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...
What Do Billionaires and Top Brokers Have in Common?

What Do Billionaires and Top Brokers Have in Common?

Forbes has a fascinating feature called “The Real-Time Billionaires List,” an up-to-the minute listing of the world’s richest people and their current net worth. Remember all that talk a couple weeks ago about Elon Musk passing up Jeff Bezos as the richest person?...
How to Organize & Prioritize Your Prospecting Efforts

How to Organize & Prioritize Your Prospecting Efforts

Mustering the gumption to pick up the phone and call a stranger is hard enough. It’s also difficult to determine who you should call, when to call them, why you’re calling them and what you should say. Regular readers of my articles know that I am obsessed with...