BLOGS | MICHAEL SHEARGOLD
One of the simplest and most effective strategies in sales is Asking More. This principle sits at the heart of high-performance selling—and yet, it’s often overlooked. The Common Mistake: Telling Instead of Asking Many agents start strong by asking a good question:...
A common mistake in real estate conversations with owners is what’s often called “price protection.” This is where an agent avoids sharing honest buyer feedback in an effort to not upset the owner or challenge expectations around price. But in reality, this approach...
You’ve probably heard it before: “That property just isn’t saleable.” Here’s the truth: there are no unsalable properties—only properties that aren’t priced for the current market. Buyers are always active at the right price, so positioning is everything. The key is...
In real estate, one simple principle can dramatically improve your results: frequency builds trust. Whether you're working with sellers or buyers, consistent and proactive communication is what separates average agents from top performers. Why Proactive Communication...
In real estate, your results don’t just come from effort—they come from focus. Between calls, emails, inspections, buyer follow-ups, and team conversations, it’s easy to feel busy all day… but still not move the needle on what actually drives results. That’s where...
As an agent, it’s easy to get excited when a client makes an offer. But one mistake I see over and over is celebrating too soon—saying “congratulations, you own the property” before you have offer and acceptance. Why Early “Congratulations” Can Backfire Remember: the...
The property tour is one of the most powerful moments in the listing process — yet many agents treat it as a formality. A common mistake? Walking in overconfident, assuming the listing is theirs, and rushing through the property. By the third bedroom, many agents are...
When it comes to achieving success, one of the most overlooked skills is focus. Top performers aren’t just lucky—they’re tuned into opportunities, consistently noticing where action can create the biggest impact. Why Focus Determines Your Results Consider this: a...
In the fast-paced world of real estate, the difference between a "call-maker" and a "deal-maker" often comes down to a few seconds of silence and two extra questions. Many agents fall into the trap of "checking the box." They make their Monday morning callbacks,...
In real estate, every interaction counts—but not all communications move you forward. Understanding the difference between continuation and advancement in your client interactions can be the key to faster sales, better offers, and stronger client relationships. The...