Sometimes the Best Move Forward Is to Reset
Educating
After completing a busy season, project, or long break, it’s important to pause before rushing into the next goal. In many ways, life and business need a “zero return” —…
Blogs
Learn More
Why Taking a Proper Break Might Be the Smartest Business Move You Make
Educating
It’s been a busy week—but this message is coming to you from Switzerland. And I’ll tell you this… it’s something special. Beautiful scenery. Slower pace. Space to think. And more…
Ride the Wave: A Smarter Way to Stay Consistent in Sales
Educating
As salespeople, we live in the rhythm of highs and lows. Some days you feel unstoppable — confident, energised, ready to call, prospect, market, and push forward. Other days? Not…
Handling Common Seller Objections with Confidence
Educating
This week in coaching, a few very familiar questions came up — the kind every agent hears regularly when speaking with property owners. You’ve probably heard them yourself: “We’ve got…
Why Prospecting Still Works (When You Bring the Right Energy)
Educating
As we kick off another busy week, it’s easy to get caught up in systems, scripts, and strategies—and forget the simplest truth of all: the fundamentals still work. This week,…
How to Win Listings?
Educating
Winning Listings in a Hot Market: Why Systems, Skill and Confidence Matter More Than Ever The market is hot — and everyone can feel it. Stock is moving quickly, buyers…
Happiness, Gratitude & Giving
Educating
A Different Kind of Holiday Motivation As the holidays approach, I’ve found myself reflecting on something that’s been sitting with me over the past few days — happiness, in all…
🎅 Why Santa Letters Are the Most Powerful Marketing of the Year!
Educating
The One Campaign You Can’t Afford to Miss Every year, real estate agents run dozens of campaigns — but only one of them delivers genuine emotional connection, loyalty, and database…
Being Candid and Building Trust With Your Clients
Educating
Here’s something for the week — a simple reminder to help you strengthen your client relationships and build deeper, more meaningful connections in your real estate journey. Candour is something…
A Quick Story About the Power of a Pre-Listing Kit
Educating
Every now and then, something unexpected happens that reminds us why the fundamentals in real estate still matter. Recently, I had one of those moments. A past client — someone…
The Power of Same-Day Home Open Follow-Up Calls
Educating
This week’s motivation is all about something simple but incredibly powerful — home open follow-up calls. It’s super important to make your follow-up calls on the same day as your…
The Harder You Work, The Luckier You Get
Educating
There’s a saying I’ve always loved: “The harder you work, the luckier you get.” It might sound simple, but in my experience, it’s one of the most powerful truths in…
The Power of Solitude
Educating
It’s not often I get a full morning off, so today feels extra special. I’ve decided to do something just for me — a long, peaceful walk around the bridges…
Ready, Set, Go! Spring Selling Season Is Here
Educating
I’ve been keeping a close eye on the Perth market, and right now there are only 2,900 homes listed. That’s pretty bloody low. Honestly, I can’t remember ever seeing stock…
Patience Pays: The Secret to Real Growth
Educating
The Power of Consistency in Real Estate Lead Generation Why Some Agents Struggle While Others Thrive Did you know that some of salespeople give up after just one follow-up, while 80%…
Fear and Doubt: Turning Obstacles into Opportunities
Educating
Overcoming Fear and Doubt: Turning Obstacles into Opportunities Fear and doubt (let’s call them FnD) are emotions every ambitious person faces. Whether you’re making big decisions in your business or…
Unlocking the Power of Downtime for Real Estate Success
Educating
Are You Really Making the Most of Your Downtime? Did you know that over some of Australian professionals report feeling burnt out, with real estate agents ranking among the top…
The Compounding Power of Consistent Effort in Real Estate Success
Educating
The Compounding Power of Consistent Effort in Real Estate Success Did you know that most real estate clients make a decision to list their property with an agent after months—or…
Why Real Estate Agents Should Never Leave the Basics Behind
Educating
The Hidden Risk of Forgetting the Basics Did you know that even the most experienced real estate agents lose listings and sales because they drift away from the fundamentals? It’s…
Leadership in Real Estate: Drawing the Line on Gossip and Toxic Culture
Educating
In the fast-paced and people-driven world of real estate, success doesn’t just hinge on your sales strategies—it’s built on the strength of your team culture and leadership. As principals and…
The Blind Spots Holding Your Real Estate Business Back
Educating
Have you ever wondered why certain issues in your real estate business seem to linger—never quite addressed, never truly solved? You’re not alone. As a coach working closely with real…
Unlock Your Learning Potential in Real Estate
Educating
I hope you are well. Today, I want to share something personal that I believe could resonate with many of you. When I was in school, I often found it…
Unlock Your Success: Believe It to See It
Database
Early in our careers, we had no idea if we had what it took to be successful. After all, we hadn’t experienced success before; therefore, who’s to say whether we…
The Headlights That Light Your Way To Success
Success
Do you remember when we were young and sometimes made reckless choices? One of those moments took place on a dark, open road during a late-night drive in the middle…
Is what you offer Value for Money?
