Listings Are the Name of the Game

April 11, 2013 By 4 Comments

Four Reasons You Can’t Have Them ALL By Mike Pallin How about this market?  Was there ever a doubt that “Listings are the name of the game”? Not anymore.  By a show of hands, how many know someone who wishes they had more listings right now? How about a lot more? How many listings do you want? All of them? Not a bad choice, because if you had all the listings, roughly what % of the closings would you participate in? But you can’t have them all. Why not? Here are the four most logical reasons: 1. You can’t get

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Filed Under: Current Affairs, Floyd Wickman, How to Stay On Track, Inspiration, Listing Leads, Master Salesperson, Motivation, SUCCESS PRINCIPLES

Success or Failure: The Choice is YOURS!

April 4, 2013 By 4 Comments

What I Know… by Floyd Wickman I’ve learned many things on this journey and one thing I know with certainty is that it takes no more pain to succeed than it does to fail —  and that it really does come down to the choices we make – daily. You can choose to wait for the phone to ring, or to pick it up and dial out.  You can choose to build a referral book of business, painstakingly ensuring that customers and prospects are put into databases so that you can consistently connect with them, or you can just keep

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Filed Under: Floyd Wickman, How to Stay On Track, Inspiration, Master Salesperson, Mentors, Motivation, SUCCESS PRINCIPLES

Three Systems Every Salesperson Needs To Fine-Tune

March 28, 2013 By Leave a Comment

Spring Into The New Quarter By Michael Pallin Chances are you are as busy as you want to be right now. Add the traditional spring market to historically low interest rates and the increasing signs of economic recovery, and you have the ingredients of busy. There are three kinds of busy. First there is the ‘Whee, this is great’ kind of busy. Then there is the ‘Holy Cow, I’m busy’ kind of busy. And then there is the ‘I hope this doesn’t last much longer because I’m at my wit’s end’ kind of busy. But whether you are happily, gleefully, productively

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Filed Under: Floyd Wickman, How to Stay On Track, Inspiration, Leadership, Prospecting, Strategic Planning, SUCCESS PRINCIPLES

Once is Not Enough…

March 21, 2013 By Leave a Comment

The Power of Consistency and Persistence by Floyd Wickman Make one phone call?  Not enough.  Knock on one door?  Not enough.  Send one postcard? Not enough.   Connect with your sphere once? Not enough.   Ultimately we are in the business of PEOPLE, and that means RELATIONSHIPS, which are not built in split seconds but with powerful, positive, CONSISTENT contact. So if you or one of your colleagues are still chasing the next deal, quitting long before you start or only showing up once.  Then maybe sales isn’t right for you. Or maybe a little perspective can help you understand that success

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Filed Under: Floyd Wickman, How to Stay On Track, Inspiration, Mentors, Motivation, Prospecting

Against All Odds…

March 14, 2013 By 1 Comment

It’s What You DO – Not Where You Are That Counts by Floyd Wickman I am always so excited to see sales professionals hit their stride and realize the goals that they’ve set for themselves.  It’s an amazing rush and an enormous privilege for me and all of our trainers to be able to inspire and teach folks the skills they need to help create amazing careers and lives for themselves.  It means even more sometimes when you know someone has truly come from behind, battled the odds to get to where they are and you see them beaming with pride because they reached a milestone

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Filed Under: Current Affairs, Floyd Wickman, How to Stay On Track, Inspiration, Life Balance, Master Salesperson, Motivation