Do Not Call

Do Not Call                                                                                                       By Mike Pallin, Floyd Wickman Team President  One of our students has been sending weekly prospecting letters to approximately 100 expired listings and for-sale-by-owners in her market area, and following them up with a phone call. This past week she received three phone calls from three separate owners asking her to stop sending letters, stop calling, and take me off your list.  Three calls in one day. “And one of them was kind of angry!” She was understandably upset, and asked, “Is this normal? Should I be concerned? Should I just stop calling?”  Here’s a summary of

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Show Me An Office

Show Me An Office                                                                                     By Floyd Wickman, Founder of The Floyd Wickman Team  Let’s play a game, OK? It’s called “Show Me An Office…” I will describe the office and you tell me what the flaw is, fair enough?  Here’s how it works. We start with the five jobs of a sales manager: recruit, train, direct, motivate and upgrade. These five jobs are like the links in a chain and, as we all know, a chain is only as strong as the weakest link.  I will give you the weakest link, and you tell me the flaw. Here’s an example. 

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Keeping In Touch

Keeping In Touch                                                                                             By Mike Pallin, Floyd Wickman Team President Listings are the name of the game.  Buyers give you a paycheck, listings give you a business.  Your inventory level will determine your income level.  OK, Floyd, I agree with all of the above, but how can I handle a larger listing inventory when Sellers have such high expectations and demand a lot of hand-holding? How can I possibly keep in touch with all of them and not let them down? There are only so many hours in a day!  Here are some Tips ‘N’ Techniques for keeping in touch

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The Right Time To Hire An Assistant?

The Right Time To Hire An Assistant?                                                                                                       By Mike Pallin, Floyd Wickman Master Trainer  Back when I had a lawn, I used to mow it myself, and I made up a lot of reasons why I didn’t hire it out. Nobody took the care with the job that I did, especially the edging. The lawn care services were too expensive. It was good exercise, and a good time to think while doing a mindless task. It was bred into me. From the time I was big enough to push a mower (that’s right – PUSH!) it was one of my

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How To Make Your Week Smarter

How To Make Your Week Smarter                                                                                                            By Mike Pallin, Floyd Wickman Master Trainer  My upfront disclaimer. I do not claim to have the only answer to time management. Or the best answer. Or the perfect answer for you. I can only offer you this answer, one that has worked miracles for thousands and thousands of people. Fair enough? I offer it in the spirit of knowing that time management is the #1 issue for salespeople, managers and brokers today.  What is the opposite of a smart week? A dumb week? Maybe. But how about the opposite of a smart

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