Working with Sellers

A Ying/Yang Day is all Ying in the End

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Yesterday I taught a class called Setting the Course for 2023 for the UTAH RRC group at the Salt Lake City Board of Realtors. It was a Ying/Yang kind of day that could have been thought of as disastrous. But it wasn’t. It began nicely. I successfully navigated the latest “storm of the century,” I got a killer parking place at DIA, walked in the terminal and stepped RIGHT UP… Read More »A Ying/Yang Day is all Ying in the End

How’s the Market?

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?

Politicians, Sales People, and Loving the Process

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

It’s the Listing Season

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

Your Strength is Your Strengths

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

Eight Simple Rules to Awesome Customer Service

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

Nothing and Everything is Possimpible

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

Halftime of a WEIRD Year

June 30th has come and gone. Half of the year has transpired. 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, any day is a good day to set goals and strive to get better. I do know, however,… Read More »Halftime of a WEIRD Year

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…

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!