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OPINION
What makes a client say “Yes” when they’ve said “No” before
A client’s “no” isn’t always the end of the road - it’s often just a matter of timing. Pancho Mehrota, CEO of Frontier Performance, says understanding why clients decline, staying patient, and offering ongoing value can turn an initial rejection into a future opportunity.
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Elite Agent
Dealing with decision fatigue in sales and keeping clients engaged
Struggling with clients stalling on decisions? Learn how to combat decision fatigue, simplify your sales process, and keep clients engaged with actionable strategies that drive results.
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CONTRIBUTORS
Creating a sense of urgency … without pressure
We've all felt it—that invisible weight pressing down, the "emotional shrapnel" of stress.
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Elite Agent
Pancho Mehrotra: Master your mind to master your life
How we manage our minds pretty much determines how well we manage our lives.
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Elite Agent
Pancho Mehrotra: Why adaptability is a winning strategy
In today’s environment, sales professionals face a different challenge with the advent of new technology.
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Elite Agent
Mastering time: The psychological edge for real estate success
Time is an invaluable asset. For real estate salespeople, success hinges not only on their ability to close deals but also on their ability to manage time efficiently.
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Elite Agent
Pancho Mehrotra: Are your sales suffering due to emotional disconnect?
Picture this, you have a fantastic product or service, an impressive sales pitch, and years of experience under your belt.
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CONTRIBUTORS
Selling Smarter: Why Personality Matters in Real Estate Sales
Picture this, a salesperson sitting at their desk, reflecting on a call session that has not gone well.
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CONTRIBUTORS
Can you correct the dark traits of leadership?
What do you define as good leadership behaviour? What are the problems when leadership fails to inspire people and achieve the business's goals?
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BEST PRACTICE
Pancho Mehrotra: the cost of procrastination
Have you ever decided to work on your fitness and then thought, 'I’ll start next week', and then next week turns to next month, or even next year?
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LEADERSHIP
Pancho Mehrotra: leadership lessons from Ted Lasso
“There are no bad teams. Only bad leaders,” - Jocko Willink and Leif Babin.
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OPINION
Pancho Mehrotra: training for excellence
We've all seen the likes of Federer, Nadal and Djokovic perform amazing shots under pressure and win.
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CONTRIBUTORS
Pancho Mehrotra: Why you hesitate to plan your business and life goals
Planning a vacation is, for many, much easier than planning their goals. Here's how to stop hesitating and start planning for your future
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BEST PRACTICE
What real estate leaders can learn from sporting legends: Pancho Mehrotra
Pancho Mehrotra has applied some important leadership lessons from sports legends to the world of real estate.
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CONTRIBUTORS
Nature vs nurture: Why agents fail to fulfil their potential
We all know real estate is a competitive game and as a principal or manager, you want to get the best out of your agents. But what do you do when a newly hired, seemingly high performing agent fails to deliver? Pancho Mehrotra explains why this happens and how you can stop it. Picture this, you’re a principal sitting alone…
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CONTRIBUTORS
The trouble with hiring a rainmaker: Pancho Mehrotra
Pancho Mehrotra explores which personality traits are essential when hiring a rainmaker and how to avoid common blindspots to ensure you choose the right agent.
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Elite Agent
Is the right person in the right job?
Why is it so difficult to find and hire people who are coachable? One of my clients in the recruitment industry mentioned an interesting statistic: close to 70 per cent of new hires start looking for a new job within the first 90 days of being employed. Why is that? Over decades of training salespeople and property managers, I have…
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OPINION
Take it or leave it: How to negotiate with irrational buyers
It’s safe to say we are living in interesting times and bearing witness to adversity and its related irrational behaviour. I’ve never seen anyone fight over toilet paper before. It can be hard to negotiate deals in such a climate. We need to question if this behaviour is really irrational? Many would answer a resounding “yes”, but I propose that…
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SELLING + MARKETING PROPERTY
Why we can’t see the blinding obvious
What do snap judgements, gut feelings and stereotypes have in common? They are all forms of heuristics. Heuristics is a term psychologists use to describe the mental shortcuts, which are often unconscious, used to make decisions and solve problems. We use many shortcuts to make decisions daily. Sometimes when we are faced with a difficult situation with a client, or…
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SELLING + MARKETING PROPERTY
How to put together the perfect deal?
You have just sold a house in a prestigious suburb, at what you think is a good price. The vendor had negotiated a lower fee with you already. After the event, you feel that you had put in more than the fee warranted, but the vendor said they could have got a higher price for their property. Does this sound…
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BEST PRACTICE
How to get paid what you’re worth
Right from the beginning, you’re on the back foot. “We’ve got three other agents coming to give us a quote, what’s your lowest fee?” The client has hit you with this before you have said anything, so what do you do now? Your perceptions, not to mention how you feel and what you think, have been influenced and all you…
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BEST PRACTICE
How to set yourself free from negative thinking
OUR MIND IS PERHAPS the most advanced piece of technology in existence, but it is not without a glitch or two. Pancho Mehrotra delves into negative thinking patterns, how they can hold us back and how to set ourselves free. In the current challenging economic climate, many people struggle to change the way they react…
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LEADERSHIP
The art of celebrating success
You’ve had a great few months, closed a lot of deals and the future pipeline looks great. You’ve taken a lot of affirmative action, spent time getting yourself and your team organised, and everything is moving along like clockwork. The problematic market only seems to fuel your desire to keep pushing forward and dealing with harsh market conditions, and clients…
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Elite Agent
Why creativity makes better leaders
Why do Gandhi, Elvis and Steve Jobs stand out in their respective fields? What is it that makes them different? It’s simple – creativity. Their ability to think outside the box. Their ability to dream and act on that dream. We see leaders, big and small, in everyday life. Every leader has basic problem solving, awareness, communication, decision making and…
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BEST PRACTICE
The uncomfortable actions you need to take to achieve your goals
Most people think that goal achievement is just about writing a set of actions and targets, whereas it is actually about taking actions to achieve your desired goal. Goals provide a purpose for our actions, be they personal or career-related. They can broadly be categorised into outcome goals, performance goals and process goals. Outcome goals are macro-view goals: the big picture,…
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BEST PRACTICE
How to secure more business by becoming the easy choice
Let’s say you have been invited to a corporate event but the football game is on and you don’t really want to miss it. What do you do? You justify to yourself that missing one event is not going to jeopardise your work commitment and really, no-one will mind one absence. This is what psychologists call cognitive dissonance. Two thoughts…
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BEST PRACTICE
Pancho Mehrotra: What Does It Take To Change?
Drawing on the example of Australian Open Winner Roger Federer, Pancho Mehrotra looks at the psychology of change and why we find it so difficult. With the benefits of change in real estate so potentially significant, it’s time to take that first small step to overcome our fear of failure. I have been asked many times how long it takes…
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BEST PRACTICE
How to learn new skills the easy way – Pancho Mehrotra
It is as astounding how many people struggle to learn something new. But, just like a toddler starting to walk, we are all capable of mastering new skills if we go about it the right way. Pancho Mehrotra of Frontier Performance explains. I have often seen trainers getting people enthusiastically involved in the training, yet when these people leave the seminar they…
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