THEN YOU NEED TO LEAD THE MARKET. There’s no doubt that starting out as a young real estate agent can be pretty tough. Getting a listing, and making that first sale, can certainly feel like an uphill battle. No-one knows this better than Tim Heavyside from Fletchers, who, despite now being one of Victoria’s most [...]

In Real Estate your results are directly linked to the number of contacts you have with prospective customers. A phrase used by psychologists, managers and trainers is “call reluctance”. It can strike new or highly experienced sales people. Call reluctance is often evidenced by low level prospecting activity. Its cause may be deep seated and [...]

The investment in time and money searching for and securing a new customer is estimated at between five and seven times the cost of retaining an existing customer.