Success
I have been focusing on my health more recently and have been more selective with the food I am eating and the restaurants that I go to. While it is…
Navigating Shifting Markets: The Role of Real Estate Agents in Seller Expectations
Marketing
In the ever-changing landscape of real estate, it’s not uncommon for agents and sellers to find themselves out of sync during market shifts. When properties begin to linger on the…
I want you to Think Like A Fish
Marketing
Recently I was told in no uncertain terms that I was becoming antiquated and my systems and strategies were becoming outdated. Although I appreciated the feedback and it has given…
Why There’s No Silver Bullet in Real Estate
Marketing
Are You Searching for a Quick Fix to Success? Every real estate agent wants to accelerate their success. But here’s a hard truth—there is no silver bullet. No single tool,…
Don’t Leave them Waiting
Multi-Layered Prospecting SystemVendor Management
Fine Tuning Your Post-Appraisal Follow Up Strategy Grab Their Attention: Don’t Let Missed Opportunities Become Lost Sales Imagine this: You’ve invested time and effort into providing a seller with a…
Unlock Explosive Growth: The Diamond Mine Strategy for Real Estate Success
AdaptingAdminGoalsLife StyleReal Estate
Do you ever feel like you’re giving your all to real estate, yet the results don’t quite match your effort? You’re not alone. Many successful agents grapple with plateaus in…
Maximise your Sales with Stock Grading
BuyersDays on MarketMarketingReal EstateSystemsVendor Management
Are you tired of spinning your wheels on properties that seem to be stuck in limbo? Picture this: spending countless hours on listings that just won’t budge, while missing out…
Pre-Listing Tips to WIN more Business
Uncategorized
The rush to secure listings can sometimes lead us into pre-listing meetings where we are unprepared. You can quickly build rapport and trust with sellers by using effective systems and…
The Importance of Real Estate Coaching
CoachingEducatingGoals
As a real estate business owner, you know that there is a lot to do in order to be successful. You need to generate leads, close deals, and build relationships…
Facebook Listings
Lead Generation
A few weeks ago, I teamed up with the amazing team at iRealty for another FREE webinar to help real estate agents with their digital marketing. This time around, the…
TikTok for Agents
Uncategorized
I’ve recently had a lot of people ask me whether or not TikTok is for Agents and if they should be putting in the time and effort to create a…
Fall In Love with the Process
Uncategorized
A Real Estate Brilliance member came to me today with frustration and uncertainty about hiring a full-time buyer manager. For most real estate businesses, hiring a buyer manager is a…
8 Things to Focus on in 2023
Success
2023 is only two weeks away and I want to help you to make it the most profitable and productive year you’ve ever had. To do that, I have created…
Making Calls
Lead Generation
Want to make more money and take your business to the next level? Then it’s time to start making phone calls. One of the biggest reasons most real estate agents…
Prospecting is always the key
Success
We all know that the key to success in any business is Lead Generation and Marketing. So when a real estate office relies only on their sales teams instead of…
Deal with it!
Success
Whether you believe you have control of your own outcomes or not, one thing is for sure, now that the downturn has well and truly set in what worked for…
Andy McIntyre
Case Studies
When Andy McIntyre entered the real estate industry, he had no experience, just a dream to build an amazing team and empower the agents in his office to be the…
Answer The Phone
Systems
Once you have your Multi-Layered Prospecting System up and running, what do you think is going to happen? Your phone is going to start ringing! You need to prepare yourself…
Tips for Presenting
Uncategorized
Are you tired of feeling like you’re just spinning your wheels in the competitive world of real estate? If you’re ready to take your business to the next level and…
Tips for Pre-Listing
Uncategorized
3 Tips for Pre-Listing every Real Estate Agent SHOULD Know As real estate agents, we’re so eager to get the listing that when we get the opportunity to meet a…
Welcome to 2022!
