Work Harder on Yourself Than You Work On Your Job
The U. S. Navy Seals have a motto: The more you sweat in training, the less you bleed in battle. Muhammad Ali
August 30, 2016
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Three Skills That Identify Great Sales Managers
I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are
August 23, 2016
New homebuying has changed. CMAs should, too.
Not so long ago, when you were trying to communicate the market value of a home to a prospective buyer, you prepared
June 28, 2016
Stop selling quality.
For the remainder of 2016, we will be hearing certain words far too much—like “pundits”. A few years ago, the word “guru”
June 14, 2016
Differential demonstration: Sell the community along with the new home
I realize that all new home sales professionals recognize the importance of selling the community along with the new home. They know
May 17, 2016
Differential demonstration: The right questions to ask your new home buyer
A good interviewer knows how to guide a discussion to elicit more telling responses. You never ask a question that can be
May 3, 2016
Differential demonstration: Is your new home presentation on the right route?
I’m still en route to differentiating new home demonstration the right way. In this article, I’m literally on the route to success.
April 19, 2016
The key to new home demonstration: WIIFM?
In my last post, I talked about “differential demonstration” and the “Ta-Daaa Girl”. She’s the one on the game shows who waves
April 5, 2016
Differentiate your demonstration: New home presentation success
I heard someone use the term, “TV spokesperson” and I asked what that job entailed. He told me it was usually a
March 29, 2016
Still renting? Here’s why you should own, instead!
As the real estate market fluctuates, so does the rental market. At the moment, the rental scene is looking increasingly uninviting. A
March 8, 2016
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