Category: Training

michael-sheargold-real-estate-training-australia-how-to-run-a-super-effective-sales-meeting
Apr
11

How to Run a Super Effective Sales Meeting

For a super effective sales meeting, you can follow some simple yet highly useful tips!

The first step is to be clear on your objectives; what is the aim of the meeting, what are you going to achieve, is there a core message you want to convey at the meeting?

When you have these in mind, the second step is to focus on achieving the specific high-impact goals. When you do, your sales meetings will fast become the highlight of the week for you and your team.

To help you right now I’ve prepared two lists for you; One is “The Do’s” of Meetings and the other is “The Don’ts” of Meetings!

Use these two lists to keep your meetings on track and please keep this in mind; you want your people attending the meeting looking forward to what will be covered and discussed.

In fact, your weekly sales or team meeting should be a motivational highlight of the week that aligns and focuses your team as opposed to the lowlight of the week that disconnects, shames and diminishes your team’s enthusiasm.

So let’s get into it…

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List One: “The Don’ts” Top 21 Sales Meeting Turn Offs

  1. Lack of leadership/direction
  2. Negativity
  3. Boredom
  4. Talking for the sake of talking
  5. Too long
  6. Repetitious
  7. Other’s suggestions shot down
  8. Not starting on time
  9. Ranting managers
  10. Too many meetings
  11. Irrelevant topics discussed
  12. Mobile calls/interruptions
  13. Too many admin issues
  14. Negative issues involving a few
  15. Focus on star performers only
  16. Getting off track
  17. Commitments without follow up
  18. Manager’s moodiness
  19. Participants leaving early
  20. Poor preparation
  21. Little or nothing discussed of value

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List Two: “The Do’s”: Top 21 Sales Meeting Turn On’s

  1. Good coffee
  2. Start with some music to create energy
  3. Start with a game or funny video
  4. Fast paced
  5. Zapping – acknowledging
  6. Learning topic/insight
  7. Clear agenda & timeline
  8. Discuss wins
  9. Variety
  10. Guest speakers
  11. Progress & results
  12. Read a client testimonial
  13. Case studies
  14. Market knowledge
  15. What’s working for you?
  16. Competitor analysis
  17. Everyone feeling heard
  18. Change of venues occasionally
  19. Inspirational
  20. High take-home value
  21. End on a high

I hope these two lists have provided a quick motivation for you to run a super effective sales meeting this week. If you feel you and your team need a ‘change up’ of meeting flow and energy, try working through “The Do’s” and see what fits well with your team…you may just be surprised at how these small changes can have a lasting effect for yourself and your team – for the rest of day and the week!

Yours in real estate,

Michael Sheargold

PS: If timing is an issue for your team and you have team members consistently turning up late for sales meetings, use the below sporting analogy…

“If a sporting team’s game starts at 9am, the team would always arrive BEFORE 9am. So when our meetings start at 9am, that’s game time. If you need time to prepare, be early!”


michael-sheargold-real-estate-training-australia-how-to-gain-rock-solid-commitment-from-your-clients
Feb
13

The 7 Fundamentals of Winning Negotiation

 

Every successful real estate agent is a successful negotiator!

Many agents go about negotiation the wrong way, sometimes by being overly pushy, in it for the wrong reasons or even backing clients into a corner.

Trust me, this is the wrong approach to a negotiation strategy!

At TurningPoint, I go through 7 Fundamentals of Winning Negotiation and I want to briefly share these with you today.

These fundamentals can set you in the direction of being the best negotiator in your agency and area – whether you are well established or just starting out in the biz.

Let’s get started…

1. Your Personal Values

Integrity and honesty rate high on clients’ wish lists when selecting an agent, so you’ve got to walk the walk if you’re going to talk the talk!

You’ll get caught out fast if you don’t.

By clearly defining your values, it is easy to make on-the-spot decisions when talking with sellers and buyers. Have lines you will never cross and make it clear to your clients these are the ethics you stick to.

The key isn’t to simply promise these qualities as a way of winning business, but to demonstrate with each client, whether they are buyers or sellers, this is what you will deliver.

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2. Believe in What You Do

There’s no point sticking with the real estate game if you’re not a passionate player.

When you believe in what you say and do, people come to understand you’re true to your word.

