Real Estate Skills

Building a culture of Referrals – Part 1: How to Talk about Referrals

Opportunities that come to you as a result of referrals are the most powerful and the most enjoyable. Referrals present clients who trust you, who came to work with you very organically, and who are now fuelling a community around your business. In this week’s blog, let’s start talking about how to build a culture of referrals. In my mind, the biggest mistake one can make when it comes to referrals is thinking they deserve them. You must earn referrals.… Read More

The Nature of Sales

  “I don’t want to be irritating.” “I don’t want to be salesy” “I don’t want to be ‘that guy’”   These statements come up in many of my conversations with phenomenal REALTORS ©. All right, fair enough. But let’s unpack what it means to be those things. The irritation and defensiveness we see in our prospects are reactions to deeper emotions, and most often come up when we force sales into a conversation. When you disjoint a conversation to… Read More

Can Mindfulness Make us Better REALTORS®?

Meditation has migrated from the mountaintops of Tibet to the Boardrooms of North America. Mindfulness is the all the fashion in the corridors of power including Google, Apple, Nike, Proctor and Gamble, Deutsche Bank – the list goes on. Can Mindfulness help REALTORS® too? According to Harvard Business Review, Mindfulness increases resilience, collaboration, complex problem solving skills and situation awareness; while mindlessness leads to mistakes, accidents and errors. Can this help us represent our clients more effectively?  How about helping… Read More

The Magic Bullet to Land Leads (it’s not scripts)

Top salespeople are liked and trusted within the first few seconds a conversation.  Here is their secret. They make it all about the other person.  Not just in the words they say but in the thoughts they think and the feelings they feel.  It’s simple, and at the same time, so nuanced that it’s difficult to grasp. Whether you are following up on leads from your website, calling people who you met at an open house or reaching out to… Read More

Difficult Negotiators – Part three in a Three Part series

In our final article in this three part blog about difficult negotiators, we will examine the Intentional Hard Bargainer –or as I’ve called them in our MCNE courses – the Well Trained Competitive Negotiator. This builds on the last two posts,  The Accidental Hard Bargainer and The Reluctant Hard Bargainer. The Intentional Hard Bargainer is the negotiation counterpart who truly believes that being manipulative, coercive, and aggressive will lead to the best outcome.  They may try to manipulate you by using anger,… Read More

Difficult Negotiators – Part two in a three part series

Negotiation is what you get paid to do, so being excellent at this is crucial to your success.  You don’t get to choose your negotiation counterpart, so it is our responsibility to have the skills to facilitate the best possible outcome, even when the other agent makes it seem impossible. Last week I shared part one, The Accidental Hard Bargainer.  This week we will dig deep into the Reluctant Hard Bargainer and next week we unveil the secrets of The… Read More

Difficult Negotiators – Part One in a Three Part Series

Negotiation Skills matter.  In fact, I believe that negotiation is the most valuable skill that a professional real estate agent brings to the table in any real estate transaction.  It’s what we get paid to do. Often, we need to negotiate with a difficult counterpart.  Interestingly, we get to choose our clients (and the better we get the more true this is) but we never get to choose our negotiation counterpart.  If our client wants to buy a house that… Read More

Money Isn’t Important (Until You Don’t Have Any)

One of the cool things about real estate sales as a career is that there is no limit on how much money you can make.  Work hard and smart and you can build a six or even a seven figure income. One of the not so cool things about real estate sales is that many salespeople are terrible at money management. Making money is great but if you can’t keep it and build wealth it doesn’t have much value.  Having… Read More

Perpetual Optimism

Most of us feel a certain amount of optimism, excitement and anticipation as a New Year arrives but that wonderful feeling of hope can fade quickly during the early days of January.  Old habits prevail and everyday challenges seduce us to worry about the urgent, anguish over disappointments and not focus our thoughts and energy on the important stuff. What if you were able to make a commitment to protecting your sense of optimism even in the face of the… Read More

Double, Triple or Quadruple Your Income – Is This a Myth?

Double, Triple or Quadruple Your Income – Is This a Myth? There is a book called What Got You Here Won’t Get You There by Marshall Goldsmith.  I read it back in 2007 when I was studying executive coaching and it helped to change my perspective on human potential and human performance. Coaches like to claim that their clients will double or triple their income if they hire them.  Is this possible? Short answer:  Yes.  Real Answer:  Highly unlikely but… Read More