How I Built Rapport with Members of Hell’s Angels

I think most salespeople will agree that building rapport is one of the most critical skills a sales pro can develop. Since we work with many different types of clients, we have to think on the run, including the time I built rapport with members of Hell’s Angels.

Don’t you wish we could know about the people we could be serving before we meet them? Wouldn’t it be great if we could just know a couple of things about them in advance so we could prepare our opening lines? Well, that’s rarely the case in sales. Especially in the field of real estate, you never know what you’ll find behind the doors of even the most beautiful homes.

One of the most dramatic examples of needing to make a good first impression happened after about my third year in real estate. At this point, I had finally turned my dismal career around and was doing pretty well. I was wearing the latest style of men’s clothing and driving a brand new Cadillac. The Cadillac was THE real estate car of the 60′s. It was long, sleek and just beautiful. [Continue reading]

How to Be Ready When It’s Time to Close

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The actual closing of the sale is by far the most important step in the selling process. That's why it's critical that you know how to be ready when it's time to close. Without that final commitment, you haven’t sold anything, have you? When you're a … [Continue reading]

The Five Skills Every Sales Person Needs

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While the business of selling requires many skills, there are five skills every sales person needs. And, most of us will need to develop these on our own. You see, one of the most important lessons I’ve learned in life is that no one else is going … [Continue reading]

Conflict is Inevitable by Dave Horsager

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Most conflict occurs because of a lack of clarity in communication, so I feel it is important to address here.Expect conflict. Learn to deal with it. Anytime there’s more than one person, you’re bound to find conflict. It’s only natural. We all have … [Continue reading]

Defining Success

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Before you can achieve success, it's critical that you invest some time in defining success. At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a … [Continue reading]

Vital Telephone Skills for Sales Pros

Telephone Skills

You might think that everyone knows how to use a telephone and that the topic of Vital Telephone Skills for Sales Pros is antiquated. For some, possibly you, that may be true. However, based on the calls received by me, my wife, and members of my … [Continue reading]

How to Hold an Open House – Real Estate

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Many new or unsuccessful people in real estate don't understand how to hold an open house. Nor do they understand that open houses often are better for listing than for selling.  When done well, holding houses open is a marvelously effective listing … [Continue reading]

How to Sell to Couples

In consumer sales, you will often have the opportunity to sell to couples the opportunity of owning your product or service. In many cases, they will close each other on the sale. That's my favorite time! When one or the other spouse is favorable to … [Continue reading]

I learned 3 things last weekend

Life is a learning experience, isn't it? Even though I've been teaching and training others for 40 years, I learned three things last weekend. This time last week my staff and I were traveling from Phoenix to Las Vegas for our first-ever 2-day Sales … [Continue reading]

What I’m Reading

Leaders are readers. Readers become leaders.

I'm often asked what I'm reading. I do my best to read many of the popular business books because my students will ask my opinion of them. If I can't get to all of those that are relevant to my place in this world, I'll task my staff to assist me by … [Continue reading]