How to Listen like a Consultant, instead of talking like a Salesperson

It has been said, that if you want to get great answers, you must learn to ask great questions. Please see below for a few tips on how to conduct a great consultation with your clients.

I will follow where they go.

I will not conduct an interrogation.

I will stay in curiosity.

I will use “I am curious…” in my next conversation.

I will be more conversational and use “Wow, tell me more…”

I will pay attention to how they relate and learn. Are they auditory, kinesthetic or experiential?

I will listen more intently and repeat back what they say.

I will stay focused

I will establish rapport by asking questions like “Just wanted to make sure that I heard you?”.

I will let my client answer my questions.

I will ask what is important to them about buying/selling/investing/leasing Real Estate?

I will probe and discover what is really important to them and then explain my plan of action

I will be careful about what I investigate when there are choices.

I will explain how my plan will help them accomplish what is very important to them.

I will only talk 25% of the time and listen the other 75%

I hope this helps,


Your 6-Gauge dashboard for 2018

It has been said, that what you “focus on”, expands. I challenge you to write down your Units/GCI goal for 2018 and carry it around with you everywhere (on your phone would be perfect). Choose to review your goals daily, weekly and monthly, and do not allow anything to take you off course.

Make 2018 your year of focus.

Focus on hitting your own goals so that you can get more freedom of time, money, relationships and purpose.

Your 6-Gauge dashboard for 2018:

1) Number of active leads in your “pipeline”.

In my experience, only 1 in 4 serious, motivated, and qualified leads complete a deal every month. People are away, working too hard, or dealing with health and family issues. As a result, only 1/4 of your clients will convert each month. So, if you want to do 3 deals a month, you will need 12 clients to focus 3 buy, just replace with 3 more.

2) Number of Appointments weekly.

Once you have set the number of transactions you must do every month, just set your weekly (or monthly) appointment standard, and stick to it! No appointments, no leads, no contracts…

3) Your core Lead generation activity.

Pick one key area or “niche” and spend 80% of your lead generation time there..Successful agents receive 80% of their business from one core area of their business. Unsuccessful agents, switch lead generation activities after each seminar/webinar they attend (they squirrel!), and lose focus and motivation as soon as they don’t get the “quick-result”. Focus on the long money of real estate in 2018, not the short, despite what your immediate needs may be..

4) Your conversion rates matter.

The better your conversion rates, the fewer appointments that you need! If most of your business currently comes from your sphere of influence and referrals, you should be at a 80-905 conversion rate. If you do cold prospecting, it will be closer to 1-3%. A way to measure your current conversion rates is to simply look back at the number of transactions you did last year, vs. number of leads. If the market shifts in 2018, you will need to double or triple the number of leads you need, in order to close the same number of transactions.

5) The “do I do everything” gauge.

Many of you entered real estate as rugged-individualists, but to thrive in this business you need to spend 80% of your time in your strengths, and leverage your weaknesses. Generalist “I do everything” agents are going the way of the dodo bird. The public does not see the value in generalists. The world prefers when you stay in your unique strengths and abilities, and leverage your weakness to others. Successful business people/agents do one thing really well They also spend 80% of their workday focused on activities, they are excellent at doing.

6) My profit/loss statement.

Review it monthly, by simply subtracting your expenses from your revenue. Hold all of your expenses to account. Deduct 25% from every commission cheque and put it away for your taxes. …and finally, set up a separate bank account and credit card for your real estate business. It is a simple and easy way to track revenue and expenses…remember the C.R.A or I.R.S loves to audit realtors. Join me next week via zoom video live as we talk about the 6 gauges..

Hi there,

Glenn McQueenie is inviting you to a scheduled Zoom meeting.

Topic: The 6 gauges to watch in 2018Time: Jan 10, 2018 10:00 AM Eastern Time (US and Canada)

Join from PC, Mac, Linux, iOS or Android:

Or iPhone one-tap : US: +16699006833, ,5092685733 # or +16468769923, 5092685733#

Or Telephone: Dial(for higher quality, dial a number based on your current location): US: +1 669 900 6833 or +1 646 876 9923 Canada: +1 647 558 0588 Meeting ID: 509 268 5733 International numbers available:

Here’s to an awesome and profitable 2018!

Glenn McQueenie

I Love Listings

I love listings! And so do all of the top agents….here’s why…

If I lead generate and get one listing appointment from one of these 8 sources:

1. Sphere of Influence

2. Farm area

3. Craigslist, Kijiji, Facebook or other Social media/marketing

4. F.S.B.O’s

5. Referrals from past clients or friends

6. Targeted door knocking in high turnover area’s

7. People I meet throughout the day

8. Other Realtor’s across the country and the U.S

I can then start to “vertically market” around that listing. For example, if I have a listing appointment in a “move-up” area..

1. I could start a marketing campaign to the people living in their first home, that are most likely to move to this neighbourhood. The easiest way to find out these patterns is to go through all of the recent sales in the ”First-time seller neighbourhoods” over the past 2 years, enter the Sellers name in and see where they have moved to. The patterns will become very clear.

2. I could also call all of my past clients who live in that area.

3. I could market either the listing (If I have it) or the fact that there will be a new listing coming out on either Craigslist or Kijiji, and generate leads from potential move-up Buyers.

4. I could hold a neighbours only sneak-peek open houses before the listing comes onto the market and generate $2-$3,000,000 in new business

5. I could approach FSBO’s in the “first time seller” neighbourhood to see if they would like to come and see my new listing

6. I could go “upstream” and lead generate in the market where my seller is moving to…

7. I could place an ad on Craigslist or Kijiji and target the area that my Sellers are moving to

8. I could go an door-knock the First-time Seller neighbourhood and tell them about my new listing

9. I could market via flyers or postcards to the upstream market (see #6)

10. I could hold an open house on the weekend…like most realtors do, or start holding open house during the week between 4-7:00pm. Just add an additional sign that says “Neighbourhood Real Estate Information Centre”

The great thing about following the “vertical marketing” strategy is that for every new lead, Listing and Buyer that you meet…simply “rinse, lather and repeat” this strategy, and you will be well on your way to making 2018, your best year ever.

I hope this helps!

Glenn McQueenie