One of the biggest challenges in real estate is not a lack of information. It is the opposite. Agents are constantly exposed to new ideas, different systems and strong opinions about the best way to operate. That can be useful, but without a clear vision it can also...
Negotiation in real estate is often framed as a contest of strategy, where the agent who applies the sharpest technique gains the upper hand. That perception has led many to believe that success in auction rooms or private treaty campaigns depends on clever phrasing,...
There is a belief in real estate that the more prepared you are, the better your listing presentation will be. Agents rehearse scripts, memorise dialogue and work hard to make sure every line lands perfectly. Preparation certainly has its place, but there is a moment...
One of the biggest gaps I see in this industry is how agents treat past clients. There is a strong focus on what can be sold today, who is ready now and where the next listing is coming from. That focus makes sense to a point, but it often comes at the expense of...
One thing that does not change across this industry, regardless of market conditions or experience level, is time. Every agent has the same 168 hours in a week. There is no advantage there. What separates performance is how that time is used once the week starts. It...
I lost a $2.5 million listing early in my career because of one very simple mistake. It was not because I lacked energy, work ethic or belief in what I could do for the client. It was because, at the critical moment, I could not clearly articulate why my fee made...
In a crowded conference calendar, the challenge for any real estate event is not simply attracting a room, but delivering something that feels relevant enough for agents to step away from the day-to-day to attend. That was the backdrop for Tuesday’s Bo + Tesolin...
Real estate has no shortage of conferences, coaching events or speaker line-ups. What it does have, increasingly, is a room full of agents who are more selective about what is worth their time. That is part of what made the recent Bo + Tesolin Conference in Sydney...
One of the most common pieces of advice in property is to avoid trying to perfectly time the market. It is simple in theory, but much harder to apply in practice, particularly in the current environment where affordability, interest rates and supply are all part of...
There is a lot of emphasis in this industry on learning systems, attending coaching sessions and consuming training content. All of that has its place. The problem is that many agents begin to treat learning as a substitute for doing the work. The first five years of...
