Last month, we talked about the difficulties of training and coaching sales personnel in my article, “Training and Coaching Sales Personnel.” One of the difficulties is figuring out why certain team ...

A woman sent me an e-mail with a quote passed on to her by her father: You can make excuses or you can make money–but you can”t make both. Excuses. We”ve all heard them. I was going to call that guy ...

Last month in part one of this series, we discussed the importance of identifying call reluctance within your team and the fact that every salesperson has some form of call reluctance that can hurt ...

Call reluctance is a career-killer for real estate agents. That stomach-churning fear of rejection or fumbling a call is normal—but it’s not acceptable if you’re serious about your career. To dominate ...