I have just moved from a sales as­sis­tant role to be­com­ing an agent. What do you rec­om­mend I should fo­cus on? An­thony An­to­niou, Laing+Sim­mons St Ge­orge I be­lieve the key to your suc­cess is mas­ter­ing the fun­da­men­tals, a lit­tle bit like mas­ter­ing the sim­ple moves in mar­tial arts. To be­come a black belt in mar­tial arts is about mas­ter­ing just eight moves, not 30 or 1000. As a coach, over the years I have dis­cov­ered that su­per­suc­cess­ful agents have been able to master and craft their eight moves and keep it sim­ple.

We need to iden­tify the eight moves for your busi­ness that you can master. For ex­am­ple; 1. In­side sales: Data­base 2. Out­side sales: Farm area, patch or busi­ness de­vel­op­ment area Cir­cle sales: Hot-spot­ting around your list­ings and other agent list­ings List­ing pre­sen­ta­tion: Power of rap­port Mind­set: Know your ‘why' Profit zone: Prospect­ing Self-aware­ness: Ac­count­abil­ity Know your num­bers: Busi­ness plan. Mas­tery is rep­e­ti­tion: Go and master your eight moves and be­come a black belt! 3. 4.

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