For savvy salespeople, personal prospecting means implementing a personal marketing plan. It’s not cold calling. With that in mind, I wanted to share an idea that really isn’t brand-new but may be something worth thinking about when looking for buyers in today’s ever-toughening economic situat...

Are your clients getting their money’s worth? On a recent trip north, I ran into a problem commonly experienced by many who have traveled via airline — the dreaded ‘lost bag’. First, let me say that as a general rule, I rarely check my bag. Unfortunately, on this particular occasion I was bo...

I joined The Brooks Group just over a month ago and I thought it would be apropos to offer some tips or reminders on hiring and potentially bringing on a new associate. Pre employment: 1. The 80/20 rule should apply when it comes to who is doing the talking. Try and ask open-ended questions to ensur...

I can’t stand buying an automobile — new or pre-owned. It’s not the car mind you; I despise having to deal with the salespeople and managers who think the only thing you’re interested in is a low price. My daughter just turned 17, and my wife just returned from a four-month military deployme...

Can’t it be hard to get appointments with prospects? We’ve all had the experience of leaving phone messages, or networking at events, for prospects we are fairly sure are good ones. I can’t give you the magic tool that will make every prospect call back – or accept your next call - but I can...