Real estate has always had a perception challenge in certain parts of the market. That is not new. In some areas, the reputation of the industry is not where it should be, and that creates a level of scepticism from buyers and sellers before the conversation even...
When people ask how I was able to consistently rank at a high level over a long period of time, the answer is never one single strategy. It was a combination of a few fundamentals that were applied consistently, regardless of what the market was doing at the time....
One of the strategies agents need to develop is knowing how to stay in contact with clients without crossing the line into irritation. That line is finer than many people realise. There is a real difference between hustle and hassle, and follow-up starts to fall apart...
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...
