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Knowing what you want is an essential step in creating a better future. Sorting out long- and short-term goals can be daunting, but something as simple as knowing what you want should be easy, right? 

Wrong!

Why does knowing what you want matter? Most people don’t know what they want s...

Gratitude is the most powerful gift from the universe and is triggered by being grateful now - at this very moment. Stop and write down on a piece of paper the three things you are grateful for NOW - RIGHT NOW? 

If you completed the above exercise and listed the three things you are gratef...

Your daily actions must be based upon acquiring contacts who will convert to clients. You then service your clients and cultivate your relationship with them. They will learn to trust you, and begin to promote your services, becoming one of your Centers of Influence.

Note the word “trust” above. ...

As the team leader, you need to ensure your salespeople don’t celebrate their sale too soon because 25% of sales cancel.

(Hopefully they’ve watched you do this “button up” numerous times before trying it on their own).

An important and often overlooked part of the CLOSE is the “button-up.” It’s import...

Let’s talk about closing the sale. 

As an experienced Sales Team Leader, you know the close is the easiest of the 12 Pillars of Persuasion to execute! 

The close of the sales presentation brings all the pieces of the puzzle together. All the work your salesperson has done up to this point wi...

The Pillars of Persuasion is designed to guide a salesperson through a psychologically sound path that results with a sale. 

The sale starts with building credibility and ends at Pillar #12 which is getting a referral. 

Pillar #7 deals with the finesse of getting the prospect to take the res...

As the Team Leader, you’ve taught your salespeople how to establish credibility and determine whether the prospect is a potential buyer. 

Now what?

Many agents think they are selling the prospect as they spend hours touring home after home.  BIG MISTAKE! This isn’t selling; it’s called “...

Without vision, there are no goals, and without goals, it is hard to identify what you need to do next. A vision is defined as the "big picture." It represents who you want to be, what you want to be known for, and the accomplishments yo...

Goals are the absolute key to success. But the uncomfortable fact that is ignored is that the goal-setting process fails for 98% of real estate salespeople, who don't earn a respectable living. As a result, they go into debt and are forced to leave the business for economic reasons.

According to the ...

The way you make money is under threat! Millions of people consider realtors to be scammers. We are a part of an industry where our ethics are perceived as slightly above used car salespeople or shyster lawyers.

We have a problem. In 2021, NAR increased its membership by over 100,000 new realtors.

Why...

Making your salespeople accountable will return more profit than anything else you do!

Ninety-eight percent of us are "conditioned to follow." As young children, we became conditioned to please our parents, teachers, babysitters, and whoever is in charge. As adults, we learn to follow our l...

The answer to this question is both, but we suggest managing with an iron fist for at least the first six months. It will take six months to a year to determine which of your sales agents can self-manage.

Micromanage salespeople until they prove they can hold themselves accountable. Face the facts, n...

Many sales agents think they can rely on their good looks, glibness, quick mind, and personality to make sales. All these attributes are helpful but can also be detrimental when relied on too much.

Top earning real estate professionals know exactly what to say, when to say it, and how they'll say it.

...

You won’t get a referral if you don’t follow up and have a long-term commitment to building relationships. Top producers realize building relationships is more important than making the sale or getting the commission.

Sadly, most sales agents don’t follow up after a sale even though 68 percent of sal...

Success is different for each of us. However, there's an easy process to get to the next level, from GOOD to GREAT. And the truth is, you'll be as successful as you need to be.

All the superstars you've heard about or seen on TV needed to become who they are: Oprah, Michael Jordan, Tom Brady, Lady Ga...

Sure, everybody wants to make more money and claims they want to be big producers, but do your salespeople really see themselves as top producers, and do they need to make a lot of money? Wanting money won’t do it; needing to make a lot of money is the key.

Most people don’t need to make a lot of mon...