“The Most Important Person in the World” In a world awash with sales “how to” books, sure-fire negotiation techniques, and other misguided blather, it was a tonic to encounter this no b.s., not-so-PC take on the customer – salesperson relationship: “When you’re speaking with a customer, who’s the most important person in the world? “THE...Read More
(Too) Affordable Monthly Payments One of the best ways to deal with (financial) objections is to whittle them down to size. As salespeople know, there’s no better way to make a big(ger) number seem smaller than to shrink it into monthly payments. So, that extra $10,000 you might have to pay to get a house now...Read More
Realtor “Atta-Boy”: ‘Nice Listing!’ A new listing has a surprising number of parallels with the opening of a Broadway play. There’s the opening night anticipation. There are the hopes (and fears) about whether the audience (prospective Buyers) will like it. And there can be a sense of dread about what the toughest critics will have...Read More
Expertly Landing the Plane (and Joke) A flight I was on recently had an especially bumpy approach and landing, due to high cross-winds. Immediately after touching down, the pilot got a big — and well-deserved — laugh of relief from the passengers, with just one word over the public address system: “Whoa!” Ten minutes earlier, I think...Read More
One-Word Marketing Mantras It’s not entirely true that I got nothing out of the continuing ed course I walked out of this Wednesday after about one hour. I got the idea for this post. “Sell More Now!” When it turned out the 8-hour course was going to be one big pep talk, telling agents how...Read More
“I Don’t Know Anyone; Where Should I Sit??” Taking a tour of Carleton** with my 17 year-old son recently, it didn’t take long to figure out where to sit at lunchtime: we saw the “Eat With a Stranger” sign, and joined Andrew, a gregarious senior from Omaha (pictured above). What to talk about? My son is...Read More