News
And we are away and racing, I trust everyone had at least a little downtime and others chose the festive season as their annual leave for the year. Either way…
How to Make Easy Conversation
DatabaseRapport
FORD Theory & LACR Effect Cold calling or making small talk with people that you don’t know and have never spoken to before can be very challenging and put a…
Can you read minds? Learn how!
Relationships
I have been studying NLP (Neuro-Linguistic Programming) which is an insight into how people think, behave, learn, and react. By knowing these insights, you can learn to get what you…
Calculate Your Numbers
Real Estate
Do you calculate your numbers? Before I get into what this means, I want to tell you that I am not a mathematician. I dropped maths in year 10 as…
Looking at yourself through rose tinted glasses?
Success
One thing that has always fascinated me is why some agents see more success than others. I have dedicated my life to this subject by studying it for the last…
Boom time can be tough
Principals
Boom times can be tough. But with the media full of stories about prices reaching record highs, homes selling sight unseen, queues at home opens, and homes selling in days,…
Everyone loves having FUN
Principals
One of the rituals I am most proud that I introduced into my business back when I owned a real estate business, was the quarterly SOCIAL EVENTS. Real estate is hectic…
How often do they paint The Golden Gate Bridge?
Systems
I heard a great analogy the other day that really resonated with me and reminded me of why we have systems in our business. It was about the Golden Gate…
ARE YOU BUSY BEING BUSY
Principals
I have been chasing some principals over the last few years trying to get them to recognize that they need help with systems, structure, and processes for their business to…
Want more LISTINGS?
Database
Ok, so it’s booming, properties are selling quicker than they did in 2006 and prices are moving up quicker than 17 years ago in 2003/4 according to Core Logic. We…
THE MARKET IS ON FIRE
News
In Australia, property values are rising faster than we have seen since October 1988, which is 32 years?. In fact, all capital cities and regional areas have risen at least…
March 2021 Update
News
DON’T PANIC I’ve said it before, and I will say it again. It is MENTAL out there at the moment! I was lucky enough to have been in real estate…
Learning Curves
HiringReal Estate
One of the most valuable learning curves I have had was when I hired my first PA. I was running hot, listing and selling, and was fortunate enough to have…
Infection or Immunity
Marketing
If you are exposed to something ongoing, if it doesn’t kill you, you will finally become immune to it. The same principle applies to our marketing material and our target…
Don’t be a Sitting Duck
Principals
The market is doing well, properties are selling quickly, and stock is running low. Now in this situation you can guarantee agents are going to start getting desperate for more…
The Marshmallow Test
Multi-Layered Prospecting System
I am currently reading “The Marshmallow Test”, a book written by Walter Mischel about mastering self-control and how the study of this came about. In a nutshell, the test was…
Everything’s gone “Pete Tong”
PrincipalsTeam Management
OK, the title of this one might be a bit obscure for some, but basically it means things have gone a bit wrong. But how could things go wrong at…
Keep Calm and Follow Your Systems/Procedures
Lead Generation
It’s official, we are finally out of the COVID-induced recession and property prices are increasing around the country. Agents are reporting record sales and gross commissions are rising. Confidence is…
Riding the roller coaster
Systems
Being based here in Perth I often get frustrated when I hear media reports talking about how the market is booming. They’re usually based on what is happening in Sydney…
It really is better to give
Letterbox DropsRapport
I don’t know about you, but growing up I’d often hear “it’s better to give than to receive”. Now that was often around Christmas, when I might have been a…
Brace for Impact
COVID-19Training
A few years back I was traveling overseas and caught a connecting flight with a Middle Eastern airline where English obviously was not the first language. So, while the air…
Bounce Back
ListingSelling
We have all heard it before – what goes up, must come down. When it comes to markets, the same applies in reverse – what goes down, must also come…
Call Me, Maybe
Communicating with Buyers
One of the biggest mistakes real estate agents make is not following up the people who attended their home opens. The next biggest mistake is trying to contact those people…
Content is King
Marketing
In today’s fast-paced world and ever-evolving landscape of marketing and sales it is really hard to keep up with everything we supposedly need to do and all the latest gizmos…
Fees are the Bee’s Knees
Negotiation
When it comes to listing presentations, there’s one burning question that sellers often lead with: “How much is this going to cost?” It’s understandable – sellers want to know the…
The Grass is Always Greener
EducatingManagementMarketingTraining
As someone who’s worked in the real estate industry, I’m sure you’ve heard many members of the public comment that it’s “easy money”, “how hard can it be to sell…
virtually
Principals
One of the best books I have ever read about business is called the E-Myth by Michael E. Gerber. He talks about building your business from day one with the…
There’s an App for That!
