One of the greatest challenges for a salesperson is figuring out when to move on. This can also be a challenge for the manager of that...

Many individuals seek a partnership and in some cases, it's a good idea. What makes for a good partnership? When should you avoid it like...

I believe many sales are lost because the salesperson was not prepared. What I mean is that the salesperson is not prepared for a "no."...

One of the most important parts of the sales process is validation. In Stop Selling, I liken the sales process to building a fire. The...

I work around the real estate industry. It amazes me how in the middle of the worst real estate recession since the Great Depression, so...

Is this something you have heard? I wish I had a dollar for every time I heard that phrase. Most salespeople hate to hear this comment....

You read that correctly, I didn't mean rejected, nor was I referencing a seat that launches you into the air. I'm talking about the...

You are a top producing individual in real estate, how do you get to the next level? How do you benefit from the business you have...

While in the field with a member of our team, a client made the comment, "we ask ourselves all the time, how important is brand?" Over...

I may be the only person up to this point to not have a Facebook page or a Twitter account. It's not that I don't support either. In...

I was talking to a friend of mine who’s in sales, and he was frustrated. He shared with me that he continues to see the same pattern. He...