Overcoming fear, procrastination and distraction

Overcoming fear, procrastination and distraction

Click here to watch on YouTube. Some of the greatest enemies to your productivity are fear, procrastination, and distractions. There are more disruptions in your life than you realize, and they limit the amount of work you are able to get done. You can put yourself in control of all that, though, and the first step is to identify what those disruptions are. Some agents—especially when they are just starting out—hold self-limiting beliefs that keep them from performing at their highest level of ability. It’s a kind of self-talk running in their heads, telling them they are not ready yet,…

How to progress the customer

How to progress the customer

Click here to watch on YouTube. Prospecting is all about lead generation. You generate leads through activities like meeting people at open for inspections and sending market reports to homes in your market area. Most agents are clear on this and are successful in gathering plenty of leads, but often they fail to think about specific next steps to move the sales process forward. The process between lead generation and lead conversion is called lead nurturing. This is how you prepare your client to enter the marketplace. Whilst we tend to focus on “how” the client would prefer to go…

How to prospect for Now

How to prospect for Now

Click here to view on YouTube It’s so tempting to approach potential clients as though they are ready and eager to launch their property into the marketplace, because that’s where your mind is working. But your clients may not be anywhere near that stage in their own minds. Slowing down and starting with where your client is right now may feel like a strategy that will put you way behind the curve, but it actually puts you in a position of working ahead. Start thinking in terms of providing value first and invoice second. The dialogue you use with clients…

Helping Sellers to Sell

Helping Sellers to Sell

Click here to watch the video in YouTube. Selling property is what we do, and the more we sell within a given timeframe, the more income we generate. Because of this sense of urgency our vendor motivation can drive us to list properties before they are actually ready to show. They may sell more quickly, but we won’t get the best price for them. In fact, a perfectly good property may be perceived as being overpriced if it is not presented well, especially if it is listed at the owner’s expected price. There are some important aspects of presenting a…

A Players, B Players and C Players

A Players, B Players and C Players

Your business is only as good as the people who work inside of it. You need to be clear that your sales team is made up of dedicated, productive people. No doubt your team members are some of the best agents in the business, but is there anyone on your team that you feel less certain about? Think about how much time you need to spend with each of your agents to keep them on track and meeting goals. Now go through your organisational chart and apply a grading system to all of those agents based on the time you…

What it takes to run a great team

What it takes to run a great team

It takes a great team to effectively grow your business. Whether you have already built your team or are still working alone, growth is necessary to your success. And putting on an assistant is your first step to growing your team. An assistant allows you to focus your energy and expertise on the most important aspects of your business, mainly prospecting. Your assistant can handle all the office housekeeping tasks, data entry, making reports, looking up contact information, etc. while you make phone calls, field appointments and build relationships with customers. As you prepare to build a solid team for…

End of Financial Year Planning

End of Financial Year Planning

The end of your financial year is a good time to re-evaluate your budget, think about your numbers and decide how to pursue growth in the next year. There are three areas where increasing your performance will make a tremendous difference in your profits. Those key initiatives are: Increasing your fees Increasing your average sale price Increasing your volume Competition has a way of influencing you to lower your fees in order to secure clients, but this may also cause you to charge less than you are worth. An interesting effect is that newer agents often command higher fees simply…

Becoming a great Lister

Becoming a great Lister

A lot of agents like to have a structured listing presentation that they can step through without having to think about it. However, the point of the listing presentation is to communicate with your clients about what you will do for their unique needs that your competition won’t. They need to know how marketing, pricing, sale method, timing and fee delivery will apply to them, so your delivery needs to change to fit each individual client’s situation. After evaluating hundreds of listing presentations we have identified some fundamental yet powerful techniques you can employ to ensure your process will be…

Prospecting to Prosper

Prospecting to Prosper

If you want to prosper in real estate, you have to prospect consistently and successfully. That means you are on the phone calling prospects every day. Of course, some days will be better than others, but there are ways for you to improve your results even on off days. First, make sure you have a list ready every day of prospects to call. Don’t question the process, just start calling with your primary goal in mind. And that goal is not just to make those calls, but to book appointments. If you aren’t going to work to actually get appointments…

What it takes – from hiring to working with an assistant

What it takes – from hiring to working with an assistant

If you have not done so already, there will come a time in your career when you need to hire an assistant. This is an important step and you want to do it right. Hiring an assistant allows you to concentrate on your primary areas of expertise that move your business forward such as prospecting, building relationships, and listing and selling property. A difficult aspect of deciding to hire an assistant is knowing that you are personally adept at certain aspects of your business, such as writing emails or sending invoices. One thing to consider is whether you should actually…