-
By Joanne S. Black |
January 13, 2012
Why is “prospecting” such a dreaded word? It’s time to bust the prospecting myth.
-
By Joanne S. Black |
June 1, 2011
Asking for a referral is not a risk (as some authors promote) where you risk a relationship or a friendship.
-
By Joanne S. Black |
February 28, 2011
Are you tired of hearing about social media and tired of trying to learn about it, let alone tired of spending endless hours wondering what return you'll actually get?
-
By Joanne S. Black |
November 8, 2010
When clients ask if they should send a note
-
By Joanne S. Black |
July 1, 2010
Picture a world where you buy a list of qualified leads and convert every single one into a new sale.
-
By Joanne S. Black |
February 23, 2010
I'm surprised at how often I hear, "I can't close." And I flinch when managers tell me they want their producers to attend a training program on how to close the sale.
-
By Joanne S. Black |
November 17, 2009
A: Social networking will definitely help you build your business -- but you can't get by on that alone. In the end, it's still the personal connection that seals the deal. The Internet, social networking, and other modern
-
By Joanne S. Black |
July 1, 2009
Yes, you read that headline correctly. Everyone's talking about referrals, but whether the economy's on an upswing or it's crashing down around you, you need to do more than just talk in order to succeed. Every year, Agent
-
By Joanne S. Black |
March 1, 2009
The economic downturn has many people feeling exposed, vulnerable, and uncertain. They're nervous. And, as an agent, your job is to ensure that your clients feel confident and protected. Smart selling is more than just moving products or
-
By Joanne S. Black |
November 1, 2008
What bad news will we hear next? How many more banks and investment houses will fail? The economy is in a funk, and