CRMLead GenerationPrincipalsTechnology
Technology has revolutionized our world, especially in the last 20 years, and even more so the last five. The reality is TECH is here to stay and if you do…
It’s NOT Just Numbers
Lead GenerationMulti-Layered Prospecting SystemPrincipals
We have heard it over and over again – “it’s numbers” – do the activities and the rest will take care of itself. Sure, numbers are important, it’s a simple…
It’s time to hunker down
PrincipalsSystemsTime Management
Yes, this is a real saying. I always thought it was “bunker down”, which would make more sense due to the various wars when there were air raids and civilians…
Can you have your cake and eat it too?
ManagementPrincipalsSystems
When I became the owner of a real estate office, I achieved a huge goal. Part of me felt like I had succeeded and thought it would be plain sailing…
Avoid that Sinking Feeling
ManagementPrincipalsTeam Management
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…
Has your office got the X-Factor?
CultureManagementPrincipalsSystemsTeam Management
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…
The hard truth about real estate
CoachingEducatingSphere of InfluenceSystemsTraining
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…
Stop blowing your own trumpet
MarketingPromotionRapportRelationships
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…
It’s not rocket science
PrincipalsSystemsTeam ManagementTime Management
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…
You’ve Got Mail
Letterbox DropsMarketingMulti-Layered Prospecting SystemSystems
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…
Working with Buyers
Buyer ManagementBuyersRapportReal EstateRelationships
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…
Spot the Difference
FeesMarketingPoint of DifferenceTraining
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…
Put Pen to Paper
RapportReal EstateSystems
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…
Pimp My Meeting
Sales MeetingsTeam Meetings
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…
Presenting
COVID Recovery SeriesCOVID-19Presenting
Venus Williams said, “You win or lose the match before you even go out there”. It’s the same in real estate – a presentation to potential clients via Zoom or…
Five activities – Marketing
COVID Recovery SeriesCOVID-19DatabaseMarketing
There is no denying sales and inquiry have slowed as a result of the coronavirus and the following restrictions. As agents you have two choices: You can hibernate, take the…
Keep your past clients
COVID Recovery SeriesCOVID-19DatabaseLead Generation
Depending on who you speak to, the cost of acquiring new clients is 25 times more than being able to do business with an existing client. Which is absolutely staggering…
Purify your Database
COVID Recovery SeriesCOVID-19Database
The previous blog in my COVID Recovery Series: Five Activities to Focus On looked at building a database using your sphere of influence. If you already have a database, while…
Review your Social Media
COVID Recovery SeriesCOVID-19
A Guide to Mastering Social Media Is your social media presence outdated and uninspiring? Learn how to leverage Facebook, Instagram, and LinkedIn to attract new clients, boost your credibility, and…
Building a Database
COVID Recovery SeriesCOVID-19DatabaseSphere of Influence
The coronavirus pandemic has certainly put a dampener on the real estate market, but while things may have slowed down that doesn’t mean you should. This is a prime opportunity…
A Box of Chocolates
Days on MarketPrincipalsVendor Management
“My mother always said life was like a box of chocolates…. you never know what you’re gonna get”. That classic quote from Forrest Gump can be applied to real estate:…
You Only Get ONE Shot
PrincipalsSystemsTraining
I’ve spoken previously about the importance of capturing the calls that come into the office and how that can boost your business. But it is only part of the process,…
The buck stops where?
