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Admit it . . . It’s not easy to get in front of new opportunities. We’re dealing with buyers who have more distractions than EVER before. Buyers who are busier than they’ve EVER been and (just to make things more interesting); They have more buying options than EVER before! So how do you STAND OUT in … continue reading »

There was a self appointed Cold Calling guru who attempted to contact me in my former position and gave up after only 2 attempts. And just to be clear . . . This wasn’t after 2 conversations . . . This was after 2 (really bad) voicemails within 3 weeks. 2 attempts sounds really light but; … continue reading »

On average, how many emails do you send each and every week to potential clients? How many responses, do you typically get? How many of those responses are favorable and result in a “next step”. Now ask your ego to leave the room, so it doesn’t feed you a make believe answer to the next … continue reading »

I’ll never forget that feeling that our month was doomed! It was only a few days away from the 31st, and several “sure things” became “no thank you”. We needed to get a quick jolt of opportunities but unfortunately, it just wasn’t happening. Just for the heck of it, I asked my assistant to send … continue reading »

It was almost 20 years ago to the day that I agreed to meet my guitar teacher at a local cemetery! I thought it was a tad odd, but I was really into Ozzy at the time and thought  communing with the dead might give me some musical insight. I was wrong! In fact (pinkie … continue reading »

In sales, we love to say; People do business with people they know, like and trust But how do you do that when you’re busy taking care of existing clients? Putting out fires? Getting caught up in administrative stuff? The first step is prospecting consistently instead of sporadically. Why? Because you CAN’T build a relationship … continue reading »

I absolutely LOVE what the vast majority of real estate firms do for their realtors. It costs them next to nothing to do but; It sets these aspiring sales rock stars up for SUCCESS! They give them a page on their website where they tell you a little something, about them self. They include pictures, … continue reading »

Do you ever get the feeling that your emails, to potential clients, aren’t even opened? Permission based emails, when handled properly, get opened, read and responded to at a MUCH higher rate! In this week’s FREE sales lesson, we talk about why you absolutely MUST include these types of emails in your arsenal! Download this … continue reading »

I shouldn’t have to tell you this but; An acceptance of a LinkedIn invite ISN’T an opt in for your email newsletters etc. In your defense, it seems real easy to export your contacts over to your email list but, in the long run; You’re pissing people off! And, you probably aren’t paying attention to … continue reading »

I always to hesitate to share something that’s “easy” because “easy” tends to get dismissed. It gets dismissed because its usually not a tip that people regard as sophisticated enough to taken action on or; Their ego overrides their common sense and they say something like “I already knew that”. I’m going to ask you … continue reading »