Some agents never learn. Erratic actions, erratic marketing, and then they whine about how tough the market is. It doesn’t matter whether you are an individual working in an office (Salesperson or Property Manager), or whether you own the business, if you want consistent incoming enquiry you must keep marketing.
By marketing I mean making . . . more →
Typical real estate agents blame the market for poor sales. And they resort to all sorts of expensive, and quite useless, tools to make sales.
In early November I saw a news item on Channel 10 about an American real estate agent who hired actors to be in attendance during inspections of one of his/her . . . 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 →
If you own a real estate business, you are the leader. You are leading your company somewhere, but the question is where? Where are you taking your company? Do you know?
Business consultants, and I’m one of them, talk about the importance of a Vision. Over the years I’ve seen people come up with Mission Statements, I’ve seen them . . . 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 →
Many leaders seem reluctant to pressure their people to perform. This is a big mistake. While nobody loves constant pressure, true winners thrive under regular positive pressure to perform. Mediocre salespeople, on the other hand, detest it. But do you really want mediocre people in your company?
Winning actions, when performed in high and regular . . . more →
Would you pay somebody $9,400 to ‘hold the fort’ while you had a day off? If this sounds like an expensive day off to you prepare to be shocked: there are many leaders who pay this kind of money to non-performing salespeople for little more than the luxury of having somebody in the office . . . 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 →
Attitude: we all know how important it is, but how often do we allow a person with a lousy attitude to get away with negativity or laziness without calling them on it?
Geoff Burch, in his excellent book, Writing On The Wall, said:
I have noticed recently that a few business books have used Dilbert cartoons to . . . more →
The most common complaint of real estate agents is that they don’t have enough listings. But it’s impossible to be short of listings when you have good prospecting systems in place.
In our Real Estate Agency Management Program, https://pittard.com.au/blog/wp-admin/post.php?post=525&action=editwe show attendees how to implement Permanent Listing Enquiry, which . . . 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 →
Do you know one the Top Three Greatest Real Estate Excuses Of All Time?
These are profit-killing words you should never utter, let alone believe.
If you truly believe that you cannot find good people, what you are really saying is that your company is no good. That’s nonsense. Why wouldn’t somebody . . . more →
MBWA – management by walking around – is a good thing for leaders to do on occasions. It gives you an opportunity to listen to what your salespeople are saying to their clients. You may be unpleasantly surprised by what you hear.
“Yes Mrs Seller, our company’s service is terrific!”
“We’re the best!”
“We’ll get you the . . . 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 →
We’ve just booked Rob Redenbach to present his seminar Straight Talkin’ Teams at our Winners Circle Workshops next month. The reason we engaged Rob is that we want to encourage within our team members a culture of straight talk – ‘cutting to the chase’ – in all communication.
Salespeople who waffle confuse clients and . . . more →
One of the biggest handicaps we face as leaders is that many of us are really salespeople. We think like good salespeople. Good salespeople, that is.
A good salesperson wants an instant result. It gives you a ‘high’. This is where a lot of us go wrong – we don’t knuckle down and take care of . . . more →
