Communication Category

Screw the certainty, take the chance

Today Fredrik Eklund is the number 1 real estate broker in the nation, but it wasn’t that long ago (10 years in fact) that he left Sweden and came to New York as a real estate nobody. (Listen to today’s post.) After getting his real estate license he went to work for a small boutique […]

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“Never let a bat go to waste.” Working your percentages even when it seems of no use.

Eleven-time Golden Glove winner, first baseman Keith Hernandez was taking batting practice early in his career with the legendary Pete Rose looking on. Rose yelled out, “Wow, Keith, you’re 300 hitter!” Rose went on to say, “You know players really make it harder than it is, Keith. Baseball is every day for six months. To […]

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Drop the excuses and discover the reasons why you’re underperforming in your sales career.

Most books make you read 75% of the book before they drop the main points on you, but not Mike Weinberg in his brilliant book, “New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development.” Mike lets you have in in Chapter 2 titled, “The not so ‘Sweet 16’ reasons why salespeople fail […]

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You first.| Commissions start with commissioning.

If you want to be commissioned then you must first commission yourself. If you want your sculpture to be out in front of City Hall, then first you have to sculpt. If you want to cater, then you must cater. If you want to sell, then you must sell. If you want to be a […]

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No wagon, no band

People can’t jump on your band wagon because it’s parked in the garage.” ~ Sam Horn There are so many things that you want to DO: Mentor, speak, teach children how to read, help the elderly, raise awareness, sell homes, cars, and insurance, write a book, start a cooking show, teach how to apply makeup, […]

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Get off your points & (back) into your ranges

In episode 535 we talked about making better decisions by listing a range of potential outcomes. Often the decision we made didn’t work out simply because we didn’t consider other potential possibilities. We moved forward on what we thought would happen not what could happen…and could won out, because you only factored in one point. […]

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The line starts at “why” not “what.”

If you really want to make someone stammer, after they tell you what they do…ask them why do they do it? People don’t buy what you do, they buy why you do it & what you do simply proves what you believe.” ~ Simon Sinek You can’t skip the line & go straight to what without […]

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7 days in 859 words| The Sales Life recap episodes 523-529

As much as I love to learn, it’s impossible for me to stay in stride with all of the podcasts and YouTube channels that I subscribe to. So if you’re behind on The Sales Life daily episodes, I’ll  quickly recap them for you so that you can pick which ones are the right ones to […]

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EMULATE, don’t imitate your way to success.

  They say imitation is the highest form of flattery, but emulation is the highest form of success. Imitation and Emulation are more different than you might think. Imitation wants the outcome- the A to Z, but emulation is what it took to arrive at the outcome- B to Y, everything that came after the […]

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Don’t let your customers leave the same way they came

Make sure your customers don’t leave the same way they came in…meaning if they leave with the same thoughts, objections, and concerns that they came in with, then you haven’t done your job as a salesperson. You know those Russian Babushka Dolls that are several dolls in one? When you open the bigger doll, there’s […]

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