One of the biggest risks in any competitive marketplace is adopting the wrong habits. Agents spend a great deal of time around others in their office or watching competitors in their area, and without realising it, they begin to mirror behaviours simply because they...
I completely understand how agents can feel overwhelmed by the number of coaching and training options in the market. Every week there seems to be a new system, a new framework or a new opinion about what the best approach is. For agents trying to improve, that noise...
One of the most common questions I am asked is whether an agent should create a niche. Should you specialise in a particular suburb, focus on a certain price bracket or position yourself around a specific property type? It is a fair question, and in many cases...
One of the most important mindset shifts an agent needs to make is understanding that this industry does not only work in favourable markets. Too many agents tie their confidence and effort to pricing conditions. When values are rising, they feel momentum. When prices...
There is no doubt that automated nurturing plays an important role in today’s environment. Email campaigns, SMS updates, database workflows and social media content allow you to stay visible and consistent with your past clients and broader contact list. When these...
Many agents approach open homes with a narrow focus on buyers, yet the broader opportunity often sits with the people who are not actively purchasing. Neighbours attend out of curiosity, local owners walk through to gauge value, and some are considering their next...
Early in my career, I was given a piece of advice by a top agent that changed the way I approached this industry. They told me to go through the process of buying and selling property myself. Not as an observer. Not as an adviser. As a participant. At the time, it...
Complacency is one of the most common weaknesses I see across the industry, and it rarely appears early in someone’s career. It usually shows up after an agent has achieved a degree of market share, tenure or consistent results. They reach a point where listings are...
Many agents experience the same frustration. A buyer appears interested, attends inspections, asks questions, then slowly stops responding. It is easy to assume something went wrong later in the process, but in most cases, the issue began much earlier. The breakdown...
One of the most common concerns agents have is the fear of appearing pushy when trying to secure a listing. In reality, urgency is rarely what damages trust. Most owners expect it. They often interpret urgency as hunger, commitment and intent, and they assume that...
