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...
Sales Call Commoditization

Sales Call Commoditization

NOTE: This week I am running a guest article written by my friend and colleague, Anthony Iannarino, who just released a new book, Elite Sales Strategies: A Guide to Being One-up, Creating Value and Becoming Truly Consultative. By Anthony Iannarino The discovery call...
Clients Who Lack Urgency

Clients Who Lack Urgency

From 1980 to 1995, Gary Larson had a syndicated, single-panel cartoon known as The Far Side. It ran in thousands of newspapers and was pure genius in its hilarity and concurrent simplicity. I could always relate to the cartoon especially one captioned, “Same planet,...
Tips & Tricks of the Trade

Tips & Tricks of the Trade

Today I share some collective sales wisdom in bite-sized chunks from three experts. Enjoy… Confirming Client Appointments Let’s say you successfully scheduled a face-to-face meeting with a prospective client, and the time for that meeting is tomorrow. Because you...
NO Requests for Proposals

NO Requests for Proposals

Whenever you have a lot disruption in the world, it usually ends up disrupting your business and your job too. Over the past couple years, we’ve had the pandemic, inflation, supply chain issues and now a major war in Europe. During periods of tumult, you’re likely to...
Inside the Circle of Influence

Inside the Circle of Influence

The temperature in my son’s high school classroom was 85 degrees. At least that’s what he said when I asked why he sometimes has a hard time focusing during chemistry class. I get it. I remember certain classrooms in high school being particularly hot or cold. I also...