Realtors Need to Establish Preferred Builder Networks

In the last five years, January 2013 to January 2019 many things changed, while what home shoppers want stayed about the same. Realtors still need a lot less competition and a lot more saleable inventory. According to two studies, one released by Builder Homesite Inc in January 2013 at the International Builders Show and the National…

Learn to Laugh at Yourself

How do you handle those situations that totally embarrass you, but other people think are funny? Maybe you said something in a sales meeting that was misunderstood that got a big laugh. Maybe you dropped a dessert in your lap at the company party and everyone laughed while you sat mortified, or you forgot how…

Not Asking for Referrals is a Costly Bad Habit

One of the most common questions I am asked is “How can I get more prospects?” Fortunately I know the answer. Guaranteed. You don’t need more technology. You need to be willing to ask for the business. If you don’t ask, you will not get. This principle is so old it’s biblical. I watched this…

To Know and Not to Do Is Not to Know

My guess is that if If you have been in sales for more than 24 hours, you have already heard that if you don’t have a prospect if they are not ready, willing and able to purchase a home. You have a suspect. The reason this is included in this series of ‘lessons’ is that too…

Remember Your Sales Objective

Do you remember your first sales job? Your first sales training? What do you remember most about it? I remember the first sales lesson at the age of 16. My first boss, Mr. Clarence McKee (deceased), taught me a sales lesson within 15 minutes of my first day on my first sales job, as a…