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VIDEO – The Role of Technology – Mark McLeod

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One of the themes that’s come out in the recent INMAN conference is the whole need for a single system to guide the agents and make the customer process easier. Mark McLeod – CEO of Growth at Ray White - joins Kylie Davis from Core Logic and discusses how Ray White has successfully been ahead of the curve in this area. In this 9-minute video, you will learn: What role technology plays in Ray White’s business philosophy How easy or click to play

Try the bike helmet argument

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The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them to buy a bike helmet.  Here is why. Topic – Overcoming the ‘price’ argument Mentor – Sue Barrett Have prospects happy to pay a premium Low price increases the risk of failure Show […]

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Would You Listen to You?

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Many new sales people often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Topic – knowing when and how to stop Mentor – Sue Barrett Over 50% of sales people give up at […]

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Trust is the heartbeat of business

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Most of the people we rely upon to get us through our daily lives are strangers to us. But we have to trust that they are doing the right thing. Topic – The importance of ‘trust’ Mentor – Sue Barrett Do you trust the banks anymore? What happens when trust is lost? Trust building elements […]

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Are your salespeople stumbling at hello?

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We all want better sales performance but there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. Topic – Getting started in sales Mentor – Sue Barrett Where to start Only 20% prospect effectively The […]

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VIDEO – The Role of Technology – Mark McLeod

One of the themes that’s come out in the recent INMAN conference is the whole need for a single system to guide the agents and make the customer process easier. Mark McLeod – CEO of Growth at Ray White – joins Kylie Davis from Core Logic and discusses how Ray White has successfully been ahead […]

Changing home ownership and the shared equity economy

By Kylie Davis — CoreLogic Rising house prices, student debts and changed expectations from the Millennial generation are changing expectations and the traditional model of home ownership. The INMAN Connect 2018 conference brought together four new startups in the home ownership space that are rewriting traditional models and creating what’s now being known as the shared […]

If you complain about price being a barrier, wear a bicycle helmet

Sue Barrett As a salesperson, the next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the one that’s on sale for $10 or the sleek, ventilated $150 […]

Would You Listen to You?

Sue Barrett Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects […]

Trust is the heartbeat of business, sales and society

Sue Barrett I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission.  Yet, trust is the heartbeat of business, sales and society. Without this life force pumping vitality through our […]

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