Salesperson's Corner

Salesperson's Corner 


Oct 09, 2019

When is it Time to Hang Up The Towel?


7 Questions to Determine If You Are Ready For Retirement If you are nearing the end of your career, you have probably already heard people ask you, “When are you going to retire?” Personally, retirement has never even crossed my mind, ...

Salesperson's Corner 


Sep 03, 2019

Who Are You Really?


Your personal foundation is built by a combination of your DNA, your environment and your personal efforts. Your natural habits show through at a very young age and can change by your environment and personal efforts, but rarely do they go away completely. ...


SALESPERSON'S CORNER  Aug 07, 2019

No One Can Say ‘No’ to Harry O: A Lesson in Sales From One of the Greatest Salespeople Today


Taking a trip down the memory lane of your life, you ponder about the unique characters you have met and have stuck in your mind. To me, that person is [...]

SALESPERSON'S CORNER  Jul 02, 2019

Building a Foundation For a Successful Career in Sales


We often hear the saying “you are a natural- born salesperson.” It’s true that there are those that have a natural ability to communicate [...]

SALESPERSON'S CORNER  Jun 12, 2019

The Difference Between Being Great and Being Good


I asked a friend of mine who has been in the commercial real estate business for over 38 years how many great brokers has he seen in his days. My friend [...]

SALESPERSON'S CORNER  Apr 24, 2019

What Was Your Greatest Sales Comeback?


In the first round of this year's playoffs between the Golden State Warriors and the Los Angeles Clippers, the Clippers were down 31 points late in the [...]

SALESPERSON'S CORNER  Apr 01, 2019

Are You Number One, 24/7?


A friend of mine told me the story of a former member of the San Francisco Giants. This player was very close to making the big-league roster. He was [...]

SALESPERSON'S CORNER  Mar 06, 2019

Compass: What it Means For the Real Estate Industry & How Agents Will Be Affected


Compass, a modern brokerage platform for residential real estate, is on a fast track to total domination in the San Francisco – Bay Area market. [...]

SALESPERSON'S CORNER  Feb 27, 2019

When OK is Not Enough


ATT’s new ad campaign featuring examples of “when Ok is not enough” really hit a nerve. This is one of the best ad campaigns I have [...]

SALESPERSON'S CORNER  Feb 06, 2019

Top 5 Sales Tips Today


I was browsing online to find what sales tips people follow to be successful. After searching around, here are the best five tips I found: 1. [...]

SALESPERSON'S CORNER  Jan 24, 2019

Start Your New Year Looking Backwards


During this time of the year, successful salespeople have already created a business plan that includes a series of pillars that will generate revenue [...]

SALESPERSON'S CORNER  Nov 14, 2018

Jumpstart Your Sales Career with This To-Do List


By nature, most salespeople are not organized. They are multi-taskers who start activities and take on new projects as they come. However, the best salespeople [...]

SALESPERSON'S CORNER  Nov 07, 2018

Establishing a Disciplined Start To Your Day


Before any game, professional athletes watch videos of their opponents, discuss strategy with their coaches, perform warm up exercises, and then play [...]

SALESPERSON'S CORNER  Oct 03, 2018

Staying Motivated After You Have Already Won


The San Francisco Giants have ended another losing baseball season. After three world series victories, the likelihood to see another “win down [...]

SALESPERSON'S CORNER  Sep 05, 2018

Priority Shifts: Making New Business Your Main Business


There are very few salespeople that will tell you that they actually enjoy making cold calls and finding new client prospects. Most prefer to work on [...]

SALESPERSON'S CORNER  Jul 04, 2018

Recommit to Your Beliefs to Achieve Great Results


If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your mind is what controls your [...]

SALESPERSON'S CORNER  Jun 13, 2018

The Importance of Follow-Up: 3 Top Ways to Make Old Business, New Business


Every new salesperson initially struggles to build their book of business. If they can create a solid base of clients, then they can begin to count on [...]

SALESPERSON'S CORNER  May 09, 2018

Rules to Live by In Sales


“Never Stop Investing in Yourself or Retirement” – Jill Furtado, Berkshire Hathaway As salespeople, we can get busy very fast. [...]

SALESPERSON'S CORNER  Apr 03, 2018

Do Not Track Your Time, Track Your Activities


It used to be that most employees would simply punch a card when they got to work and punched a card when they left work. There were set days off for [...]

SALESPERSON'S CORNER  Mar 14, 2018

Benchmarking Your Success


In most sales roles, your company assigns you a quota that you need to meet. However, in real estate, where agents can be independent contractors, sales [...]

SALESPERSON'S CORNER  Dec 06, 2017

How to Increase Your Sales Production In 2018


How do I do better in sales next year? The standard answer to this question has been “cold-call, cold-call, cold-call. Pick up the phone and talk [...]

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 [...]

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 [...]

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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