Pancho Mehrotra
Pancho Mehrotra, trainer, coach and speaker, is the CEO of Frontier Performance and a recognised leading expert in the area of communication, influence, negotiation and the psychology of selling. For more information visit frontierp.com.au
Why top agents stall: the psychology of comfort over change in real estate sales
Top-performing real estate agents often resist new strategies despite proven benefits, clinging to familiar approaches that once brought success. This psychological barrier (rooted in confirmation bias) can silently limit growth while competitors evolve. The antidote may lie in "elastic thinking," where experimentation replaces rigid habits.
Why asking the right questions beats making the perfect pitch
It’s easy to assume that success in sales comes down to a polished pitch or a well-timed close.…
Two months lost every year: the hidden cost of procrastination
Procrastination in real estate sales can quietly sabotage your results - costing agents up to two months of…
What makes a client say “Yes” when they’ve said “No” before
A client’s “no” isn’t always the end of the road - it’s often just a matter of timing.…
Dealing with decision fatigue in sales and keeping clients engaged
Sales can feel like a balancing act. You're working hard to present the right offer, respond to client…
Creating a sense of urgency … without pressure
We've all felt it—that invisible weight pressing down, the "emotional shrapnel" of stress.
Pancho Mehrotra: Master your mind to master your life
How we manage our minds pretty much determines how well we manage our lives.
Pancho Mehrotra: Why adaptability is a winning strategy
In today’s environment, sales professionals face a different challenge with the advent of new technology.
Mastering time: The psychological edge for real estate success
Time is an invaluable asset. For real estate salespeople, success hinges not only on their ability to close deals…
Pancho Mehrotra: Are your sales suffering due to emotional disconnect?
Picture this, you have a fantastic product or service, an impressive sales pitch, and years of experience under…
Selling Smarter: Why Personality Matters in Real Estate Sales
How can you identify if a team member is best suited to networking, cold calling, presenting, objection handling…
Can you correct the dark traits of leadership?
It's no secret that there are different types of leaders and different leadership models. But what are the…
Pancho Mehrotra: leadership lessons from Ted Lasso
For some, good leadership comes naturally, but for others it has to develop and evolve throughout their careers.…
Pancho Mehrotra: training for excellence
We've all heard the saying 'practise makes perfect', but is it really true? Pancho Mehrotra says practising the…
Pancho Mehrotra: Why you hesitate to plan your business and life goals
Although we can spend months or more researching our holiday destination, most of us consider planning our goals…
What real estate leaders can learn from sporting legends: Pancho Mehrotra
The New Zealand All Blacks are one of the most successful sporting teams the world has ever seen.…
The trouble with hiring a rainmaker: Pancho Mehrotra
Pancho Mehrotra explores which personality traits are essential when hiring a rainmaker and how to avoid common blindspots…
Is the right person in the right job?
REAL ESTATE principals often hire staff only to find out later that they have the wrong person in…
Take it or leave it: How to negotiate with irrational buyers
It's not uncommon for an irate buyer to tell an agent that their vendor can take or leave…
Why we can’t see the blinding obvious
Quick decision-making is a given in real estate, but could our thinking be holding us back? Pancho Mehrotra…
How to put together the perfect deal?
Creating the perfect real estate deal where the agent is happy and the vendors are ecstatic is multi-faceted.…
How to get paid what you’re worth
Sellers have long bargained to push the fees they pay their agent as low as possible. Pancho Mehrotra…
How to set yourself free from negative thinking
Our mind is perhaps the most advanced piece of technology in existence, but it is not without a…
The art of celebrating success
You've climbed to the top of the mountain but enjoying the view from the summit doesn’t feel quite…
Why creativity makes better leaders
Mahatma Gandhi toppled the British empire without firing a gun, Elvis Presley could not read music and Steve…
The uncomfortable actions you need to take to achieve your goals
Earl Nightingale said, “People with goals succeed because they know where they're going”. But according to Pancho Mehrotra…
How to secure more business by becoming the easy choice
How many times have you experienced a vendor or buyer being in two minds about making a decision?…
Pancho Mehrotra: What Does It Take To Change?
