BLOGS | MICHAEL SHEARGOLD
In real estate, one truth stands strong: buyers almost never start with their best offer. They test the waters, aiming low—hoping to get a deal, not the deal. So how do you, as an agent or negotiator, move past that first offer and unlock their real buying potential?...
Top agents don’t just work harder. They’re more intentional with their time, focus, and decisions. And one of the mindset models they live by is what I call The Circle of Control. In a fast-paced market filled with noise, pressure, and uncertainty, this model cuts...
In today's market, it's easy to forget the power of something incredibly simple: getting in your car and driving around. It's a strategy that's right under your nose yet is one of the most effective ways to uncover opportunity in your local market. Change Your Route,...
If you're still thinking negotiation begins when the buyer submits an offer, it's time to shift your mindset. Great agents know that the seeds of a successful sale are sown early—sometimes in the very first call. In this article, we'll explore how forward-thinking...
In many industries, CRMs are built for client nurturing — not just product warehousing. Real estate should be no different. Too often, our focus lands on the mechanics: entering listings, recording seller details, and matching buyers. While those tasks are important,...
Whether you're listing a family home, managing a property portfolio, or leading a high-performance agency, there's a fundamental truth that shapes every client decision—"I know you. I like you. I trust you." This isn’t fluff. It's neuroscience, psychology, and...
As an agent your ability to extract the best possible outcome in every negotiation can make or break your results. In this blog, we unlock a compelling negotiation strategy centred around the power of the “second extraction.” It's practical, repeatable, and remarkably...
In real estate, it’s easy to confuse buyer interest with a property’s market value. But as a skilled agent, your job is to help sellers understand that interest doesn’t equal intent, and attention doesn’t guarantee action. To turn buyer interest into committed offers,...
Many agents either avoid talking price altogether or ask once and drop it. Top agents do something different—they follow the Three Strikes Rule. Here’s how it works: 1. Start with an Open-Ended Price Question “I’m looking forward to our meeting later. I’ll bring some...
Let’s be real—there are more agents in the game now more than ever. Clients are doing their homework. And standing out? It takes more than just showing up or working harder. This is where the 7 habits of highly effective agents come into play. The agents who...