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Working with Sellers

Text Without Context is Forgettable: What Bogart and Gable Teach Us About the One Liner

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As I was watching The Maltese Falcon for the umpteenth time Sunday, I anxiously awaited the “showdown” scene between Sam Spade (Humphrey Bogart) and Brigid O’Shaughnessy (Mary Astor). After a rough and rocky relationship (both business AND personal), Spade let’s her know that he’s turning her in for murder, even though he loves her. Spade’s wonderful dialogue, both mildly loving and extremely sarcastic goes like this:  “I hope they don’t… Read More »Text Without Context is Forgettable: What Bogart and Gable Teach Us About the One Liner

Go Visual With Haiku Deck!

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A few weeks ago I was teaching a tablet mobility course in Pensacola, Florida and an agent approached me and asked, “Do you use Haiku Deck?” “No, never heard of it,” I replied.  Well…. I have now. As you know, for several years I have been on the soapbox preaching the gospel of fewer words and more visuals as a more effective way to present. Evidence shows the visual to… Read More »Go Visual With Haiku Deck!

How’s Your Package?

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Realtors, wouldn’t it be great if there was someone who could precede your appointment: sharing the benefits of working with you, pontificating about the strength of your marketing plan, giving them just the right dose of information about how you work?Well, there is and he or she is staring back at you from your mirror.YOU, through an extremely effective positioning strategy can accomplish every one of those goals by preparing… Read More »How’s Your Package?

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