NoLimitsSelling

  Today I had a thought that popped in my head, I was just thinking about that visual of Einstein sitting there in his study with this ugly, horrible math all in front of him trying to figure out the mysteries of the universe is probably like yanking it is here. And that's why he's got that funky hairdo. But at some point he decoded it. figured out what needed to be figured out to take this complexity and turn it into something simple like E equals MC squared. And now any shop like me can figure out the mysteries of the universe just by plugging in a couple of numbers, but it took the genius of Einstein to resolve it right. The next thought I had was this human beings are complex creatures. We have these hopes, dreams, desires, wants, jealousies, inadequacies. What if we could figure out a way to make that simple simplified. Then I had this notion of two coins. You got one coin here, and on one side of the coin is happiness, what's your level of happiness on an average day?...

If you lead a team of realtors, you know what their potential is, right? And you know what they are currently accomplishing. This delta is the potential that your team is squandering. If you could figure out how to unlock that potential it would be an awesome year. Right? So the question is, how do you do that? Typically, what team leaders choose to do is get more training, more coaching, more motivation. All to ofter, this does not work. It’s been tried. Don’t get me wrong all of these strategies have an impact, but agents go back to their old ways. I’m going to share with you why that happens, and more importantly, what you can do to get your team to perform at a dramatically higher level. So your team improves its performance. Recently, I was hired by a real estate team leader to help his team do better. Best way to highlight how I helped the entire team is to share how I helped two realtors become awesomer. I’ve changed the names of the realtors to protect the innocent. ...

The best deal I ever negotiated wasn't even for me. I was helping a friend buy a new car and I was fearless. My friend was ecstatic with the deal and in awe of my negotiating abilities. Six months later it turned out to be a lie! Six months later I was buying my car and I caved in at every opportunity. I was putty in the salesperson’s hands, he could have sold me undercoating. The deal I negotiated was great for the dealership but not for me.  . Why did the "power negotiator" in me abandon me in my hour of need? It turns out there is a psychological reason why you behave differently in social or business settings.  The phenomenon is called Social Inhibition.  Your concern for what people think of you changes your behavior.  For most people it causes them to pull back into a safer more conservative mode.   There are three parameters that influence our level of Social Inhibition: Self-image - We all have a self-image of who we think we are....

1.        Master the Human Element When sales managers look at salespeople, they pay close attention to two areas: The person’s selling skills and their drive and motivation to go out and get the job done. That makes perfect sense until you consider the following scenario. John is a salesperson with a high level of drive and really good selling skills. The sales manager is happy to have John on the team because he gets good results. The sales manager is certain that if John “applied” himself he could do much better. Another one of his salespeople, Janet, is less driven and has no formal sales training. Somehow, she gets phenomenal results and the sales manager considers Janet to be his best salesperson. So how is this possible? If Janet consistently delivers better results than John, something other than drive and sales skills is at play. Our research reveals the hidden factor is the “human element.” This human element is the “goi...

    Just imagine what the impact would be on your professional life if you could do 12 hours worth of work in an 8 hour day. Most of us work really hard in our jobs but are we being effective? The sad truth for most of us is NO! Everyone knows the cliché’ work smarter not harder. Once you can harness the power of your attention span your productivity will sky-rocket. Most of us work with an illusion of being focused on a task for 3 – 5 hours in a stretch. We start off with a lot of will power and determination. But the truth is that each of us has a particular attention span. If we haul ourselves to work beyond that, our performance goes down. But there is a solution! You can begin by finding out your own attention span. Start out by being highly focused on a task for 15 minutes without any distractions. Check your intensity at the end of those15 minutes. If your attention level is as good as it was when you started, increase your next work session by 5 minutes. Kee...

This is a problem that sales managers have been trying to solve since the dawn of business. You can almost imagine a merchant circa 1300 lamenting to a friend, "What stops my traders from calling on the bigger kingdoms and getting higher prices is beyond me!" This exact conversation is going on right now in the offices of sales managers and company presidents all around the globe. The commodity may have changed but the essence of the conversation is the same. What stops my salespeople from attaining the results I know they are capable of? According to David Stein, the CEO of ES research group, an analyst firm focused on the sales training industry, "American businesses spend over $7B a year in sales training and yet the failure rate is over 80%." ES Research's data shows that sales training has a motivational effect that fades with time. Stein explains, "Most salespeople revert back to their original production level within 80 days unless there ...

1. Plan your day the night before to help you ensure you get the important stuff done. This is so basic that most salespeople don’t take this step. But, all top performers do because it leads to more wins. 2. Exercise makes you feel great. Research shows that it improves your mood and it boosts your energy. This has a positive impact on your mindset. 3. Meditate to get a winning mindset. According to the Mayo Clinic, meditation reduces stress while improving concentration, self awareness and it makes you happier...giving you a winning mindset. 4. Listen UP! Active listening improves your customer relation- ships and allows you to get a deeper understanding of the issues. Clients like doing business with salespeople that understand them and their situation better...which helps you sell more. 5. Movie making increases your success rate. Forty percent (40%) of your brain is designed to process visual information. Before you start your day, make a movie of it so yo...