It is time for a commission sales reality check. The first step in avoiding the alluring alternative reality of “gross commission” is being aware of its existence before you get sucked into it. Understanding the following four terms is going to be vital to your survival. Gross Production—the value of the item you are selling […]
“A paradox of life. The problem with patienceand discipline is that developing each of themrequires both of them.” ~Thomas M Sterner One of the more insidious things to creep into a successful Broker’s life, into the life of just about any and all commission sales agents who are “lucky” enough to be paid in pre-tax […]
I published this post nearly 5 years ago, and these points still hold up today, in a time where electronic communication in business is at an all time high. 1. Have just one email address Managing multiple email accounts adds an unnecessary layer of complexity to your life and presents a potential obstacle of confusion […]
Maintain Control Focus first and foremost on maintaining control over the one and only thing that is in fact within your control: your reactions. Learning to control your reactions is vital, and no matter our age, all of us generally need continuous work in this area. I am working harder than ever on this, actually […]
You need to understand what hard work is before you can lay claim to having done any. Working hard should not be confused with work that is hard. Changing out tires on heavy-duty equipment is physically demanding; performing neurosurgery is mentally taxing; being an ice-road trucker with two sets of log books and a fierce […]
You would be hard-pressed to find a top-performing athlete in any sport that decided as a kid he wanted a $6-million-a-year contract, so that’s why he learned to love baseball or hockey or basketball. Few, if any, were driven to excel by the money. They simply loved the game so much they worked harder than […]
The average person processes 50,000 words of self-talk per day. This is a lot of chatter flowing through your mind, and through your clients’ minds, and on average three-quarters of these thoughts are negative. To put this in context, the average business book is approximately 50,000 words. So, ask yourself, why are we each writing […]
Bad News Always communicate news that’s bad, slightly bad or even neutral by phone, if not in person. Never via email, let alone text. Clients are often quick to quit when problems arise. Talking problems through often leads to resolution. Rely on emails only when you’re relaying good news, but then again, when it is […]
Should you have a presence on LinkedIn, Facebook, Instagram and Twitter? What about other social media outlets? TikTok for instance? The answer is a strong maybe, to yes. A somewhat professional presence. Arguably your personal presence should be semi-professional. Of course we all have real lives, with our hobbies, quirks, funny friends, unique family members, […]
“Real estate is the last bastion of caveat emptor.”– anonymous I’ve used that quote twice—to hammer the point home. In real estate transactions, there is risk. The Broker’s role is to help mitigate that risk wherever you can. Caveat emptor is Latin for “let the buyer beware.” You do not want to let your clients […]