Industry News

Change yourself first; customers will follow

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

I met Alice Heiman, as I have done so many serendipitous things, online. (Longtime readers of this column will know that's how I met my husband.) A sales coach -- whose background is in sales training, so she has "trained the trainers" -- she is based in Reno, Nev., where she offers some of the best advice for salespeople I have ever seen. Her Web site,, offers free sales tips, articles and a list of recommended books -- in addition, later this month there will be a video presentation with Alice herself. Until then, you'll just have to make do with this lovely Q&A. Rookie: So what's your background? AH: Prior to doing sales training and coaching, I was an elementary school teacher for 15 years. One of the things that makes me a really good coach is that I really do understand learning theory. Rookie:Well, I've got some questions about teaching and learning, but as Realtors we don't think our behavior needs to be changed; it's our cli...