June 16, 2009 Josh Cantwell (2) I remember being trained as a young boy that when I met someone first time, to give them a firm handshake and to look them in the eye. Seriously, I was policed by my parents on this and it didn’t take me long to catch on. The funny thing is, I don’t think a lot of other people were . . . Each month I meet new people who refuse to look me in the eye, and only half-heartedly shake my hand. So what? . . . well to me, a first impression goes a long way, and if you are going to be in the real estate business, which is constantly in flux, you better project at least one thing–– confidence. And if you are going to work with me, you better look me in the eye. Such a simple thing can go a long way in helping people decide if they want to do business with YOU. What it really comes down to is being present: Seems like we are either living in the past or thinking about the future. Once while traveling as a kid, a Dutchman said to me that the thing about Americans is that they are already thinking about making a trip to the bathroom before they’re even done with dinner . . . though he didn’t quite express that in those terms! Not to go all Buddha on you about being in the moment, but in a sales situation, that’s where you need to be. You need to understand your habits; you need to have some sense of self-awareness about what aspects of your personality people find engaging and what turns them away; and you need to modify and perfect behaviors in speech and in body language to overcome those things that are getting in the way. Starting out after college, I was fortunate to get some great sales training with a great company and all I’ve done since then is build on that. With the new Sales Mastery course that Dan Dooran helped me put together, I am pumped about not only getting my team of coaches using these techniques, but having more coaching clients experience even more success as they begin to use our ideas in their business. Tomorrow I will break down some of the stuff that we will cover in the program. See you then!