He told me that he used to work at an agency across the road. He said that most of his present team at some time or another also used to work at that agency, and these people are now producing great figures in . . . more →
If a member of your sales team is not performing, then that person is either not doing sufficient actions to achieve desired results, or is performing sales actions incompetently, or a combination of both. Most likely it’s a combination of the two.
Unless you do something about this, your salesperson will enter a slump and . . . 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 →
I’ve been a big fan of Jeffrey Gitomer for many years. Over that time I have recommended his books to many people and quoted him often.
As soon as I heard about his most recent book, The Sale Redefined, I ordered a copy for my Kindle. Sadly, it was a great disappointment.
I think that in . . . 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 →
I’ve been reading Stanley: Africa’s Greatest Explorer by Tim Jeal. It’s the biography of Henry Stanley of “Dr Livingstone I presume” fame. Actually, he never said that. Evidence points to Stanley inventing that line, a bad move since it made him the subject of ridicule in many circles.
Stanley accomplished so much. African travel in the . . . more →
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 →
If you are like many agency leaders, you probably began your career in Sales. And the fact that you now own your own agency means that more likely you were pretty good at it.
This ability is actually a two-edged sword. On one hand you have the ability to train your salespeople and, if you . . . more →
“One of the most important lessons of my life forced itself on me at about the time I was graduating from grammar school. It was a lesson that turned into a major principle: You are subject to your environment. Therefore, select the environment that will best develop you toward your desired objective.”
The Success System . . . more →
No matter whether your team is large or small, your leadership is constantly being tested. Those little chats behind your back in the team room, team members whining about you not giving them enough support, salespeople giving you lip during sales meetings – they are all tests. There are various ways to deal with . . . 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 →
The most effective tool leaders have at their disposal is also the most ignored.
What happened to talking with our team members, one-on-one, over coffee? I think we’ve become so busy that we no longer allow time to do this most important leadership function, but do we really save time by neglecting our one-on-ones?
There is . . . more →
You may have heard of The Mirror Principle, which contends that the quality and performance of the team is a direct reflection of the leader. Lazy leader = lazy team. Focused leader: focused team.
Your team is less inclined to listen to what you say. The team is more inclined to do what you do. . . . 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 →
