Sales

Curly Meets Sweet Baby James

As I ponder my existence and periodically search for meaning in this wild and crazy world, I seek guidance from the philosophical Masters of the universe. Normally, I seek the wisest of council from The Most Interesting Man in the World. In this case I look elsewhere. My two Masters are Curly, the hardened cowboy in the movie City Slickers and James Taylor, singer/songwriter. Interestingly, Curly gives enlightenment for  the… Read More »Curly Meets Sweet Baby James

Find Their Why and Let Them Buy!

Someone once said, “people don’t like to be sold, but they love to buy.” There’s a tremendous wisdom to that short sentence as well as numerous far reaching aspects that cover many facets of many businesses. More on those, another time.  Left to their own resources, people will buy. They will buy technology gear, life insurance, lawn mowers, Chevys, Toyotas and Fords. They will buy houses. So how do you… Read More »Find Their Why and Let Them Buy!

What’s Your Mini-Saga?

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So, what’s your story? Everyone has one. We tell them verbally, we tell them in writing. Story is as old as human beings. In fact, we would know so little about ourselves and our world if had not been for the simple telling of stories throughout history. The beauty of a story is that it often takes something and attempts to explain it in the context of something else. Many… Read More »What’s Your Mini-Saga?

Want A Better Housing Market? Remember the Early 80’s!

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The early eighties. A wonderful time in the lives of many of us (at least as it sits WAAAAAY back in our rear view mirrors). Maybe not so much. The music was mediocre, the clothes were horrendous, and interest rates were not appealing. The 80’s brought much change. My first wife, Della, and I had a newborn, some money in the bank and some horses and dogs to looks after.… Read More »Want A Better Housing Market? Remember the Early 80’s!

If You Got ’em, Use ’em!

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That’s using your tools, dog. Whenever I deliver a company class about tools and resources, like I have these past couple of months at three different Coldwell Banker companies, I am reminded of the number of real estate agents that are not aware of the tools at their disposal. Most of the major real estate brands have spent millions of dollars attempting to give their agents an edge in the… Read More »If You Got ’em, Use ’em!

Looking for Buyer Loyalty?

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Loyal Tiger Fans! Anywhere I teach, real estate agents share a common obstacle they face when working with buyers… LOYALTY! They say there is no problem getting sellers to be loyal, but those buyers… they are tougher. My answer is always the same: Maybe you should treat your buyers more like you treat your sellers. Our sellers are loyal because we lavish attention upon them. We send them info in… Read More »Looking for Buyer Loyalty?

Got Empathy?

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At the National Association of Realtors Convention in Orlando several years ago, Daniel Pink (author of “A Whole New Mind”) had the members of his audience do an experiment. We placed our index finger on our foreheads and drew a capital letter E. Whether we drew it to read ourselves or to be read by others said something about our ability to empathize with others. Two-thirds of the audience showed… Read More »Got Empathy?

It’s A People Problem

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Smartphones aren’t so smart. I mean, they couldn’t just walk (or run) around and actually survive without….. yes, you guessed it….. people. The problem is, people are people. 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 business and the equipment we utilize for doing… Read More »It’s A People Problem

Ham, Eggs and Martin Price

I was three-quarters of the way through my core exercises yesterday morning when the phone rang. Reluctantly as you can imagine, I lifted my carcass from the floor and crankily gathered my phone. “Hello?” I said. Then the voice…. It was Martin Price from somethingsomethingsomething.org who was letting me know that as a CRS, I was entitled to 100 late mortgage payer leads. The problem was it wasn’t Martin Price,… Read More »Ham, Eggs and Martin Price