• 2.7 min readPublished On: August 23, 2012

    If They Love Houses but Hate the Word ‘Salesperson’…Don’t Hire Them!

    Ever been interviewing and, you think, Darn, this is going really well. The person looks good, smells good, and talks [...]

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  • 1.9 min readPublished On: August 20, 2012

    10 Tips to Make your Training Pay Off

    I'm getting ready to teach my Instructor Development course here in Washington state. To do that, I send a pre-course [...]

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  • 1 min readPublished On: August 15, 2012

    Managers: Are You Giving your New Agents Every Opportunity to Succeed?

    A�Are you giving your new agents every opportunity to succeed? Do they have start-up plans? Are they being coached weekly [...]

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  • 3.2 min readPublished On: August 9, 2012

    What the Great Conductors Can Teach Us about Leadership

    In my last blog, I discussed how an orchestra either played in harmony--or it didn't. Just as there are negative [...]

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  • 3.4 min readPublished On: August 6, 2012

    Does Your Office Resemble a Finely-Tuned Orchestra?

    Have you ever thought of your office as your orchestra, with you as conductor? As a flutist and music major, [...]

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  • 0.6 min readPublished On: August 2, 2012

    4 Ways Managers Demotivate and 3 Methods to Assure We Don’t

    No, I don't mean we de-motivate on purpose! But, we tend to 'follow the leader'. If we saw someone do [...]

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  • 0.5 min readPublished On: July 28, 2012

    Retention: How Most Contests Demotivate

    For many managers, the idea of contests is a great one. They like to think they will motivate their associates [...]

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  • 2.5 min readPublished On: July 25, 2012

    8 Questions to Ask your Agents to Refresh their Careers

    Do you have agents in your office who have lost that spark, that enthusiasm? It happens to almost everyone at [...]

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  • 2 min readPublished On: July 20, 2012

    How Agents Can Get the Best from Managers

    How can agents get the best from managers? I know agents sit in the interview and askedA�managers, "What are you [...]

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