What's the one thing starting today that you could start doing, stop doing, or change that would have a dramatic impact on your client relationships? It's an excellent question and I hope you'll take a moment to consider your response.
It sometimes takes a great deal of effort and an extraordinary amount of energy to close "a big deal." Never forget, it may take even more effort and energy, to keep the business after you win it. It takes courage to get the business and creativity and imagination to keep it. ... full article

A successful seller's interview or listing presentation starts before you show up at the house. Top-producers have a specific routine they go through before they arrive to obtain a listing. Before you even begin your presentation, follow the five steps below to insure that you will also obtain more of the listings you seek.

Solid pre-listing package: This presentation should give the client a brief overview of who you are and what your track record is in sales. It should clearly focus on the benefits of doing business with you rather than with any other agent. This piece should not be the big "Brag Book" that many people used in the 80's and 90's. Sellers in the new millennium are busy. They don't have the time to read 30 pages about how great you are. Give them the highlights and include a section on the importance of pricing. This section will prepare them for the price discussion. ... full article

It always has been a little mystifying to figure out what exactly makes a top-notch Sales Person. Well-Run Concepts has been conducting research to quantify what is needed in the position of Sales Person today. We used a comprehensive, validated, step-by-step process called the Trimetrix™ system to determine what is needed for top performance. Attributes tells us if an individual can do the job by looking at what personal skills or competencies are needed in the job of Sales Person. The top SEVEN are: ... full article