Selling Is A Dialogue, Not A Conversation.
Recently, I was talking with a great sales executive who was explaining the concept of “conversational selling”. He told me that this
September 27, 2016
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The Art Of the Turnaround
My clients consider me a “turnaround specialist,” which is, by definition, a person with special knowledge and ability who is devoted to
September 13, 2016
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
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
The Best Lessons Are Caught, Not Taught
Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning
August 9, 2016
Know The Market Before You Sell Your Home!
When you’re looking to sell your home, you have a vested interest in its value. What you really need to know is
July 21, 2015
The Smart Use of Real Estate Sites for Homebuilders
When searching for a high-ticket item—like buying a new home—your sales prospects are doing their homework. Not only is it their single
November 11, 2014
#2013-15 How to find New American homebuyers
I’ve been talking a lot lately about working with New American homebuyers. This niche of people from a diverse array of cultures
October 1, 2013
#2013-14 Good gifts for New American homebuyer clients
I met a new home sales professional who had concluded a sale with a homebuyer from Hong Kong. She always gave her
September 24, 2013
What's Your Opening Maneuver?
“Unbelievable.” The perfect response when a buyer asks you, “How’s the Market.” And follow that up with “Time.” It’s an unbelievable time
May 7, 2013
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