sales: Should I increase my advertising budget during a recession? - 03/10/08 01:28 PM
Recession talk....I guess it's not "if" anymore, but how bad is this one going to be? Recessions are scary words, but in reality many actually thrive. The current credit crunch is hurting everyone in the mortgage and real estate industries, but like any market in the past, it will rebound eventually. … (10 comments)
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sales: Are we just order takers or sales people? - 02/29/08 12:02 AM
Recently I've been forced to face a number of realities, and some of them have been eye opening. Often in any industry complacency can take hold after years of doing the same thing over and over again. I've witnessed this myself in my own practice. For months my partner and I … (3 comments)
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sales: Don't let your past performance determine your future.... - 11/02/07 03:34 PM
Why do some people always succeed, while others are continually talking about succeeding? It's always baffled me how often that in our day to day conversations that we hear the same banal repetitive comments about dieting, making money, or how we're going to do better in relationships. But water-cooler discussion after … (0 comments)
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sales: The industry sales seminar....Revival or Value? - 09/24/07 04:17 PM
This post should relate to most of us who are in sales and have attended a sales related seminar. Earlier today I was involved in a conference call with several of my colleagues. We all had one thing in common, we all attended a mortgage planning conference in Las Vegas this … (0 comments)
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sales: Golden Rules of Influence - 06/14/07 01:44 PM
I mentioned yesterday that I attended the Strategic Equity Summit 2007 in Las Vegas. I love to attend these conferences. After the daily grind of meetings, consultations, and day to day issues, it's just nice to enjoy opening my mind to different idea's and concepts from super producers within my industry.
Mostly … (2 comments)
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sales: Confucius was one smart cookie!! - 02/05/07 11:03 AM
Preparing my seminar I remembered a concept that I heard from another seminar that I attended. Basically they set the stage by drawing two circles. The first circle represented all the information that we "Know" and what "We don't know". Then he drew a circle that represented what "we don't know … (0 comments)
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sales: Ping....Ping....Ping..... - 01/23/07 03:48 PM
No I'm not talking about a golf club! Actually you can relate this subject to those old submarine movies. You know the ones where our hero's in the submarine are braving a destroyer search by some enemy. Every man looks towards the ceiling of the submarine as the destroyer begins to … (1 comments)
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sales: Has this ever happened to you? - 01/17/07 06:00 PM
Has this ever happened to you? Your at a neighborhood block party. You arrive late to the party, everyone has already arrived before you. As you mingle through the crowd you notice many are engaged already in conversations with each other. You start to feel unnoticed and soon find a quiet … (30 comments)
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sales: 212 degree's....an interesting motivational clip - 01/11/07 09:02 PM
Didn't know this until I watched this short clip from Simple Truths, but it made some excellent points about top performance in life and in sports. My favorite quote was from Emerson - Perseverence is not one long race: it is a series of short ones. Anyone who is curious should … (1 comments)
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sales: Are you building your retail and wholesale network? - 01/11/07 05:15 PM
"Like most salespeople, I've spent a lifetime trying to build a network of customers and friends... . There are two ways to do it: retail and wholesale. Retail means the one-at-a-time kind of contacts that are built up through participation in community and social activities. Wholesale means the recognition, and acceptance, … (0 comments)
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sales: How do you trigger Enthusiasm in your clients.. - 01/08/07 11:12 AM
In an earlier blog I referenced a book that I've been reading. It mentioned that in networking situations that you should not be insincere or disengenous in your approach to a new relationship. However you do need to bring passion, enthusiasm or life to the relationship! As sales agents we have … (0 comments)
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sales: They have to like you before they'll do business with you!! - 01/06/07 01:30 AM
This is a marketing piece that I send my clients once a year, and the inspiration of this piece was the master of networking and relationship building himself, Dale Carnegie. As we get ready to go forth and create new relationships in our industries, let's remember that they first have to like you before they'll … (7 comments)
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sales: Why you should be a gatekeeper - 12/06/06 01:20 PM
The Law of The Gate Keeper states: The business professional that refers out the most business will create the most reciprocal referral relationships in return. Translation: The business professional who controls the lead or relationship wins the golden prize...the DEAL!!
Regardless of what you do, you should always look for relationships with … (1 comments)
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