John Alexandrov's (johna) Blog

If you're like most agents, you want to use social media to your advantage. Some of my clients have told me they have already changed their entire approach to recruiting based on technological and social media trends. You may not know if using social media is right for you until you actually put ...

I'm sure you can imagine two types of clients. One type fights your advice, one type accepts it all the time. Most people know that they can take control of their client from the first moment they speak, but there is one critical time when you must take control or they will fight you until the da...

I wonder if you've ever caught yourself nodding your head "Yes" as someone else was doing the same thing.  At the time you probably didn't even notice you were doing it! There a millions of ways to create instant, unconscious rapport with a potential buyer or seller, but the simplest way to do it...

If you're like most real estate professionals, you're going to quickly realize just how important this trend actually is. I've had many people at events tell me that understanding this trend alone helped them close more business immediately. As you'll discover, and probably agree, this trend is s...

If you remember, last week I told you that your call reluctance or prospecting reluctance wasn't your fault  even though most people tell you it is. The basic truths you are about to discover will be so obvious to you that you'll wonder why you haven't noticed them before. After you read the list...

Just suppose for a moment that your office manager came into your office this morning and said "great news, everybody, I've discovered how to help you eliminate call reluctance!" Usually they follow up with solutions to these problems they think you have: You just have to overcome the fear  You h...

Just because it's trademarked, doesn't make it true... In their landmark book The Psychology of Sales Call Reluctance, George Dudley and Shannon Goodson  completed the most comprehensive study of sales call reluctance ever performed. It is a revealing and honest study of why sales professionals h...

Most people believe that the answer to overcoming prospecting or call reluctance is actually quite simple: Find out why you are reluctant to make prospecting and lead generation calls and implement an easy system to overcome the reluctance. If you’re like most people, you may think that revelatio...

We all know how great it feels to make or receive a phone call with the news of a sale!  Then I wonder why the number one most common prospecting personality type is actually "telephone terror?"  After testing thousands of agents from across North America, it's become obvious that most people are...

I probably don't have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you've probably figured out that prospecting almost always equals profits... You see, most agents and loan officers don't want to prospect. It doesn't come natural ...