Are you angry about the fast and furious changes in the real estate industry? Are you resigned to never being able to keep up with technology? If so, you may have fallen into playing the win-lose game. There's no better time than right now to break away. Several years ago I attended a conference where Benjamin Zander, the conductor of the Boston Philharmonic Orchestra, gave an extraordinary opening keynote speech that raised a variety of issues relevant to the real estate industry today. According to Zander, most people are caught up in what he calls the "up-down spiral." Another term for this is the win-lose game. To determine if you're playing this costly game in your business, take the brief quiz below. 1. When you go on a listing presentation, is one of your key s...
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