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I knew I was in trouble when one of the owners of the real
estate company that had just hired me finished his motivational
speech with the statement, “Selling is an art.” I have never
considered myself very artistically gifted and prior to getting into
real estate sales my working life revolved around an extremely
mechanical industry. I was one of the hundreds of thousands of aspiring
souls who obtain a license to sell real estate with little or no
selling experience in hope of making a six figure income.

Because this was a new career for me, I realized very quickly
that if I was going to become successful I had better learn everything
I could about selling. I went to work for a couple of guys
who owned a real estate company that represented ten new-home
builders in a huge master-planned community. My new bosses
provided some basic sales training, but really believed that selling
was an art form and you had to be somewhat of an actor in order
to become a success. This was an important lesson for me to learn.
However, as I found out later, their outlook only represented half
the formula for success.

One afternoon when I was taking a customer through one
of the model homes, the Division President of that particular
company observed my presentation and approached me the
following week and offered me a position with that company.
Little did I know that this was to be the start of a very long journey
towards my education in mastering the selling of real estate.
Their training program filled in the missing half, the science of
selling. This is where I learned that selling was both an art and a
science. Over the next four years I continued to learn, practice,
and teach myself, as well as my co-workers, new and exciting sales
techniques, which allowed all of us to become top producers wherever
we went. Read More