self leadership: What Needs to Be Taught in Ongoing Real Estate Education - 02/08/24 07:27 AM
A recent article in Inman sparked my attention given my experience in public, private and corporate education.  The author shared 11 things he wished were taught to real estate agents in real estate school.
Given the high drop out rate of licensed real estate professionals, this list is good, but fails to address what I have observed.
#1 Missing Piece – Know the Sales Process
Far too many wanna be agents have zero to limited sales experience.  Real estate is first and foremost about sales and requires a thorough understanding of the entire sales process.
#2 Missing Piece – The Reality
Being a real estate agent … (20 comments)

self leadership: Do You Have the Sale Attitude of There’s Nothing Holding Me Back? - 09/29/20 10:10 AM
 
Recently I heard a song entitled “There’s Nothing Holdin’ Me Back.” The title struck a chord within me especially during this COVID situation.
 
Here in AZ real estate is designated as an essential business. Realtors in many other states did not receive that designation.
 
Regardless of the designation or lack thereof, now is the time to reinforce your sales attitudes of “There’s Nothing Holding Me Back.” Through Zoom and other technologies, we can still gather together and continue to do business.
 
During this somewhat less than crazy busy time, there is now time for professional development to improve your knowledge and overall sales skills.  … (10 comments)

self leadership: Want to Increase Sales? Got Processes? - 01/03/20 08:03 AM
Amazing how many salespeople including realtors engage in "spray and pray" marketing and selling. They spray their actions all over the place and then pray something sticks. I have observed these marketing and selling behaviors for over 30 plus years. These folks do not believe in having any processes.
 
The online Cambridge English Dictionary defines process as “a series of actions that you take in order to achieve a result.” The more consistent you are in these actions provided the actions deliver the desired results the greater your success. Nowhere is this more evident than in the goal to increase sales.
 
For the … (4 comments)