The buyer types

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An emotional buyer connects with the property and must have it at any cost. A strategic buyer could become an emotional buyer if they find the perfect property. Topic – Unlocking buyer management skills Mentor – James Bell

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Are buyer skills worth developing?

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A vast majority of the industry stop at the surface questions.  Asking questions of substance is what will allow you to stand out and gain insightful information to qualify. Topic – Unlocking buyer management skills Mentor – James Bell

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The value of third-party feedback

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Getting someone other than the owner of the business – like a locum – to sit down in one on ones might reveal so much more about your team. Topic – Need a locum? Mentor – Peter Brewer

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One size fits all?

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Being a locum, Peter Brewer has learnt that one size does not fit all and that has helped him hone his training skills. Topic – Need a locum? Mentor – Peter Brewer

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What makes an area tick?

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Social Media is great and has changed how we communicate but has it been at the expense of traditional networking?  Peter Brewer says maybe not! Topic – Need a locum? Mentor – Peter Brewer

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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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