This is no time for a lack of self-confidence in negotiation!

Ask yourself:
Do I believe in my own abilities?
Do I believe I act with integrity and honesty?
Do I believe I do my best with every client?

If you do not have this faith and belief in yourself, what’s holding you back? Try to tap into a positive and self-assured mindset – your customers will pick up on this as a measure of your credibility.

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3. Superior Knowledge Base

Knowledge is power, and never more so than in negotiation.

Being informed is like wearing a coat of armour and being equipped with a bow and arrow – you can deflect every rebuttal and fire back with indisputable facts.

Take the time to hone your knowledge base of the current market and the true value of a property. This will make a massive difference to your confidence when you negotiate as you will always be equipped to have the last word.

 

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4. You Don’t Sell Property

This statement might surprise you, but hear me out!

The fastest way to get what you want and grow your market share is to help other people get what they want.

So, you’re not selling a property, you’re helping someone to buy a property.

What you are selling is a lifestyle, a dream and the opportunity to take the next step on the real estate ladder and along the road to financial security.

People don’t care unless they know how much you care.

Connect with your clients on a personal level and get to know them before showing them how much better their life will be with your help.

 

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5. The Law of Reciprocity

Give and you shall receive!

Another secret to being a good negotiator is to do it with a smile on your face. If you project positive energy as part of your negotiation strategy then there’s a far greater chance you’ll get a positive response and a positive outcome. Sell the benefits of the purchase and be the buyer’s friend.

 

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6. WIIFM – People Buy Value

WIIFM is the radio station every single person on the planet is tuned into. It stands for ‘What’s In It For Me?’

Whenever you speak with a buyer or seller, tune into their station and talk in their language, not yours.

Highlight the benefits of a quick sale to your client and remind the client they’re making a long term investment, not only financially but in their own happiness.

7. Make Me Feel Important

The truth is every human being you meet wants to feel important.

Address this need! You will have to do it slightly differently with each client; which is why it’s worth taking some time to get to know them from the start.

By making people feel important, they’ll be more inclined to make decisions in your favour.


You may have noticed being a good negotiator relies on psychology and an understanding of what makes people tick.

It also requires the drive to make people happy – something the most successful real estate agents I’ve come across always say is the very best part of their job.

By being a good negotiator you are making dreams come true – yours as well as theirs!

Real Estate Results upcoming TurningPoint workshop is for agents and sales managers who are serious about developing the skills allowing them to rise to the top of their game. Visit TurningPoint to find out more.


michael-sheargold-real-estate-training-australia-How-to-succeed-in-real-estate-negotiations
Feb
08

How to Succeed at Real Estate Negotiation

 

As a real estate agent, one skill you’re consistently honing is your power of influencing. Influencing is incredibly important in order to win more business and sell more real estate, however when it’s time for the ‘hard conversations’ it’s your negotiation abilities that will get you across the line.

In this article, I will share with you 6 tips to succeeding at negotiation which you can start using in your next negotiation.

Negotiation is a game based on psychology. You must know your client’s motivations – what matters to them, what motivates and inspires them (all the details about their property goals) in order to help your clients arrive at a positive outcome.

You’re successful when your clients are successful. Negotiation for a real estate agent is a win: win situation

When you’re starting out as an agent, it’s easy to rely on the “wrong” methods to get the sale price you and your vendor want. Bullying or goading your clients into a decision does not a good negotiator make – and it goes against the long-term strategies I work through at TurningPoint  – strategies like How to create clients for life, How to generate repeat business and How to enjoy amazing referral work to name a few.

So, what are the “right” methods you need to succeed in negotiation?

Let me share with you what I have discovered over 20+ years as a High-Performance Real Estate Coach working with agents, teams and leaders on successful negotiation steps:

 

1. Motivation

  • Why does your seller want to sell?
  • What has made your buyer decide to buy?
  • Is it for work, family or financial reasons?
  • Are they upsizing, downsizing or making a big lifestyle change?

Understanding the motivation of your seller as well as your buyer is the strongest influencer you can have. By asking questions to uncover their motives, you’ll be giving yourself great big clues on what is going to help them commit and put you to work!

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2. Property Fit

Every buyer has different needs. Understanding these needs will empower you to guide them towards the right property that suits their needs the best.

