Make Breaking Up Hard to Do

Make Breaking Up Hard to Do

NOTE FROM JEFF: We have a guest article today from my friend and colleague Jeb Blount, who just released an oustanding book this week: Selling the Price Increase. Here’s my challenge for you — decide how you can apply Jeb’s advice to your work in the...
Networking & Social Discomfort

Networking & Social Discomfort

On your way to a networking event, have you ever worried, “What if I don’t know anyone?” While it might make you uncomfortable, not knowing anyone forces you to use your networking skills. Too many people will go to a function and sit in the corner with their friends,...
Take the Initiative While You Can

Take the Initiative While You Can

My grandmother turned 110 years old yesterday. Unfortunately, she’s not around to celebrate as she died over 20 years ago. Even though she’s been gone a long time, I still think of her each year on May 19th. It’s hard to believe that someone who was an important part...
Telephone Prospecting Truths

Telephone Prospecting Truths

I was presenting a prospecting workshop last week, and something interesting came up during the Q&A section. One of the brokers in the audience, who seemed a bit agitated by my training material, said: “I don’t do any of this cold calling; I only make warm calls.”...
Are You a Fully Present Broker?

Are You a Fully Present Broker?

As I sat by myself at a restaurant working on my laptop, I kept overhearing a group of four women at the table next to me. From time to time, they would say something that caught my attention, and I’d find myself eavesdropping a bit. (When you’re on the road by...