“Some rules are just old habits that people are afraid to change.” −Therese Fowler, novelist

WHEN WE GO ON AUTOPILOT, we usually lose. In the case of a lot of new home sales professionals, “autopilot” sounds like this: “You know what? Now is the perfect time to buy a home!” Here’s the problem: That just plain doesn’t work. Regardless of whether or not it is factually accurate, I can personally guarantee you that it will not get you back into the black in a down market. Here’s the number one reason: so many salespeople have been saying it in so many different market settings that it has now become completely drained of meaning.

Read More

Paperback: 192 pages
Publisher: Sterling Learning Group (January 2013)
ISBN: 978-1-934-381-13-7
Library of Congress Control Number: 2012953653