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Bob Mohr of Master Marketing Association, who had brought J. Douglas Edwards to Detroit, came to me to sell some tickets to a program featuring Zig Ziglar. By then I was director of training for Lee Real Estate, and was the guy to go see if you wanted to get the Lee pe...

When your sales team is working well, leave it alone. But for a paradox, if you leave it alone long enough, the team will start to stagnate. Then you’re going to have to do something to stir up the still waters. You can yell and berate, which amounts to tossing a bould...

As commission based real estate agents, we need to make efficient use of our time. All of us can benefit from a time log. Keep a record of everything you do during the day. After a few days, look back over the things you did that contributed nothing to your productivit...

Some people seem to be born with unseen weights holding them down. They’re like the eagle who thought it was a prairie chicken.

A Native American boy had robbed an eagle’s nest and dropped one of the eggs on the way back to the tepee. A prairie hen took the egg under he...

1. Make your team members strong in the basics first. Once the basics become second nature to them, they’ll be ready to learn and master the finer points.

2. The most basic rule of basic rules for salespeople is to be willing to make contact with strangers. No selling b...

In a small town, there lived a street cleaner named Jake who was paid by the city to be out bright and early to sweep up last night’s garbage before today’s garbage hit the streets.

Each morning at a quarter to six he would encounter the town’s richest citizen, a man wh...

If you want to accomplish something over and above the ordinary, you’re going to have to work over and above the ordinary. Always be alert for opportunities to make that extra effort, even when the circumstances seem unfavorable.

I know of a guy who put in some extra ti...

I've learned that if there's a problem standing between you and greatness, you can't overcome it by fixing the blame. You've got to fix the problem. If the problem is low self-esteem, you can't go running to your parents crying "You broke it, now put it back together."...

The historian and essayist Thomas Carlyle said: ''All work is as seed sown; it grows and spreads and sows itself anew.''

If the work you do isn't offering you this chance to find yourself; if its seeds aren't growing, spreading and sowing themselves anew, maybe it's tim...

1. Always provide a common goal. This is the first rule of building a team. There always must be a common goal. A lapse of even a week or so can be detrimental to the results you might envision. A football team's offensive efforts would be wasted if there were no goal...

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