Caroline Bolderston is one of the best, and the best known, coaches in the Australian real estate sector and in this piece, we revisit three of her best read articles.
Here, Caroline lifts the veil on the real estate industry’s overlooked goldmine, uncovering a staggering $27 million in lost sales.
Her sharp analysis cuts to the heart of the matter, showing that the key to unlocking these hidden treasures lies not in outmaneuvering competitors but in harnessing the untapped potential within your own database.
With the finesse of a seasoned coach, Caroline draws a captivating parallel between the nuanced art of puppy training and the intricate dynamics of real estate leadership, highlighting the transformative power of clarity, consistency, and high standards.
Tackling the pervasive fear of follow-up, Caroline offers a beacon of hope with her innovative strategies, providing a clear path for agents to turn apprehension into successful, enduring client relationships.
Her approach isn’t just about salvaging lost opportunities; it’s a masterclass in redefining the real estate game, where strategic client engagement and smart technology use aren’t just add-ons, but essential tools for those aiming for the top.
Claiming your missing millions in missed listings
Have you ever wondered why gaining market share and client loyalty in the real estate sector can be so elusive?
In this piece, coach Caroline Bolderston unravels the mystery through an annual sales analysis, revealing a staggering loss of more than $27 million in sales and potential fees of $450,000 due to missed opportunities.
She reveals that the most significant downfall for agents is not lost listings to competitors or unknown property owners, but the overlooked potential in their own database.
The crux of the problem lies in a lack of proactive communication and follow-up with known contacts.
To combat this, Caroline proposes a practical, two-phase follow-up method and the strategic use of technology for effective client management, emphasising the importance of consistency and relevance in client interactions.
She also challenges agents to conduct their own stocktake, highlighting the transformative potential of these strategies to reclaim ‘missing millions’ in their business.
Discover Caroline’s five step approach here.
Great expectations: Why real estate and pets aren’t that different
In one of her best read columns, Caroline draws an intriguing parallel between training pets and leading in real estate.
She explores how the principles of good puppy training – providing clarity, time, setting boundaries, and maintaining standards – mirror effective leadership techniques in the real estate industry.
Caroline highlights that both well-behaved pets and successful teams flourish under clear, consistent communication and well-defined expectations.
She emphasises the importance of investing time in team members, establishing clear guidelines, and upholding high standards to ensure a harmonious and productive environment.
Additionally, she argues that consistency is key, both in training pets and in leading people, as it fosters a culture of reliability and trust.
This insightful piece suggests that understanding and implementing these fundamental principles of leadership can lead to thriving, rewarding relationships, both in the workplace and with our pets. More here.
The fear of following up
In the competitive realm of real estate sales, agents often grapple with the fear of rejection and objections, particularly when following up with prospects.
In this article, Caroline delves into the psychological barriers that inhibit agents, focusing on the limiting belief that persistent follow-up equates to being a nuisance.
She illustrates this with a story of a missed opportunity: an agent named James failed to follow up with a client, leading to a lost sale.
Caroline emphasises the importance of challenging assumptions and maintaining regular contact, as circumstances and intentions can change unexpectedly.
She also offers practical advice, including adopting time-based and event-based follow-up strategies, managing timing uncertainties, building confidence, and overcoming overthinking.
By doing so, Caroline not only highlights the pitfalls of hesitancy in real estate but also provides actionable steps for agents to overcome their fears, enhancing their success and client relationships. Discover more here.
