OVERVIEW “I must create a system or be enslaved by another man’s.” William Blake
WHY ARE YOU HERE? YOU’RE IN MANAGEMENT AND WE’RE ALL
IN
SALES
Several years ago at a real estate sales seminar, I had an interesting conversation with another real estate agent. The revelations that emerged from that conversation have since proven essential to my ability to consult with salespeople. Here is my best recollection of how that conversation went: AGENT:
Gary Keller, right? I noticed you from across the room and just wanted to introduce myself and let you know I’ve heard a lot about your company.
ME:
Well, thanks. We’ve worked hard to get where we are.
AGENT:
Excuse me for asking this, but why are you here?
ME:
I’m sorry? What?
AGENT:
Why are you here? You’re in management, and we’re all in sales. I was just curious to know what you’re doing at a sales seminar.
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