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Residential sales 101

There are eight key fundamentals that you need to make the property industry your career for life. But first start by asking yourself: “Who do I have to be and what do I have to do to get what I want to have?”

Unless you have clarity, you will come across as lacking in confidence. And that is not what your clients want. Remember, every single person you meet is a potential client, and every person you meet has a purpose in your business – you just need to discover what that purpose is.

So let’s get into the nitty-gritty.


The power of the mind is infinite, but we are our own worst enemies when it comes to what we allow it not to do. Change your mindset to can do and find reasons to do things, rather than accept reasons for not doing. If you have the right mindset, your career will rocket.


We all know goals are critical to success, but they shouldn’t be just about your business. Think about other goals concerning your personal life. Write them down, carry them with you and read them regularly to keep focus.

Plan of action

A goal without a plan is like a bus without a route. Map out what you are going to do to get where you want to go and this means work. There is no easy route, so make the calls, contacts and relationships. This must be structured into an ideal week with time blocking prospecting hours – and no excuses.


The way your plan will happen is by accepting accountability to your commitments. Manage your time wisely. There must be non-negotiables in your plan, such as prospecting, nurturing and networking activities. Find yourself an accountability buddy from your team or another office to keep each other on track.


In order to succeed, the value and frequency of your communications should result in a series of meaningful, connected moments. That is where your real power lives – doing things others couldn’t be bothered doing.


Never stop learning. It is so easy to drop off on even the basics, let alone the upgrades we must constantly implement to keep on top of our game.


If you don’t have any strategies then watch out, because your competitors will. For example, what are the strategies behind your prospecting plan and your client nurture plan?


You will never be at your best if your world is unbalanced. Learn to switch work off when you are home. Pay attention to your personal life, such as your family or your fitness.

This article was first published in the April 2013 edition of the REINSW Real Estate Journal.