Tons of Room at the Top in a Bad Market

Tons of Room at the Top in a Bad Market

Normally, I focus on sales training, but about four or five times a year, I’ll deliver a motivational speech. Last Tuesday was one of those days. My topic was “Tons of Room at the Top: The Attitude & Altitude of Success.” I delivered the keynote to a group of real...
The Purchasing Department Black Hole

The Purchasing Department Black Hole

Have you ever found yourself trying to get business from a large company, and then all of a sudden, your contact in the company refers you to the purchasing or procurement department? As a general rule, I recommend brokers avoid or work around the procurement...
The Keys to Successful Pitch Meetings

The Keys to Successful Pitch Meetings

This might seem counterintuitive, but if we’re going to talk about listing presentations, we must first talk about listening. Too often extroverted real estate brokers, who love the sound of their own voices, launch into well-rehearsed and finely polished...
Carefully Mining Competitors’ Clients

Carefully Mining Competitors’ Clients

This is a touchy subject in the real estate world, but nevertheless, we’re going to address it… You can find a wealth of opportunity by mining your competitors’ clients. Are you curious why? Because it is not uncommon that your prospects are unhappy with...
“Selling Season” Starts Tuesday

“Selling Season” Starts Tuesday

Things are going to change next week, but don’t worry; it’s a good change. The most important part of the year begins Tuesday. It’s called “Selling Season,” the two-and-a-half-month period between the U.S. holidays of Labor Day and Thanksgiving. Things get done during...
What to Do When Your Client Goes Dark

What to Do When Your Client Goes Dark

It happens to all of us – a prospective client, one you’re sure is going to end up doing a deal with you, suddenly goes inexplicably dark. Prospects have been going dark since the real estate profession’s very beginning. It’s a common problem, but it appears to be...