Always Be Recruiting

Who hasn’t seen the 1992 film, Glengarry Glen Ross? The title of that film came from the names of two of the real estate developments being peddled, Glengarry Highlands and Glen Ross Farms. This is a movie about four real estate agents who sell unappealing land to...

Listening is Good but Engaging is Better

As hard as we may try, nobody is ‘up’ 100% of the time. You have those days when you are really, really not feeling it as you walk through the prospect’s door to conduct those sales calls. But even during those times when you can’t be sincere or authentic, at least...

Goal Setting Will Energize and Focus You

Here we are peeking over the edge of a new year, a time when we clear off the scoreboard and begin a fresh and hopefully Covid-less start. It’s time for goal setting to take center stage for salespeople. In order to be a helper, today I’m sharing some goal setting...

Good Luck or Bad Luck?…

…You Decide If Your Perception is Actually Reality So here we are in the last week of the year, about to toot a horn and welcome 2021 into our lives. A couple of months ago I read a post by Keith Rosen http://www.keithrosen.com/. He is a fellow sales coach and...

Prospecting Procrastinating?

Everybody puts off doing things from time to time. For example, you may know someone who “didn’t get around to voting” in last month’s national election, because “it crept up on them before they knew it.” Well the problem with that excuse is that we have known for 175...