We are running some new courses for 2017. Read on for more information on the courses and how to book.

Our friends at Myers Davison Ginger have issued the attached to their clients and have kindly agreed to me sharing with you. So many thanks to Josh, Keith and the team at mdgmk.com for allowing me to share. At times like this, we all need to understand the fundamentals as opposed to the media hype.

The estate agency profession, within which I have worked for over 30 years and of which I am passionate and proud, is often targeted by the media as being somewhat untrustworthy and questionable in how it conducts itself. On some occasions, I have witnessed behaviour and techniques which deserve such criticism, whilst I have more frequently seen the other side of the coin where agents are beyond reproach and in fact it is their clients or customers who are guilty of underhand actions.

Having been on a good few viewings in recent months in my search for a suitable investment property to buy, the calibre of the appointments and indeed the estate agency staff who have shown me round has been varied to say the least. Here are a few thoughts…

The 2016 market is likely to be one that demands salespeople rather than just polite dispensers of information. Sadly, there are seemingly more of the latter than the former in estate agency at present. If your business is suffering from that issue, it is time to get back to basics…

At this time of year we often think about taking some time off and reflecting on life and business, and maybe take some time to do some reading which may inspire us in the New Year. Thinking back on the training we have conducted over the last twelve months, we have emphasised the importance of getting the right personal balance between your knowledge, your skills and your attitudes to achieve success. Thinking about our courses we have  often discussed the first two subjects at length but have often skirted over the third: the importance of the right attitudes and frame of mind to achieve success.

Some agents are finding their past is coming back to haunt them. Getting things right today makes a huge difference to the future. Julian explains why…

When people choose an estate agent, it can be for many reasons, but all recent surveys have shown that the number one reason is trust. In the same way that we put our trust in our doctor, we need to make sure that our customers feel the same way in putting their trust in us as a “Property Doctor”

The next few weeks and the results we achieve in terms of activity are obviously going to be crucial to the overall final outcome we reach this year. All reports show that the property market is probably the most challenging it has been for many years: with a lack of properties in many areas, while in other areas properties still remain on the market attracting little interest.

Julian has been raising funds for Macmillan Cancer Support this year through various events but has recently stumbled upon a new idea which has resulted in donations of over £2500 in just a few weeks. Here he tells the story…

Wherever I run training on listing skills, I always start by asking delegates what are the biggest challenges they face at present in their role as a lister or valuer. Inevitably coming top of the list is generating appointments and getting through more doors. The question we then discuss is “In your core areas, if you assess every property that comes on the market with all agents, out of every hundred how many have you been to see or had an opportunity to speak to the vendor?”

The market for the rest of the year may well prove to be one that demands salespeople rather than just polite dispensers of information. Sadly, there are seemingly more of the latter than the former in estate agency at present. If your business is suffering from that issue, it is time to get back to basics…

New stock is our lifeblood. You have no option but to ensure you are better than your competition In all you do to acquire new instructions. Here are some thoughts on this critical issue…

We all know word of mouth is one of the most powerful sources of new business. Conversely, the wrong words from the wrong mouths and your reputation can be in tatters before you know it. Take this case involving conversations overheard by one of the team here at TM training…

Now the election is over, what can we expect from the property market?

Hearing stories of customers’ experiences and their feelings about how they were treated can be an invaluable source of information on how to improve your service. Here is one such story. Are you more like Agent A, B or C?

Can you be sure that your business is running to maximum efficiency and that nothing needs repairing or replacing? An MOT on a car is a legal requirement – this article might persuade you that an MOT on your business is a priority too…

Putting sales together only to see them fall apart some weeks later is a soul-destroying element of estate agency. What can be done to minimise the horror of this age-old problem?

A simple enough question, but one which many agents are ill-equipped to answer. So how should such an enquiry be handled?

Many sales and lettings offices start the day with a morning meeting, but the quality and outcomes vary enormously. Run correctly, and it can prove to be the most important event in the diary. So how can that goal be guaranteed? Find out here…

Some agents ignore the opportunity to generate extra streams of income. If the market tightens, this revenue can make the difference between profit and loss. Here are some thoughts on the matter…

November and December are dubbed “conference season” by many industry folk, as many of the key events are held within a condensed period of time towards the end of the year. TM training & development are pleased to be involved in two of the major ones.

But despite the fact that the market is far less “seasonal” than it used to be, there is potentially a reduction in activity, particularly in terms of new stock coming onto the market. This article combats that issue…

As the market toughens a little, a different skillset is required. “Disturbing” customers is key. But what does that actually mean?

This article focuses on improving productivity without adding to your expenditure…

2014 has seen an upturn in activity for a good many (though not all) agents and after a difficult few years following the post-2007 downturn, it is heartening to see the survivors enjoying a healthy year’s results so far. But this doesn’t mean things are plain sailing and new market conditions present new challenges.

One of the most interesting variances in lettings and property management businesses that we work with is the percentage of managed deals that some do compared to others. Most practitioners however do genuinely recognise the benefits to all parties (landlord, tenant and agent!) of a fully managed service. So why is success in this area so varied and how can the strike rate be improved?

It is all well and good having a state of the art software system, but you should control it rather than let it control you! Have you got the balance right?

With the World Cup finally upon us, there will be a vast range of views from experts and non-experts alike regarding which team is likely to win the most coveted football trophy. Selecting the right team to triumph in any football competition is a challenge and the same can be said of putting together a team to win in the business arena. Here’s how…

The accompanied viewing is one of the most critical events in the estate agent’s diary. However, lack of preparation and training mean many are poorly conducted. This article will help you raise the bar…

Can you be sure that your business is running to maximum efficiency and that nothing needs repairing or replacing? An MOT on a car is a legal requirement – this article might persuade you that an MOT on your business is a priority too…

Hearing stories of customers’ experiences and their feelings about how they were treated can be an invaluable source of information on how to improve your service. Here is one such story. Are you more like Agent A, B or C?