Prospecting and Listing

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  • Photo of The myth of urgency: When time is your friend

    The myth of urgency: When time is your friend

    In our industry, and particularly in real estate sales, we guide our clients through periods of change. We are taught to act quickly as agents and, over time, our natural instinct kicks in to often tell us to act urgently. It's what we think we must do, which can cause us to adopt a mindset…

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  • Photo of Using data to guarantee rent: LongView Real Estate

    Using data to guarantee rent: LongView Real Estate

    In Australia the traditional real estate model is changing with agencies employing in-house photographers, videographers, database experts, marketing and creative specialists. In November last year, LongView burst onto the scene in Melbourne, providing a data-driven agency focused on property investors. Co-founder Evan Thornley is a former co-founder, chair and CEO of LookSmart, a pioneer of…

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  • Photo of Byron Kerr: A new brand of leader

    Byron Kerr: A new brand of leader

    Byron Kerr isn’t afraid of declining stock levels. In the 2018-2019 financial year, when the Melbourne market was on a downward slide, the O’Brien Real Estate Mentone director and his team sold more properties than the year before. “It was a market with decreased stock levels of about 25 per cent,” he said. “Yet we…

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  • Photo of How a broker removes the stress from buying and selling a rent roll

    How a broker removes the stress from buying and selling a rent roll

    Similar to an expert agent assisting buyers and sellers transact a property, a great broker provides clarity, comfort and a thorough understanding of the agency and rent roll sales process. Transacting an agency or rent roll is significantly more complex – and normally more risky – than a standard property sale. It’s surprising to see…

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  • Photo of 2019: The Year of the Buyer Database

    2019: The Year of the Buyer Database

    As we approach the finish line of 2018, it’s an ideal time to reflect on our professional achievements. In any single year, a real estate agent learns so much, encounters their fair share of challenges and enjoys many satisfying wins. What hard-won learnings will you take from 2018 to propel you to greater heights in the…

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  • Photo of Growth in a declining market

    Growth in a declining market

    A property cycle follows market progression from the peak to the start of the decline, then from a declining market to the bottom before recovery and growth lead the way to hit the peak again. The distance between the peaks in any market is somewhere between seven and 12 years, and the great news is…

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  • Photo of How to create a winning proposal

    How to create a winning proposal

    A proposal is one of your first opportunities to make a lasting impression on your client. A proposal that is bespoke to your brand and designed so your clients can interact with it has the potential to win listings. The best agents produce not only offline printed proposals, but online proposals that are mobile and…

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  • Photo of How to get seller leads to come to you

    How to get seller leads to come to you

    Samantha McLean talks to realestate.com.au’s Rachel Morley, General Manager for Leads, and Gina McCartney, Executive Manager of Marketing & Events, about what’s in the pipeline to help agents connect more meaningfully with both buyers and sellers on the platform, and how to get the most out of these new products. If you’re a real estate…

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  • Photo of Compass Unveils its new electronic signboards

    Compass Unveils its new electronic signboards

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  • Photo of Don’t lose your next listing: Adam Flynn

    Don’t lose your next listing: Adam Flynn

    As real estate agents, we all know that errors can be costly. Small mistakes can cause us to lose clients, listings, commissions and even the reputation we’ve worked so hard to build. The problem is that many of us only identify our mistakes long after the damage has been done. But it doesn’t have to…

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  • Photo of Josh Phegan: How to Charge More

    Josh Phegan: How to Charge More

    With every real estate agency seeking to win more listings, top coach Josh Phegan says there are only two ways to increase profitability. You can focus on the competition, or you can focus on the customer. But choose wisely, as only one of them is responsible for paying your invoice. Our industry is obsessed with…

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  • Photo of If I Was New In Real Estate Or A Struggling Sales Person, Here Is What I’d Do: Josh Pyatt

    If I Was New In Real Estate Or A Struggling Sales Person, Here Is What I’d Do: Josh Pyatt

