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Never Forget: It All Comes Down to Value
After all of the new technologies, the market predictions, the industry ups and downs, and the changes in how your profession works, it turns out what really matters, what has ALWAYS mattered, is how well you continue to provide great value to your clients at a time when they need it the most. Providing tremendous…
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Build a Reputation on What You Know
As information shifts from scarcity to abundance, real estate professionals can no longer rely on being the gatekeeper. Most of the information buyers and sellers think they need is now just a few clicks away. It’s time to shift our focus from delivering information to delivering something new: insight. Insight is information with value added…
ReadDoes Prospecting Still Work Today?
Have you noticed that prospecting, in its traditional form, isn’t quite producing the results it used to? Here’s why: As the internet increases consumer access to information, it decreases their need to contact an agent, particularly in the early phases of buying and selling. The result is that prospecting, at least in the ways we…
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Are You Moving With or Against the Current?
I believe there’s a natural current in life–a flow in which one thing follows to the next in an effortless progression. At any given time, we’re either moving with or against this current, and this has an enormous impact on our business success. When we are moving with the current, our life and career expand smoothly…
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Are you Mobile Enough?
Have you noticed something startling (and somewhat eerie) lately? Whether stopped at a red light or waiting in line at the bank, everyone seems to be staring at his or her smartphone. In what has felt like an overnight phenomenon, suddenly everyone and their grandmother is walking around with a handheld computer that no one…
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Congratulations, You Failed
You can learn a lot from watching a toddler try to walk. From the first attempt to stand, to those first successful few steps, it’s one failure after another. Stand up, fall down. Take a step, tip over. The remarkable part of the process is that all that falling down doesn’t seem to deter…
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The Abundance Myth Dispelled
We learn early in life to seek abundance–to want more as a way of ensuring our safety and success. From a young age, though, we’re taught that abundance is entirely about getting. Getting richer. Getting more stuff. Getting ahead. Getting the deal. Getting the sale. Getting a break. Getting a leg up. Getting it done….
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A New Kind of Value
‘Provide great value’ has been the rallying cry of sales professionals for years. As competition increases, and consumers become more knowledgeable, we’re constantly being told to create more and more value. For sales professionals being pressured to lower prices or cut commissions, however, ‘more value’ can be a vague and frustrating idea. In…
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They Must Know Something I Don’t
When we look to the successful people around us, we have a tendency to ask: What do they know that I don’t? The question is so common and so ingrained that we may not even realize we’re asking it of ourselves. Without realizing it, we look at the success of others and make a judgment that they…
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The Future Myth: Why Your Goals are Broken (and What to Do About It)
I recently wrote about the fundamental challenge with New Year’s resolutions. Resolutions, are, at their core, goal-setting exercises. They’re about choosing a target–something we want to have or be at some future time. While that post was about ensuring that your resolutions were focused on the right things–hard work versus working hard–there’s more to…
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