In 2016, my wife and I moved to Minneapolis. On top of needing a new wardrobe, I would need to find a new career as well. As you could imagine, the Minnesota association of real estate doesn’t offer reciprocity to California license holders. The company I worked for represented ALC and an introduction was made. Without logistics experience, Tracey Lewin and Toni Rooney took a chance on me. 

With four years at ALC under my belt now, I have had moderate success by applying what I learned during my time in real estate. Back then it was not uncommon for courtship to last 6, 12, 18 months, or longer. The longer sales cycle gave me an opportunity to make a personal connection and build the trust that was necessary to make the sale. Countless books have been written on how to sell, how to prospect, what to say, how to say it, how to close, etc. Like any salesperson, I have spent my fair share of time and money on books and seminars in search of that magic bullet. Over the years, I must have tried a dozen different elevator pitches, each one feeling more unnatural than the last. The truth is, I’ve never been comfortable selling in a traditional format. I don’t like the way it feels. Instead of getting fulfillment from closing the sale, what I discovered is that it’s the small wins along the way that energizes me, generated from making a personal connection with the prospect on the way to an eventual sale.

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