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AVOIDING TIME-BLOCKING MISTAKES

Sales professionals in the top 10% of their industries share a common trait: They control, use, and invest their time more wisely and effectively than their lower-performing associates. Among sales professionals, time usage determines income.The most significant challenge for most sales professionals is time control. Through years of study and coaching sales professionals, I’ve compiled the following list of...

BUILDING A CHAMPION BUSINESS BY PAUSING

Being able to build a Champion’s Business takes focus, skill, and determination. It takes the desire to move, change, test, adjust, and then change again. One of the ingredients that most Agents fail to execute is the ability to regularly pause. The ability to pause, evaluate, ponder, meditate, and clarify at regular intervals will move you from a good...

BUSINESS VISION . . . IS WHERE IT ALL STARTS

Being able to establish a business vision for your company separates you from the other agents who are in real estate. When building a team, you must pause and work to define your business vision. Enduring, successful people and successful companies establish their core values and core purpose. They then remain fixed on those core values and purpose throughout...

The Champion Do’s and Don’ts of Objection Handling

There is a series of mistakes that prevent most salespeople from reaching the Champion level in their objection handling. In this article, I am going to address the most common mistakes that stunt a real estate agent’s progress. 1. DO! - Let them be heardI have listened to countless agents’ presentations. Often, when the client begins to object, the agent...

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