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 →
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 →
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 →
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 →
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 →
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.
