you do see it all the time.
A classic example can be seen around . . . more →
Part One of this feature covered the importance of conducting a Time Log, as recommended by Alec McKenzie in his book The Time Trap. Many salespeople waste so much time thinking about what they need to do next. In Part Two we look at the rewards in focusing on the right activities.
What are the . . . more →
You often hear industry pundits talking about how much money is lost to industry through such problems as alcoholism or stress. I have no doubt that this is true, but a far more common reason for loss, to real estate agencies at least, is through salespeople not knowing what to do next.
Many salespeople believe . . . more →
I recently saw an advertisement for a new software product that promised:
Never Deal With Tenant or Buyer Enquiry Ever Again…
It got my attention. I just had to find out more. Not because I wanted to buy it, mind you.
When I read this I was gobsmacked. “Is this a joke?” How could anybody think that . . . more →
Salespeople often blame their clients for indecision. Many prefer blame to taking responsibility for their lack of results. This approach doesn’t help the bank balance. Instead of thinking the worst of people, why not think the best?
I believe that most people are FAIR.
And…
Indecision has a cause. Sure, some people . . . more →
In any professional sport, whether it is AFL, Rugby League or Union, swimming, you name it, teams and individuals compete firstly with themselves.
Athletes know their Personal Best (PB). When athletes beat their PB, this new PB becomes the one to beat. Athletes measure their performances in relation to their PBs – as either falling . . . more →
According to an August Straw Poll in a Real Estate Business Bulletin, 47.5 percent of agents believe that door knocking is not effective.
Trainer, Peter Gilchrist, was quoted as saying that the last type of person a home owner wanted knocking uninvited at their front door was an agent. “I’d rather have Mormons knock on . . . more →
While visiting a real estate office in Perth recently, a salesperson told me that ‘all‘ the sellers he met wanted too much for their properties. He said, “Nobody is realistic – they all want too much and if they can’t get what they want, they won’t sell.”
Now I could have argued that thinking in absolutes . . . more →
I recently saw a press release about a “new eBay-style platform which allows vendors to bypass agents” being launched by non-bank lender inTouch. The release said that the service was designed to deliver transparency and allow vendors to avoid paying agents’ fees.
Sounds fair enough: I don’t mind competition, and I especially respect good competition.
The founder . . . more →
Are you doing your best? A good way to determine this is to look at your TARGETS and your progress toward achieving them.
Your targets should stretch you and they should be based on reality, not fanciful thinking about what you hope to get. Not only should you know how many listings, sales and asking price . . . more →
Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn more than the ninety-five percent of people who don’t set goals.
Many people believe they have goals, not written down, but ‘in their heads’. This is nonsense. Goals . . . more →
Life: it’s the most important journey you can embark upon. Have you mapped out where you want to go during your life’s journey? People spend more time planning their holidays than they spend planning their lives, which explains why so many people drift through their lives, accomplishing very little, complaining how tough life is. Isn’t . . . more →
A few years ago, my wife bought four-flat pack wardrobes, which needed assembly. These times are not exact, but roughly it took me forty-five minutes to assemble the first wardrobe. The second took around thirty-five minutes, the third around twenty-five, and I finished the fourth in under twenty. The more I repeated the same task, . . . more →
