Sometimes, we can all make the business of sales far more difficult than it has to be. We spend too much time bogged down with unproductive activities (80%’ers). We often focus on Rainmaking by grinding it out on the phone or otherwise working on prospecting projects that are not exactly fun or can be down-right […]

Phone prospecting is one of the most cost-effective and efficient ways to get new clients. It could be argued that any agent that had a good script and made 50 calls per day using a good script, would have a six-figure income in a short period of time. There are two types of phone prospecting […]

Success in the sales profession, perhaps even in life, depends on how many shots you take. In other words, success is a numbers game. For example, if you’re looking for a job and you’re too embarrassed to tell your friends, you may struggle to find one. On the other hand, if you let everyone know […]

The predictions have finally come through. The real estate market has made a full circle. For properties valued under $1 million, inventory is becoming tighter and tighter as the multi-year buyer’s market has now become a seller’s market. For agents that have listings, that’s great news because listings are selling. This success is a double-edged […]

We’ve often quoted that people don’t care what you know, until they know that you care.  You can be the most knowledgeable agent in the local market and an excellent salesman, but if people question your integrity or motivations, you’ll absolutely lose business.  Obviously, the key is to get to know your clients by using […]

There once was an old bull and a young bull standing on top of a hill overlooking a herd of cattle.  While admiring the cows, the young bull says, “let’s run down and get romantic with one of those cows,”  to which the wise, old bull responded, “no, let’s walk down and get romantic with […]

You know the facts. Most real estate business is driven by listings. That being said, the best way to prepare for success in the second half of 2013 is to carry an inventory of good listings into the rest of the year.   The good news for the agents that do have listings is that […]

A common problem facing everyone in sales involves getting prospective clients to return phone calls. It’s not uncommon for agents to feel like a prospect is avoiding them when they’ve left several messages and don’t get a response.  And, it’s true that some people are just plain rude and will ignore you if they’ve decided […]

How is it that prospective buyers and sellers will express an interest in your services and then just disappear? We’ve already discussed how some prospects will fail to respond because they’re busy. We know that “turning up the heat” with multiple additional contacts is a good way to stimulate a response from someone that is […]