One of the biggest blocks to good communication between people is the frame of reference, or point of view, people have when communicating. Simply put, what’s going in your mind is most likely not going on in the person’s mind with whom you are communicating.  And, many people tend to think that everyone has their [...]

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As we are quickly approaching the half way mark for 2009, it’s time to seriously look at where your production is, and recommit to where you want it to be at the end of this year. At the beginning of the year I shared some quick and easy guidelines for writing a business plan.  Hopefully [...]

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Communication skills are essential in sales.  Simply stated, the better one is at communicating, the more successful they will be in sales. I know I just stated the obvious, yet you’d be surprised at how many salespeople don’t have good communication skills, or don’t know what that term means (yet they think they do!). First [...]

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As the market begins to improve I  believe controlling the inventory is the name of the game.  Many say that fall time is when we will start to see the market shift, and that next year this time we should feel the recovery. If you are going to sell real estate in high volume, you [...]

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I’m not sure if I got the title grammatically correct, but the idea of this post is to find out if you, the professional salesperson, or your prospect/client is doing the selling on your incoming/outgoing calls, door knocks, open houses, showing and listing presentations, offer presentations and negotiations. Prospects – Do you find yourself answering [...]

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Mindset is one of the most critical factors in our life and in our business.  Where is your mindset most of the time?  I challenge you to take notice of it and actually write it down throughout the day.  Where are the majority of your thoughts? If you believe in the Law of Attraction, and [...]

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As the real estate business seems to thankfully be continuing to pick up, I wanted to share a few quick tips that I am using daily to continue to sell an average of 110 homes a year even in this market!  The agents that I coach use these ideas daily and their production continues to [...]

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