BLOGS | MICHAEL SHEARGOLD
In real estate (and really, in any kind of industry), we’re often way too quick to jump into negotiation mode. A buyer shows interest, a seller sets expectations—and before we know it, we’re neck-deep in price talk, counter-offers, and ticking clocks. But here’s the...
At a listing appointment or any real estate transaction, commitment doesn't always come on the first ask. Yet, many real estate professionals make a critical mistake: they ask for commitment once (or not at all) and then walk away when they hear a "no." The reality? A...
Real estate deals can be complex, emotional and at times, downright frustrating. As an agent, you might find yourself wondering why a perfectly good deal just isn’t coming together. The seller doesn’t want to accept the buyer’s offer, or the buyer thinks the seller is...
When pricing a property, it’s important to recognise that there is more than one price—it’s a combination of three: the emotional price, the market price, and the valuation price. Understanding these distinctions can help you guide sellers effectively, set realistic...
Objections are part of the game in real estate. Every agent hears them. Common objections can be around marketing, price, fees, or the method of sale. Then there are the more personal ones: "You’re too big." "You’re too small." "I’m not convinced you’re the right...
Imagine walking into a listing appointment where the sellers have already made up their minds—not to sign anything that night, no matter how compelling your presentation is or how good you are. These aren’t just simple objections; they're pre-set conditions, often...
Not all listings are created equal. Some are ready to move, while others require more finesse to close. Understanding the different types of listings can help you strategise more effectively and prioritise your efforts. Let’s break them down into three categories:...
True success in real estate isn’t just about closing deals—it’s about creating outcomes where everyone benefits. This is the foundation of the Win-Win-Win Framework. More than just a strategy, it’s a mindset that ensures a positive experience for all parties...
Have you ever noticed that some conversations with clients or team members land effortlessly, while others seem to get lost? That’s where the power of VAK—Visual, Auditory, and Kinesthetic communication—comes in. Understanding and applying VAK can elevate your...
Market feedback—it's a term we hear often, but are we truly leveraging it to its full potential? Many agents fall into the trap of only providing property-specific feedback, which, while valuable, doesn’t paint the full picture. The key to a stronger client...