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	<title>Mastery Coaching &#187; Sales Skills</title>
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		<title>Can We Be Honest?</title>
		<link>http://mastery-coaching.com/wordpress/2010/11/21/can-we-be-honest/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/11/21/can-we-be-honest/#comments</comments>
		<pubDate>Sun, 21 Nov 2010 14:00:50 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=1000</guid>
		<description><![CDATA[ 

 
 



 
Can We Be Honest?
 


 
 
 


 





“In a sea of other REALTOR® faces, what do you do to stand out?”  
I’ve asked this question countless times to agents across the country and I am constantly astonished with the answers I get.  Some reply that they give great service, some always wear a hat, some do coloring contests in [...]]]></description>
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		<item>
		<title>Be Fearless and Ask</title>
		<link>http://mastery-coaching.com/wordpress/2010/09/13/be-fearless-and-ask/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/09/13/be-fearless-and-ask/#comments</comments>
		<pubDate>Mon, 13 Sep 2010 14:00:23 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>

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		<description><![CDATA[ 

 
 



 
Be Fearless and Ask
 


 
 
 


 


Do you struggle with generating enough leads?  How about key listing or showing appointments?  Conversion rates?  Closing on contracts?
As the public has accepted the reality that market has changed, the sales skills of the pros have become more and more in demand.  Strong negotiating and closing skills are ever important in today’s [...]]]></description>
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		<item>
		<title>Feel, Felt, Found</title>
		<link>http://mastery-coaching.com/wordpress/2010/09/10/feel-felt-found-2/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/09/10/feel-felt-found-2/#comments</comments>
		<pubDate>Fri, 10 Sep 2010 14:00:35 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=969</guid>
		<description><![CDATA[








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Feel, Felt, Found
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When working through a client’s objection try using the   FEEL, FELT, FOUND sales skill. It can be used whenever a client objects   to anything like higher than expected HOA or fear of “The Bubble”. It goes like   this…
“I understand how you FEEL, other clients of mine FELT [...]]]></description>
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		<item>
		<title>6 Great Questions</title>
		<link>http://mastery-coaching.com/wordpress/2010/08/22/6-great-questions/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/08/22/6-great-questions/#comments</comments>
		<pubDate>Sun, 22 Aug 2010 14:00:08 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=960</guid>
		<description><![CDATA[








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6 Great Questions
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There are six types of questions that Real Estate Salespeople ask   according to Tom Hopkins in his book How to Master the Art of Selling Real   Estate.
        
        1. Piggybacking –   Piggybacking is [...]]]></description>
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		<title>Know What You are Selling</title>
		<link>http://mastery-coaching.com/wordpress/2010/07/26/know-what-you-are-selling-2/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/07/26/know-what-you-are-selling-2/#comments</comments>
		<pubDate>Mon, 26 Jul 2010 14:00:07 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=907</guid>
		<description><![CDATA[








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Know What You are Selling
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You don’t sell houses. Let me say it again, you   don’t sell houses; especially if you want a successful   marketing campaign. Yes, you may have made over $500,000 in GCI   this last year, even closed 38 transactions, but you don’t sell houses.
You sell your USP [...]]]></description>
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		<item>
		<title>Procrastination is failure on the installment plan</title>
		<link>http://mastery-coaching.com/wordpress/2010/07/16/procrastination-is-failure-on-the-installment-plan-2/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/07/16/procrastination-is-failure-on-the-installment-plan-2/#comments</comments>
		<pubDate>Fri, 16 Jul 2010 14:00:10 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Personal Development]]></category>
		<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Business Dynamics]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=883</guid>
		<description><![CDATA[








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Procrastination is failure on the installment plan
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“Procrastination is failure on the installment   plan.”
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Why do we all seem to struggle with putting off the very things we   know we should be doing, but don’t want to do?  Most of the time they   are the very things that are the most [...]]]></description>
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		<title>Sell Skills vs Service</title>
		<link>http://mastery-coaching.com/wordpress/2010/06/28/sell-skills-vs-service-2/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/06/28/sell-skills-vs-service-2/#comments</comments>
		<pubDate>Mon, 28 Jun 2010 14:00:49 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Advertising]]></category>
		<category><![CDATA[Branding]]></category>
		<category><![CDATA[Marketing]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=909</guid>
		<description><![CDATA[








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Sell Skills vs Service
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Sell the skills you have, not your service.  I see   so many agents convey the great services they offer; only they fail to recognize   most agents offer the same service.  Rather than sell your services, try   selling “your skills.”  In an industry where being unique is [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>How to Raise Your Listing Commission</title>
		<link>http://mastery-coaching.com/wordpress/2010/06/21/how-to-raise-your-listing-commission-2/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/06/21/how-to-raise-your-listing-commission-2/#comments</comments>
		<pubDate>Mon, 21 Jun 2010 14:00:08 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=889</guid>
		<description><![CDATA[








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How to Raise Your Listing Commission
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One company I am working with has an agent average of $7.6 million in   sales with an average commission of 2.3%. That’s $54,822 short of a full 3% per   side per agent.

Make a goal to get back $20,000 of that next year. That means your  [...]]]></description>
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		</item>
		<item>
		<title>The First Step to Success</title>
		<link>http://mastery-coaching.com/wordpress/2010/06/20/the-first-step-to-success-3/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/06/20/the-first-step-to-success-3/#comments</comments>
		<pubDate>Sun, 20 Jun 2010 14:00:06 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Business Dynamics]]></category>
		<category><![CDATA[Personal Development]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=846</guid>
		<description><![CDATA[









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The First Step to Success
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“The first step to success is to stop lying to   yourself”
I   would dare say that the vast majority of people would consider themselves   honest, ethical people.  In fact, I was in a room of 500 top producing   agents when the speaker asked who [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Are You Busy Or Are You Productive</title>
		<link>http://mastery-coaching.com/wordpress/2010/06/18/are-you-busy-or-are-you-productive/</link>
		<comments>http://mastery-coaching.com/wordpress/2010/06/18/are-you-busy-or-are-you-productive/#comments</comments>
		<pubDate>Fri, 18 Jun 2010 14:00:48 +0000</pubDate>
		<dc:creator>Chris Pollinger</dc:creator>
				<category><![CDATA[Sales Skills]]></category>
		<category><![CDATA[Business Dynamics]]></category>
		<category><![CDATA[Personal Development]]></category>
		<category><![CDATA[Prospecting]]></category>

		<guid isPermaLink="false">http://mastery-coaching.com/wordpress/?p=844</guid>
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Are You Busy Or Are You Productive
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Are you busy or are you productive?  
These are two very important questions that have to do with   activity.  The first is what most agents will tell their friends, their spouse   and themselves when they evaluate how they are doing.  The second is the  [...]]]></description>
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