Avoid that Sinking Feeling
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As a principal, one of the things that drove me around the bend was coming into the office every morning only to find out a staff member was sick, or they had a sick child they needed to care for,…
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Has your office got the X-Factor?
When you mention the X-factor, people automatically think about the TV show that has been broadcast all over the world. Most people have also heard the term used to explain something or someone that has star quality or unbelievable talent.…
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The hard truth about real estate
So many people are lured into the world of real estate by the promise of easy money. We’ve all seen the stories in the media about houses literally selling themselves – particularly when markets like Sydney and Melbourne were running…
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Stop blowing your own trumpet
Having been in sales for over 30 years I know how much clients hate salespeople telling them how good they are. They really despise it. Yet day in and day out I see agents bragging about how they are number…
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It’s not rocket science
When I was about nine, I was looking for an excuse to go to the local shopping centre to play arcade games. I didn’t have any money so I asked my Mum if she needed anything from the shop, as…
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You’ve Got Mail
I always ask my clients “when do you go looking for a heart surgeon?”. And, of course, the answer is when you have a heart attack. The same goes for real estate – “when do you go looking for a…
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Working with Buyers
Some of my best friends today I met as buyers when I was selling. Initially they were just regular people, buyers looking to make a purchase, nothing more. Some of them didn’t even buy a property from me, they purchased…
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Spot the Difference
It might seem like an unusual analogy, but the world of real estate is a little bit like shopping. Let’s say you’re looking for a leather jacket. You find two that seem identical, but one is $100 cheaper. Your first…
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Put Pen to Paper
On my journey of self-education, I stumbled across a fact that adults will forget 80 per cent of everything they hear, discuss and learn. Yes, 80 per cent! At first I thought this was a bit of a stretch until…
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Pimp My Meeting
When I was selling as a rep in an agency, I found sales meetings a pain in the backside. I guess it was because I was always busy and had no real plan. It felt like I never had enough…
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