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Gaylen Thornton Articles

Written by: Gaylen Thornton

Check Your Ego at the Door - Click To Read Article
Managers by the nature of their duties have authority over employees that report to them. How the manager exercises this authority defines them as a manager or leader of people. Leaders control their ego, in most cases, managers do not and it takes a confident person, secure in their abilities to control their ego. Ego, for our purpose of discussion is defined as and elevated inaccurate self-image of importance and using that idea to coerce an employee to complete their command.

Leadership Accountability - Click To Read Article
When a person is hired or promoted to a management position, where people are required to report directly to them, inherent in that action is accountability for those employee's performance and productivity. This often comes as a surprise or shock to a manager when they receive their first performance review and it is less than satisfactory. A sales person is solely responsible for himself or herself and the work they perform. Once promoted to management this accountability for what others may or may not accomplish is new territory for them.

Be Present and Listen - Click To Read Article
Listening is an art and successful people listen and learn from others by mastering this skill.

Differentiation is the Difference - Click To Read Article
What differentiates you from every other Realtor® in your town? Are you achieving the success you want or do you wonder why others are accomplishing more than you, even those in your office? Ask yourself these questions; how am I different from all the other agents in my office, in my profession? Why should clients list their property with me or why should people want me to represent them in purchasing a home?

Honor Without Envy - Click To Read Article
Aeschylus, one of the three great Greek writers of tragedy said, "It is the character of very few men to honor without envy a friend who has prospered." Employees that know how to follow and support their managers, make good leaders. Without followers, contributors, supporters, and those willing to help when not receiving notoriety there are no leaders.

A Role Model - I Think Not! - Click To Read Article
Representative Joe Wilson, Michael Jordan, Serena Williams, Rafael Nadal, Kayna West, what do all of these individuals have in common? If you thought - they are famous, you would be right, but not for how they have excelled in their daily life and occupation. They all have shown their true character from the rude and boorish behavior they exhibited in the past week. All these individuals have shown a lack of respect for others and for themselves.

The Add On Professional - Click To Read Article
Sales pros work hard to establish a close personal relationship with their clients. When the sales person and their company perform as the product or service was promised, a bond is created and mutual trust is established. This trust assists the representative in maintaining the business and obtaining contract renewals. Selling is not a one-time activity. New sales are the lifeblood of every successful thriving business.

Common Sense Communication - Click To Read Article
Common sense communication given in a timely manner will avoid the following spoken by C. Northcote Parkinson1, “The void created by the failure to communicate is soon filled with poison, drivel and misrepresentation.” A top sales professional values people and their customer’s and always envision themselves in the customers shoes and leave no void in communication to be filled by a competitor.

Infinite Possibilities - Click To Read Article
Opportuities are in front of us and we are held back from grasping them because we don't see them. When we close our eyes to infinite possibilities others take advantage of them and leave us to wonder why success eludes us. Be aware, look around, dream the impossible and then make it happen.

Training Will Increase Sales - Click To Read Article
Sales just happen without special skills or techniques and anyone can do it. Right? A person shows up at a prospective customer, presents the product or service, and walks away with an order. The attitude - no need to spend valuable resources, time, and money, to formulate sales goals, programs, and training when it is so easy to do is still pervasive in the minds and cultures of many business executives. Especially those that began in the "good ole days" when competition was scarce and people formed relationships that endured for years.

A Few Dollars More - Value - Click To Read Article
"There is hardly anything in the world that some man cannot make a little cheaper, and the people who consider price only are this man's lawful prey." Attributed to English critic, essayist, and reformer John Ruskin (8 February 1819 - 20 January 1900), the topic of price has been discussed since the first purchase in history. In every economic climate, whether buying a product or service, price is a major factor in the decision and in a slumping or down economy, it usually is the only feature considered.





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