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In an industry still measured by listings, sold stickers and lead volume, Andy Reid believes real estate professionals are misdiagnosing the problem. It is not a lack of leads, effort or systems. It is relevance. The auctioneer, high-performance coach and author argues that real estate has become so obsessed with transaction-based outcomes that it has …

Agents think they have a sales problem. They actually have a ‘relevance problem’ Read More »

I’d like to make a bet with you. If you take a buyer through a property, and they decide that they like the place & want to make an offer, I bet that the next question that comes out of your mouth is…‘How much do you want to offer?’ I’ve placed this bet with hundreds …

The hidden cost of assumption: how one question can make or break a deal Read More »

Victorian auctioneer, coach and industry commentator Andy Reid has criticised the state government’s proposed requirement for vendors to publish their reserve price seven days before auction, arguing the move risks creating a lopsided system that punishes owners while offering buyers no equivalent responsibility. Mr Reid said the policy was presented publicly as if already settled, …

‘It just stinks of imbalance’: Andy Reid says proposed Victorian reserve-price laws miss the mark Read More »

Anyone of note that heads onto any sort of speaking stage in front of agents generally says the words ‘It’s all about relationships!’ at some point when directing agents towards a greater level of success. It’s understandable that, when in a service-based industry, there is a common vernacular around building ‘relationships’ with clients and potential …

They don’t need a new friend — they need a better agent Read More »

Excuses…just straight excuses! We all know that this is just the tip of the iceberg, and I know that at some stage, I’ve used all of them too! We try to convince ourselves that they’re legitimate, but deep down we know we’re not showing up as we should. Ever heard any of these in your …

Don’t wish for it to be easier, wish that you were better! Read More »

We all know when one of ‘those’ agents walk into the office. They have an air of invincibility, a swagger in their walk, and a waft that is telling everyone to ‘get out of the way’ because the best has arrived. Now these agents (or gorillas as has been the common referral) are wonderfully happy …

The consequences of keeping 360kg gorillas Read More »

I’m guessing that you’ve heard the words ‘all agents are the same’. Well, right now, if we’re being honest with ourselves…we can’t really deny it either! Lots of people have talked about the coined label ‘order takers’ when it comes to this perception, and then hitched that to a statement like ‘we’ve forgotten how to …

Bringing the “magic” back into sales Read More »