Social Political Dangers

Social Political Dangers

One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance under those...
When Your Client Prefers Virtual

When Your Client Prefers Virtual

Virtual selling has become a permanent part of the typical brokers’ life. Basically, virtual selling is any form of selling that occurs without the client and the broker physically present with each other in the same room. Telephone, text, email, Zoom – it’s all...
A Gift Gets You in the Door

A Gift Gets You in the Door

You’ve surely heard this time-tested piece of wisdom: “It is better to give than to receive.” I agree; it’s a healthy and fulfilling way to live one’s life. It’s the right thing to do. While not as virtuous, there’s a somewhat similar-sounding phrase that’s relevant...
Confidence in Your Commission

Confidence in Your Commission

My friend and colleague, Lee Salz just released his latest book, Sell Different! and it’s outstanding. For this week’s column I decided to share an excerpt from the book on how to defend your price or commission rate: By Lee Salz After a lengthy new client acquisition...
Dadsplaining the World Mindset

Dadsplaining the World Mindset

I was talking to my teenage son recently, imparting wisdom the way we dads love to do. Some people call it “dadsplaining.” No doubt that term was invented by some petulant teenager, who didn’t fully appreciate his father’s brilliance. At any rate, we talked about...