Chris Watkin: Tom, what's the most common reason why estate agents don't do prospecting? Talk to me. Tom Panos: The most common reason is that they suffer from the concept of the gap. That is that there is a gap between doing something and being rewarded for it. So most estate agents ... There's this great experiment. It's called the marshmallow experiment, and this experiment has been tried all over the world many, many times. What they do is they get a room like this, they get these three year old kids and they say, “Here's one marshmallow. If you can hold that marshmallow and not put it in your mouth for five minutes, when that clock goes to one, we're coming in and giving you a second marshmallow.” Tom Panos: What does the research show? Experimenters walk out, and then they've got a video camera that is going in. They're looking at the kids and what happens is there is one kid that gets a marshmallow…
Transcript of an Interview between Christopher Watkin and Tony Morris
Tony, how do you keep up the morale of the Negs and the Valuers and the branch managers as a boss when it's tough out there in estate agency land? Talk to me.
Tony Morris: The key thing you just said there is, as the boss, you are the leader, you are the captain of the ship. How you come to the office, how you act during turbulent times is absolutely critical to your troops. You're going to be stressed, you're going to be under pressure, it's part of being a good boss. But the first thing is, are you setting the right example? If they hear you bitching and moaning, you are giving absolute permission for them to bitch and moan. That's my first point. Point number two is, it's a mantra that we talk about in our sales management training to branch managers and it's something that is so easily forgotten. Catch them doing something right. How often do we see them and go up and sa…
Tony, how do you keep up the morale of the Negs and the Valuers and the branch managers as a boss when it's tough out there in estate agency land? Talk to me.
Tony Morris: The key thing you just said there is, as the boss, you are the leader, you are the captain of the ship. How you come to the office, how you act during turbulent times is absolutely critical to your troops. You're going to be stressed, you're going to be under pressure, it's part of being a good boss. But the first thing is, are you setting the right example? If they hear you bitching and moaning, you are giving absolute permission for them to bitch and moan. That's my first point. Point number two is, it's a mantra that we talk about in our sales management training to branch managers and it's something that is so easily forgotten. Catch them doing something right. How often do we see them and go up and sa…