Category: Selling a Complex Service

How REALTORS use the Value Equation to get more listings and clients

 - 

Here’s another strategy the most successful REALTORS® are using. It’s a simple equation, but when we unpack it you’ll come
Read More…

Share

4 Tools to make every proposal work harder (764 words)

 - 

What I heard them say: “Send us a proposal and we’ll go from there.” What they really said: “Send us
Read More…

Share

37 Ways to Use Your Backbone Marketing Content

 - 

Over the last few weeks, I’ve been putting together a series called Selling a Complex Service. (If you haven’t seen it, just
Read More…

Share

Build a Permanent Marketing Campaign

 - 

How to Sell a Complex Service, Part 4 I’m going to show you the simplest, most effective thing you can
Read More…

Share

Try this if you’re in a cynical and sophisticated market

 - 

Selling a Complex Service, Part 3 Once in a while, a new business comes along that’s almost a guaranteed winner.
Read More…

Share

The Secret of the Aviator’s Cigar

 - 

How to Sell a Complex Service, Part Two Once upon a time, a young airplane mechanic named Tom had a
Read More…

Share

How to Sell a Complex Service

 - 

Part One: My encounter with Gandalf   There are two reasons people won’t do business with you. Either they don’t
Read More…

Share