In yesterday’s post I blogged about the importance of timing when attempting to close.  Today we turn our attention to another common blunder made by many sales people.  It’s referred to as “going beyond the close.” Twice Just Last Week Going beyond the close is a scenario whereby a salesperson continues to sell to a potential… Read More

Close, close, close.  That’s the advice that has been repeated ad infinitum in sales training classes, seemingly forever.  I say nonsense.  Attempting to repeatedly close on an order may take guts, but it doesn’t take a whole lot of skill.  And it doesn’t necessarily place you in any better position to acquire the business that you are… Read More

Now this is certainly an enjoyable topic to write about.  The market in Fairfield County, Ct. is heating up and our properties are beginning to see multiple offers more frequently again.  With all the euphoria, however, it is critical that realtors remember their fiduciary responsibility to their clients.  Listing agents especially need to be mindful… Read More

A famous world class athelete once commented, “A common trait among those who perform at the highest level in any sport or business is that they take losing personally.” The list is long Competition has an unusual affect on people.  It often: Causes us to want something more badly Inspires us to exert more energy in attaining… Read More

I’ve been watching a lot of high school basketball lately.  My son is on the local school team and at his age there certainly can be a large discrepancy in talent level from team to team. The Chicken or the Egg I’ve noticed that some of the boys, especially on the weaker teams, seem anxious while playing… Read More