Opening doors
vs closing
smashing the real estate myth with Agent Dynamics
Thank you for taking
the time to read
our e-book series,
smashing the real
estate myth with
Agent Dynamics.
This series was written to
give you, Agency Principals
and Agents, an alternative
approach on how to manage
ourselves and our teams and
how to recruit better.
The Agent Dynamics system applies to
all facets of Real Estate and all types of
real estate professionals - Salespeople,
Property Managers, Business Owners
and importantly support teams.
To be fair, each book in the series was not
written to be a quick fix ‘How To” guide or
instruction manual but rather as a study
on how our industry is changing and
what we can do because of that change.
Our goal is to promote alternate, or
lateral, thinking and for readers to
see that the “perfect” sales person or
property manager does not exist, they
just think they do.
We hope that you will identify with
our little anecdotes, case studies,
testimonials and stories and that you
will see how we can help you fufill your
business and personal goals.
Julie Davis and Neil Williams
Understanding Purpose Reality
How to engineer a
business of clients
for life and a winning
culture that incubates
advocates and
Position your business
as the trusted
advisor and win
both mindshare and
Decent agents have a
fair amount of repeat
and referral business.
Great agents have a
mind boggling amount
of repeat and referral
Closing is when you
rule out the options
or paths the customer
has, leading them to
the conclusion that
you want them to
reach - buying your
Opening is when you open (a door)
and invite your customer in, allowing
them to make their decision with
you as their trusted advisor.
In order to achieve this shift in
sales approach, the door that
they are opening has to be one
that they want to walk through,
and this happens when you have
built the proper rapport and set
up an environment that they feel
comfortable in and actually want to
be in.
You do this by tuning in to their
frequency and adapting your
environment to them.
Imagine a nightclub where people
are standing and waiting to get in,
because everyone else is wanting to
get in. The environment is one that
they are willing to stand in line and
wait to get in. This is the same kind
of environment you want to create
for your customers, where they feel
like they are part of an exclusive
You will experience a significant shift in your sales
success by moving from “closing” to “opening”...
Julie Davis, co-founder
of Agent Dynamics,
talks about building on
your success through
repeat clients and
Apple does a great job of this,
creating a warm environment in
their stores where people will wait
in line for the product, sometimes
not even knowing why exactly they
want the new product. They want it
because it is a new Apple product,
and they trust Apple and the people
in their stores. If you can create
this type of environment in your
business, you will move to another
level with your customers and
attract many new prospects.
Creating the right environment
means more than physical
environment, although physical
surroundings do play a role in
making a customer comfortable.
Environment is also more than your
words and actions, though they
are extremely important as well.
Creating an environment to buy is
creating a change in the attitude and
feeling of the customer when they
are in the space you create. While
this is a philosophical explanation
that is hard to pinpoint to a few
concrete actions, an analogy will
help illustrate clearly what I mean.
When someone goes online to
Amazon’s website, they are looking
to buy. That is why they are there.
Amazon’s environment is one
where people expect to purchase
something, and so purchasing
something is the appropriate thing
to do. On the other hand, when
someone goes to Facebook, they
are there to share or interact, not
buy. While there are advertisements
on the page, it is not the
environment where someone
expects to make a purchase. If
they see an ad for something that
interests them and they click on it,
they are taken to a site which is an
environment for purchasing, like
Amazon. Their mindset has changed
when the environment changed.
If you are in tune with your
audience, and like we mentioned
in our previous eBook “Being
schooled: Selling for today’s in-tune
audience” the shift from closing to
opening is most easily accomplished
by embrasing RADIO strategies.
But RADIO is more of a flow than
a series of events. If you recall, you
are more of a conductor of the flow
than you are a product pusher.
To illustrate this idea of flow versus
pushing, imagine that you are in a
pool. If you try to push the water
forward, it just dissipates into the
pool, with little effect.
If, however, you move your arms
in a sweeping motion repeatedly,
you can cause ripples and currents
in the water which will create a
flow of water in the direction you
are moving, having a much greater
influence and effect on the water.
As a conductor you have three main
1. The first is like conducting
electricity, where you are a point
which allows the energy to flow
and controls where it flows to.
2. The second role is where you are
the orchestra conductor who sets
the pace and dynamics of the
music or energy.
3. The third role is one where you
are like a train conductor. Once
the atmosphere or environment
is set and in place, you are the
one who says “ticket please.
In other words, once you have
your environment conducive and
appropriate for purchasing, you
ask for the sale.
When the environment is set
properly, the buyer is already in the
right frame of mind to purchase.
This means that asking for the sale
is a logical action to take. When the
environment has genuinely been
set properly - not like a half-set
The door that they are opening has
to be one that they
want to walk through.
dinner table - asking for the sale
will not bring up the objections and
roadblocks that are feared by so
many salespeople.
Remember, a passenger on a train
would not look at the conductor
and try to figure out whether or
not they want to give him their
ticket, because they have already
been prepared for that step by the
environment they are in - it makes
Now that you have a basic
understanding of the RADIO process
and what successful selling as a
philosophy looks like in today’s
world. There are two steps that
you must understand and take to
implement this selling style as well
as a third if you are a manager of
In order to do this you have to
understand your own personality
type, your own frequency. You can
find out what your frequency is
through taking our Agent Dynamics
Perception is reality, and this is
a fundamentally misunderstood
way of seeing things. For instance,
if you see yourself as honest and
ethical, but the people you interact
with see you as slick and insincere,
the reality from their point of view
is that you are slick and insincere.
You tell people all day long that you
are honest and ethical, but until
their perception of you is honest
and ethical, you are not. So you
first have to understand what kind
of frequency you operate at, and
from there you can move forward in
building your plan of interaction with
others. You will also come to realize
what things are strengths and what
things are weaknesses for you. Until
you do a realistic assessment of
yourself, you cannot be successful
to any great extent in any part of
your life.
After you understand what kind of
personality you are, you then have
to learn how to read other peoples’
frequencies (personality types) and
to tune in to them. If you move
to Japan and try to go about life
speaking English on an everyday
basis, you will be very frustrated.
To flow more effortlessly in a
foreign society, you must learn their
language to some extent. The better
you learn to communicate with
them, the easier things will go.
This same principle applies to
relationships of every kind, including
the relationship between you
and your potential clients. If you
learn how they communicate
and adapt to that communication
style, your chance for success
increases greatly. Tuning into the
exact frequency of a radio station
produces clear music, while being
off just a little will cause static.
When the environment
is set properly, the
buyer is already in the
right frame of mind to
Its pretty simple - the better
you can communicate and be
understood, the easier things will
be to accomlish.
So tune in to your audience,
learn how they want to be
communicated to and what they
want to hear about!
Regardless of your role, your experience, where you work and your position we can help.
Learn about us through what
our CLIENT’S are saying:
Client case studies and lasting impressions
Refresher course - read all of our eBook’s again:
View our catalogue here
A song in tune is easy to listen to.
Are you in tune?
Tell us more and we’ll reach out to you
To get more information or to
book in a time to talk please
contact us in one of these ways:
Social Media:
0412 752 366 Julie
0417 249 688 Neil