Handling The Ups and Downs

Handling The Ups and Downs                                                                                               Floyd Wickman, Founder of The Floyd Wickman Team Ernst & Young, Inc. sponsors a national Entrepreneur of the Year Award, and they are the experts at spotting business people who create jobs. According to them, only 5% of the work force has the temperament suited for living on an entrepreneur’s (commission) income, and only 5% of the 5% thrive on it. Most people need and want the security of a weekly or monthly paycheck. Forty years of eating, sleeping and drinking this real estate business has taught me that those 5% ratios are pretty darn

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Three Ingredients of Happiness

Three Ingredients of Happiness By Floyd Wickman, founder of The Floyd Wickman Program 2.0  If you have something to do that you love doing – and you have someone to love – and you have something to look forward to – you have the three ingredients for happiness.  Linda gets the credit for her famous saying, “The greatest gift you can give to the people who love you is to be happy.” At least I hope it’s rapidly becoming famous, because it deserves to be. It has been our theme this year at both the Winter and Summer FORUM. Happiness.

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Leadership 101

Leadership 101                                                                                                       By Floyd Wickman, CSP, CPAE, National Speakers Association Hall of Fame and founder of The Floyd Wickman Program and The Floyd Wickman Team The #1 fact of life in the real estate business today is drama. I believe today’s leaders have to resist the temptation to get caught up in it and focus on the five jobs of a sales manager: recruit, train, direct, motivate and upgrade.  “Sure, Floyd, that sounds good in theory,” I hear my friends in leadership say, “but you don’t see the steady parade of agents coming into my office with

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A Salesperson’s Best Friend

A Salesperson’s Best Friend                                                                                                                    By Mike Pallin, Floyd Wickman Master Trainer and Floyd Wickman Team President  There are two times when a planned, memorized and rehearsed set of words are a salesperson’s best friend – at the opening of a presentation, and at the signature close.  Floyd taught us dialogue for both of those times, and they are brilliant words. Easy to learn. Easy to make sound natural. And absolutely effective in getting a presentation off to a good start, or ending a presentation with a pressure-free request for a signature.  Don’t let the phrase “planned, memorized and rehearsed” scare

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WILLINGNESS

WILLINGNESS                                                                                                                                                   By Mike Pallin, Floyd Wickman Master Trainer and Floyd Wickman Team President  “The cheerful readiness to do something.” –Merriam-Webster  “A man convinced against his will is of the same opinion still.” –Rudyard Kipling  Browsing the non-fiction section at the local library, I picked up a new book and read the Table Of Contents. One of the chapters was entitled, “How To Persuade People Who Don’t Want To Be Persuaded.” It was the next to last chapter, but the title was so intriguing I had to read it first. The point was you can’t persuade anyone to do anything

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