http://www.blogtalkradio.com/321Our company, 321SetAppointments, LLC provides sales training, coaching and business development services for insurance and real estate producers and small business owners.enCopyright Rick Nappier (C/O Blogtalkradio)Fri, 14 Jun 2019 21:30:00 GMTThu, 15 Jun 2017 05:00:00 GMTMarketingBlogTalkRadio Feed v2.0https://dasg7xwmldix6.cloudfront.net/hostpics/a484f874-d979-4491-88f9-bdeeff8e2e38_futurecabroker.jpghttp://www.blogtalkradio.com/321Our company, 321SetAppointments, LLC provides sales training, coaching and business development services for insurance and real estate producers and small business owners.feeds@blogtalkradio.comBlogTalkRadio.commarketing,real estate,sales,insurance,selling,dentists,sales training,usa,brokers,realtorsRick Nappier CEOnoOur company, 321SetAppointments, LLC provides sales training, coaching and business development services for insurance and real estate producers and small busiepisodichttp://www.blogtalkradio.com/321/2017/06/15/broker-caring-competing-and-cashing-inReal Estatehttp://www.blogtalkradio.com/321/2017/06/15/broker-caring-competing-and-cashing-in/#commentshttp://www.blogtalkradio.com/321/2017/06/15/broker-caring-competing-and-cashing-inThu, 15 Jun 2017 05:00:00 GMTBroker Caring, Competing and Cashing-InOur company helps brokers increase agent performance, productivity and profitability as the real estate game is constantly changing. The best way for a broker to show he or she cares is to play a major role in helping new agents achieve their personal and financial goals. From recent conversations from brokers across the United States and Canada, new agents are having a difficult time transitioning from hourly employment to the self-employed ranks. 321 Set Appointments, LLC supports brokers, attorneys, dentists, insurance agents and cosmetic surgeons in the US and Canada. We hope you enjoy the show. Our latest blog post. Check us out on Instagram. Visit us on the web. 00:20:00Rick Nappier CEOnobrokers,real estate,realtors,support,CompetitionThe best way for a broker to show he or she cares is to play a major role in helping new agents achieve their personal and financial goals.http://www.blogtalkradio.com/321/2017/06/13/how-brokers-can-help-new-agents-get-checks-within-90-daysReal Estatehttp://www.blogtalkradio.com/321/2017/06/13/how-brokers-can-help-new-agents-get-checks-within-90-days/#commentshttp://www.blogtalkradio.com/321/2017/06/13/how-brokers-can-help-new-agents-get-checks-within-90-daysTue, 13 Jun 2017 06:01:08 GMTHow Brokers Can Help New Agents Get Checks Within 90 Days The real estate industry communicates to new agents that it could take up to six months to get a check. Why does it take so long for an agent to see his or her first check. Up to six months is a long time for an agent to get that first check after paying close to $4,000 for association fees, MLS access, websites, lead subscriptions, office fees, signs, business cards…and, most importantly, up to six months of personal obligations. Upon hanging the license with the broker, the clock is ticking. Days turn into weeks. Weeks turn into months. Hey, but the agent is going through the new agent training on forms, how to conduct buyer and listing appointments, and sitting through title and escrow training for new agents. We hope you enjoy the show. Our new contact number is (646) 849-9100. Please visit us on the Internet at: www.321sallc.com 00:20:00Rick Nappier CEOnoreal estate,commissions,selling,prospecting,contactingWhy does it take so long for Realtors to get their first commission checks?http://www.blogtalkradio.com/321/2017/06/10/how-realtors-can-have-more-control-in-closing-escrowsReal Estatehttp://www.blogtalkradio.com/321/2017/06/10/how-realtors-can-have-more-control-in-closing-escrows/#commentshttp://www.blogtalkradio.com/321/2017/06/10/how-realtors-can-have-more-control-in-closing-escrowsSat, 10 Jun 2017 13:00:00 GMTHow Realtors Can Have More Control in Closing EscrowsThis show is not based on automated, digital methods of getting leads. It's the opposite. Our research about the real estate industry and feedback from Realtors have allowed our company to conclude that Realtors do not have to wait their turn to close escrows. I know that the above sentence sounds sarcastic. If only 4,000 escrows close every month and there are 