Think about this: if a property doesn’t fit a buyer’s requirements, should you really be selling it to them?

The answer is no – they’ll hardly be singing your praises when they realise they have made a bad decision.

When you’re in the midst of a negotiation, you should be able to seamlessly and honestly present all the reasons why the property suits your buyer and how it works into their property goals.

 

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3. Price

The seller wants to achieve the highest price possible.

The buyer wants to pay as little as possible.

You, as agent and negotiator step in to find the sweet spot between the two; where both parties walk away feeling as though they have ‘won’.

Knowledge and education are key when it comes to settling on a price.

Why should the buyer pay an extra $10,000? How will it benefit them in the long-term?

Why should the seller settle for $10,000 less than the amount they had in mind?

You need to be informed with solid facts about their mortgage payments, forecasts for future price changes and every possible reason for flexibility at both ends.

Special tip: It’s this part of the conversation that some agents struggle with. My advice is to practice, practice, practice your dialogues. Set aside time with your team each week to practice your dialogues so you are not practicing on clients. RER Network Members: Use your role play cards and RER Network football. 

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4. Terms

It’s not always all about money!

A longer or a shorter settlement, garden equipment being left with the property, appliances, furniture…

Assume everything is negotiable and you give yourself and your customers a much larger platform to stand on.

Be flexible, be creative and be open to suggestions – anything is possible!

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5. Scarcity and Urgency

Scarcity and urgency are two of the strongest internal ‘psychological triggers’ and when used in the right way, are powerful weapons in a negotiation.

This is why the auction process is so successful in creating sales records – it brings out the competitive natures of even the most placid buyers!

Find the reasons why the buyer should feel a sense of urgency; be it interest rates skimming the ground, no new apartments are being approved in the area due to new council legislation or simply because property is scarce. The key here: know your local area, its market and know it well!

You don’t need to intimidate your clients with false scarcity and urgency or push them into a decision – your goal here is to help them understand why NOW is the time and THIS is the property.

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6. Perspectives = Stepping Into Their Shoes

In the case of negotiating real estate, it’s your job to clearly think about what the negotiation looks like from both the buyer and the seller’s point of view.

By stepping into their shoes you will understand where your clients are coming from and gain perspective on what they are thinking and feeling.

Knowing their personal goals provides insights into the roadblocks they are putting up in front of you and will help you break them down.


Think about these tips before your next negotiation, practice your dialogues, be the most equipped agent in your area with local market knowledge and watch your results improve.

Learn more about increasing your influencing ability and your negotiation power (even if you’re just starting out as an agent) so you can win more business, sell more real estate and make more money, by joining me at TurningPoint in May. For more information and to take advantage of the early bird ticket rate, click here.


michael-sheargold-real-estate-training-australia-how-to-stand-out-with-5-key-real-estate-marketing-videos
Jan
08

How to Stand Out With 5 Key Real Estate Marketing Videos

Standing out in a crowded market and becoming the agent of choice in your area requires a lot more than having excellent negotiation skills and getting good results on auction day.

There’s a whole swag of other tools you can utilise, the most impressive of which is Video.

I’m sure you’ve heard about how video the ‘next big thing’ in real estate.

It’s safe to say, video is not the next big thing – it is THE thing!

According to an Australian Retailer, real estate listings that include a video receive 403% more inquiries than those without and Forrester researcher Dr. James McQuivey estimates that one minute of video is equal to 1.8 million words. (Source: Insivia)

You can start using video as part of your strategy to become the best real estate professional you can be – even if you’ve never used video before.

In fact, if you’re a video novice, now is the best time to get started.

Why? Video helps you to:

  • Increase the likelihood of potential clients seeing your listings (as you can post video on a number of platforms and increase your reach).
  • Add value, information and education for your clients (to help you stand out as an authority figure in your area).
  • Create connections in your local area with your local market (video allows you to build trust and consistency in your message).
  • Showcase you, your agency and your properties in a way that images and text cannot compete with.
  • Most importantly: Video inspires action!

So, where to start?

With one or all of the following – preferably all, because we’re aiming high here!


  1. Market Wrap Video

Property is a hot topic, no matter where you go.

Everyone wants to feel like they have the latest insider info on what’s going on in their market.

