Why is it that some agents in Australia and New Zealand can achieve outstanding contributions towards the marketing from their sellers while others struggle? Aaron Shiner, who freely admits this is something he has struggled with, offers some suggestions, solutions and scripts.

Working with buyers has been described as the lost art. The way we work you need to be skilled in how you communicate and negotiate with buyers. Working with sellers is only half of the story.

The battle to get what you really worth in a fee is half won if you have the belief. Remember you are being employed as a negotiator so you had better be able to demonstrate that skill.

The amount of trust you built up with the seller has allowed you to secure the listing. Congratulations! Now the real work starts because you won their trust based on what you said you’ll do and their expectations of what you’re about to deliver. The focus of our conversation today with John Hanby will center around what happens in the future.

The questions you ask are the key to building trust. Questions make you an attractive person because they show the person you’re talking to that you have an interest in them.   John Hanby makes an interesting point today about getting control in conversation. He says you’ll do it by relaxing.

Don’t kid yourself into believing that you can fake it until you make it. People can read your true intentions. Reflect back on when you were a child or if you have children. You know the moment they walk in if they’ve done something wrong. It’s written all over their face. Think about your intentions next time you are on an appointment.

The way to measure if you have the trust of someone is if they are willing to not even question you about commission, the method of marketing or their contribution to advertising. That certainly is a lot to ask but the building blocks to gaining trust are credibility, reliability and the emotional connection that you can build.

Quite often we confuse building rapport with building trust.  A trusted relationship with the seller and for that matter with a buyer should be our goal at all times. John Hanby will talk today about how building a trusting relationship can be what will separate you from other agents. Is it a skill or is it an attitude?

An engaged team of people will always outperform an individual.  Today we talk about building a unit and empowering individuals.  You will hear practical examples of how this is working.

You will have heard, I am sure, the term ABC which stands for ” always be closing”. Aaron Shiner says you need to be testing the water by closing at various stages in your presentation.