You can’t teach attitude
I’ve coached hundreds of sales professionals in my career. I believe I’ve taught them essential skills. Attitude isn’t one of them. You
June 9, 2021
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Courage and discourage are more connected than you think
We’ve all had moments of feeling discouraged. Things didn’t go as we hoped. Disheartened, the letdown leaves us feeling like we’ve failed.
June 2, 2021
The discovery process in new home sales
To me, the discovery process in new home sales is the most important part of the selling process. Without asking the right
May 26, 2021
Is your sales team getting rusty?
We’ve been experiencing a housing market that’s more active than today’s new home sales professionals have ever seen. As they are excitedly
May 19, 2021
The ROI of Sales Training: Getting what you pay for
What is the ROI of sales training? Like anything else, you get what you pay for. I’m often asked, “How long does
May 12, 2021
The 6 most important activities of a sales manager
What does it take to be an effective manager? Are you dividing your valuable time for the best return on investment? To
April 28, 2021
Inspire your team. Then get out of their way!
A leader’s role is to inspire people and motivate their people to achieve results. It is also the job of a leader
April 21, 2021
Look on the bright side: 10 ways to build optimism.
“Look on the bright side.” Is this a blurred vision for you? Some people are perpetual optimists while others dwell in the
April 14, 2021
Flightless flapping wings: Activity and action are not the same
Action and activity are not the same. Action is a movement that is done with purpose, intended to generate a reaction. “If
March 10, 2021
You weren’t fired. You de-hired yourself.
“I’m afraid we’re going to have to let you go.” If you’ve ever been on either side of this conversation, you know
January 29, 2021
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