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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Help! (Part Two)

Help! (Part Two)                                                                                                                                                         by Mike Pallin, Floyd Wickman Master Trainer and President of the Floyd Wickman Team   “Help, I need somebody. Help, not just anybody. Help, you know I need someone. Help!” – John Lennon  The very first thing we teach in every Floyd Wickman Program is his tried and true adage, “Listings are the name of the game.” This is what turned Floyd’s real estate career around after a full year of frustration and struggling, and it is the single most important awareness that has turned it around for hundreds of thousands of our graduates.  We also teach

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You Have The Right To Remain Silent…

 By Mike Pallin                                                                                                     Master Trainer and President of The Floyd Wickman Team “If you can’t afford an attorney, one will be appointed to represent you…” -Miranda  There is a new and alarming trend in real estate, one which we should have seen coming, and one which most agents are utterly unprepared for.  The trend? Internet shoppers calling the listing agent directly to see a property and make an offer, thinking that will save them 3% off the purchase price. Buyers who are uneducated about the value of being represented by an agent, and uninterested in it.  We shop online. We

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