Blog


04

Dec 2009

MY BROTHER ZIG: LESSON 3

Continuing on with the lessons given to me over the years by my friend Zig Ziglar I want to deal this time with a challenge many people in many industries are facing every day.  That is:  "Should I keep doing what I'm doing or, is there a better way?" The economy has been kicking our butt.  What we are doing isn't working the way it used to.  We'd better lower...

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01

Nov 2009

MY BROTHER ZIG…LESSON TWO

In my blog dated Oct 23 I talked about the when, why and where of the time 34 years ago when my friend (like a big brother) Zig Ziglar began as my mentor sharing lessons with me and why I felt compelled  to share these lessons.  In that blog I shared lesson 1 of 16. Lesson two is this:  A PERSON CANNOT ACHIEVE AT ONES FULL POTENTIAL...

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24

Oct 2009

MY BROTHER ZIG: LESSON ONE

It was April of 1974 in the dining room of the Pontchartrain Hotel in downtown Detroit.  Just the two of us were having a wonderful breakfast.  At least I think it was wonderful.  I really can't remember eating .  I was probably too nervous.  It was just before a seminar for 1500 salespeople at Cobo Hall convention center and I was with the keynote speaker…Zig Ziglar. ...

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25

Aug 2009

ARE YOU “INVITING” LOW OFFERS OR…?

A great question for all Realtors to ask themselves:  Am I "inviting" low offers or am I "selling" high offers.  If I had to guess at the answer the majority of agents would give it would be,  "Inviting low offers."  Way too many agents are settling for writing-up very low offers.  This usually leads to one of several negatives, such as (1) encouraging the buyers to...

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09

Aug 2009

RENEWING YOUR ENTHUSIASM! OR…

We all know it's difficult going to work everyday when our enthusiasm is lost.  It's easy to lose enthusiasm when we only hear the negatives around the office or on the news. Often even we can hear the negatives, even when they are non-existent, because of this conditioning.  Our future depends, not on the opinion of the news commentator, but on our perspective of what they...

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04

Aug 2009

WORDS TO BEGIN YOUR DAY WITH

Frank Outlaw said: Watch your words, they become your thoughts.  Watch your thoughts, they become your actions. Watch your actions, they become your habits  Watch your habits, for they become your destiny. In this day and age how important is it for us to begin our day with positive words?  And,  if they will lead to positive results, are they not essential?   Members of the...

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03

Aug 2009

Removing the option to fail

I was asked once what I thought was the number one reason why so many fail out of real estate.  My answer was and is:  "Real estate is too easy to get in…to easy to get out…and too optional while you're in, and, if you give people the option to fail 70% will take that option every time".   What is the number one way to...

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01

Aug 2009

Don’t be disappointed

The saddest feeling I know of is disappointment.  It drags us down.  Often sends us into a slump.  causes us to lose sight of our dreams.  True?  How many times have you really really counted on a sale or closing that you put all your energies into yet it died?  Want to eliminate most disappointments?  I am seldom disappointed because of a philosophy of mine which...

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31

Jul 2009

A GREAT CLOSING TECHNIQUE FOR A BUYER

The past several weeks I have had the honor of being a keynote speaker at several functions presented by FreddieMac and 5th3rd Bank.  How wonderful to see so many of my Floyd WickmanSMART Program student graduates in the audience.  On the program with me was Amy Crews-Cutt who is the Chief Deputy Economist for Freddie Mac.  She shared many statistics both past and present and some wonderful projections...

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28

Jul 2009

Practice your ABC’s

Well, I am now officially a Blogger.  What a great opportunity for me to throw out those tips and techniques designed to help salespeople close more sales and Managers motivate their people. Lets start with some questions.  The last time you met with a prospective buyer or attended a listing appointment did you ask your closing questions?    I'm finding out when I ask one of my coaching students that...

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