Blog

ACQUIRING KNOWLEDGE ABOUT YOUR MARKETPLACE

Think of your marketplace as your playing field, not unlike an athlete views a football field, basketball court, or hockey rink. The better you know every inch of that playing field, the more you can exploit it to your advantage. Before I became a real estate agent, in my early twenties, I was a racquetball professional. I played hundreds of...

HOW TO REALLY LISTEN

Our ability to serve our customers and prospects well is contained in our ability to listen. Most telephone salespeople were convinced by some friend or relative to get into sales because they had the gift of gab rather than the gift of listening. In all sales situations, the gift of listening far outweighs the gift of gab. To become a...

DISCIPLINES OF A CHAMPION

Start each day focused on the daily success of your business. You want to begin each day by reviewing your business plan. Focus in on the daily activities that will lead you to the successful result you have set forth in your plan. Long-term success is built on top of achieving daily performance standards – for weeks and months...

SEVEN PRINCIPLES TO SUCCESSFUL REAL ESTATE GOAL SETTING

Your ability to plan, set goals, and create action plans to accomplish your goals is the mark of someone who is truly successful. This skill to set goals is a life-long endeavor. It is a habit that must be cultivated daily for a lifetime. This single activity will have the greatest impact on your life over any other achievement...

FOUR STEPS TO A GREAT LISTING PRESENTATION DELIVERY

The solution is to plan what you are going to say beforehand, so that during the presentation you can focus on language, tonality, and the following four steps to a great delivery. Step 1: Conviction Webster defines conviction as “a fixed or firm belief.” I’d add that there is nothing more compelling than conviction. Your belief that you can get the...

Problems With Training Today

In talking to real estate Brokers, owners, and executives, I hear this comment frequently, “My agents don’t come to training.” There are a number of reasons why it’s never been more challenging to drive attendance. The agents might feel the internal training is not as valuable. That is either just a perception or could be reality. I have reviewed...

ACQUIRING THE MOST IMPORTANT SKILL OF ALL

The single most important skill for a Real Estate Agent is sales-ability. No matter where you are in your real estate career, decide right now to master the skills of selling in order to fuel your success. It’s hard to believe, but it’s true, that more than 95% of Agents lack top-level real estate sales skills. The reason I know...

Real Estate Industry Caught Behind the Learning Curve

The real estate industry and how we develop our most important resource, our salespeople, is archaic. The learning and performance improvement methodologies are stuck in the 70’s. Most real estate companies and outside subject matters experts (SME) are still caught in delivery methods that have proven to be less effective. It reminds me of my good friend Zig Ziglar’s...

AVOIDING TIME-BLOCKING MISTAKES

Sales professionals in the top 10% of their industries share a common trait: They control, use, and invest their time more wisely and effectively than their lower-performing associates. Among sales professionals, time usage determines income. The most significant challenge for most sales professionals is time control. Through years of study and coaching sales professionals, I’ve compiled the following list of...