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Real Selling . . . A Vanishing Art?

I have been house hunting lately and I must say I have been surprised at how little “real selling” I have seen from many of the listing agents.  For the most part, a lock box is put on a house and you can stop in and look around with your broker. Often times the listing agent either isn’t there, or he/she gets out of the way to let the buyers wander around without any commentary whatsoever. This leaves me scratching my head because these moments present so much opportunity for a listing agent . . . who really knows how to sell . . . to sell.  Read more »


A Memorable Saying

I saw a great saying the other day . . . I wish I could credit it but it did not have a name attached.  I love it, because it really captures the essence of what we try to consistently broadcast and teach at our workshops . . .  Read more »



In our workshops, we always take some time to talk about K.I.S.S. . . .”Keep It Simple Stupid.” We emphasize this because many salespeople are extroverts, and gregarious, and they love to fill up their presentations with all sorts of features, benefits and choices. Unfortunately, according to a study done by psychologists Tversky and Shafir, too many choices can actually paralyze the buyer, who may wind up picking none of them. The reason this occurs is that the salesperson may inadvertently be adding “uncertainty” into the analysis. Read more »


Sage Thoughts From a Big Producer

I ran into an old friend of mine recently who has been a top-producing salesperson for many years.  I mentioned to him that I have been getting some feedback in my workshops lately about how it is getting harder to establish relationships with buyers because things like email and social networking are replacing face-to-face communication in many cases.  My friend smiled and said . . . Read more »


“We Don’t Know What We Don’t Know” -Donald Rumsfeld

Remember when Donald Rumsfeld was Secretary of Defense and he was trying to explain to the press that, “We know what we know, we know what we don’t know, but we don’t know what we don’t know.”   Everybody had a lot of fun with that but underneath the rhetoric was an important thought when it comes to any type of competition. The most dangerous situation is when a competitor may be planning or executing a winning strategy that is completely off our radar . . . Read more »