A woman sent me an e-mail with a quote passed on to her by her father: You can make excuses or you can make money–but you can”t make both. Excuses. We”ve all heard them. I was going to call that guy ...

Call reluctance is a career-killer for real estate agents. That stomach-churning fear of rejection or fumbling a call is normal—but it’s not acceptable if you’re serious about your career. To dominate ...

Last month, we talked about the difficulties of training and coaching sales personnel in my article, “Training and Coaching Sales Personnel.” One of the difficulties is figuring out why certain team ...

Surprisingly, social self-consciousness is most common in veteran financial advisors. If you see a bit of yourself in Larry's story, you should be aware that this is not a case of low self-esteem, low ...