PrincipalsProspectingRapportReception
It’s my belief that 50 per cent of our business gets lost at the first call, whether it’s the receptionist or the agent picking up the phone. That’s right, half…
Call me, call me any time
Lead GenerationPrincipalsProspectingSystems
Have you ever stopped to look at how your agency gets business? Do you get regular calls or are they occasional? Do you know where the calls come from, for…
The best gifts come badly wrapped
COVID-19DatabaseGoalsSystemsTraining
You know the old saying “behind every dark cloud lies a silver lining”. It might not seem like it now – with business likely to slow over the next few…
If you fail to plan, you are planning to fail
PrincipalsReal EstateSystems
Benjamin Franklin reportedly made that comment hundreds of years ago and it still applies today. If you have a goal or desire, whether it is personal like running a marathon,…
When Life Gives You Lemons…
AdaptingCOVID-19GoalsTake Control
…..make lemonade. With all the things happening around us it is hard to find a positive – we’re facing a range of personal and professional restrictions and very likely a…
Nothing to fear…
AdaptingEducatingTake Control
When US president Franklin D Roosevelt took office in 1933, America and the world was in the grip of the Great Depression. It was a massive economic and humanitarian crisis…
Survival of the Fittest
AdaptingCOVID-19Home Opens
You’ve probably all heard Charles Darwin’s theory of evolution – essentially those that can adapt to suit changes in the environment are the ones that will survive. At the moment…
It’s systematic, it’s hydromatic… it’s greased lightning! | Real Estate Brilliance
PrincipalsReal EstateSystemsTake Control
Is your business a well-oiled machine where everyone knows their role and how to do it, new people fit in easily, your staff work like a team and clients seek…
“It’s the end of the world as we know it”: REM
AdaptingCOVID-19Real Estate
Let’s face it, these are testing times, the way we live and do business has been completely upended. It’s a time of uncertainty and panic, but it doesn’t have to…
(Virtually) Anything Is Possible
AdaptingCOVID-19
Real estate stops for no one, sure it might slow down a little, but there will always be people wanting or needing to sell, buy or rent. And of course…
This Is NOT the Time to Hibernate
AdminCOVID-19Real Estate
OK, let’s assume the worst has happened. The coronavirus has sent the industry into a full shutdown, you can’t go out and list homes, you can’t open homes, you certainly…
It’s Business As Usual – Almost
COVID-19Home OpensReal Estate
The fact is people are always going to need to buy and sell real estate. You currently have clients on your books who are trying to sell and, until told…
Uploading a Database
Real Estate
Social Media is something you cannot afford to go without if you are a Real Estate agent. Facebook is the easiest way for you to create and market to your…
Deadlines & Decision Days
Real EstateSystems
It has now been proven beyond any shadow of a doubt that us humans respond better when we have a deadline or a decision day. It’s like a phone bill,…
Know Your Numbers
Lead GenerationMarketing
We have all heard the saying “what gets measured gets done,” but what does that really mean? What it means is that as entrepreneurs or business people, we need to…
Thriving in a Downturn Market
CoachingCommunicating with BuyersMarketing
I created a Facebook post the other day explaining why a downturn market is the best market for skilled agents. To give you a quick overview of it, it’s because…
No Lock-In Contract
ManagementRelationships
Let’s face it, people hate contracts! I mean, who wants to be tied down for a certain period of time and not be able to change their mind? Things change,…
The Key to Doing Business in a Tough Market
Communicating with BuyersManagementTake Control
Now that I have clients all over the country, I am constantly reminded that the market is slow, and deals are really difficult to come by these days. In my…
Can’t Sell because the Property is Worth Less than is Owed
AdaptingTake Control
The last 10 years have been tough for the property market. The Global Financial Crisis changed everything and it’s simply not that easy to make money any more in property.…
Spoilt for Choice
Communicating with Buyers
Recently, Anita and I were on the hunt for a lounge suite for our new house and spent a great deal of time looking for it. After visiting at least…
Thank You Gifts; Who, When, What
BuyersProspecting
There is a mixed opinion on thank you gifts for both buyer and sellers. Some agents only do seller gifts, while other agents do neither. In my opinion there is…
The Who, What, and When of FINAL INSPECTIONS
BuyersProspecting
I recently bought a new family home and although it was mostly smooth sailing, there were a few things on reflection that could have been better, so I thought I…
Door Knocking and the Give-to-Get Investment
Communicating with BuyersProspecting
Door knocking is one of the most feared activities for real estate agents and salespeople. It goes against our natural flow to interrupt someone at their home who doesn’t want…
Focus Marketing
Marketing
I remember when I first started in real estate back in 2002, the group I was with were emphatic about Focus Marketing. Focus Marketing was a strategy to be on…
Collaborative or Directive Management Style?
