5 Predictions for The Future of Commercial Real Estate Brokerage
As the year starts to wrap up, we start to look to the new year and beyond, imagining what lies ahead down the road. During…
Salesperson’s Corner
Is The Role of a Salesperson Dead?
The Evolving Landscape in Sales As we enter a new age of automation, where technology and society are evolving faster than most organizations can, Darwin’s…
The Right Kind of Sales Career for You
If you decide to enter a career in sales, it’s important to know how you sell. Review your skill sets and determine how easily you…
Why Independent Salespeople Need Structure to Win
Whether you believe it or not, back in the day I was a very talented tennis player. Some would say that I even had a…
Why Your “Opening” is More Important Than Your “Close”
Sales trainers always preach about the “close” in the sales process. Obviously, without the close a salesperson does not get paid. And 80 percent of…
Defining The Role of a Champion
Hopefully, by the time you read this article, the Golden State Warriors would have won their second straight NBA championship. For those of us who…
The Importance of Offering Classes in Sales
I’ve recently been asked to become a real estate professor at a university. This is something that I have wanted to do for a long…
Ten Tips for a Successful 2016 As a Salesperson
As a young broker, I made an important strategic decision that hugely impacted my success. It didn’t have to do with a deal I closed,…
Bay Area: Is 2016 the Bust of Our Boom?
There is a great saying attributed to developers that have failed during an economic boom: “Please God give me one more boom market and I…
Executing a Success Business Plan in 2016
As we are approaching the end of another year, salespeople are starting to work on developing their business plans for 2016. For those of you…