If we need our clients to tell us the truth so we can help them… we have to be willing to tell them the truth, too. Truth Has to Travel Both Ways I teach that truth follows trust. If people don’t feel safe with us, there’s a good chance we’re not going to hear what’s … Continued
There is an old saying I learned years ago: “A man convinced against his will is of the same opinion still.” I don’t know who originally said it. It has been attributed to several people over the years. But I know this: after more than 40 years in sales, I believe the principle behind it … Continued
I talk about practice a lot… …probably more than some people want to hear. After more than 40 years in sales, real estate, speaking and training, I have become convinced that most people don’t have an information problem. They almost always “know” more than they consistently do. Yet when I suggest practicing a listing presentation, … Continued
They’re Shopping for a Payment. One of the biggest mistakes I see buyers make is getting fixated on the price of the house. Is the market going up? Is it going down? Should I wait for prices to fall? What if interest rates go higher? What if they come back down? People read a headline, … Continued
Winning the Number Doesn’t Always Mean Winning the Deal I remember one of the first pieces of negotiation advice I heard early in my career, more than 40 years ago. I know many of you have heard it too: Never make the first offer. The reasoning sounds perfectly logical. Let the other person go first. … Continued
Compliance is the floor. Professionalism is the standard. There is a dangerous word in sales: Done. The form is signed. Done. The disclosure was delivered. Done. The box was checked. Done. The transaction closed. Done. Technically, maybe. Professionally? That’s a different question. And I think the difference points toward something I’ve been concerned about for … Continued
Trust → Promise → Performance → Proof → Comes After the Promise Trust is what happens after we make the promise. We talk a lot about building trust in business. We talk about first impressions. We talk about credibility. We talk about communication skills, body language, listening, competence, and doing what we say we’re going … Continued
There Is No Housing Market When somebody tells me what “the housing market” is doing, my first question is simple: Which housing market? The Headlines Are Not the Market We talk about “the housing market” as though there is one market moving in one direction at one speed. There isn’t. Yes, there is a national … Continued
Most sales trainers teach you to become a student of the market. Know the inventory.Know the statistics.Know the interest rates.Know the competition.Know your product. They are right. You should know all of those things. But I believe they are teaching the wrong lesson first. The market is not demanding that sales professionals become better students … Continued
The Skill Behind Better Sales Conversations Your prospects are always communicating. The question is whether you are present enough to receive the message. In a recent Control Before Confidence workshop, we were practicing real-world sales conversations through role-play. As the participants answered questions and responded to objections, I started pointing out what I was seeing. … Continued