Pat Cohen: How to Make Your Sales Soar

Super Sales Advice from Realtor Pat Cohen

“Sales,” you wonder, “why would I want to know anything about sales? I’m not in sales, and wouldn’t even think about doing that.”

Oh, really? What about when you attend a Chamber of Commerce Business After Hours, and introduce yourself to several people? What about when you want to persuade someone that a date with you would be desirable? What about that speech you gave to a civic club last week? In those cases and many more, you are selling yourself. You want results and rewards you don’t have yet.

Well, since we are all in sales to some degree, let’s hear from a sales expert, Pat Cohen, residential Realtor with and founding partner of Keller Williams Lanier Partners. During the past twelve years, Pat has consistently reached the multimillion dollar producer level.

As all of us know, the residential sales arena has fallen into tough times. In Georgia and across the nation, numerous residential realtors have transitioned to other professions. Not Pat Cohen. Not only has she endured, she has prospered.

To learn why, and to determine how her sales strategies will help us professionally, I interviewed Pat on WBCX, 89.1 FM, “The Voice of Brenau,” in my weekly program, “The Communication Corner.” As expected, Pat traced her career through its inevitable high times and through its more demanding down times. Then she outlined the tools, attitudes, and practices required for sales success.


Just click the arrow below in the Podcast section of this blog page, located just above the Audio MP3 lettering.

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How important is motivation to sales success? You know the answer. Only when you remain highly motivated–even during rejections, slumps, contract cancellations, and broken appointments–will you become a sales leader.

You’ll find this new audio CD (available, too, as a downloadable MP3) on my Web site’s shopping cart, as you scroll down the page:

Note the subtitle: “How to Stay Highly Motivated. . .Every Day.”

Definitely, as you increase your level of motivation you will boost your chances for superlative selling.

Escape from Job Captivity

Watch this very brief video, featuring a young lady in mock captivity on Grand Cayman. Listen to my comments about how her imprisonment in the “stocks” resembles how we often feel about our jobs.

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My guess is that you can identify with this feeling of confinement quite easily. Check these thoughts you might have expressed, either silently to yourself or vocally to others you could confide in:

“This is a nowhere job, and I don’t get any sense of fulfillment from it.”

“The job market is shrinking so quickly, I don’t think I could get another job if I tried.”

“I despise Mondays, because they mean I’ll have another week working here.”

That’s the problem. What’s the solution?

Here are 7 ways to escape the sensation of being a workplace prisoner:

1. Get involved in a project that demands your full energy and creativity

I didn’t originate this tip. Years ago, I told my good friend Eagle Day that my job situation distressed me. Eagle was a high school classmate who became a star quarterback at Ole Miss, played with the Washington Redskins, and then had a stellar career with the Canadian Football League. After his athletic days, he excelled in both business and government, so I valued his advice highly.

“Bill,” he advised, “the best way to handle your anxiety is to start a big project that requires your best effort. Become totally committed to the project, and soon you will feel more productive. In fact, you’ll probably enjoy the job you dislike so much now.”

His recommendation worked, both then and later.

2. Share your concerns with those closest to you.

That’s part of the major reason for families. They support us emotionally during tough times.

Yes, there’s the tendency to try to shield our problems, “because I don’t want my spouse or children to have to worry.” However, this approach merely keeps tensions simmering, and eventually they will boil over. That hurts both your job and your domestic scene.

You may be surprised how little blame will be hurled at you when you describe your anguish. You will get encouragement and empathy instead of fault finding.

3. Expand your interests not related to work

For most of my career, heading to the golf course has given me the diversion and pleasure I need to forget work woes. Often, I was swapping one set of frustrations for another set, but at least the scenery had improved.

 For you, diversion could be reading novels, doing volunteer work, going out to dinner, tailgaiting with friends at football games, or heading to the movies.

4. Take vacations, annually at least

Omitting vacations just magnifies our unhappiness. Stated more positively, a week or more away from our duties will recharge our batteries.

If you’re thinking “there’s too much to do here for me to leave, and my boss wouldn’t like it,” please reconsider. You will gain serenity and strength as you

*watch a beautiful sunset
*see and hear the waves coming onto the beach
*go hiking through a dense forest
*stand on a mountaintop
*hear your children laugh at an amusement park
*create lasting memories through photos and videos

5. Recognize that no job is worry free

That’s why they call it work, not play. That’s why employers pay us. As long as we earn an income, we will have to do some tasks we don’t like.

6. Acquire new skills that will increase your value at work

The greater the service you can render to your employer and customers, the more your satisfaction level will climb. So take a computer course, learn a foreign language, attend professional seminars and conferences, read books by authorities in your industry, and align yourself with coaches and mentors.

7. Read inspirational books, and listen to motivational audios and videos

Some of my favorites:

Og Mandino, A Better Way to Live

Kahlil Gibran, The Prophet

Shad Helmstetter, What to Say When You Talk to Yourself

Bob Burg and John David Mann, The Go-Giver

James Allen, As a Man Thinketh

Ralph Waldo Emerson’s essay “Self Reliance”

Russell Conway’s story “Acres of Diamonds”

While we’re on the topic of motivation, I invite you to order my audio CD, “Maintaining Maximum Motivation: Strategies for Staying in High Gear!” I describe my own methods for keeping my spirits elevated, and I tell what others do to sustain their motivation. You can purchase the CD at:

My online store accepts Visa, MasterCard, and American Express.

In short, use these 7 steps to assure yourself that your life is more than your job–in fact, far more.