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Real Estate Training Archive
Several years ago, when I was managing an insurance office, I was interviewing a perspective sales rep who I felt had great potential as an agent. Throughout the interviewing process she was articulate, impeccably dressed and demonstrated excellent people skills; I was convinced that I had found a real superstar. Shortly after she was hired, my new agent invited me to attend her son's high school football game. When the referee called a questionable foul on her son, my superstar jumped to her feet and let loose with a flurry of curse words that would make a sailor blush. Everyone, literally within shouting distance, was as shocked as I was to hear such profanity come out of her mouth.
We all know the mantra...you have to change to survive these days. That said, how many people are stuck in the old paradigms and not doing enough of the right things because they are afraid of upsetting the people around them?
Most real estate professionals find hiring assistants challenging. There is a process, however, that increases the odds of hiring the best possible candidate.
Step 1: Job Profile – Skills and Style
You are destined to hire badly unless you are clear on the job profile. That is, the skills that will be required and personal style that is best suited for the job.
In today’s world, we’re constantly sabotaged by nonproductive energy wasters. There are emails to read. Facebook statuses to update. Receipts to locate for that already-late expense report. Dishes to be washed. Files to be organized. And on, and on, and on. These are the easy, albeit often unproductive, tasks that make us feel good. They may not get you any closer to accomplishing your greater goals, but at least you’ve checked a couple of things off your to-do list.
As a culture, we are infatuated with “magic pill” cures that can solve many of life’s problems. Weight loss, chronic pain, get-rich-quick businesses, fantastic abs and, yes, even the “recruiting pill.” Brokers today are growing in many ways and, those
This week’s headlines from the NATIONAL ASSOCIATION OF REALTORS? include: a free safety webinar on social media and cyber safety, smart back-to-school savings with REALTOR Benefits® Program Partner, OfficeMax®, and REALTORS® to host
(EMC)—Although Admiral David Farragut had a long and distinguished career in the U.S. Navy, he's best known for a single order he gave at the Battle of Mobile Bay on the Gulf Coast of Alabama. Farragut ordered his ships to attack the port, but when one ship
Have you ever felt like you had reached a plateau and could go no higher? If so, you're not alone; many people sabotage their own success. In my work as a real estate business coach for the past 15+ years, I have had many people present a similar question: "Why can't I be more successful? Why do I stop myself? I feel like I am my own worst enemy."
An ancient Chinese proverb reminds us; "To listen well, is as powerful a means of influence as to talk well." While everyone can benefit from this sage advice, these words of wisdom are particularly appropriate for professional salespeople. Would you consider yourself a good listener? Perhaps a more important question might be, how would your customers, business associates, friends and family members rate your listening ability? Their feedback just might surprise you, because most people believe they're much better listeners than they truly are.
The emphasis on video production quality has never been greater. High def and even 3D now bring incredible quality and detail into our viewing experience. But if you think picture quality trumps all, you have a very short memory. ...
What are the critical factors that contribute to the retention of top producing salespeople? Why are some sales managers able to consistently recruit and retain quality salespeople, while other managers have a revolving door? Excessive personnel turnover is not only unhealthy for the morale of a sales force, but it is also costly in terms of time and money. Perhaps less obvious, but just as detrimental, is the negative impact excessive turnover has on eroding customer confidence and loyalty.
According to NAR’s 2010 “Profile of Home Buyers and Sellers,” almost 50% of buyers used open houses as a key part of their home search.
Paul David Walker—business advisor to mid-sized and Fortune 500 CEOs; founder of Genius Stone Partners, a company that partners with the C-suite to build business performance; and author of Unleashing Genius: Leading Yourself, Teams and Corporations—has guided business leaders to reaching their goals, unleashing genius and inspiring teams for more than 20 years. Based on his vast experience, Walker has compiled four key tips to keeping teams in sync, highly focused and working as a cohesive and inspired team toward a collective goal.
There are some interesting things happening when it comes to doing business in the current environment.
• If it used to take 30 days to get a transaction closed, it now takes 120 or more
• If it used to take 20 contacts to get someone to listen to you, it now takes 100 or more
• If someone was inclined to do business with you before, they are now inclined to make sure they are getting the best deal regardless of their relationship with you
I can think of no other profession that's as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook—it comes with the territory. In fact, frequently the first two orders many new sales reps receive are "get out and stay out!"
