Real Estate Skills

Don’t Sell Yourself

I’ve learned a lot from Elise Kalles over my 34 years in Real Estate, and I’ve only met her once. I’ve learned from her through the people that work with her at Harvey Kalles Real Estate, through articles written about her and through word of mouth across Canada and through the US. I cannot imagine a real estate agent having a finer reputation with her clients, her colleagues and her community than Elise has earned over her 40 years in… Read More

I Care about My Clients

“I care about my clients.” This is the most common response I get when I ask REALTORS® what makes them unique and valuable. In fact, in the questionnaires we send out to new coaching clients asking for 10 things that make them stand out against their competition, over 80% mention caring in some context. And, we have a legal duty of care to our clients and customers under our judiciary obligations. It seems that caring has a big role in… 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 director of the Harvard International Negotiation Program and the author of several best-selling books on the emotional side of negotiations. He has developed a practical… Read More

Want to Win the Listing?

You’ve been asked to speak to some potential sellers about listing their property for sale.  They’ve mentioned that they will be speaking to other real estate agents as well.   It’s a seller’s market and this is a signature house in a sought-after neighbourhood.   Getting this listing contract signed would be a sure sale and a sold sign in this neighbourhood would likely lead to other valuable opportunities. You can be sure that every agent who is invited to present on… Read More

What I Learned at Harvard #3: The Three E’s

In real estate, we get paid by our clients to negotiate on their behalf.  That means that we have a legal responsibility to have the skills to negotiate well to protect the best interest of our client. Earlier this month at the negotiation course at Harvard, Robert C. Bordone spoke about the tension between creating and distributing value and how the three e’s of ego, emotion and escalation can trap us and have a negative influence on how that value… Read More

What I learned at Harvard #2: Negotiation as Improvisation

I had the pleasure of having dinner with Michael Wheeler, professor of Negotiation at Harvard Business School, former Director of Research at MIT’s center for Real Estate Development and the author of 9 books on Negotiation.  A fascinating concept that he returns to often is that of negotiations as improvisation. We’ve been teaching and refining the idea of unscripted sales and negotiations for years. (Deliberate Conversations & Choose a Non-intrusive Approach to Real Estate Conversations) This idea of negotiations (and I would extend… Read More

What I Learned at Harvard #1: Empathy and Assertiveness

What I learned at Harvard #1 – Empathy as a Diagnostic Tool Last week I attended the Harvard University’s Negotiation and Leadership course. Wow, I learned a lot and I’d like to take the next few weeks to share some of those learnings with you and apply them directly to Real Estate. Robert H. Mnookin, author of Beyond Winning, Bargaining with the Devil and other acclaimed books on negotiation shared his knowledge on managing the tension between Empathy and Assertiveness.… Read More

Wise Words from the Top

Last week, REPMag announced it’s selections for the Top 100 under 35 of REALTORS® in Canada. We’re so thrilled to see Adil Dinani- a client and bright light in our community- amongst them. There is always a lot to learn and reflect on from an industry leader who is making waves early in their professional lives. To us, this is especially true in Adil’s case, as his success has been driven by ethics that are great for his business, his… Read More

The Realtor’s Role in Times of Change

This week has been a week of big shifts for a lot of people, far away from many of us in the Canadian market. We’re living in a volatile time, with technological changes, many natural disasters as a result of climate change, political shifts, and a rapidly globalizing world. Our coach Donald Leonard, who is based out of Cypress, Texas, shared a reflection on the work of realtors in these uncertain times, with reference to Hurricane Harvey. “Rushes to judgment… Read More

Take Control of Your People Skills

We’re deep into an era in Real Estate where many of us are opting for quantity over quality when it comes to building relationships, or in a different perspective on it, generating leads. More and more, the approach is being taken to ways of generating huge quantities of leads, following up with them in a systemic way, and resting assured that statistically some of them will become clients, because they like our professionalism, our brand, or the way we were… Read More