Summertime Blues

It’s summertime! No one wants to be bothered. It’s too hot. It’s a beautiful day; everyone is out. No one is thinking about work. Prospects are getting ready to go on vacation. Everyone is on vacation. Prospects are just returning from their vacations. I’m preparing to go on vacation. I’m Read more…

Best Places to Network

This post originally appeared on Gitomer’s Sales Caffeine. He’s a terrific sales mentor and someone I follow religiously. As a HUGE fan of networking myself, it bothers me to see so many agents who are just plain horrible at it. This is definitely worth the read. How important is networking? Read more…

Head vs Heart

This post was written by my dear friend Lisa Ward Cumes. She and I sold books together door-to-door when we were in college and she has always been an inspiration to me ever since. Ever feel like there is a battle between your head and your heart sometimes? Sometimes you’re Read more…

5-Star Prospects

One of my agents just asked me a great question – how do you rank the quality of your prospects? Think of it in terms of stars – like they do on Netflix or Amazon. A 5-star prospect would be: Two-income family Kids Connected in some way to other clients Read more…

Cold Calling Follow-Up Plan

The name of the game in Prospecting is follow-up! So many salespeople are like shotguns – spraying out shrapnel everywhere without any organized campaign to capture territory and move the game forward. The best prospects are the ones who are hard to reach, but it’s often challenging to figure out the Read more…