What do you do for a living? I’m not asking for your job title, or even your job description. I’m asking about impact, about making a difference. I’m talking about changing someone’s world. A few years ago, Karen and I dined at Ferraro’s, the incredible Italian restaurant right on the beach at the Four Seasons Hotel in Wailea, Maui. The evening was spectacular. We had a table overlooking the beach, and with all the other guests, we literally applauded the most amazing sunset I’ve ever seen. It was a night I’ll remember always. Our waiter was outstanding. Engaging but respectful, friendly but not gushy – just what you would want for the occasion. At the end of the meal as he was pouring the last of the wine, I said to this gentleman, “You look like you really enjoy your … Read More…

How strongly do you pursue relationships with your buyers?  It’s easy to forget that, as a salesperson, you’re job is not simply to facilitate the sale; your job is to be a trusted counselor.  Home-buying can be a difficult, stressful, often-scary experience to go through.  A great counselor allows their customer’s to feel safe, and they will be taken care of and helped every step of the way. I received an email forward that was addressed to one such counselor from her buyers. It really impressed me.  Now this is a strong counselor/buyer relationship: Angela, We can’t verbally describe how excited we all are about the new house.  We so appreciate ALL of your help with this process and are very thankful for you and your management team for allowing us to begin our lives together with a fresh start.  … Read More…

Your prospect has seemingly endless possibilities in their search for the right product from the right person.  For many, the search is long and tedious, and they’ll speak with countless sales representatives along the way. Will you win? Why?  What will make you stand out? I’ve been learning some interesting applications lately in an out of the ordinary venue.  On Sunday nights I have been leading a course through my church called, “Practical Advice for Tough Economic Times”.  We deal mostly with people who are out of work or fear that they will soon lose their jobs.  Many of these people are in despair over the search and are seemingly out of answers on how to land a job… any job. Now, if you know anything at all about me, you know that I relate virtually everything to the sales … Read More…