Don’t take a ‘no’ personally

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Rejection does come a fair bit in this industry, or any selling industry, but don’t take it personally.  Is that easier said than done? Topic – When ‘no’ means ‘maybe Mentor – Leanne Pilkington Every no gets you closer to a yes It is not about you Don’t let them see your disappointment Prop Tech with […]

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How to handle a ‘no’

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People might say, “well look….. let us think about it, maybe we can get back again tomorrow” which technically is saying ‘no’. So how do you handle that? Topic – When ‘no’ means ‘maybe Mentor – Leanne Pilkington It is all about the language you use So many different reasons Do scripts and dialogue help? Property […]

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What a ‘no’ really means

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What does a no really mean when you’re pitching to get a listing and someone says no. What are they really saying? Topic – When ‘no’ means ‘maybe’ Mentor – Leanne Pilkington Work out what they are actually saying Ask to receive the answers Do you understand how they feel? Marketing Monday – Doug Driscoll […]

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VIDEO – Go Relational, Not Transactional – Matt Johnson and Greg McDaniel

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Matt Johnson and Greg McDaniel are the founders and co-hosts of the Real Estate Uncensored weekly podcast (available on iTunes and Android and at ReUncensored.com) Today, when the trend seems to be going completely digital, relational marketing is more important than ever for your success in 2019. To implement a more relational approach in your […]

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Brad Inman on Disruption, Purple Bricks and AI

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Ahead of our trip to New York later this month to live stream from the Inman Connect Conference, Kevin Turner caught up with Brad Inman to discuss: If disruption is going to happen or if it has begun already How established brokers are coping with the likes of Purple Bricks What a brokers role will […]

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Blogs

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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