Category Archives: Coaching

Do You Have the Right Stuff to be a CONNECTOR?

Do You Have the Right Stuff to be a CONNECTOR?

Malcolm Gladwell, in his book, The Tipping Point, describes very special people called CONNECTORS. He says these are the people who “link us up with the world…people with a special gift for bringing the world together”. Great sales people are CONNECTORS, they don’t look at a new person they meet as simply an immediate sale.Continue Reading

WEBINAR:  Sales Management by the Numbers

WEBINAR: Sales Management by the Numbers

About the Presentation Are your sales consultants consistently selling at least one new home per week? If not, this is program for you.  Learn the formula for success from a Sales and Marketing Management Consultant who continues to walk in your shoes daily and who personally manages multiple sales teams from across the country toContinue Reading

Bad Apples

Bad Apples

One bad apple really can spoil the whole bunch. We all know one–that perpetually unhappy sales person who isn’t happy unless they are complaining about something. Some people just process information differently than others, and sometimes that can come out as verbal questioning, often in front of others. I see this a lot in salesContinue Reading

Recently I was Interviewed by “Realty-Builder Magazine”

Recently I was Interviewed by “Realty-Builder Magazine”

Communication Key to Making the Sale Brought to you by the Builder Realtor Relations Committee of the Sales and Marketing Council of the Northeast Florida Builders Association 10/23/2014 Q. What are some of the ways site agents miscommunicate with REALTORS®? And, how can site agents better communicate with Realtors? A. We, in new home sales, miscommunicateContinue Reading

The Power of a Lasting Legacy   

The Power of a Lasting Legacy  

Each New Year, we get the opportunity to begin anew. Each New Year brings new possibilities.  Some of us set “New Year’s Resolutions”, yet less than 10% of us actually keep them.  Instead of focusing on the temporary, why don’t we focus on the LASTING? For me, this past year was both an extraordinary yearContinue Reading

How having an Attitude of Gratitude can change your sales team

How having an Attitude of Gratitude can change your sales team

The stories that touch our hearts are those of individuals or teams who have overcome great adversity. What do those heroic figures all have in common? They are all positive people who believed they could overcome and they all share an attitude of gratitude. Positive people thrive—even when they don’t.  These folks understand that theContinue Reading

STEP AWAY FROM THE SALES CENTER

STEP AWAY FROM THE SALES CENTER

Could someone please explain why we, in on-site sales, seem to have our feet glued to the floor in our garage sales centers? You know what I mean, average sales person greets prospect and REALTOR® at the door, and then proceed to stand firmly planted right there, carrying on a full conversation.  Oh sure, weContinue Reading

The Cold Fish

The Cold Fish

Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I amContinue Reading

Motivational Accountability is NOT an Oxymoron

Motivational Accountability is NOT an Oxymoron

Times are improving. As we get busier, it becomes easier and easier to forget the sins of the past.  Lately one of those more dangerous sins keeps coming to light as sales management is consistently asked to do more on top of their primary duties of keeping the sales engine flowing. Often sales people areContinue Reading

REALTORS®: Can’t Live with Them, Can’t Shoot Them! SEBC 2012 with Russ Laggan

REALTORS®: Can’t Live with Them, Can’t Shoot Them! SEBC 2012 with Russ Laggan

It’s the Little Things

It’s the Little Things

“What We Have Here Is a Failure to Communicate”

“What We Have Here Is a Failure to Communicate”

For all of my readers who are old movie buffs, you will recognize this line from the Warner Brothers classic movie, Cool Hand Luke (1967), starring Paul Newman.  (For those of you who aren’t classic movie buffs, here is a link where you can watch the trailer: http://www.imdb.com/video/screenplay/vi3936093721/ ).  But basically, it is about a man,Continue Reading

A Funny Thing Happened in the Check-out Lane

A Funny Thing Happened in the Check-out Lane

Normally I pride myself on connecting with people and I try to do this everywhere I go.  Lately though, I have been so incredibly busy that I have felt like I am just running all the time, trying to keep up.  And with all this “busy-ness“, it seems I forgot to connect.Continue Reading