How to Do More Deals Despite Adversity & Uncertainty

How to Do More Deals Despite Adversity & Uncertainty

Only a few weeks remain of the historic year 2020, which is likely a cause of celebration for many. While 2021 brings the hope (and high likelihood) of better times, much remains uncertain, and even in the best of times, there’s always some adversity. With all...
Prospecting Is Not As Burdensome As You Think

Prospecting Is Not As Burdensome As You Think

I talk about prospecting all the time, because it’s the most significant thing that separates top producers from underperforming brokers. But have you ever stopped to ask yourself WHY you prospect? What’s the purpose of prospecting? The first answer that comes to mind...
5 Ways to Make Closing a Breeze

5 Ways to Make Closing a Breeze

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...
Overcome Call Reluctance & Pick Up the Damned Phone!

Overcome Call Reluctance & Pick Up the Damned Phone!

I get them every day and you probably do too. I’m talking about connection requests on LinkedIn that are really cold prospecting messages. You know the drill – someone you’ve never heard of sends you a connection request. Against your better judgment, you accept it...
The Paradoxes of Prospecting

The Paradoxes of Prospecting

I’ve said it many times, and will continue to say it: prospecting is the most significant thing that separates top producers from everyone else. Prospecting is the key. Prospecting has always been the key. It’s the reason 20 percent of brokers do 80 percent of the...