I recently finished a long successful season of Coaching my kids youth football team. After 21 straight wins, my little guys came out flat for the Championship against a team that they had already beaten twice in the past two seasons. They got beat that day and pretended like they did not know what happened.
Isn't that the way it is though? We sell in good economic times like order takers more than marketers or salesmen. Then think doing the same thing will work in a tougher selling environment.
We hope it will turn out alright, instead of making it turn out alright. We hope for better sales instead of going and getting them.
Continue reading "Human Nature Sucks " »

It has been said that the easiest sale for a salesman is to sell to another
salesman. As entrepreneurs and real estate and mortgage professionals
typically thrive on hype and puffery.
We love to hear a good pitch.
We get more susceptible as we think higher of ourselves. The
person who swears you cannot hypnotize her is the easiest for the
hypnotist. As we have learned all these cool gizmos and maybe we are first
adapters we naturally have adapted an arrogance that creates blind spots
in our critical thinking. Its natural and it happens all the time.
We naturally align with folks who will tell us that we are right. We
all want to be right. And lets face it if we are early...
Continue reading "Are Your Tactics Hurting Your Strategy?" »
Google has been testing a new addition to their ranking system aptly called Caffeine. Why Caffeine? Because, the idea is that Google is looking for ways to speed up search.
In fact, Google has created a web speed resource page to help you do just that. It is titled, Let's Make the Web Faster. So it would seem that if by their own behavior Google is valuing Web speed, then so should you and I if we wish to get higher rankings (SERPS).
Four Ways to Test Your Site Speed
Continue reading "Caffeinated SEO: "Speed" Important in SEO Rankings?" »
Yesterday I posted the selling lifestyle over greed article. Its a must read in reframing the sale of a home away from market timing and towards the home. It's the oldie but goodie idea of selling a house vs selling a home.
As luck would have it the brilliant Roy Williams sent his newsletter today as a Thanksgiving tribute. I am reposting some of his letter. Williams says that we all yearn for home because of a secret desire to be known. Like Norm Peterson in the TV show show called Cheers. Where everybody knows your name.
“The ache for home lives in all of us, the safe place where we can go as we are and not be questioned.”
- Maya Angelou
Continue reading "Home is Where the Heart Is" »

The following is an article originally posted with housingtrendsenewsletter.com that
I wrote it in an attempt to illustrate the necessity of selling lifestyle value in today's real estate marketplace.
It is so easy to get caught in a "greed trap". Selling rising home prices, or multiple offers to insert a scarcity driver to motivate the buyer.
Here is an attempt to sell lifestyle:
I watched a very special movie last night called Marley and Me.
I can only describe it as a journey of a couples life that was joined together with the addition of Marley the Dog.
The story was peppered with plenty of important symbols of one family's journey played out through children, spouses, career, choices and their three homes.
Each home relocation changed over time.
Continue reading "Selling Lifestyle Over Greed" »
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