    I was once a newbie in real estate, like we all were. I’ve been through stages where I was on fire, listing and selling week after week, month after month, and stages where I struggled to create opportunities for myself, win business and makes sales; call it the real estate salesperson roller coaster. In my…

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  • Photo of How Far We’ve Come: Josh Phegan

    How Far We’ve Come: Josh Phegan

    You can’t do anything in business or life without intent. To grow a great business you’ve got to have something that drives you. Whether you call it goals, a dream, vision, a purpose, mission, whatever it is, it needs to be the number one thing that drives all your activities. Josh Phegan explains what needs…

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  • Photo of Why Your Marketing Is a Long-Term Investment: Ash Farrugia

    Why Your Marketing Is a Long-Term Investment: Ash Farrugia

    Every person I come across talks about how much money they’ve spent identifying potential vendors on Google, LinkedIn and Facebook. I don’t blame them; I use these services myself and they are effective platforms for securing leads. My concern is that agents are doing it prematurely. They are paying for contacts they don’t nurture and…

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  • Photo of How to Defend Your Fee: Belle Property Strathfield

    How to Defend Your Fee: Belle Property Strathfield

    After attending a training session conducted by Belle on ‘defending your fee’, Norman decided to go up against a local competitor who holds 23 per cent market share and offers 1 per cent commission rates (excluding GST). “We are above other agencies in terms of our premium branding and we felt our commission should reflect that,”…

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  • Photo of Solving the 10 Pain Points of Prospecting: Josh Phegan

    Solving the 10 Pain Points of Prospecting: Josh Phegan

    Your greatest asset is your ability to learn. There can never be a day that you’re not learning something new; if that day comes it may be the beginning of the end. You need to have a lifetime of hunger, to push yourself beyond what you think you’re capable of, to allow failure and keep…

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  • Photo of Tom Panos – Commissions Are In the Community, Not In the Office

    Tom Panos – Commissions Are In the Community, Not In the Office

    “‘HI. HOW’S THE SALE OF your place going?’ One of three things will happen when you say this. People are going to say to you, ‘We’ve already sold.’ Some people will say to you, ‘We don’t have a property to sell.’ Some people will say to you, ‘It’s not on the market yet.’ Bingo.” This…

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  • Photo of The Difference between Prospecting and Nurturing: Josh Pyatt

    The Difference between Prospecting and Nurturing: Josh Pyatt

    How many times have you spoken to someone for the first time, whether it was in person or on the phone, and that person has committed to you to sell their property there and then? Probably not many, if ever, right? Real estate coach Josh Pyatt explains the key differences between prospecting and nurturing customers.…

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  • Photo of Joe Rogan on Happiness

    Joe Rogan on Happiness

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  • Photo of Winning the Coin Toss

    Winning the Coin Toss

    WE HAVE ALL EXPERIENCED at some time in our careers those dreaded words from a prospective seller: ‘It was a toss of the coin whom we would select and this time you lost; we went with ABC Real Estate’. Although you might think you are the unluckiest agent in town at times, there may be…

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  • Photo of Riding the wave: Josh Phegan

    Riding the wave: Josh Phegan

    IF YOU WANT TO be successful at surfing the biggest waves in the world, you need to be able to read the signals. Likewise, learning to read signals from your prospective clients will help you to successfully deliver more sales and avoid a wipeout. Coach Josh Phegan explains. EVEN THE WORLD’S best surfers fear Hawaii’s…

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  • Photo of How Questions Can Help Build Rapport: Mike Irving

    How Questions Can Help Build Rapport: Mike Irving

    What is the number one skill involved in selling real estate? Getting listings? Finding buyers? Matching up buyers and sellers? Real estate agents who develop the skill of asking questions and truly listening to the answers are the most successful. Questions build rapport between an agent and a buyer (or seller), and rapport involves understanding.…

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  • Photo of 9 Most Common Cold Call Objections (And How to Tackle Them)

    9 Most Common Cold Call Objections (And How to Tackle Them)

    Many agents don’t like cold calling because it always seems to come with objections and rejections. But every good salesperson knows that a few objections is completely normal. Here are a few ideas for you to be able to get past some of the common hurdles and move your relationships forward. 1. YOUR FEES ARE…

