By Jerry Bresser

Everybody has vast untapped potential. (Thank you, God!)

You have heard this: A man walking down the street in New York City asks someone how to get to Carnegie Hall and gets the answer, “Practice, baby, practice!”

Salespeople get paid based on the quality of their words. Say the right things, in the right way, at the right time and you will get the results you desire. Say the right things and you can have more appointments with qualified, motivated listing prospects with minimum effort. Say the right things and you can turn more appointments into well-priced, well-commissioned and well-staged listings.

Learn the right answers for all possible objections and you will successfully overcome almost every stall or objection you encounter.

The key is to practice your key questions, points to make, presentations, closes and answers to stalls and objections every day. Practice what to say every day for 30 minutes. You will amaze yourself in 30 days. Keep it up for a year and you will amaze your family and friends. Keep practicing for two years and you will stun your worst critics.

“Winning (gold medals) is not about miracles on ice … it’s about practice.” – Michelle Kwan.

“Practice does not make perfect. Perfect practice makes perfect.” – Vince Lombardy.

“My job is to push athletes beyond the point they think they will die. Only then are they getting close to their true potential.” – Franz Stampfl, Roger Banister’s running coach.

“There are no limits to what you can achieve except the limits you place on yourself.” – Jerry Bresser

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Stay Motivated: Nothing will keep you as motivated as an important goal with a deadline.

Paul J. Meyer, president of Success Motivation Institute, once gave me these important keys to achievement:

Crystallize your thinking with specific big or important goals.

Develop a burning desire for their achievement.

Set a deadline.

Set the work goals to achieve the results goals.

Start.

Start again every day.

Listen to motivational recordings every day. You feed your body three times a day. Feed your motivation every day for 10 to 30 minutes. Listen to the same recording six times to get the full benefit.

Jerry Bresser has been training and coaching real estate agents how to sell homes faster and for more money for over 35 years. He recently published his second book, More Money In Your Pocket. www.jerrybresser.com or for information about the book, www.moremoneyinyourpocket.biz.