What Defines Elite Brokers in Good Times and Bad?

What Defines Elite Brokers in Good Times and Bad?

This challenging year has further exposed who the top-producing brokers are vis-à-vis everyone else. Anyone who wants to improve their selling effectiveness would be wise to emulate the most elite brokers. As someone who has provided education and coaching services...
The Reason You Send Emails

The Reason You Send Emails

I presented a webinar yesterday that demonstrated new ways to write prospecting emails. A couple hundred participants purchased the program, and it turned out to be well received. Sales professionals need prospecting help these days, and of course, some industries are...
Identifying What Does & Does Not Work in Prospecting Emails

Identifying What Does & Does Not Work in Prospecting Emails

Today we’re going to improve your email prospecting skills by looking at a real-life example. By the way, not all of my clients are commercial real estate companies. I work with other industries too. One of my clients, the VP of sales at a staffing company, asked my...
What’s the Prospecting Order?

What’s the Prospecting Order?

Many brokers have a prospecting system, also known as a “cadence,” the order, frequency and variety of your prospecting messages. It usually takes multiple attempts to reach a decision maker when targeting cold prospects. All those attempts together comprise your...
Hunting vs. Farming? and Prospecting vs. Closing?

Hunting vs. Farming? and Prospecting vs. Closing?

I led a mastermind meeting this week in which several managing brokers discussed the difference between sales hunters and sales farmers (or what some people refer to as sales “zookeepers”). We discussed whether farmer/zookeeper brokers can be converted into hunters....