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  • Photo of Making Every Prospect Count: Eddie Cetin

    Making Every Prospect Count: Eddie Cetin

    It’s a Saturday afternoon. You’re driving down a local street, which brings back memories of properties sold over the years. You suddenly screech to a halt: a competitor’s seriously large ‘For Sale’ sign has appeared outside a property you only appraised six months ago. You are mortified. How did this happen? Every agent has experienced…

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  • Photo of Ask the Coach: Growing Your Business

    Ask the Coach: Growing Your Business

    Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. How can I grow my business in 2017? - Giorgio Koula, Sotheby’s International As we head into the new year, now is an excellent time to review your business.…

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  • Photo of Ask the Coach: The Prospecting Mindset

    Ask the Coach: The Prospecting Mindset

    Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. Prospecting is a ‘dirty word’ – what can I do to change my mindset around it? - Andrew Burns, McGrath Hornsby Start by seeing prospecting as fun. Think of…

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  • Photo of December: Wind Up or Wind Down?

    December: Wind Up or Wind Down?

    Manos Findikakis from Eview Group says December is actually a good time to plan a pre-emptive strike while your competition is winding down. ONE OF MY FAVOURITE SAYINGS is to ‘zig’ when the competition ‘zags’, and December is one of those opportune times to do just that. As the majority get into the festive season…

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  • Photo of Ask the Coach: Good Results from Doorknocking

    Ask the Coach: Good Results from Doorknocking

    Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process. I’ve heard that doorknocking is getting good results lately as a form of prospecting. How should I approach it if I haven’t done it before? Jesse Wilton, Villager…

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  • Photo of Play To Your Strengths

    Play To Your Strengths

    Since the first offer was made on the first ‘two-bedroom cave with solid fuel cooking and views to die for’, there has been a perception that you have to be a particular type of person to be a successful real estate agent. But all salespeople are not the same and what works for one may…

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  • Photo of Data Mining Your Leads For Success

    Data Mining Your Leads For Success

    Prospecting, listing and selling have always been the three key behaviours to master in real estate. But a new skill – data mining – needs to be added if the industry is to thrive into the future, according to an industry leader. Mark McLeod, CEO of Growth at Ray White, told a recent conference of…

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  • Photo of Million Dollar Agent: Is There a Pattern?

    Million Dollar Agent: Is There a Pattern?

    ARE THERE CERTAIN BEHAVIOURS exhibited by the top agents that put them ahead of the rest? Using the science of numbers, Greg Dickason analyses their activities and comes up with some interesting conclusions. I HAVE HAD the opportunity to work with some amazing sales people across different industries, and I’ve seen first-hand that sales success…

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  • Photo of Fee Falling

    Fee Falling

    Negotiating your commission can be a tricky business, especially when someone tries to undercut you. High performance real estate coach and trainer Josh Phegan has some example techniques which will help you fight the discounters and maintain your fee. Fee cutters are a fact of life in real estate. You will never be able to escape…

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  • Photo of Prospecting the Forgotten Force

    Prospecting the Forgotten Force

    In his new book, The Real Steps to a Real Estate Sales Career, Milton Rendell identifies six essential steps to being a successful agent. Here he focuses on the vital area of prospecting, which follows after step 1 – goals, and step 2 – planning. As he explains, goals create your why, focus and planning…

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  • Photo of ASK THE COACH – Claudio Encina

    ASK THE COACH – Claudio Encina

    Real estate coach, keynote speaker and mentor Claudio Encina returns to answer your questions – this time in the areas of energy, balance and focus. Q. Sometimes I feel like real estate just takes and takes from me. How can I avoid burnout? – Patrick Cosgrove, Raine & Horne Bondi Beach First, set some boundaries…

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  • Photo of The ultimate resource to change your life

    The ultimate resource to change your life

    In one of his classic motivational speeches, Tony Robbins talks about what the ultimate resource for success really is. https://www.youtube.com/watch?v=OHNfqdL9_1Y

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