Content Marketing for Brokers

Content Marketing for Brokers

According to one of the world’s richest persons, “content is king.” That’s what Microsoft founder Bill Gates declared in an essay he wrote in 1996. You could make the argument that content is even more royal today than it was in the 90s. Content attracts attention and...
Social Media & Brokerage

Social Media & Brokerage

The Pew Research Center released the results of a survey on social media use in the United States, and the results are salient for any broker who uses social media for prospecting purposes. Here are some of the findings: Approximately 81 percent of adults use YouTube,...
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...
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...