It is time to think about open for inspections as being a massive opportunity for lead source. This is because you get buyers that are entering into your marketplace. Think of open for inspections as a great way to get known by the neighbours. Not many work their Just Listed campaigns very well. What if […]
Category Archives: Sales Person
Next Year’s Sales Start Now
It’s that time of year again. Everyone is getting into a mad rush to try and make things happen before Christmas. What is the most important thing for you to be doing today? This time of year most people stop prospecting and focus on selling existing stock. There’s nothing wrong with focusing on selling stock, […]
Do you want big leverage or small leverage in your business?
Write down the actual personal income that you’ve earned over the last twelve months. Now put a little x2 underneath that figure and calculate how much more you could be earning – two times your starting figure. This is what we call “doubling the numbers.” When you think about doubling your income, what are some […]
It is all about clearance
As we come to the end of the year there’s an important skill you should know about called “clearance.” Clearance is your ability to get all of your properties sold that are currently in the marketplace. One thing that I look for as to whether or not a property is actually sellable is the quality […]
How do you book the appointment?
Lets talk about how to book an appointment. One of the best things you can do before starting a prospecting session is to review your schedule to work out your available time slots. By having the times already set aside, it’s a lot easier to quickly book appointments with the customer. What we actually want […]
Are you taking the tortoise approach to business?
No matter which marketplace you work in, there is a dynamic called the rhythm of business. This rhythm usually breaks a year up into quarters around Spring, Summer, Autumn and Winter. In order to really build rhythm in business you need a good system based on what growth looks like for you. So one of […]
How do you increase your capacity?
This is one of the most confronting questions you will ask yourself in your real estate career. The first thing that you can do is to increase your fitness: Physical fitness, mental fitness, emotional fitness, spiritual fitness and financial fitness. Altogether, fitness is actually all about the speed of your recovery. So, the fitter you […]
How do you brand, package, market and develop yourself so you are desirable in your marketplace?
One of the key components to your marketing and branding is the need to understand that to be really good at what you do, you need to be what we call the “Authentic You.” The Authentic You is the natural, normal You that you are as an individual outside of the real estate world. If […]
What do you say when the customer objects?
In recent weeks we have talked about the number of calls you might make, the number of connections you might get, and the number of appointments you might book. If you are busy with activity you will find that most consumers are raising lots of objections. Sometimes these objections are so good we don’t even […]
Skills you need in that moment of challenge
Because of this, it is important to know that you must build vital skills long before you need them. One thing that will separate you from the rest is continuously building your market knowledge. Not many people know what market knowledge is. Getting an email alert from realestate.com.au about new listings is not market knowledge. […]