One important fact that many are either unaware of, or tend to forget, is that negotiations are a matter of “give and take.”  Both parties to the negotiations must feel like they came away with a “win” or there is no reason for them to make the deal.  Furthermore, a key element to the negotiation process, concessions, is either… Read More

There are facts that are supported by study after study which are important for those who communicate for a living to understand if they hope to become accomplished at doing so. Sustained attention lasts about ten minutes Presentations are usually at least an hour long. Consequently, you must find ways to make changes to your pace, visuals and points of interest at least… Read More

Some of the experiences that I’ve had in real estate are a lot funnier now looking back at them.  They weren’t quite as humorous when they occurred.  Four year old Lisa, or at least she was four years old at the time, provides one such example.  I wondered if I was ever going to sell her mom… Read More

As I do most every weekday, this morning I watched ESPN Sportscenter during my 5:30a.m. workout.  During a commercial break I saw a relatively new advertisement.  To the backdrop of a Christmas jingle, there was an individual, actually you could only see their hand, squeezing two different solutions into two glasses of water.  Actually it was the same solution,… Read More

I.  Understanding the ways in which people are persuaded can go a long way in determining your ability to do so.  Studies show how the following components of communication influence us. Words used – 7% Voice Inflection – 55% Body Language -38% II.  Such knowledge should greatly shape how a salesperson approaches a sales opportunity.  So will… Read More