Nilton's Blog

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Real Estate Agent - Equity Real Estate - Davis Co. Office
My personal views about Real Estate and related issues, although my personal views might be a little unorthodox to some people.
RECENT BLOG POSTS
Anybody can see the whole picture. In sales, however, we are supposed to pay attention to some critical details, because they sometimes hide the clue to which direction we may take in our presentation. We should take notice, among other things, of the following:What part of the presentation creat...
01/19/2007
I love the theater.  That's why I wrote a book examining Sales with the Broadway point of view.  I do believe we are all actors (some very good ones, hopefully).  We can learn a lot from the acting industry.For example, when the curtains close, the audience wants to see the actors, shake hands, g...
01/18/2007
I remember going to a very funny play where a guy in the first row was talking all the time. The main actor probably felt offended by his disrespect for the professionals on stage and picked on this guy, by including him in a few jokes. We all loved it, but after the show the guy left the theater...
01/18/2007
Unfortunately, I just realized something that gets me really upset.  I am an above average Realtor, with a track record to be proud of, since my "Rookie of the Year - 1998".  However, I have a hard time not falling for a sales pitch (even the bad ones).  Someone mentioned to me, maybe to make me ...
01/18/2007
My friend, who has been in business only a few months mentioned to me that he is surprised that not everybody in my office is arrogant.  He thought Realtors in general had ego's the size of the planet.  He even thought that was the reason for their success.  I know it may be what some people expe...
01/17/2007
I mentioned to a friend today that it always bothered me why some salespeople (inexperienced rookies, usually) insist on "shooting from the hips". They go to their sales presentation with nothing but "a prayer in their hearts". It also surprises me that they seem to expect some kind of success. W...
01/17/2007
Not one day in anyone's life is an uneventful day. No day is without profound meaning, no matter how dull and boring it might seem. It doesn't matter whether you are a seamstress or a queen, a shoeshine boy or a movie star, a renowned philosopher or a Down's syndrome child. In every day of your l...
01/17/2007
I remember a specific time (in my rookie years) when my sales manager asked us to role-play. We were supposed to overcome certain objections. I thought I did a good job, but was criticized for overselling. The presentation had been taped and I watched it a few times and found out exactly where I ...
01/15/2007
Diversification (in a sense, the opposite of "focus") is an important aspect of strategy. You do not want all of your eggs in one basket. Suppose you spend many months or even several years building a substantial down-line in a particular program, and then the company fails or your account gets c...
01/15/2007
Values are the things that we believe in and which we think are important. Each person has a value system, which has been influenced by their background and their philosophy of life. Contrary to what some may think, to a successful salesperson values do matter - they are at the heart of everythin...
01/15/2007
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Nilton De Macedo

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My personal views about Real Estate and related issues, although my personal views might be a little unorthodox to some people.