You know what you want. You know what to do. So why is nothing happening? There are thousands of texts and approaches in the productivity & success universe. Many of them are good, some are great. Some, like the writings of Marcus Buckingham approach genius in their rich simplicity. So why, if there are so many great ways to become more productive and more successful, are so many of us still struggling to make real change happen in our businesses and lives? I believe we

The business of selling is an integral part of the real estate industry – with no properties to sell, agents would have nothing to do all day! But how does your business approach the sales game – is every prospect “fair game” or do you value their future loyalty? Preconceived ideas about pushy real estate agents mean that people often look for ways of developing resistance to various sorts of sales pitches. This attitude can be frustrating for agents when you find yoursel

What is the most important attribute in a successful real estate agent? What is the one issue that affects every salesperson regardless of what they sell? Regardless of whether it is a product or service, high or low priced, business-to-business or business to consumer? Here it is: People buy from people and organizations they know they can trust. In 2006 a leading US sales & marketing consulting group, The Brooks Group, conducted some interesting research. Here is the questi

Real Estate Sales can be a lot like dating. Start using these interpersonal skills and you’ll be sweeping prospects off their feet. Ever wonder why meeting new clients is so easy for some practitioners, but so difficult for others? Have you ever considered why some of your colleagues seem to get repeat business and referrals naturally, while others struggle to keep their clients happy throughout the transaction? The secrets to success may lie in the interpersonal skills t

Real estate prospecting is an extremely vital component in developing your real estate brokerage business. Yet so many agents make simple mistakes that take them away from doing the prospecting that will have them earn and get paid the amounts of money they want to make each and every year. Keeping this in mind these are what I refer to as The 7 Deadly Sins of Real Estate Prospecting: Not Doing Enough of It Prospecting is a great way for you to find the leads that will be