The agents who build long term success in real estate don’t think like employees. They think like business owners from the beginning, and that mindset changes how they prospect, hire and grow their business. One of the biggest mistakes agents make is believing the...
One of the questions agents rarely ask themselves is whether their database is losing them more money than they realise. In many cases, the answer is yes, because a CRM full of past clients, buyers, appraisal contacts and local owners is only valuable if it is being...
One of the biggest issues in real estate is how many associate agents leave the industry early. It happens constantly, particularly within the first two years, and I do not believe it is simply because the industry is too difficult or because younger agents are...
One of the moments that is often overlooked in a listing appointment is the very beginning. You arrive, you introduce yourself, and then there is that brief pause where neither side is entirely sure what happens next. It might only last a few seconds, but it can set...
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...
