Each person involved in every conversation and decision has three perspectives. The past The present The future A mistake many people make is to base conversation and decisions on the present, but it is someone’s past and future perspective that has the biggest impact on what they say and do. Two examples: Clients who have…

Here are three ways to be as productive as possible during crazy busy times: 1. Use the “Send Later” feature in Outlook or Gmail. The Send Later feature is a great way to prep emails in advance or time your emails to arrive at a certain time of day. I’m most productive in the morning,…

  Summer Selling: How to Sell More While Taking More Time Off This Summer Wednesday, June 19th @ 10:00 am Eastern   Alan Weiss, thought leader and author of over 40 books, says, “Real wealth is discretionary time. Money is simply fuel for your life.” While it is crucial that RE agents and originators take advantage…

Relationships are the foundation of our industry. Yes, we help people buy/sell homes and obtain loans so they can achieve their goals, but ultimately it’s the relationships we build with clients and colleagues that ultimately determine how successful we are. On May 15th Eric Stevens and I will be hosting a new webinar called How…

Now is the time to touch base with all of your past clients. As many of you have heard me say, it’s not the client’s job to remember us. It’s our job to remind the client about us. During the spring market we want our clients to remember the experience they had working with us.…

Ben Feldman is known as one of the most productive salespeople of all time. Near the end of his career his sales totals were equaled only by the entire sales forces of other companies. Amazingly, he reached this level of success selling one of the most challenging products there is to sell: life insurance. What…

When I was a young manager I had a conversation with my boss about some of the revenue challenges we were having and the actions I was going to take.  When I told him my plan he looked right at me and said, “That’s like changing the tires when the oil light comes on.” His…

Simplicity is a competitive advantage. Most of us over complicate things. Overcomplication results in wasting time and energy, and the outcome is often ineffective. Just the other day someone spent way too much time explaining something to me, with the result that I was utterly confused. I couldn’t figure out what they were trying to…

On February 13thI’ll be hosting a new webinar Sales Tips and Tweaks to Fill Your Pipeline and Wallet. (Sign-up here.) One of the things I’ll be addressing is salesperson FOBTP. The Fear of Being Too Pushy. FOBTP is a very costly issue. Most salespeople who have FOBTP leave money on the table. Please note I…

Believe it or not, there are several similarities between dating and delivering a memorable and effective client experience. Here are few suggestions to make both go well. 1. Make a great first impression. This is always important, on a first date or the first time you meet a potential/new client in person or on the phone.…