Page 211 - Social Media Marketing

198 Walk Like a Giant, Sell Like a Madman

Tip: Don't limit your reading list to books about selling and
industry-related topics. Read broadly about anything that catches
your interest. Creative ideas and opportunities often arise by
placing two entirely different concepts side-by-side. Just think of
how many modern advances have come out of biochemistry-the
combined study of biology and chemistry.

Listen to Audio Books

Most salespeople are high-energy types who cannot possibly do
one thing at a time. They have to be driving and talking to a
client, meeting with colleagues and jotting down notes, or checking
e-mail while barking out orders to their assistants. One thing I like
to do is to listen to audio books while I'm driving to meet clients. I
can't possibly read while I'm driving, so this is the next best thing.

Get a collection of CDs or podcasts from the top salespeople and
motivational speakers, and when you are doing something that
does not allow you to read, listen to the recording. If you usually
listen to music as you're driving to meet clients, consider listening
to something that's a little more educational.

Take a Class

A couple of decades ago, when you graduated high school or college
or received your certification in trade school, your school days were
over. You would continue your education on your own, but your
coursework was complete.

Nowadays, continuing education is almost a requirement in most
careers, including sales, and continuing education usually means
taking classes, either in a traditional classroom or online.

In the real estate industry, plenty of classes are available on
everything from real estate basics to listing homes, representing
buyers, spotting and stopping real estate and mortgage fraud, and