This is important stuff for potential clients who are teetering on the brink of buying or selling.

A succinct but information-packed market wrap will influence people to take their next step on the property ladder.

Be honest in your video, share the facts and finish up with a strong call to action reminding your clients they will be missing out if they don’t ACT NOW.

Example:


  1. Listing Video

According to research from Australian based video and tech company Unruly, enjoyment of video advertising increases purchase intent by 97% and brand association by 139%. Why? Because video triggers strong emotional responses.

Pictures of a property are well and good however, a well-produced video creates an emotional connection.

In your Listing Video make sure to:

  • Show the address of the property
  • Showcase the home itself in a beautiful, clean way
  • Show the grounds, the gardens, the yard, the front of home
  • Make special note of all the interesting or unique things about the home
  • Play some interesting and calm music
  • Let the video tell a visual story
  • Include movement/people/pets in the video
  • Include your contact details and a clear call to action

Another idea is to record yourself or the current owner simply chatting about why they love the property and you’ll make the idea of owning it much more real to the people sitting at home browsing the internet.

Your potential buyers will start to see themselves in the home, making dinner, having friends over for a BBQ, and they’ll be picking up the phone to speak to you in no time.

Test some of your listing videos. Experiment with you as the agent introducing the property and talking about it’s features in greater detail.

Examples:


  1. Profile Video

A good reputation can is the result of the great relationships you’ve built, and a profile video is an excellent way of reinforcing your reputation.

Profile videos also help you to become an area specialist.

Introduce yourself, share what you love about living in your community and gather some testimonials from your best clients.

When you do this, you’re creating a celebrity effect. People see you on screen and they feel like perhaps they could be your friend. By the time you finally get to shake hands, the initial introductions have already been made.

90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text. Creating and sharing your agent profile video makes you as instantly recognisable as George Clooney or Sandra Bullock 😉

Example: http://industriemedia.tv/portfolio/video/agents/


  1. Agency Profile Video

Agency Profile videos are important, especially if your agency is not one of the better known brands in your area.

Like a profile video, it introduces you to clients before you meet, and here’s one people overlook all the time, Google owns YouTube, so Google loves video.

According to Forrester Research it is 50x easier to achieve a page 1 ranking on Google with a video. Wouldn’t it be nice to have your agency website at the top of the page when someone searches for ‘real estate [your area]’?

Video is one of your best weapons in the fight for great search engine rankings.

Your Agency Profile Video is an excellent way to introduce your team, what’s different or unique about your team and brand, what you love about your area, your values and your vibe. Potential buyers connect through emotion and your profile video allows you to start that relationship.

Example: http://www.cunninghamsre.com.au/about/about-us.php


  1. Case Study video

Case studies are testimonials on steroids!

You’re not only sharing your great results and how happy the client was, you’re taking the viewer on a journey of exactly how you achieved such an amazing result.

A case study is a timeless piece you can share on social media and also reuse each time you pitch to new clients.

This provides social proof, sharing how people are satisfied with what you do and introducing clients to your methods.

Videos are shared exponentially more than text and images. According to forecasts from Cisco, internet video traffic will be 69% of all global consumer Internet traffic in 2017.

There you have the 5 marketing videos that are designed to help you stand out in your market place. I strongly urge you to start planning for and recording these videos asap!

Real Estate Results is a proud to partner with Industrie Media for our video needs. Contact the team at Industrie via their website: industriemedia.tv


michael-sheargold-real-estate-training-australia-the-7-best-strategies-for-handling-objections
Nov
23

The Best 7 Strategies for Handling Objections

 

The best way to get what you want is to help your clients get what they want!

In an ideal world, all your clients would listen to what you have to say and then take your advice. You’re the expert after all!

But let’s face it… we’re not in an ideal world.

You might be wondering how to deal with the buyers and sellers who feel the need to question your every recommendation and who want to negotiate, negotiate, negotiate.

These customers don’t have to be the thorn in your side!

At the end of the day, they just want to feel heard and know that they’re getting the best value for their money.

So today I want to share with you The Best 7 Strategies for Handling Objections.

The I’ve seen it a thousand times… your sales strategy, your rate and your marketing spend all come under fire from fussy customers. 

They want to get more and pay less… and boy are they going to make you work hard for it!

