We have been fortunate enough to have had Dave Beson here in Arizona to do our annual John Hall & Associates Kick-Off in the past. He was good then, and he is still good now.

At the risk of offending some he tells it like it is. As an example, his observation was that people who weren’t selling in a good market aren’t selling now. He added that the things he shared with agents during the good and strong market are the same things he needs to teach them in this market. It is the basics that always work. We need to prospect, present and close to succeed and earn a good living.

We need to be able to stand up to the seller. We need to tell them what they need to know. We need to be prepared for objections on our compensation. We need to know how to keep a positive mind in a negative market.

One statement he made really hit home with me. He said, “instead of being a wandering generality, we need to become a meaningful specific”. Re-read that because that is a powerful statement.

I would encourage you to listen to this tape. There is a commercial to sell his product, but he also gives you a number of scripts and activities that will make this very worthwhile listening. He will give you ideas from real super stars that you can work with, to a letter system for developing business and staying in touch with your client base or spheres of influence.

Enjoy and prosper.

Marge

John Hall & Associates agents can listen to it here.

Other agents can purchase it here.