Negotiation has been called “The Game of Life.” Not a day passes that fails to confirm its presence in almost everything we do with others.
Negotiation is a critical skill to master, in both our professional and personal lives.
The closer people are to us, the easier . . . more →
The idiom “red herring” is used to refer to something that misleads or distracts from the relevant or important issue.
Wikipedia
Real estate salespeople are in the business of listing and selling properties. Sometimes they need to be reminded of this, because sometimes they try and sell the wrong product. Instead of property sales, . . . more →
Order Takers are typically not involved in persuading or convincing someone to buy something. They may answer questions and point out various choices regarding their product line or services, if asked, but Order Takers do not proactively cause a sale to occur. The prospect, typically induced by advertising or other means, has decided on . . . more →
“Weekly coaching sessions enable you to identify and eliminate problems that can compound over the year and cost the company money, new business, and countless hours in attempting to salvage an employee. And if you’re losing salespeople as a result of coaching negligence, it will cost your company even more time and money to . . . more →
Back in the nineties we estimated that for every dollar invested in training a real estate business owner saw a return of approximately $30. With the size of selling fees today, the return on investment in training would be closer to $100 for every dollar invested.
This is a big return for a small investment. So . . . more →
In grammar, there are nouns and verbs. A noun is a part of speech that is used to name a person, place, thing, quality, or action. A verb is a doing word.
My reason for pointing out the difference is that in modern speech words can switch functions. Some nouns have morphed into verbs, for . . . more →
My apologies to Charles Dickens for ripping off the title of his classic novel, but Great Expectations encapsulates an important principle of leadership. Great leaders have great expectations, of themselves and teams.
A team will never exceed its leader’s public expectations of the team. If the leader aims high, the team will do likewise. If . . . more →
Parents want the best for their children. One way they show this is to observe the type of people their children mix with. Nobody wants their kids running with the wrong crowd.
We do not appear to find it difficult to identify that type of child either. They are rough kids, often impolite, angry, bad . . . more →
Leadership is influencing people – by providing purpose, direction and motivation – while operating to accomplish the mission and improving the organization.
US. Army Handbook
This is a good definition of leadership, however I do not entirely agree with the handbook definition. I do not believe that it is a leader’s job to . . . more →
Every time he drove by a For Sale by Owner, he would first stop his car. This is perhaps the most difficult part of this technique, because most agents do the exact opposite: We accelerate past the sign and pretend we never saw it.
The next step was to drop what . . . more →
“In the past a leader was a boss. Today’s leaders must be partners with their people. They no longer can lead solely based on positional power”.
Ken Blanchard
Today’s generation of employees are different from previous generations. Gone are the days when respect automatically came with the title of supervisor, or boss. Today you have to . . . more →
Advertising is of little use, however, when it comes to . . . more →
Salespeople often talk about the need to discover a seller’s motivation. “No motivation, no sale“, many say. While I believe this to be true, I also believe that many salespeople do not understand what motivation really means, and therefore don’t know how to question sellers deeply enough to discover their true motivation.
In his book, The . . . more →
For many years my colleagues and I have urged real estate principals to give hiring and developing their people more attention. Often this falls on deaf ears. A large proportion of real estate business owners were formerly salespeople, and the sales habit is hard to kick.
Chris Lytle, author of The Accidental Sales . . . more →
“You must understand the following: In order to master a field,you must love the subject and feel a profound connection to it. Your interest must transcend the field itself and border on the religious”.
An interesting thought from Robert Greene on the topic of Mastery.
It makes me wonder how . . . more →
Succession Planning is something I hear leaders talk about often. For many, however, talk appears to be as far as it goes. While I hear many leaders talking about Succession Planning, I don’t see too many doing much about it.
The average age of a real estate principal in Australia and New Zealand is around . . . more →
I recently interviewed Sandy Rogers, salesperson at Marsellos Pike Real Estate in Morayfield, QLD. I first interviewed her ten years ago and since that time she’s been a high income producer for her office.
During the interview I wanted to find out how Sandy achieved longevity in her career. After more than fifteen years in . . . more →
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 →
