Selecting A Farm Area

I am referring to a territory that a sales person will work within the boundary. This is considered their farm. Let’s narrow the field and focus on real estate sales. Farming is an older and more complete term for prospecting for new clients to work with. A few years ago the term “Prospecting” was replaced with the term “Lead Generating.” …

How Is Your Prototype Working?

Prototype is a word that is not used much with the general population. Contrarily it is used daily in the manufacturing industry. As an example let’s take a thermal coffee cup and see how it came into being. Somebody had an idea about putting a cup inside another cup while leaving a little space between the walls of the two …

How to Get Your Clients to Call You

It is an eerie feeling when you have requested a prospective home buyer to return your call or to respond to your email and you don’t hear a word from them. What are you supposed to think? I can tell you from my experience that many thoughts run through your mind. You might wonder where they are, why haven’t they …

Pride of Ownership

Most people have some sense of pride in some or all aspects of their daily activities. Because of my religious upbringing, the passage in the bible referring to pride comes to mind.  I John 2:16 says, “For all that is in the world, the lust of the flesh, and the lust of the eyes, and the pride of life, is …

If the Parrot Can….You Can!

John received a parrot as a gift. The parrot had a bad attitude and an even worse vocabulary. Every word out of the bird’s mouth was rude, obnoxious, and laced with profanity. John tried and tried to change the bird’s attitude by consistently saying only polite words and playing soft music. Finally, John was fed up and he yelled at …

Who Needs A Personal Coach and For How Long?

It is imperative that you understand we are referring to people whose career is in sales. With that in mind, this is the simplest question I ever have to answer. Since this is a two part question, I will first focus on who needs a coach. Everyone who aspires to reach a higher level of excellence should have a coach. …

Internet is Hurting the Buying Public

I’m sure a lot of people will disagree with my topic statement. Hopefully you’ll take time to read it and then I think you’ll agree with me; at least in part. According to the National Association of Realtors most recent studies, close to 95% of real estate buyers search the Internet to find property for sale. In some cases, by …

Friendships—Key to Success in Sales

Friends are so special. I can’t imagine what life would be like if I had no friends. Given my personality and my need for friends, I’m not sure I could even survive without having lots of friends. One might say I’m using the term “friends” very loosely; and I suppose I am. I call people that I know fairly well, …

Handling Fear of Rejection

Fear of rejection is probably the most common disease associated with sales people. No I didn’t make a slip of the tongue. I consider fear of rejection a very deadly disease to a sales career. Fear hits a person at a very early age and if uncontested, it becomes cancerous; to the point it is such a large obstacle, it …

Building Your Personal Brand

Within a few years after I got in the real estate business, I purchased a cattle farm. During the early 70s there was a growing problem of stolen cattle and horses. Not many cattlemen were branding their stock at that time but the one’s that did, didn’t seem to be bothered with having missing livestock. Cattle rustlers seemed to stay …