Management
Having toured the Real Estate Brilliance seminar across the country multiple times now, I’ve met and spoken to a lot of agents and I’m constantly reminded of why some people…
No For Sale sign, No Problems
AdaptingPresenting
Have you ever had the opportunity to list a property, only for the sellers to say, “I don’t want a For Sale sign” or, “I don’t want home opens”? During…
Why you do what you do
Real Estate
My daughter just came home from Sydney where she is studying and following her dream as an actress. Acting is something she is truly passionate about and she knows that…
Hold off on the Under Offer sticker!
PresentingReal Estate
Have you ever wondered why agents use Under Contract and Under Offer stickers on signs and adverts? I’ve personally never understood how these tactics benefit the seller. Think about it, when…
Types of Marketing
Marketing
In this ever-changing world we live in, there are always new ways to market to your target audience. Some are the more traditional ways while others are more contemporary. I…
Classifying Buyers
Buyers
With buyers being hot and cold at the moment, it is the perfect time to create a system to make sure no buyers fall through the cracks and that you…
Dealing with savvy buyers
EducatingRapportRelationshipsTake Control
There is no denying buyers have become more savvy and thanks to the internet, they are more educated than they’ve ever been. What this means is that agents need to…
Understanding Seller Motivation
EducatingNegotiation
Pocket Listings, Private Exclusive Listings, Off Market Stock, call them what you like, but these are listings where the seller has offered you to sell their property without allowing you…
Managing Stress and Overwhelm
Life StyleMental HealthTake Control
Real estate is a complicated business. New technology is constantly being introduced and we are doing more tasks and activities than ever before. Then there are the different selling strategies…
Going to Auction!
Home OpensNegotiation
Can you take the property to auction if you have already been on the market at a price? I often get asked this question. The answer is a resounding and…
Reason With Sellers, Don’t Negotiate
EducatingReal Estate
With difficult times present, one of the biggest hurdles agents are going to have to overcome is seller expectations. It is your job to help sellers realize that the highest…
When to take time off in Real Estate
Life StyleTake Control
Real estate can be a very full-on job and as a result, you can end up working all the hours that God sends. There never seems to be enough hours…
4 Stages of Competency
AdaptingTake Control
It wasn’t until I received an electric toothbrush for Christmas that my eyes were opened to the fact that I had been doing something for the majority of my life…
Don’t lose your business at Reception
Real Estate
As an organization, we spend an exorbitant amount of money in order to get our phones to ring. The shocking fact is that most of the business gets lost on…
Do you really have CONTROL of your business?
CoachingEducatingTraining
Do you believe that in order to succeed in life and business you have to work for it, or do you put your success down to fate or luck? Now…
Want more people at Home Opens?
Home OpensProspecting
Ok, so your home open numbers are down, and you don’t know what to do about it. Well, believe it or not, there is a lot that can be done…
Nurturing Calls
RapportReal Estate
Nurturing Calls are an activity that real estate agents absolutely cannot shy away from. Like it or not, you need to get on the phone and talk to people. To…
Qualifying Buyers for Auction
Buyer ManagementCommunicating with Buyers
Qualifying buyers for the auction is the final call to find out whether or not they are interested in attending and also whether or not they will be bidding. In…
Passive Advertising
Marketing
Passive Marketing is how we build brand recognition by showcasing our product or business to potential clients. Anything that has your brand on it and is out in the world…
What are you Worth?
