EXPERIENCE MATTERS

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Consumers are armed with more information today than ever before. They can now easily research products, people and the experiences of others. This has turned selling upside down. Rather than telling the customer what he or she needs, the customer is often telling the salesperson what they need – or they’re solving their own needs […]

THE TOP 3 TOP-LINE REVENUE STRATEGIES

The top 3 top-line revenue strategies

Our top-line revenue talk continues this month, as it’s such an important topic! This has been a recurring theme here because it’s a critical element of realizing your goals as we enter the second half of the year. This month, I’m bringing you the top three sales program strategies you can implement to increase your […]

CHANGE YOUR PERSPECTIVE FROM BOTTOM UP TO TOP DOWN

darren-nolander-change

Flipping the script on the way you view your business can be extremely useful. This strategy only involves digging in deep once – ultimately, the “flip” – before settling into fine-tuning from that stage on. The bottom-up approach to sales involves cutting expenses, tightening the purse strings and saving all you can to ensure you […]

SELLING AN EXPERIENCE

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Customer service is no longer centered around the adage, “the customer is always right.” Instead, it involves delivering a novel experience that cannot be duplicated elsewhere. Makes mortgages sound quite exciting, doesn’t it? No one is telling you to juggle red balls or balance plates on a stick, but I am suggesting you create an […]

CYCLE INTO SUCCESS

darren-nolander-cycle

I’ve got three cycles on my mind this month. 1. The Standard Real Estate Cycle We all know real estate is a cyclical business, one that experiences periods of feast, famine and everything in between. A rising interest rate environment had put some kinks in our pipeline, but I’m heartened by the Fed’s intention to […]