Selling Complex Products is not a Science… It’s a science and an art!   A painter can’t create an incredible high dollar masterpiece painting by a step by step Process.  YES, you can get the painting done from either filling in the numbers or following a technical guideline.  However, the high priced paintings will come from something much deeper than following the steps.  The artist’s ability to connect much deeper with the future viewers of the paintings is the art.  When an artist can...

This past week has been an overwhelming week of seeing confidence play out in the workplace.    A young Producer wins a deal he probably didn’t have any business winning.  He was lacking confidence and it didn’t look good.  He gained confidence through interaction with a group of people that gave him great ideas and energy… and he won.   A senior Producer who has never had a broker of record in his career wins a BOR.  He trusted the system and trusted the client would be willing to do...

We are living in an era with unprecedented means of communication.    The explosion in computing technology has spawned countless new ways to communicate.  Social media was born and has proliferated at a pace perhaps never seen before.  Facebook has signed up over one billion users in its ten years of existence.   We have LinkedIn, Twitter, instant messaging, email, and more advanced communication platforms are being launched on a regular basis.   We have more communication being conducted than...