Selling with Emotion
by Tom Hopkins

Courtesy of Tom Hopkins

From the moment we are born until the moment we die, everything we say and do is for the purpose of satisfying some want or need. A basic rule of selling is that a person will buy what they want, whether or not they need it.

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Planning the Achievement of Your Goals

By Tom Hopkins

This is the time of year most professionals invest effort in being better than last year. New goals are set. More efficient ways of doing business are sought after and implemented. Goal setting and time planning go hand in hand.

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Living by the Golden Dozen

By Tom Hopkins

Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home:

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Setting Realistic Sales Goals

By Tom Hopkins

Achieving sales volume goals for your business is one of the biggest challenges any owner or manager faces. There are so many factors that can affect that final number.

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Overcome the “I want to shop around” Objection

By Tom Hopkins

Have you ever heard this from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have.

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Knowing When to Close the Sale

By Tom Hopkins

The actual closing of the sale is by far the most important step in the selling process. I teach lots of techniques for prospecting, meeting people, qualifying, presenting, demonstrating, and overcoming

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You Won’t Overcome Every Sales Objection

By Tom Hopkins

In the business of selling products and services, you’re bound to hear objections or concerns that interfere with or slow down the sales process. When it comes right down to it, most objections or

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Qualification Defined

By Tom Hopkins

If I asked a room full of experienced salespeople how many of them qualify their clients, every hand would go up. If I asked that same group to define qualification, the answers would probably vary to the extent that a newcomer in sales

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Closing Sales = Sweet Success

By Tom Hopkins

In the selling profession, closing is the winning score, the bottom line, the name of the game, the point of it all. If you can’t close, you’re like a football team that can’t sustain a drive long enough to score. It does you no good to play your whole game in your own territory and never get across the other team’s goal line.

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Attitude Makes the Difference in Closing Sales

By Tom Hopkins

Studies have proven that attitude is one of the traits that separate average sales people from their highly-successful colleagues. I have to believe that it’s true in life in general, not just sales.

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How to Handle an Angry Client
By Tom Hopkins

Too many salespeople, when faced with clients who range from dissatisfied to down right angry, choose the loser’s path by postponing handling the situation. This results in one of two things happening.

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The Great Destroyer of Listings: FEAR

By Tom Hopkins

Courtesy of Tom Hopkins

Fear is the greatest enemy you’ll ever encounter as a real estate professional. Hopefully, you’ll learn to recognize and

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“How to Master the Art of Selling”

By Tom Hopkins

Grand Central Publishing (1976)– 292 Pages.

First published almost thirty-five years ago, Tom Hopkins’ seminal work, “How to Master of the Art of Selling,” is a must for not only

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