Blog

They all sound like this:

• I can save you a lot of money
• I can save you a lot of time
• I've got the perfect deal for you
• You can expect 24-hour service from me

And the prospect is thinki...

The difference between good sales managers and great ones is the “great” ones show their salespeople a direct path to the money. Salespeople must see a significant financial reward to do the hard work.

Showing them the path to the money is needed to get their attention as they climb the real estate s...

Assuming you've recruited, selected, and hired people who are organized and are eager to be of service, you are ready to start giving them leads. And your salespeople are eager to start talking to people.

As their manager, you know the two key obstacles confronting most salespeople:

1. They are afraid to...

The sale isn’t made at the “close”; it begins with the first “hello.”

Closing too soon is a BIG MISTAKE and can often kill a sale as you watch all of your hard work go down the drain. Even if you do get a sale, attempting to close a prospect before they are mentally ready can destroy a relationship. ...

You have gone through the sales process from qualifying your prospect to signing the paperwork. You are now ready to celebrate your hard work. But don’t celebrate your sale too soon. If you are doing a good job of closing a high percentage of your prospects, you can expect buyer’s remorse from about...

There is nothing as powerful as a person who knows WHY they go to work every day.

No doubt some go to work to pay their rent, make their car payment, and buy food. Those are all good pursuits, but very limited compared to the opportunities in real estate for the few who strive to double, triple, or e...

Your business mission statement (BMS) is the foundation for all of your marketing. Accordingly, creating your business's mission should precede the thousands of dollars you'll invest to attract clients. And it becomes a valuable tool for recruiting the people you'll need to help you grow your compan...

Why should you be defined by how your salespeople use their time?

Well, that depends on how good a sales manager you are. Are your salespeople working an eight-hour day? Studies show that salespeople spend 6.4 hours doing everything other than selling.

As you know, salespeople take their time for gran...

It is when you follow a system that has doubled sales for many sales managers.

All tasks are not equal. Some tasks can earn you $10, and other tasks earn $1,000. The magic is knowing what to do next.

Do you find yourself thinking there aren't enough hours in a day? How about a week?

Hard Choices + High...

Ask yourself the following questions:

• Is each sales team member making sales based on their weekly financial needs?
• Are your people earning income while they're learning sales skills?
• re they being held accountable for their daily and weekly activities?
• Are your salespeople loyal to you, your company, a...

Average sales agents operate as tour guides and think their job is to show properties. They may only ask a few ill-prepared questions before driving around, hoping they’ll stumble onto something the prospect likes. Valuable time is wasted touring properties waiting for the prospect to either purchas...