Pancho Mehrotra

Pancho Mehrotra

Pancho Mehrota is the CEO of Frontier Performance and a recognised leading expert in the area of communication, influence and the psychology of selling.
  • BEST PRACTICE
    leaders Pancho Mehrotra leadership

    What real estate leaders can learn from sporting legends: Pancho Mehrotra

    Pancho Mehrotra has applied some important leadership lessons from sports legends to the world of real estate. …

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  • CONTRIBUTORS
    Pancho Mehrotra finding true potential

    Nature vs nurture: Why agents fail to fulfil their potential

    We all know real estate is a competitive game and as a principal or manager, you want to get the best out of your agents. But what do you do when a newly hired, seemingly high performing agent fails to deliver? Pancho Mehrotra explains why this happens and how you can stop it. Picture this, you’re a principal sitting alone in your office. …

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  • CONTRIBUTORS
    Pancho Mehrotra

    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 to ensure you choose the right agent. …

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  • Elite Agent
    do you have the right real estate employee for your business

    Is the right person in the right job?

    Why is it so difficult to find and hire people who are coachable? One of my clients in the recruitment industry mentioned an interesting statistic: close to 70 per cent of new hires start looking for a new job within the first 90 days of being employed. Why is that? Over decades of training salespeople and property managers, I have found that the principals all seem to struggle with talent identification, …

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  • OPINION

    Take it or leave it: How to negotiate with irrational buyers

    It’s safe to say we are living in interesting times and bearing witness to adversity and its related irrational behaviour. I’ve never seen anyone fight over toilet paper before. It can be hard to negotiate deals in such a climate. We need to question if this behaviour is really irrational? Many would answer a resounding “yes”, but I propose that the behaviour we see and even display ourselves, …

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  • SELLING + MARKETING PROPERTY

    Why we can’t see the blinding obvious

    What do snap judgements, gut feelings and stereotypes have in common? They are all forms of heuristics. Heuristics is a term psychologists use to describe the mental shortcuts, which are often unconscious, used to make decisions and solve problems. We use many shortcuts to make decisions daily. Sometimes when we are faced with a difficult situation with a client, or even with a colleague, …

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  • SELLING + MARKETING PROPERTY

    How to put together the perfect deal?

    You have just sold a house in a prestigious suburb, at what you think is a good price. The vendor had negotiated a lower fee with you already. After the event, you feel that you had put in more than the fee warranted, but the vendor said they could have got a higher price for their property. Does this sound familiar? …

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  • BEST PRACTICE

    How to get paid what you’re worth

    Right from the beginning, you’re on the back foot. “We’ve got three other agents coming to give us a quote, what’s your lowest fee?” The client has hit you with this before you have said anything, so what do you do now? Your perceptions, not to mention how you feel and what you think, have been influenced and all you can think about is how much lower are you going to reduce your fee to get the business. …

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  • BEST PRACTICE

    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 glitch or two. Pancho Mehrotra delves into negative thinking patterns, how they can hold us back and how to set ourselves free. In the current challenging economic climate, many people struggle to change the way they react… …

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  • LEADERSHIP

    The art of celebrating success

    You’ve had a great few months, closed a lot of deals and the future pipeline looks great. You’ve taken a lot of affirmative action, spent time getting yourself and your team organised, and everything is moving along like clockwork. The problematic market only seems to fuel your desire to keep pushing forward and dealing with harsh market conditions, and clients doesn’t seem to faze you. …

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  • Elite Agent

    Why creativity makes better leaders

    Why do Gandhi, Elvis and Steve Jobs stand out in their respective fields? What is it that makes them different? It’s simple – creativity. Their ability to think outside the box. Their ability to dream and act on that dream. We see leaders, big and small, in everyday life. Every leader has basic problem solving, awareness, communication, decision making and delegation skills, …

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  • BEST PRACTICE

    The uncomfortable actions you need to take to achieve your goals

    Most people think that goal achievement is just about writing a set of actions and targets, whereas it is actually about taking actions to achieve your desired goal. Goals provide a purpose for our actions, be they personal or career-related. They can broadly be categorised into outcome goals, performance goals and process goals. Outcome goals are macro-view goals: the big picture, focusing on the final desired outcome. …

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  • BEST PRACTICE

    How to secure more business by becoming the easy choice

    Let’s say you have been invited to a corporate event but the football game is on and you don’t really want to miss it. What do you do? You justify to yourself that missing one event is not going to jeopardise your work commitment and really, no-one will mind one absence. This is what psychologists call cognitive dissonance. Two thoughts in conflict and you choose the one that creates no internal conflict. …

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  • BEST PRACTICE

    Pancho Mehrotra: Why are you hesitating?

    Remember your last vacation? How long did you take to decide where you were going and plan what you would do there? Planning a vacation is, for many, much easier than planning their goals. Why? Apart from being something people look forward to, it is easy to decide on a destination and then it becomes easier to plan the steps. Often the hardest part is agreeing on the destination! …

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  • BEST PRACTICE

    Pancho Mehrotra: What Does It Take To Change?

    Drawing on the example of Australian Open Winner Roger Federer, Pancho Mehrotra looks at the psychology of change and why we find it so difficult. With the benefits of change in real estate so potentially significant, it’s time to take that first small step to overcome our fear of failure. I have been asked many times how long it takes to change a bad habit and most people are surprised by my answer. …

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  • BEST PRACTICE

    How to learn new skills the easy way – Pancho Mehrotra

    It is as astounding how many people struggle to learn something new. But, just like a toddler starting to walk, we are all capable of mastering new skills if we go about it the right way. Pancho Mehrotra of Frontier Performance explains. I have often seen trainers getting people enthusiastically involved in the training, yet when these people leave the seminar they fall back into their old habits almost immediately, …

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