Real Estate
Ever wondered how much you are worth per hour? This is something you should know so as to be able to focus primarily on the High Dollar Productive Activities. To…
How to Win More Listings
GoalsReal Estate
It’s important to Control the Listing Presentation to ensure that you cover all the topics that you need to. How do you do this? You need to create an Agenda.…
The Confidence Curve
AdaptingReal EstateTake Control
I get a lot of agents coming to me saying they have no confidence because they are yet to do any deals or haven’t done one in while. If a…
Price vs No Price Debate
PresentingSelling
The debate over Price vs No Price Strategy is a difficult one. Obviously, either strategy, when used correctly will work, it’s just about knowing which Price Strategy or No Price…
By Invitation Only
Home OpensMarketing
With low turn-out rates at home opens, it is time that we changed the psychology around them. We need to be more creative with our home opens. Instead of opening…
Identifying Your Ideal Client
BuyersDatabaseMarketing
If you could create the perfect client what would they look like? Once you have identified your ideal client, it becomes a lot easier finding them. It also makes servicing…
Home Open Follow Up Options
Buyer ManagementBuyersHome Opens
Home open follow-ups with buyers is one of the most important parts of our job, however, it can also be quite confronting for buyers when agents are continually at their…
3 Main Roles in Any Business
ManagementSystemsTake Control
There are three main roles in any business – the Technician, the Manager, and the Entrepreneur. This is no different in a real estate business or in an agents’ business…
Adding Value to the Free Appraisal
Real Estate
It’s time to challenge the way you think about Free Appraisals. The below video will go through how to add a value to each appraisal, making you more motivated to…
The Real Estate Success Test
Real Estate
In real estate, I believe there are 8 activities that will make you a successful agent. I’ve created the Success Spiderweb that helps you grade yourself from 1 to 10…
Re-Engineering Your Goals & Numbers
Real Estate
Do you know your numbers? Knowing your numbers and understanding this information is an important exercise that you should be doing every month. It is only when you have worked…
Prospecting vs Marketing
MarketingProspecting
In real estate, all we hear from trainers, coaches, and sales managers is you need to prospect, prospect, prospect. While this is true, prospecting is only one part of creating…
The 3 Main Contributors to Business Growth
CoachingEducating
We are all looking to improve our businesses and our incomes to be more successful, yet very few of us are prepared to do anything about it. Progress and success…
Job Description?
GoalsReal EstateTraining
Job Descriptions & the 3 D’s What fascinates me in real estate is that most agents and their support staff don’t have a job description. It’s no wonder then that…
What to do When the Sellers Want to Wait
NegotiationPresentingSelling
We’ve all experienced this scenario: The market looks to be going down and the seller receives an offer on their property that is below their expectations. They then decide to…
Helping Potential Buyers Take the Next Step
BuyersHome OpensNegotiationPresenting
What is the biggest hurdle real estate agents face when doing follow-ups after home opens? Being stonewalled by potential buyers when you are trying to qualify them and serve their…
How to Overcome Objections
EducatingMulti-Layered Prospecting SystemNegotiationProspecting
Always be looking for NO! As salespeople, we are programmed to always be looking for YES. Yes, we want to list the property with you. Yes, we want to make…
How to Get More Listings Quickly
PresentingReal Estate
Keeping up with the Joneses Theory There’s a phenomenon in real estate which can only be explained as ‘Keeping up with the Joneses’. Keeping up with the Joneses can be…
Agent v Valuer
PresentingReal EstateSellingTake Control
Struggling with Seller Price Expectations? Here’s How to Focus on What Matters The Common Dilemma: Price Expectations When doing appraisals, buyers often ask, “What will my property sell for?” The…
Is Direct and Chunky Mail Effective?
Letterbox DropsMarketing
In our ever-changing world where getting someone’s attention is becoming more and more difficult, a great way to gain that attention in a place where some businesses have moved away…
The Last Resort Offer
NegotiationPresentingSales Meetings
Here’s How to Get a Deal Done Imagine this: you’ve poured your heart and soul into selling a property, securing multiple offers, only to have them rejected by a seller…
Essential Property Marketing Tips
MarketingReal Estate
Have you ever closed a deal and felt a nagging sense of “what if”? Perhaps a stunning property sold for less than it deserved, while a more average listing fetched…
Writing Attention Grabbing Headlines & Blurbs
Sphere of Influence
One of the biggest misconceptions in real estate is that agents feel they need to create a novel for a property description. In fact, nothing could be further from the…
Master the Art of Reciprocity
Real EstateRelationshipsSphere of InfluenceTake Control
The Key to Building Trust and Closing More Deals Why Reciprocity Matters in Real Estate Did you know that giving something small can significantly boost your chances of closing a…
