Salesperson's Corner

Salesperson's Corner 


Oct 03, 2017

Nothing Good Ever Comes Out of Being Comfortable


If you are a seasoned sales professional, you probably have reached what I call your “comfort zone.” You’ve established a way of doing your business right or wrong that works for you…or does it? There is an old rule in sales– ...

Salesperson's Corner 


Sep 11, 2017

September Sales: How to Hit Your EOY Numbers Before Time Runs Out


For the sales professionals who established goals at the beginning of the year, we now have just four months remaining to meet our original goals. In sales, September is the best month to close deals, particularly in commercial real estate when businesses ...


SALESPERSON'S CORNER  Aug 17, 2017

Old School Sales Still Work


Lead generation through social media has become the new “norm.” Data analytics now enables customers to be notified of products and services [...]

SALESPERSON'S CORNER  Jul 05, 2017

Client Relations And The Generation Gap


Several years ago, I experienced my first case of age discrimination. My son and colleague invited me to assist him in a large sales presentation. This [...]
The Marathon Called Sales
SALESPERSON'S CORNER  May 16, 2017

The Marathon Called Sales


Watching the Golden State Warriors is a true testament to greatness. This team not only has individual star players, but an outstanding team overall with [...]
Time is money
SALESPERSON'S CORNER  Apr 11, 2017

Maximizing Your Workday to Maximize Your Wallet


"Time is money" sums up the concept of opportunity cost – because time is money. It means time is a valuable resource (because our time in this [...]
Self-driving car
SALESPERSON'S CORNER  Mar 13, 2017

Will Artificial Intelligence Soon Replace Salespeople?


In recent years, particularly in the past few weeks, there have been some impactful statements released involving humans being replaced by robots. Elon [...]
Salesmen
SALESPERSON'S CORNER  Feb 09, 2017

Can Sales Be Taught?


The Strengths and Weakness of a Great Salesman I was recently involved in a very complicated real estate deal that involved four top real estate agents. [...]
Bbuilding trust
SALESPERSON'S CORNER  Jan 09, 2017

The Importance of Trust and How to Earn It


The moment that a stranger sees you, his or her brain makes millions of assumptions about who you are at the speed of light. Are you friend or enemy? [...]
Business Plan 2017
SALESPERSON'S CORNER  Dec 14, 2016

4 New Year Resolutions for Salespeople in 2017


What Worked, What Didn't, and What Will Change? Driven salespeople annually review past results and plan ahead for the future. They keep track of past [...]
Commercial Brokerage
SALESPERSON'S CORNER  Nov 17, 2016

5 Predictions for The Future of Commercial Real Estate Brokerage


As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road. During this year's CCIM conference [...]
Salesperson
SALESPERSON'S CORNER  Oct 13, 2016

Is The Role of a Salesperson Dead?


The Evolving Landscape in Sales As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin's [...]
Salespeople
SALESPERSON'S CORNER  Sep 12, 2016

The Right Kind of Sales Career for You


If you decide to enter a career in sales, it's important to know how you sell. Review your skill sets and determine how easily you can apply these skills [...]
Golf Players
SALESPERSON'S CORNER  Aug 22, 2016

Why Independent Salespeople Need Structure to Win


Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a pro-serve and a decent backhand. [...]
Salesperson
SALESPERSON'S CORNER  Jul 07, 2016

Why Your "Opening" is More Important Than Your "Close"


Sales trainers always preach about the "close" in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of sales [...]
Salespeople
SALESPERSON'S CORNER  Jun 18, 2016

Defining The Role of a Champion


Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who follow [...]
Sales Classes
SALESPERSON'S CORNER  Apr 05, 2016

The Importance of Offering Classes in Sales


I've recently been asked to become a real estate professor at a university. This is something that I have wanted to do for a long time now. Over the course [...]
Successful Salesperson
SALESPERSON'S CORNER  Feb 04, 2016

Ten Tips for a Successful 2016 As a Salesperson


As a young broker, I made an important strategic decision that hugely impacted my success. It didn't have to do with a deal I closed, or a business relationship [...]
The New Geography of Jobs
SALESPERSON'S CORNER  Jan 12, 2016

Bay Area: Is 2016 the Bust of Our Boom?


There is a great saying attributed to developers that have failed during an economic boom: "Please God give me one more boom market and I promise not [...]

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