My BLOG

Easy, Simple, Practical…

So, we’re in the morning of day two of CRS 201, Listing Strategies for the Residential Specialist, and we take a break. An agent in the class, Bernie, says, “I’ve been in the business over 25 years. Why hasn’t anyone else taught me this stuff? Why haven’t I heard this anywhere else?” “Do you really want to know why?” I said. “It’s too easy, too simple. It’s too practical.” The next… Read More »Easy, Simple, Practical…

Diligent Transformation During Stay at Home

As someone who travels and then stands in front of people for a living, this whole Corona Virus thing has presented a bit of an obstacle. I had the busiest two and a half month run ever get postponed, cancelled, or taken online. Amazingly, I have been pretty darn okay with it. Yeah, I miss the income (a lot), but had good enough early months to easily keep the ship… Read More »Diligent Transformation During Stay at Home

Smartphones Solve the People Problem? NOT!

Smartphones aren’t so smart. I mean, they couldn’t just walk (or run) around, do math, bench press and actually survive without….. yes, you guessed it….. people. The problem is, people are people. As you may know, I teach sales people for a living. Some of them are tech savvy, some, not so much. They pretty much all agree, however, that while technology has changed some of the ways we do… Read More »Smartphones Solve the People Problem? NOT!

Customer Service Ramblings

Rambling #1. It was Harry Beckwith in his book Selling the Invisible who said, “A customer’s satisfaction is the gap between what the customer expects and what they get.” Some would believe that Beckwith’s quote tells us to under promise, I think differently. I think what Beckwith is saying is that sales people should manage customer expectations. If I send a letter from Denver to Savannah, and the post office delivers it in 3 days… Read More »Customer Service Ramblings

I Really Do Like Music, BUT…..

Maybe my senses cry out for solitude even more during this time of social distancing, a health-based focus and self-examination. Maybe I notice it when I’m in the silence of my home office. Then again, maybe it’s following me around (just because I’m paranoid doesn’t mean they’re not out to get me) and your experience is different. Maybe, like technology, it was invented by therapists to drum up more business (there’s some… Read More »I Really Do Like Music, BUT…..

Social Distancing? Books, Books, Books! My Top 20.

In this time of social distancing, some of us have taken to reading. SO, just in case you might need a recommendation or two (or more) here are my twenty favorite books of all time. This was tough, by the way,  because I like A LOT of books. Now, understand that I do not read mysteries, romance, sci-fi or most any fiction. I mostly read non-fiction/get better at what you do… Read More »Social Distancing? Books, Books, Books! My Top 20.

Creating the Possimpible. Harry Beckwith meets Barney Stinson

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 »Creating the Possimpible. Harry Beckwith meets Barney Stinson

Candy Store Service: Are You A Giver or a Taker?

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When it comes to customer service, do your people perceive you as giving more or taking away?    As we know, a huge part of customer service is perception. What does the customer think they see or think they experience?   I got thinking about this after reading an article on the website www.customerservicemanager.com. The group noticed two candy stores in the same neighborhood that offered, pretty much, the same… Read More »Candy Store Service: Are You A Giver or a Taker?

CRS Sell-A-Bration 2020 Recap

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I love conferences/conventions. I love the buzz in the air, I love the great mood most everyone seems to dwell in. Mostly, as a speaker, I love that they rarely get cancelled (only mildly self-serving). I also love when hundreds of like-minded, excellence driven, ready to grow agents get together to expand upon what they do and how they do it. Shoutout to the whole team at RRC in Chicago… Read More »CRS Sell-A-Bration 2020 Recap

Comfort Does It!

When it comes to sales, so many factors go into the trickiest of all equations: customer satisfaction. For many, customer satisfaction is simply making the sale without incident. For others, it’s delivering what the customer/client wanted and having the entire experience be good (or at least, not bad). I like what Harry Beckwith, best selling customer service guru said, “A customer’s satisfaction is the gap between what the customer expects… Read More »Comfort Does It!