Strengths Are Weaknesses
The Weakness of Strengths Theory. The failings of friends, colleagues, and partners can be deeply galling. We got close to them because of their skills and merits. But, over time, [...]
Now you Have To Enroll Them
Now you have to ENROLL them: To do that, there is info you need to know. Must qualify them and they have to have certain info. Probe for problems and magnify the hurt: [...]
The 3 Phases of Selling (10 steps to sales mastery)
The 3 Phases of Selling (10 steps to sales mastery): (1) ENGAGE the prospect ; (2) ENROLL them; (3) COMPELL them to do it now! You must ENGAGE the prospect: Must get them [...]
Daily State Management – Where to start, every day!
DAILY STATE MANAGEMENT Incantations: What we repeat with enough emotional intensity that we become certain about it. Then when we are certain it becomes our beliefs. Our beliefs drive our actions. Gets you [...]
4 Daily Tools of Influence
4 Primary Tools of Influence to use Daily Rapport: Bottom line is that people have to feel that you care about them and that you are like them. Talk about mutual interest, ask [...]
People buy Based on XX and Justify it with YY
People don’t act until they feel some sort of pressure to do so. 2 kinds: External pressure or Internal pressure Internal pressure is much more motivating. It’s their reasons. And will feel better [...]
Professional selling comes from a focus on helping a client get what they really need.
Professional selling comes from a focus on helping a client get what they really need. Not “closing”. Come from place of deep caring and build real relationships. Helping them get what they really [...]
Seriously – Make a Plan for 2021. Here is a plan for your Plan
Welp, 2020 was ... quite.....the.... year. Was amazing for many of working in Real Estate and Mortgage. Not so much for sooo damn many others. And now it's over, it's [...]