To learn and internalize your people skills, you must live by and constantly use the five steps in the learning process.

Step 1: IMPACT – Consciously hearing, writing, reading and saying the techniques used to succeed.

Step 2: REPETITION: You must hear, write, read and say the techniques a minimum of 6 times to get 62% retention.

Step 3: UTILIZATION: Consciously making yourself use the techniques.

Step 4: INTERNALIZATION: When the techniques are used often, make them a part of your selling self.

Step 5: REINFORCEMENT: Going back to basics once a year is very important. Everything you do must be done on reflex. That can only happen when you make the material so much your own that it is delivered on reflex.

This article is attributed to Tom Hopkins work book that was given to me at the seminar I attended in August of 2011. I have customized it for rental agents. I encourage everyone to go to Tom Hopkins boot  camp seminar in Scottsdale, AZ held once a year. It will change your life. At the very least, read his book, “How to master the art of selling!”