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...
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...