Why a Bunch of Lone Wolves Should Form a Brokerage Team

Why a Bunch of Lone Wolves Should Form a Brokerage Team

Generally speaking, we learn better and develop better ideas when we work in groups. Human beings are social creatures. Our ability to team up has allowed our species to build amazing structures and advance once-unimaginable technologies. When two or more people put...
Concerns About Closing Deals

Concerns About Closing Deals

I once asked attendees this question during a sales workshop: “What is the most stressful part of the sales process?” It’s a question I periodically ask sales professionals. And regardless of industry, the answers are always the same. Approximately 40 percent of the...
Here’s How You Survive a “Surprise Attack” Objection

Here’s How You Survive a “Surprise Attack” Objection

Most real estate brokers don’t like dealing with objections, and there are several reasons why. Some objections come across like rejections, and that simply doesn’t feel good. Most of us fear rejection at some level. Other objections could signal that we’ll lose the...
Winning New Clients Through Referrals

Winning New Clients Through Referrals

You want to know the quickest path to winning new clients? Use referrals. It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today. In an era when decision...
What Happens When You See a Client at the Supermarket?

What Happens When You See a Client at the Supermarket?

Are you “grocery-store worthy?” I read an article this week by sales guru Jeff Shore about how top-producing salespeople like commercial real estate brokers, can still have an enjoyable personal life. One of his pieces of advice was “be grocery-store worthy.” This is...