Sales Profiling: A Lead Is A Person, Not A Thing
Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions. These same people talk about
April 18, 2017
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The Power Of The Positive “No”
Former British prime minister Tony Blair once said, “The art of leadership is not saying ‘Yes’. It is saying ‘No’.” Saying “no”
November 15, 2016
Learning Lessons
If you’ve been with me for any amount of time, then you know I’m all about reading books and spreading and sharing
September 6, 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
Give Your Homebuyer More Than Google Does
When they’re ready to start the search for a new home, buyers don’t get on the phone. They get online. About 90
April 7, 2015
Leak #5: Inadequate Sales Staffing – Leaking Profits: Article 8
Over the past few weeks we’ve explored several important profit leaks showing that staffing is very important. We’ve talked about CRM to
December 3, 2013
Why Are You In Business? – Leaking Profits: Article 1
“Even a small leak will sink a great ship.” —Ben Franklin Brian Tracy said, “The purpose of business is to create and
October 15, 2013
What Buyers Really Want
Perhaps you saw the June Consumer Reports magazine, which rated retailers based upon customer surveys. When it came to service, Dillard’s was
October 5, 2010
Stop Talking To The Mirror!
There are, depending on the size of your business, somewhere between 10 and 1,000 people who care enough about your company to
August 10, 2010
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