Real Estate Training Articles and Videos

Personal Accountability

“Men at some time are masters of their fates:
The fault, dear Brutus, is not in our stars,
But in ourselves, that we are underlings.”

William Shakespeare’s words in Julius Caesarspeak of personal accountability. We are where we are in life because of decisions we have made in the past. And we can make . . .   more →

What is a Real Result?

Our When you examine the activities that salespeople routinely work on, you have to wonder whether they understand
exactly what a real result is. best leaders NEVER allow their offices to close unless the agency has at least one real result for the day. These leaders understand that they incur expenses every day, therefore they must . . .   more →

Who’s Running Your Agency?

One reason real estate agencies don’t do as well as they should is that they are run by salespeople. It’s what is called the dilemma of salespeople at the top.

When an office’s leader is a person who loves making sales, you often find such people too busy doing what they love to spend time . . .   more →

Willpower Exercises

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 →

Return for Effort

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 →

Eleven Attributes of Leadership

In his book, Think and Grow Rich, Napoleon Hill names Eleven Major Attributes of Leadership. Whether you run an agency and have a team to lead, or you are a salesperson with clients to lead, you are a leader. And let’s not forget that we always have to lead ourselves.

As with all ideals, you might . . .   more →

Borrowing Is Not An Option

“I can get no remedy against this consumption of the purse: borrowing only lingers and lingers it out, but the disease is incurable.” Shakespeare.

Borrowing money is for fools – incompetent suckers. In business, and at home, there is rarely a need to borrow. People borrow because they don’t have sufficient funds. They don’t have sufficient . . .   more →

Prospecting – It’s Just Not That Difficult

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 →

How to Prevent ‘Sign Jumping’


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 →

The Leader As Coach


I’m not trying to do myself out of business with this statement, but salespeople need far more coaching than typical salespeople receive. While there are many good seminars and presenters in the marketplace, there are simply not enough regular seminars in your town or city for that method of training to be sufficient . . .   more →

The Power of Programming

During a speech he made back in the late thirties, Dr Murray Banks, a New York psychologist, said that some people turn to insanity as an adjustment to a perceived tough life. Some people get knocked down and they get back up again. Others in the same situation whinge; a few turn to insanity . . .   more →

Aim High

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 →

What’s Cooking?

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 →

It’s Time To Hire

I read this a long time ago but cannot remember where I read it or exactly who was involved.

My recollection is that John D Rockefeller (I don’t know if it was senior or junior) was having his shoes polished, when the busboy gave him a ‘hot’ stock tip. The magnate sold all of his . . .   more →

Focus

In the Leader Bulletin Every Business Needs Clarity we discussed the importance of Clarity to your business.

If clarity is the mental strength for success, Focus is the physical strength. Focus is the force that enables the leader to sweep aside all the obstacles, problems, excuses and distractions. Focus . . .   more →

CONTACT CREATES CONTRACTS

 

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.

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Every Business Needs Clarity

Businesses get into trouble when they reach the stage when even the simplest of procedures become complicated. Your systems, instructions, training, and procedures should be simple and clear. Every business needs Clarity.The more simple you make a task the easier it is to understand and the less chance there is of somebody giving you an . . .   more →

Get Close Part 3

Great questions give great answers. All salespeople need to fully understand their seller’s needs before making recommendations that those sellers put their properties up for sale. Even though the sellers might be ready to LIST, this does not necessarily mean that they are emotionally ready to SELL. Questions help you to uncover their readiness to . . .   more →

Get Close Part 2

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.

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Get Close Part 1

If you want dozens of happy clients, the secret lies in understanding their needs and then helping them satisfy those needs. You must know what the need is. And, you should understand that your clients possibly have not sat down and qualified themselves. That is your job. To do your job properly, you have to . . .   more →

Build a ‘Wonder Team’

Do you have people on your team who shouldn’t be there? Could you be holding onto chronic poor performers simply because you don’t have anybody else? If so, perhaps it’s time to take charge. Instead of envying those leaders who have a ‘Wonder Team’, join them! Struggling leaders often believe that profitable offices are made up . . .   more →