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Monthly Archives: June 2012
I love getting good questions from salespeople! I’m featuring a couple of recent ones in this week’s issue. 1. Ok, question for you. In my area where I am selling, we are getting 99% of our current traffic, (since April) coming in and saying they are two years out and after questioning, are not in a position to by a second home. What HGTV show are they watching that is telling them to say this, so I can figure out what to do with these people, besides market to them for two years. They are coming through my door, and this is how I make my living, they must be in the market now for a new home. Are other areas besides mine experiencing this type of buyer and how would you suggest dealing with this? Great question, and one … Read More…
Every worthwhile venture in the history of mankind has all been rooted in exactly the same process: dream; plan; execute. If you really want to do something worthwhile you just need to change that a little bit: dream big; plan big; execute big. Where are you stuck in that simple but profound progression? Are you just not dreaming big enough? If so, it’s time to get out of that rut. Life is a buffet – eat up! Are you not planning big? Remember that if you fail to plan, you plan to fail. And if you’re going to make plans why would you NOT want them to be big??? Or perhaps you fall short in the execution. If so, keep the journey big but make the steps small. Sometimes it’s just a matter of breaking down the big journey into … Read More…
Several years ago I read a book by Psychologist Mihaly Csikszentmihalyi entitled, Flow: The Psychology of Optimal Experience. I found it to be a fascinating work on the meeting place of productivity and happiness. A major premise of the book is that there are a whole lot of people who are productive but not happy, and vice versa. One particular point the author made has stuck with me; to this day I think of it often. He stated that one aspect of finding the blend between success and happiness is a trait that he calls “Bare Adequacy”. Paraphrasing, this would suggest that I’m good at what I do, but not that good. I’ve translated this concept into my own language as follows: I’m good at what I do, and people appreciate that. But I am one step away from being … Read More…
This house known as ‘Fallen Star’, located at UCSD’s Jacobs Hall at Jacobs School of Engineering, is an amazing architectural achievement. It took a team of engineers and other experts several years to plan and construct and nearly half a million dollars. Though the up-tilted floor and seemingly precipitous overhang might deter the faint of heart, it’s totally safe. But alas, there’s no welcome mat for the general public. Sculptor and creator, from Korea, Ho Ga says “Fallen House” is about “displacement” – his personal experience of being uprooted and displaced from Korea to America.
I have always considered myself a student of the sales process before I am anything of an instructor. And so I am consistently intrigued with the learning process. I know that as I become more aware of the manner in which people learn I can best tailor my presentation style to their learning preferences. One such learning technique is what educator’s refer to as “immersion”. This occurs when a learner, willingly or unwillingly, finds him/herself in a new environment and must quickly adapt in order to survive. (Gee, that almost sounds like my first day in new home sales!) The simplest example comes from those who are thrust into a new culture with no knowledge of the language. I’ll never forget a student from Mexico who showed up in my grammar school class knowing absolutely zero English. In a few … Read More…
Check out my new exclusive interview with Joe Callaway, the acclaimed business consultant and author of Becoming a Category of One. He speaks about the having the mindset of a top performer, as well as the importance of mastering the basics, and having fun!
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