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The Dilemma

Agency Trainer Julian O’Dell helps agents sharpen their business skills
The Dilemma

Property doctor: how to refocus a team

JULIAN SAYS: During my first week in estate agency in 1983, I attended a training course on how to refocus a team which covered the basic skills required for my new role…

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The Dilemma

Open house viewings

"I have noticed some of my competitors hosting ‘open house viewings’. I would like to try to do the same but have no idea of the best way to go about them.…

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The Dilemma

Managing client expectations

“Many of our vendor clients seem to have their expectations raised about the price they will achieve or the likely speed of the sale. I would welcome your thoughts on how we…

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The Dilemma

Overcoming objections

"I am concerned about how my sales staff handle customers’ objections. I intend to run a training session with them – what should I include?"

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The Dilemma

Vetting new applicants

"My staff members are not finding out enough about newly registering applicants and not effectively sorting the ‘wheat from the chaff’. I’m keen to train them in this skill area. Tips please!"

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The Dilemma

Handling fee enquiries

"We miss opportunities and fail to convert some enquiries into market appraisals. I’d like to give my staff some pointers on this. Can you help?"

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