Prospecting Is the Lifeblood of Brokerage

Prospecting Is the Lifeblood of Brokerage

Prospecting is the lifeblood of brokerage and is generally the most important thing a broker does. Success or failure in real estate can usually be traced back, one way or another, back to prospecting. Given how important prospecting is to their success, I tend to...
Aim Above the Mark to Hit the Mark

Aim Above the Mark to Hit the Mark

Now that November has arrived, it’s time to start thinking about next year. We will likely experience some economic adversity in 2023, but there’s a good chance you’ll thrive next year if you have the right approach. It’s time to start planning for your production in...
Be Right Now

Be Right Now

NOTE FROM JEFF – We received some very good economic news this week: 3rd quarter GDP actually grew after shrinking in the 1st and 2nd quarters. Nevertheless, many economists are worried about next year. In preparation for what appears to be coming, my friend and...
Tons of Room at the Top in a Bad Market

Tons of Room at the Top in a Bad Market

Normally, I focus on sales training, but about four or five times a year, I’ll deliver a motivational speech. Last Tuesday was one of those days. My topic was “Tons of Room at the Top: The Attitude & Altitude of Success.” I delivered the keynote to a group of real...
The Purchasing Department Black Hole

The Purchasing Department Black Hole

Have you ever found yourself trying to get business from a large company, and then all of a sudden, your contact in the company refers you to the purchasing or procurement department? As a general rule, I recommend brokers avoid or work around the procurement...