Everywhere I’ve taught this autumn, from South Carolina to Coeur d’Alene, a key topic being discussed is the shifting market. As my Denver market, like many of yours, becomes more confusing everyday, I think it’s imperative to be up on the latest changes LOCALLY. While it’s one thing for you to be the market expert, more importantly, it’s time for your expertise to go deeper – not wider. What I… Read More »How’s the Market?
Milton Berle once said, “You can lead a man to Congress, but you can’t make him think.” Thirty years ago, I used to teach American Government to 9th graders. I can’t imagine having to do it in the last two decade given the complete disregard politicians from BOTH sides of the aisle have for us, the people, and for the Constitution and Bill of Rights. Centuries ago the phrase “public… Read More »Politicians, Sales People, and Loving the Process
I’m sitting at my desk, contemplating next week’s two day listing course, CRS 201, in Malvern, PA and via ZOOM. While I’m not concerned about the content and I am not shuffling through slides for the 473rd time (only up to 306th), I’m wondering how many agents will be wise enough to respond to the possibility of learning a little more about this so, so relevant topic. My first Broker told me… Read More »It’s the Listing Season
The last three days, I have been on the Coldwell Banker Sales Rally and Roadshow, something I haven’t done in maybe 13 years. While it was a nice opportunity to take a trip down memory lane with some old friends and also meet new ones, it was mostly a chance to talk about one of my favorite topics: your strengths, and why they are so important in your business. It’s… Read More »Your Strength is Your Strengths
Today is July 5. a hair more than half of the year is gone. If it were a halftime show, the band would just be coming off the field. So tell me (or someone else or just yourself), how’s it going? Are you on schedule to have the kind of year you planned? Business working? Family? Recreational activities? Other things? I don’t believe in New Years resolutions. To me,… Read More »The Band is Finished…. Now What?
Sometimes a great customer service story is focused on a grand gesture, an act that amazes the customer. A Nordstrom accepting the return of four tires from a dissatisfied man even though they don’t sell tires. A maid at the Ritz Carlton guaranteeing that the hotel would replace a guest’s missing laptop computer if it wasn’t found by days end. Most of the time, customer service can be found in… Read More »Eight Simple Rules to Awesome Customer Service
So far this year, I am averaging about 47 miles a week. That’s not too bad. All of the miles, however, are pretty slow. We’re talking 14 minute pace. I am, nonetheless, still out there logging the miles. I’ve been in Orlando the last three days. First and foremost, most of the places out around the attractions; the resorts, the convention centers, are terrible places to run. No trails, no… Read More »Reality Strikes (Again?)
In his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three step approach to marketing your product or service(s). Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). This occurs most often in budding businesses where the product or service is unique or new and customers will accept minimum standards. In fact, Beckwith calls this stage, the… Read More »Nothing and Everything is Possimpible
So, yeah, I’m a little late on the whole Happy New Year thing. But, nonetheless, Happy New Year! If this writing were just a year in review exercise, it would be two things: very short, and very slow. My running in 2020 was mostly short and most always slow. But I digress, or maybe I don’t. Anyway, I completed 2023 miles in 2020. Yep, I “ran the year” as they… Read More »Hello 2021! Running review of 2020.
Christmas has come and gone, and pretty much 2020 has as well. For many, the arrival of 2021 is a welcome event as most have found 2020 to be a highly objectionable year. The reasons for that have been highlighted, and will be highlighted in many a new year in review. So, I will pass and choose to focus on the upside of the closing year. After all, the hope… Read More »The Best of 2020, Pandemic Year: Books, Shows, and Gratitude