This is the time of year when trainers and speakers remind you that in order to succeed, you need a business plan. What most fail to provide you with, however, are the foundational pieces upon which true real estate success is created. Recently, I was introduced to Ralph Williams. Williams spent 18 years as a touring musician plus another 30 years as a speaker, consultant, and coach for the real estate industry, private corporations and the U.S. government. He prides himself on "flying under the radar." With no self-promotion, he does 150 speaking gigs a year. Williams maintains that being a salesperson creates a problem for both the customer and the client. "There's no way I can sell you something that you don't want. The current sales model sets up failure for b...
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