So what do you do when someone keeps blocking your every move?

Well, there’s a series of steps to overcoming client objections that when implemented, will help make your client’s decision to list and sell with you a lot easier!

Remember the goal – to help get your clients what they want –  you get what you want.

Articles like this one and videos are excellent at bite-sized chunks, however, to really feel empowered with new strategies at your fingertips I would strongly urge you to join me at the next TurningPoint. Basically, if you want to use the best influencing strategies, the most connected community strategies, standout generating strategies, amazing listing strategies and key selling strategies – that work in any market – then you need to be at TurningPoint.

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To help you right now though…

Here are The Best 7 Strategies for Handling Objections:

1) Pause and ignore

Sometimes saying nothing is the best tactic!

Let the client keep talking and they may well answer their questions themselves. Often buyers and vendors try to hide their interest by coming up with objections, so they might not even be valid.

2) Acknowledge

As I mentioned earlier, people want to feel like they’re being heard. So repeat back to your client what they’ve said to make it clear that you understand exactly what they’re worried about.

Let them know – they’re not the first to have these issues… and they’re also not the first to have those issues addressed to achieve success in their real estate transaction.

3) Isolate and park

Here’s a question savvy agents ask when they encounter an objection: 

“Is this your only concern?” This alone is a powerful technique to help you move forward in a deal.

 “Let’s come back to that shortly” is something you might find yourself saying often as a way of ‘parking’ the objection. Your client might find their objections are addressed by the time you finish your presentation.

That being said, a great agent doesn’t ignore what his client has to say. Always, always make time for questions!

 

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4) Question and challenge

Remember TV detective Columbo? Often he got criminals right where he wanted them, simply by asking a lot of questions.

Get clarity on your client’s motives by asking them to explain their concerns in more detail. They might back themselves into a corner!

You can question and challenge without coming across as confrontational (we go into this in more detail in my training sessions).

5) Reframe

Sometimes you need to change how someone is viewing a situation. Here are two reframes elite agents keep up their sleeve:

“Perhaps another way of looking at this is…”

“I understand how you feel, in fact, others have felt the same way. But what we have found is…”

It’s all about perspective, after all!

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6) Suppose… would you

You know it… every option has a solution!

Say to your client “Suppose we were able to address this issue…. Would you then be in a position to go ahead?”

Have your no-brainer solution ready to go so they have no more moves but to play into your hands.

7) Case study

Examples, examples, examples are key to overcoming objections.

Share your most recent success stories, display clear data and create some situations your clients can relate to. Paint a clear picture of the results they can expect by working with you, and ask them if this is what they want for themselves.

Case studies are one of the most powerful tools you can use in many negotiation situations.

You need to develop a library of case studies – both success stories and horror stories! Practice these with your colleagues so you can use them well.

Every time someone objects to something you have to offer, make a note. Come up with a response so you’re not caught off-guard and you’ll be able to confidently undertake difficult negotiations with even the toughest of clients.

There you have The Best 7 Strategies for Handling Objections which you can implement right away in your business to see big changes in your negotiation process.

Think about what it would mean for you to confidently work smarter, win more listings, sell more property, become more tuned in to your market than your competitors and become the clear Number One Agent in your area…

TurningPoint has the power to help you achieve this goal. Visit the TurningPoint website here, or call the team now on 1300 273 785.


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Sep
08

Great teams are made of extraordinary people

Why a happy team is essential for a successful real estate agency

When it comes to your real estate agency team, a great saying to remember from Real Estate Leadership expert Megan Jaffe (Ray White’s #1 office in the world) is this:

“A good business contains great people, but a great business is created by extraordinary people”.

The business of selling houses attracts like personalities. During my years in this industry, I’ve found that at its best this can make for an enthusiastic, dynamic group within an agency. These are the agencies that really fly. At worst, there can be clashes between people who are vying for the same results in a commission-based field.

In any agency, whether it’s a small family owned venture, a franchise outlet or a boutique brand, you need a team that works well together in order to be successful. A happy working environment allows people to focus directly on their work. It can be challenging for an agency principal to establish the right agency culture, but it’s by no means impossible.

