John Alexandrov's (johna) Blog

If you're like most real estate professionals, you're going to quickly realize just how important this trend actually is. I've had many people at events tell me that understanding this trend alone helped them close more business immediately. As you'll discover, and probably agree, this trend is s...

If you remember, last week I told you that your call reluctance or prospecting reluctance wasn't your fault  even though most people tell you it is. The basic truths you are about to discover will be so obvious to you that you'll wonder why you haven't noticed them before. After you read the list...

Just suppose for a moment that your office manager came into your office this morning and said "great news, everybody, I've discovered how to help you eliminate call reluctance!" Usually they follow up with solutions to these problems they think you have: You just have to overcome the fear  You h...

Just because it's trademarked, doesn't make it true... In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson  completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals h...

Most people believe that the answer to overcoming prospecting or call reluctance is actually quite simple: Find out why you are reluctant to make prospecting and lead generation calls and implement an easy system to overcome the reluctance. If you’re like most people, you may think that revelatio...

We all know how great it feels to make or receive a phone call with the news of a sale!  Then I wonder why the number one most common prospecting personality type is actually "telephone terror?"  After testing thousands of agents from across North America, it's become obvious that most people are...

I probably don't have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you've probably figured out that prospecting almost always equals profits... You see, most agents and loan officers don't want to prospect. It doesn't come natural ...

Imagine that when you ask home-owners to list with you or make an offer, you know they are going to say YES! One really easy way for you to do this is to give them something for free before they are your clients. You see, we've all been taught that when someone does us a favor, it's up to us to r...

The number one thing you can do to keep control of your clients is to TAKE control from the beginning. How? The first time you talk with them, you have to tell them what to expect. The easiest way to do this is by using power words and phrases that clients pick up on unconsciously. Here are a few...