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The Biggest Challenge… Winning More Instructions In Real Estate

The Biggest Challenge… Winning More Instructions In Real Estate

The truth is, if the vendor perceives the service they receive from an estate agent to be below average, they will always pay the cheapest for the ‘below average’ service. Therefore, they key is to stand out and be perceived as giving a better and different service to all your competition. We recommend looking at every market appraisal as the 3 P’s; Pre-valuation, present the…

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How To Overcome The Fear Of The Unknown In Sales

How To Overcome The Fear Of The Unknown In Sales

When you talk about how good you are its bragging; when someone else talks about how good you are, its proof! Therefore you need to use testimonials to reassure your prospect and put their mind at rest. Wherever you can, you need to use a relevant testimonial to the prospect. So when I target estate agents for my sales training, I use a testimonial from…

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How To Effectively Ask For Referrals

How To Effectively Ask For Referrals

It’s been proven time and time again, that once You’ve been referred to someone you are 90% on the way to closing the business; unless you turn up with 3 heads of course! The reason being is prospects will always do their own homework first on which suppliers to use. With any information available at a click of a button, wherever you might be at…

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How Do I Stand Out At Networking Events?

How Do I Stand Out At Networking Events?

If you think about the question ‘what do you do?’, it could be rephrased to ‘how do you help people?’. When you respond “I’m an IFA”, that’s actually telling someone what you ARE, not what you DO. Next time someone asks “what do you do?” reply by telling them what you help achieve i.e. I help people make the most of their money and give…

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How Do I Approach A Customer In Retail?

How Do I Approach A Customer In Retail?

Customers are quite defensive these days and are almost expecting staff to pounce on them; so their natural reaction is to refuse a drink and be dismissive. Naturally this puts you on the back foot and understandably you feel awkward to re-approach. The key is to always look busy, but approachable. I recommend having a cloth in your back pocket so as soon as you…

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How To Sell Investment Property?

How To Sell Investment Property?

Every investor is looking to get a return on the investment in some form of another and some will be more risk averse than others; so you’re job as their broker, is to find out what are their true goals and aspirations and only then are you able to recommend the right investment for them. There are two ways to identify these and one is…

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Winning New Instructions To Let

Winning New Instructions To Let

I was out on a viewing a couple of months ago with an estate and lettings agent in London. The applicant met the negotiator and I at the office and we walked to the viewing as it was only 300 yards away. During the walk, the negotiator asked the reason the applicant was moving? “My fiancé and I are looking to have a family and…

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Understanding The Applicant’s Needs In Real Estate

Understanding The Applicant’s Needs In Real Estate

In my 10 years of working with over 5,000 negotiators, I have heard thousands of conversations of a negotiator qualifying an applicant in order to recommend the right properties. Unfortunately the vast majority of these calls have sounded very similar and mundane to listen to. Now imagine how the applicant feels on having to be registered by multiple estate agents when they are looking to…

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Developing Sales Rapport To Get Agreement

Developing Sales Rapport To Get Agreement

The word rapport comes from the French ‘en rapport’ which has been translated as ‘in agreement and in harmony’. One of the many exciting things about being a negotiator is you get to meet such a variety of people and therefore the challenge is to connect to all the different types, which is a skill that many sales people struggle with. You may be familiar…

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How Do You Prepare For A Sales Call?

How Do You Prepare For A Sales Call?

With the majority of estate agents I train, I see negotiators print out the enquiries they receive from the various portals and in no particular order pick up the phone and start calling them. So if they’ve received an enquiry for, say a two bedroom flat in the area where their branch is based, I ask them, “Which properties will you be discussing with the…

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