Over the years, I’ve noticed 4 key tactics that successful real estate principals and directors use to build and cultivate a successful team:

1. Hire With Care

When recruiting a new agent, don’t base your decisions entirely on merit. Evaluate any candidate’s attitude and ask detailed questions about their philosophy towards selling property in order to ascertain whether or not they will be a good fit.

Consider consulting with the other members of your team, including other agents and the business managers who will be working closely with them. They can give you their opinion on whether they believe the person will meet expectations while adhering to your agency’s values.

2. Get Together Regularly

I know all too well how easy it is to get caught up in your daily tasks. But holding regular meetings allows your team to share ideas, celebrate wins and reconnect with each other as colleagues – and as people.

Schedule a weekly, fortnightly or monthly catch up and make it casual by holding it in a local coffee shop. As well as talking about business, have discussions to refine your company mandate and encourage contribution from everyone on your team.

Don’t forget – not all gatherings have to be about work. Organising quarterly or biannual drinks allows everyone to relax and connect with each other off the clock.

3. Define Roles

There can often be overlap in the tasks for people around the office in a real estate agency, which is why it really helps to clearly define each person’s role in writing. Eliminating the confusion around who does what means that everyone understands what is expected of them and will be able to get through tasks quickly and efficiently.

For agents, you may find that to prevent them from competing with each other to win listings, there needs to be a strategy for dividing work by area or demographic.

4. Lead By Example

To foster a group that works together, is supportive and that celebrates each other’s’ successes, you have to present yourself as enthusiastic and every bit the team player. Focus on communication and display respect for everyone you come into contact with on a daily basis, regardless of their position on the team.

Transactional or relationship based? What kind of business do you want yours to be?

Learn how you can create your business to be more successful, enjoyable and impactful at Principal BootCamp.


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Jul
06

The 6 lists you must carry as a leading agent!

Here’s a strategy that may help you manage your pipeline in super effective way…. The 6 Lists You MUST Carry (at all times)!

  1. Priorities for the day
    This is your to-do list for today. If you have a SuperTeam – list their priorities here as well. This should be made the day before.
  2. Current Listings
    You should be looking at having an on-going communication with your current sellers.
  3. Hot Buyers
    These are the buyers that are either hot on a property or they’re cashed-up and looking to buy in a specific time-frame.
  4. Pipeline A’s
    These are clients getting ready to sign an agreement to list with you.
  5. Pipeline B’s
    These are clients you are positioning yourself to as the agent for them to choose when the time is right.
  6. Change Overs
    These are separated from the pipeline because Change Over buyers are the ones that buys a property this weekend and wants to have their property on the market yesterday.

These 6 lists are the Go-To lists to focus on and have on your person anytime you’re meeting a potential client!


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Jul
02

The 7 Key Systems of SuperTeams

Here are the 7 Key Systems to have in place with your SuperTeam!

You either have in your business “a system to do it” or you have a “remember to do it” – how well do you think remembering is working out? At some stage, something will fall through the cracks! And as soon as you introduce someone other than yourself into the business, you need to introduce systems – because if you rely only on what you’re remembering, you are setting yourself up and your support person up, to fall flat.

Ask yourself this question: “Is it worth doing these things again?” If the answer is; Absolutely, then create a system for it!

If we look at the word “SYSTEM” it breaks down into:

  • Save
  • Your
  • Self
  • Time
  • Energy and Money

That’s what a system is designed to do – the purpose of any system is save yourself time, energy and money. Therefore, the question that you might ask is: “What are the key systems that we need to have in place?”

Your 7 KEY SYSTEMS with SuperTeams

  1. Generating System
  2. Pipeline Management System
  3. Listing Management System
  4. Seller Management System
  5. Buyer Management System
  6. Negotiation System
  7. Financial Management System

These are the obvious systems with a SuperTeam. If you’re investing time, energy and effort into a SuperTeam you want to make sure you’re getting excellent ROI from that team. So, if you’re a Lead Agent in a Superteam, you would have; your Client Services Manager, your sales assistant, sales support, all in place in such a way that you got every single one of these systems clearly defined and in place.

The power of an idea is in its implementation!” – Michael Sheargold

PS – If you want to know the best strategies to establish and work within a SuperTeam and you’re interested in attending my SUPERTEAMS workshop, feel free to call the team on 1300 273 875 or visit the website for more information.

