My journey into sales began with Star Wars. Star Wars action figures to be exact. An excerpt from Hustle: A Guide to the Ethical Art of Selling & Survival. Sales 101 Started When I was Seven I was fortunate to … Read More

Perception isn’t everything, you need to also understand the context behind every moment. When you see the top producer or the sales employee of the month, it is easy to question what they did to get there. In that moment, … Read More

Do you remember your first sale? It’s always important to remember your first.  The feeling of closing that deal. The accomplishment and the security of knowing you have a pay cheque coming. Starting in the sales industry with no clients … Read More

When you’re successful in business, you should always give back.  But there is more to giving back than just donating money. Give back and share sideways.  Share your story and tell others why you give back to a certain cause.  … Read More

The best way to complete a large project is to tackle it the same way that you’d eat an elephant, one bite at a time. It’s important to understand the scope of the entire project but break it into smaller … Read More

In business, particularly in sales, it is important to nest in your community.  Nesting isn’t just going to the same coffee shop everyday, it’s about making connections and building relationships. Step 1 – Make small talk.  Chat with your barista, … Read More

In a world thriving with technology, there are always faster and more efficient ways to do almost anything. This is something that many people want until they don’t. If you need to buy a jug of milk then self-checkouts or … Read More

It’s easy to pass the buck but who does that help? Instead, take responsibility and solve the problem. Be solution oriented. In real estate, we often run into little problems at closing. There is no garage remote, the condo is … Read More

When marketing real estate, or anything for that matter, the secret is to creatively connect the buyer to the product. Anyone can take pictures and videos and showcase exactly what is offered but you need to be creative and make your … Read More

When do you hustle your hardest? Are you the early bird that gets the worm or do you burn the midnight oil? Personally, I think mornings are best. The rest of the world is asleep and it’s easy to focus … Read More

Winning an award is great but it shouldn’t be the reason you hustle. If you receive recognition or an award you should not feel as though you’ve made it, you’ve reached the top, you’re done. With that mentality then you … Read More

There are two types of salespeople, those that are just hunting for the next lead, serve them and forget them and then there are salespeople that build relationships and focus on repeat clients and referrals. My team and I are … Read More

There is a common saying in sales, “ABC. Always be closing.” I think this is crap! No one likes a closer with commission breath that is just hustling for the next deal. Ever. Always be marketing is more like it. … Read More

Thank you cards and personal notes.  They seem simple but they are a secret weapon in the sales industry.  If you want to supercharge your business, write 5 handwritten notes a day.  No exceptions.  It will likely be hard at … Read More

In business, particularly in sales, you’re always being interviewed. From the neighbour that sees you getting in your car in the morning, to the barista at the coffee shop, to your formal client meeting or open house – they’re all interviewing … Read More

One of the most impactful ways to succeed in business is to give back to the community. As my business grows, I feel as though it is part of my social responsibility to invest in the community that has contributed … Read More

One of the biggest obstacles in the sales industry is connecting the consumer to the product or service. In the digital age buyers often want to skip a step and research the product online. They can read info, view photos, … Read More

In the current age of technology face to face meetings are becoming a rarity. We continually use social media, video calls, emails, texts, and a million other digital was to communicate but nothing beats a good old-fashioned meeting. I don’t … Read More

Do more than is expected, always. One time early in my career, a client whose home I had listed had gotten locked out of their house. They called me around midnight as their spare key was in the lockbox and … Read More

When times are tough people hunker down and find ways to cut back and save money. Often it starts with things like eating out and those expensive lattes. But don’t!! You may save a few dollars per day and it … Read More

It’s always best to pack your day with as much as possible to ensure you’re being the most effective as you can be but life doesn’t always go as planned. Projects are due, tasks develop at the office, last-minute changes, … Read More

— With special guest Nolan Matthias, Mortgage 360. Experience matters and volume matters. Sometimes it’s not just how long someone has been in the business but it’s also how much they do. A real estate agent doing 5 deals a … Read More

I often talk about hustling in business and in sales but there is more to hustle than work. Hustling should start with your reason why. What are you passionate about? What do you work hared for? What is it that … Read More

You can create your own competitive advantage in business. Sometimes people are gifted an advantage such as a being naturally smart or inheriting a large sum of money that can be used for their start-up but if it isn’t handed … Read More

We can all read the headlines, listen to the news, or follow the latest tweets but that doesn’t truly give the whole picture when it comes to what is happening in the marketplace. The best source of information is those … Read More

Learn from those who have gone before you. It is often said, take the road less travelled, but is that a good idea? Sometimes it may be however, why not ask someone who has already been down that path to … Read More

The first step to successfully negotiating is to determine if you (or your client) is willing to walk away. For the agent it’s business but it’s often emotional for the buyer/seller so you need to know their position. Next step … Read More

It is easy to be optimistic and tell people what they want to hear but you need to be realistic. In order to make hard decisions, you must be offered the truth of the situation so you can make an … Read More

Networking is easy. Go to an event and have a few drinks, boom, you’re networking. But what is the value in that? You leave with a few business cards in your pocket that you find the next morning. Connecting is … Read More

For the most part, no one likes having problems but they provide an opportunity to be valuable. In real estate and in most business transactions you will run into problems, sometimes big and sometimes little. The natural instinct of fight … Read More

Any business owner should delegate certain tasks to save time, save money, and achieve more. For delegation to be successful, you must first determine what tasks to delegate and which to take on yourself. What should you delegate? • Routine … Read More

It might sound crazy, but things are better in a recession. To succeed in a difficult economy is to focus on doing as much as you can with what you have. Many things are better because people are trying harder.  … Read More

Everything feeds off momentum so always look forward. Momentum is the force that makes something happen or happen more quickly. Always use it to your benefit as momentum can move backwards if you let it. In every situation, especially difficult … Read More

rec·i·proc·i·ty, noun the practice of exchanging things with others for mutual benefit, especially privileges granted by one country or organization to another. In my sales career experience, I have found that the more I give, the more I get.  One hundred … Read More

Technology is catching up and creating a place in most aspects of our daily lives.  But can it replace sales people? If you go to McDonalds, sure, you can get your Big Mac Meal by ordering by yourself on a … Read More

Entitlement and gratitude are both memberships, which club are you a part of? In this era of the internet, there is a massive wave of entitlement.  Everyone can see what everyone else has and they want it too.  The problem … Read More

Have high expectations. The only way that you should have high expectations of other people is if you have even higher expectations of yourself. The expectations that others have for you should become less important and the expectations that you … Read More

The dying art of sales people is keeping it personal. So many salespeople see customers only as a transaction and forget that they are people. They race through the sale without getting to know their customer any more than necessary … Read More

Rejection is the flavour of sales. Anyone hustling in sales needs to understand rejection as it will happen often. The secret is to learn from it. If you welcome rejection as a learning opportunity to better succeed with your next … Read More

No matter what you do in life, every step matters. You’re always building, whether it’s in construction, your business, your family, your relationship or even a sandwich, you’re always building things. No matter how big or how small, all of … Read More

In business, and in life, it’s easiest to face the difficult conversations head on. By waiting, you create a story in your head that is often worse than the reality of the situation creating anxiety and stress. And even if your … Read More

Context is the circumstances that form the setting for an event, statement, or idea, and in terms of which it can be fully understood and assessed. Perspective is a particular attitude toward or way of regarding something. Your life experiences … Read More