Author Archive

On Teams and on Awards – Are You Putting Your Clients First?

Ahead of your prospects? Ahead of your leads generation? Ahead of your numbers that define your real estate production awards? I’m in Kelowna and I am having fascinating conversations with top agents and industry leaders here in the days leading up to a Re/Max CNE1 course.  Much of the conversation revolves around the halting of… Read More

No More Dual Agency in BC: Chaos and Opportunity

As of March 15th, 2018, the practice of Dual Agency will end in British Columbia and the rest of North America is watching.  This could be a serious disrupter. This change is a result of BC REALTORS® losing their right to self-govern and a provincial government agency, The Office of the Superintendent of Real Estate… Read More

Jennifer Houghton, RE/MAX Home Advantage , Grand Forks, BC

I am a new Realtor and needed help with marketing, finding clients, and how to communicate effectively with clients.  At first I thought it would be weird having a coach who is younger than me, but once I talked to Jenna, it became clear she is light-years ahead of most Realtors in terms of experience… Read More

Alignment: A Proposed Business Strategy

We’ve been discussing the similarities we see in the businesses of REALTORS who are really thriving, and one common theme is the idea of alignment throughout the business. What does this look like? Know your values. What’s important to you? Know your strengths. How do they align? Align your systems with this. Build things that work… Read More

Calling Your Sphere – The Ethical Approach

Last week’s blog – Is Calling Your Sphere Unethical, received a ton of engagement. Thank you. I think the conversation about ethics matters at this junction in the evolution of the real estate sales business. Ethics is difficult to define.  Philosophers and thought leaders have spent thousands of years debating right and wrong behaviour.  There… Read More

Scripts Evoke Defensiveness While Natural Conversations Build Trust

How do you feel when you use a script? I haven’t used scripts for years but I will never forget the feeling. For me, it’s a deep gnawing inside my chest that makes me feel uncomfortable and anxious. Here are some things I’ve heard from sales people we’ve worked with about how they feel when… Read More

What I learned at Harvard #4: The Emotional Dimension of Negotiations

The most common cause for a negotiation to fail is negative emotions. As paid negotiators, we have a responsibility to successfully manage the emotions of all stakeholders in the transaction, including our own.  People often say, “Don’t get emotional’ but that’s not possible. Emotions are always present and they are complicated. Daniel Shapiro, Ph.D. is the… Read More