 


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Jun
29

Clarity = Power

“I’m pretty clear that it’s going to be the most motivated agent, who uses the most effective strategies and who takes massive actions to the direction of their goals who wins in the end” – Michael Sheargold.

By identifying the keys to creating greater clarity in your year, you can continue the great momentum you’ve started at the beginning of the year and best handle the real estate rollercoaster. Get really clear – Motivation, Strategy and Action.

5 key clarity points for greater action and results:

  1. Business Generation.
    Look at your Business Generation plan. Is it targeted and focused? Is it going to give you a healthy flow of listing opportunities for your pipeline?
  1. Pipeline Management.
    Does your Pipeline Management need an upgrade? If you look at your pipeline management last year, what is the area that you can actually tweak and hone to see results now?
  1. Time Management.
    Almost certainly there are 1 to 3 things you can do from a time management point of view to give you a greater clarity and a greater focus on what you’re doing on a daily basis to reach your goals.
  1. Listing appointments.
    Are there any upgrades needed to be done with your listing appointments? Check out your listing tools, upgrade your notes, anything clunky at your listing appointment that can literally help you get better results out there in the marketplace.
  1. Service upgrade.
    That’s a service upgrade to your buyers and your sellers. If property management is a part of your business, then what would be a service upgrade to your landlords and your tenants.

These 5 Key Clarity Points are such an important framework for you to be effective and hitting goals right now. Mid year is a great time to review your Top 5 Goals from a Business Point of view and your Top 5 Goals from a Personal point of view and then see what key upgrades come out of the review session.

If there’s something you know that you need to upgrade that will give you the biggest room, the biggest bang for your buck then make sure your put that in place now!


influence
Mar
09

Influencing by Michael Sheargold, CEO Real Estate Results

The fastest way to get what you want is helping other people get what they want.

Real estate is the ultimate win-win-win business. That means, when the seller wins and the buyer wins, then YOU win. Your focus therefore is when you’re on the phone with a buyer is to help the buyer get what they want. Same thing when talking to an owner – and when you come in with that energy, then you can achieve your results faster.

Influencing is basically moving people in direction of a decision.

This works two ways:

  1. Helping people move positively towards an effective decision – specifically an effective decision for them!
  2. Helping people make better decisions.

This is the essence of influencing.

Having completed over 7,000 coaching sessions in the real estate profession I’d like to share with you the Results Influencing Model. As you review the model, ask yourself the question… “How well am I using these points in my current influencing strategy?” And give yourself a score out of 10 on each.

Obviously from there, build for yourself a simple action plan based on what you are going to Start doing… Stop doing… and Continue doing… to make the biggest difference in your results.

Enjoy reviewing – I’d love to hear your upgrades!

Results Influencing Model

  1. Connecting – this is about building positive rapport. If we don’t achieve positive rapport, they will not listen or respect what you are communicating.
  2. Framing – this is the most powerful underutilised influencing strategy in the world today (according to me!). If you master this you will be able to communicate more effectively, negotiate more effectively, be stronger across the board. Framing is about you setting the scene.
  3. Discovering – Stepping into the client’s shoes. Let me ask some questions, tune in and listen to what you are communicating.
  4. Validating – or summarising what you have heard the client say in the discovery process.
  1. Solution – or presenting a strategy to achieve great results – again, based on the steps that have come beforehand.
  1. Commitment – you want to gain a commitment to whatever the next step is.

It works on a 5 minute call, at a listening appointment, at a buyer enquiry – generally in any communication! This is the process of influencing and when we hone our skills at this area, we’ll go to a whole new level.

Some examples of conversation lines you may use:

Setting the scene or Framing… “So I can help you best, do you mind if I ask a few questions?”

Validating… “I have a much better understanding now of what you are looking for in a property. Could I summarise that for you?” Then you go through what it is, and you can then ask them “Is that about right?”

Solution… “Based on what we discussed, let me show you some properties” …”the next step is…” “We can put a good strategy in place to achieve your goal”

Remember to present a solution and ask for a commitment.

Think about how you’re influencing right now – and what you could enhance or upgrade right away to start seeing some positive results. Keep in mind the first point – the best way to get what you want is to help others achieve their goals. Be great at influencing and see your results soar!

For more information about Michael Sheargold, visit: www.michaelsheargold.com