When choosing a farm most agents select a farm by: They live in the neighborhood They like the neighborhood Their Broker suggests the neighborhood They’ve sold […]

If you work for a wise organization, your management provides company training sessions for new employees.  The manufacturer of distributor of the product you sell may […]

You can’t possibly know every darn thing about your product.  But you need to know a lot about it.  Start by making a basic list. Get […]

You really can’t talk to people and determine whether they’re good prospects if you don’t  know your own products inside, outside, top to bottom.  You dont […]

I often draw a triangle with equal sides when I discuss the fundamentals of championship selling.  Notice that the triangle’s base or bottom side is attitude, […]

You’ve undoubtedly heard the phrase, ‘be a product of the product.’  This means that you not only represent the product or service, but that you, personally, […]

The key to success with prospecting is what I call STP. In fact, I put a can of STP on my desk, in my bathroom and […]

Unless you sell some unique product for a very exclusive or narrow market, everybody is a prospect.  I call this realization the -prospecting mindset, and if […]