The 3 Types of Clients in Real Estate
Sphere of InfluenceTake Control
Understanding Your Clients: The Dogs, Cats & Rats of Real Estate Are you tired of feeling like some clients just don’t appreciate your expertise? Do you find yourself spending hours…
Keeping Sellers Accountable
PresentingSales MeetingsSellingVendor Management
How “Rules of Engagement Meetings” Can Boost Your Sales in the Market Have you ever felt frustrated with seller expectations during a tough market? Struggling to keep them informed and…
Building Rapport
MarketingRapport
How to Win Friends & Influence People “You can make more friends in two months by becoming interested in other people than you can in two years by trying to…
5 Listings in 5 Days
Real Estate
Do you want to handle more listings? Watch my video below to discover how to get 5 Listings in 5 Days using my 5 Part Strategy where I go over my…
Level Up Your Client Communication
GoalsMarketingReal Estate
To Text, or Not to Text? This blog post tackles a crucial yet often overlooked aspect of client communication: texting. In the age of instant messaging, mastering the art of…
What to do when nobody’s home when door knocking
AdaptingMarketingTake Control
How to get people who aren’t home to contact you This one goes out to all the door knockers out there. In order to capitalize on every single door that…
Case Study – Matt Seabrook
GoalsReal Estate
In his late 20s, Matt found himself at a crossroads in his life. He had grown up working on his family farm, gaining his strong work ethic from his father,…
How To Get More People to Your Home Opens
Home OpensPresenting
Perception, it’s Free & it’s Legal Real estate is a very transparent, ethical, and regulated industry, so there’s not a great deal of margin for error. However, there are some…
From Stranger to Client
DatabaseProspectingRapport
How to Build Trust and Win Listings at Every Home Open Did you know that most real estate agents miss out on potential clients simply by not following up after…
The Best Listing Tool in a Downturn Market
PresentingProspecting
Catch it Before it Falls One of the best prospecting activities that appears to have fallen by the wayside, is sending out a prospecting letter before you begin your door knocking…
What’s your Point of Difference?
Point of Difference
What is your USP? With the world today being cluttered with everybody and everything trying to get your prospects attention, it all starts to turn into white noise. As a…
Technician Manager or Entrepreneur. Who do I need to be?
EducatingPromotionReal Estate
The theme of this week’s FocalPoint has centered on the concept of working on your business and not in your business, a philosophy that stemmed from the FocalPoint Power Principle…
The Power of Concentration
SystemsTake Control
All successful people have developed the ability to concentrate single-mindedly on one thing, the most important thing and to stay with it until it is done. There are some skills…
5 Minutes to Accomplishing Significantly More
Mental HealthSphere of InfluenceSystems
It is the start of a new year, and as with most new beginnings we all come into the New Year invigorated and excited about the possibilities which the year…
Taking Charge of your life; No more excuses! No more blame!
GoalsLife StyleMental HealthTake Control
Taking Charge of your life; No more excuses! No more blame! Take a moment, sit back, close your eyes and picture your life if every aspect of your life was…
Issue 4 Vol 1: Technician, Manager or Entrepreneur. Who do I need to be?
EducatingPromotionReal Estate
Technician, Manager or Entrepreneur. Who do I need to be? The theme of this week’s FocalPoint has centered on the concept of working on your business and not in your…
Issue 2 Vol 2: The Power of Concentration!
SystemsTake Control
The Power of Concentration! All successful people have developed the ability to concentrate single-mindedly on one thing, the most important thing and to stay with it until it is done.…
Issue 1 Vol 2: 5 minutes to accomplishing significantly more!
Mental HealthSphere of InfluenceSystems
5 minutes to accomplishing significantly more! It is the start of a new year, and as with most new beginnings we all come into the New Year invigorated and excited…
Issue 1 Volume 1: Taking Charge of your life; No more excuses! No more blame!
GoalsLife StyleMental HealthTake Control
Taking Charge of your life; No more excuses! No more blame! Take a moment, sit back, close your eyes and picture your life if every aspect of your life was…
Building a Strong Team
Principals
My parents were both born and bred in Belfast, Northern Ireland; they moved in the 60’s to avoid the “troubles”. I have been back many times as I still have…
Time Consuming Tasks
AdminReal Estate
Administrative tasks are also referred to as non-essential tasks not because they are unimportant. They are called such because admin tasks are not directly related to the core functions of…
When to Take on a Team
Real EstateTeam Management
The job of a real estate agent has become more complex than ever before. In fact, if you wrote out a job description for a single agent with every single…
Is it OK to ‘handball’ your clients?
Real Estate
Today I recalled a situation I had been in where I was in a legal dispute with a business purchase that I had made. Without going into the details of…