Surrendering the Transaction

You got to let go, to get what you want...

Desperation smells.

Nothing smells quite as badly as the desperate salesperson.

The one who desperately needs clients.

The one who must get that commission check cashed as soon as possible.

It’s almost like the more you want something the further away it runs.

You have to learn to play it cool, to put the relationship first, to be prepared to advise your cli…