How to become a ‘stand out’ with Potential and Existing Sellers.
Two questions that I always include in our sales program, Winning Ways – Real Estate Sales are “Who wants to sell?” This leads to the second question, “Which property can I list today?” These questions remind us how important it . . . more →
Habits are a foundation of success.
As you progress through your sales career, your results will improve as you replace bad habits with good habits.
I’m a great believer that being a salesperson who operates at the mediocre level is much harder work than working towards Greatness. I also believe it’s a lot more stressful.
Think about it: . . . more →
There is an old marketing saying that says:
References from happy clients improve the success rate of your advertising.
No doubt you know this. So how many references (testimonials) did YOU get last month? Would I be right in saying . . . more →
Willpower and stubbornness are close relations. One attribute you want. The other you don’t.
Stubborn people steadfastly hold onto ideas and, right or wrong, will not be persuaded to see any other point of view. You could argue that this is misdirected willpower.
When it comes to forming new habits, willpower is what you need. With willpower . . . more →
So often you hear people complain, “I make the calls, but I’m not getting any results!” If you find yourself in this position, perhaps you should do something about it. Prospecting, like all tasks a salesperson performs, must show a healthy return.
There is no delicate way to say this: if you cannot find sellers, and . . . more →
Have you ever put off doing a chore that you thought would be difficult? You dreaded doing it but eventually you got stuck into it, and what happened? It was much easier than you thought. You couldn’t imagine why you thought it would be so hard.
Prospecting is like that. It’s just not that . . . more →
Do you have a problem with unethical competitors ‘jumping’ your signs? People who approach the owner of a property whom they know, or suspect, is exclusively listed with another agent, are acting unethically. If attempting to induce another person to break an agreement – a promise – with a third party isn’t unethical, . . . more →
Last year I recorded an interview with Adam McMahon, from Dignam Real Estate in Thirroul, NSW.
Adam is a keen goal setter, which explains why he is so focused. In the twelve months prior to that recording, Adam produced around $730,000 in fees for his office, without the aid of a personal assistant.
Inevitably the conversation . . . more →
Your weekly sales meeting should be the most important part of your business week. If you’re interested in making more sales, pay attention when your leader asks you, “What have you got cooking?”
The definition of a cooking sale is a sale you believe you have a reasonable chance of closing.
Some sales are obviously cooking, . . . more →
Following the November 2011 sales bulletin, ‘So You Think You’ve Got Plenty of Listings’, Phil McGrath from Impact Property requested ideas on how to develop relationships with sellers. It’s a good question, one whose answer would fill a chapter of a book.
Building relationships requires contact. Lots of it.
In Part 1 of this three-part feature we talked about the importance of understanding your sellers’ needs, and how important this understanding was to making sales. In Part 1, I gave you seven questions to ask your sellers during the listing presentation. Here are fifteen more.
