10 Reasons Not To Stage Your Home February 27th, 2012

1.  We want to test the market for 90 days. And on the 91st day?  Price reduction–and 90 days worth of potential buyers who have already eliminated your property. 2. It costs too much money. I have never seen a home where the staging costs would have exceeded the first price reduction.  And that doesn’t [...]

Is Your Inside Sales Team Making Quota? February 10th, 2012

If Not, Keep Reading… Brace yourself. I’m going to share with you a shocking truth: Most B2B inside sales reps are lacking the basic skills to sell by phone. Sure, they may know how to sell when the calls are flooding in. But selling in today’s B2B environment requires a different set of phone skills [...]

7 Common Mistakes You Should Avoid to Build a Profitable Small Business February 2nd, 2012

While experience can be a great teacher, learning from others’ experiences–successes and failures–can save you time, money and a lot of frustration. So when it comes to growing your small business, here are some mistakes you want to avoid or fix. Mistake No. 1: I Can Do It On My Own Most of us became [...]

5 Leadership Actions to Kick Start a New Year January 24th, 2012

The beginning of the year is a typical time to read these types of suggestions. In many ways we ascribe a special significance to the beginning of the year as a time to proactively do things to improve our future. These actions are just as relevant whenever you may be reading (or re-reading) this – [...]

Negative Assumptions Before Your Calls Usually Come True January 12th, 2012

I’ve been broke before. (Actually, broke was my next goal, up from negative net worth.) I regularly give workshops to groups ranging from ten people, to a couple thousand. I’ve risked hundreds of thousands of dollars–of my own money–on business decisions. But none of that is as nerve-wracking as when my daughter is on the [...]

My Best Closing Tactic December 14th, 2011

Getting people to laugh helped me close more deals than every other method combined. Steve and I were negotiating our first deal. He was pushing me to the wall for a big discount. First, I was unwilling to cut my price. Second; I didn’t need to, because he had already made the emotional commitment to [...]

Best Voicmail Tips When Using a Powerdialer December 5th, 2011

Among salespeople who make prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. I’m of the opinion that you definitely should – but only once every three days. For a voicemail to have any impact, however, you have to avoid the common blunders… and many of them are [...]

The New Cold Call – It’s NOT Cookie Cutter November 30th, 2011

“Jeffrey, come down to the office, there’s a guy here who has cookies for you! They’re those Biscoff cookies, the ones that you like.” How could I resist? I love those cookies. I’ve eaten them for years, predominately on airplanes, more predominately on Delta. They also have them in the Delta lounge, and occasionally you [...]

10 Questions + 10 Actions = Lead Generation Gains November 23rd, 2011

In this article, you’ll learn… • Questions to ask yourself before you start a lead-gen campaign • 10 steps you can take today to bridge the sales and marketing performance gap Though much has been written about the gap between Marketing and Sales, an equally critical gap exists between Marketing and Sales performance expectations and [...]

Rich Real Estate Agent or Poor Real Estate Agent. Which One Are You? November 16th, 2011

What separates Rich Real Estate Agents from Poor Real Estate Agents?

Are men better real estate agents than women?
Does age or experience matter?
Do top real estate agents use Trulia or Zillow? Or Realtor.com? Or Homes.com?
Does FaceBook sell houses?[...]

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