Motivating Buyers to Buy
In a perfect world buyers would make decisions more quickly but the truth is that choosing the ideal home can be one of the most difficult decisions a person can make. That’s why you’re so important. Your job is to help someone make a decision that is in his or her best interest. That’s really…Read
Professionals Know Exactly What to Say and When to Say it
What we say and how we say it is one of the biggest determinates of success there is. That’s why skilled salespeople, those who have become experts at handling objections and doing presentations, usually make much more money than those without these skills. Conveying your message effectively comes with practice and memorization, but, more importantly,…Read
Random Acts of Kindness
It’s been scientifically proven that doing random acts of kindness (RAKs) makes us happier, less stressed, and healthier people. But they can also be an important part of your business. Watch this week’s video blog of Toronto real estate agent Adil Esmail, who used this winter’s terrible weather conditions as a means for sharing some…Read
The Give Factor
I would suggest that most of us begin each new year charged with excitement and filled with hope for a future that will be a little (or perhaps a lot) better than our past. Unfortunately, even with our newfound enthusiasm on January 1, many seem doomed to live lives that are almost an exact replica…Read
How To Take Referral Gratitude to the Next Level
Most successful sales professionals rely on referrals for a large portion of their new business. This is particularly true in real estate. Part of building that great referral base is to show gratitude for the trust your referrers are demonstrating when they send you their friends, family and colleagues. Most sales professionals, though, don’t bring…Read
Our Goals Change Our Behaviour
A few weeks ago I was travelling home from Vancouver when I noticed Chris Hadfield, retired Canadian astronaut, was sitting just a few seats ahead of me. Last year, Chris released the book An Astronaut’s Guide to Life on Earth, which I listened to on audio. Besides being an interesting and inspiring read, Chris’ book…Read
Are You Using Technology or is Technology Using You?
Remember what life was like before smartphones? Sitting in an airport departure lounge recently, I found the scene around me almost eerie. Almost every person had their faces glued to a smartphone or tablet whiling away the wait time. It made me wonder: have these devices taken more than they’ve added? Are we now incapable…Read
Are You “Good” Busy or “Bad” Busy?
Sales professionals, regardless of production, are busy people with a lot of balls in the air including finding new business, serving existing clients and running a business (in many cases with very little administrative support.) But why is it that we all get the same 24 hours yet some people seem to be far more…Read
When is the Right Time to Ask for Referrals?
I was recently on a conference call with our coaches discussing the concept of asking for referrals. Nancy Steinhausen, one of RRi’s outstanding coaches, brought up the point that most salespeople wait until the transaction is complete before asking for a referral. Now, I understand the logic that most salespeople want to wait until they…Read
The Secret to Better Serving Your Customers
Real estate transactions are stressful. They’re a big deal. They might not seem that way to you, but for your clients, the sale of their home and the purchase of a new home is a central occurrence in their lives often fraught with potential moments of anxiety and angst. Thankfully, they have you to guide…Read