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AUTHOR

James Shepherd

Stories by James


Blog

Creating Momentum Revisited

A few months ago I posted this blog article, but many of you never got a chance to read it. Today I decided to re-post and record it so you could...

Blog

Quick Sales Tip

Okay, this is my shortest blog article ever!!! This is really a follow up to yesterday’s article about selling in a competitive market. When you walk...

Blog

Selling in a Competitive Market

I would have to say that this article is probably the most requested article I have ever done. I have had so many agents tell me that their market is...

Blog

How to overcome: “I just switched!”

There are certain objections that I hear more than others. Lately I have had several reps in highly competitive markets tell me they are hearing, “I...

Blog

What Not to Promise a Prospect

If you are a true sales professional, you can feel that moment when you are about to get the sale and the pressure of knowing what you say next could...

Blog

Market Segments – Who Should You Sell?

I spend 99% of my time training agents how to sell anyone. However, it is important to understand your market and answer the questions, “Who should I...

Blog

Closing More Deals

How can you close more deals? Yesterday I got an email from one of the top agents. In the previous month he had seventeen accounts approved which is...

Blog

The Most Important Customer Service Action

Imagine you go into a car showroom tomorrow to purchase a car. When you walk in the door, a very well spoken and sharply dressed sales person...

Blog

Are you Accountable?

If you are not accountable to someone else with your numbers each day, you will not achieve your full potential. I know this is a tough statement,...

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