15,000 agents, how can Realtors have more control to close more frequently? Or, must Realtors wait on the digital marketing gods to give them leads? We hope you enjoy the show.  00:28:00Rick Nappier CEOnoleads,realtors,sales,escrowsThis show is not based on automated, digital methods of getting leads. It's the opposite.http://www.blogtalkradio.com/321/2017/06/09/broker-hopping-is-on-the-riseReal Estatehttp://www.blogtalkradio.com/321/2017/06/09/broker-hopping-is-on-the-rise/#commentshttp://www.blogtalkradio.com/321/2017/06/09/broker-hopping-is-on-the-riseFri, 09 Jun 2017 13:30:00 GMTBroker Hopping Is on the RiseWorking at a brokerage as an agent is not the same as working as an employee at an employer. But, it sure seems like the broker is, by default, responsible for establishing a good policies and procedures and a positive office culture as if the broker is an employer. What is not a business? Obviously, if the brokerage is not profitable, there will be no business. Often, the overlooked business areas determining profitability are: productivity, agent retention and growth. If agents are not closing transactions, the brokerage is not productive. If agent turnover is high, the brokerage is losing significant revenue. It's interesting, though, some brokerages can still be very profitable even with high turnover. Read our latest blog post. We hope you enjoy the show. www.321sallc.com   00:30:00Rick Nappier CEOnoreal estate,brokers,sales,selling,competitionRealtors are hopping from broker to broker, hanging their licenses at one broker, then quickly switching to another.http://www.blogtalkradio.com/321/2017/06/07/the-story-of-four-sales-managers-i-hadReal Estatehttp://www.blogtalkradio.com/321/2017/06/07/the-story-of-four-sales-managers-i-had/#commentshttp://www.blogtalkradio.com/321/2017/06/07/the-story-of-four-sales-managers-i-hadWed, 07 Jun 2017 15:21:20 GMTThe Story of Four Sales Managers I HadThis post is for salespeople who break out in a cold sweat at 3am and ask the question: "why am i failing?" and "what can I do to succeed?" But I will tell you that there are millions of real estate agents, insurance agents, attorneys and dentists worrying about this month's sales and may never find solutions to improve their businesses. This post is about working in the independent, commission-only sales industry after leaving the structured, highly competitive corporate selling environment. I changed the sales managers' names to protect the innocent. For the most part, some of the sales managers were okay. 00:30:00Rick Nappier CEOnosales managers,Sales Management,sales training,sales,brokersThis post is for salespeople trying to figure out how to get their sales game on track.http://www.blogtalkradio.com/321/2017/06/05/sales-intel-report-1-what-we-know-nowMarketinghttp://www.blogtalkradio.com/321/2017/06/05/sales-intel-report-1-what-we-know-now/#commentshttp://www.blogtalkradio.com/321/2017/06/05/sales-intel-report-1-what-we-know-nowMon, 05 Jun 2017 07:30:00 GMTSales Intel Report 1-What We Know NowOur company, 321 Set Appointments LLC, has helped sales professionals learn how to look at ways they do business since 2013. Most of our sales training and business development modules are not based on social media. This has caused some moans, groans, sneers and jeers. We are totally okay with the doubt and naysayer comments because we have helped a significant number of people improve their sales performance. Today's Sales Intel Report, "What We Know Now" covers recent news, observations (written, visual and vocal) with actual sales managers, brokers and speciality industries such as real estate, dentistry, legal and insurance. Our blog post on this subject should available Monday evening, June 5, 2017, at www.321sallc.com/blog. We have updated our contact number to (646) 849-9100. We hope you enjoy the show.   00:28:00Rick Nappier CEOnobrokers,real estate,insurance,sales,intelThirty minutes is not enough to detail the information we have collected on what's happening in the sales industry.http://www.blogtalkradio.com/321/2017/06/01/does-it-make-dollars-and-sense-to-buy-real-estate-leadsMarketinghttp://www.blogtalkradio.com/321/2017/06/01/does-it-make-dollars-and-sense-to-buy-real-estate-leads/#commentshttp://www.blogtalkradio.com/321/2017/06/01/does-it-make-dollars-and-sense-to-buy-real-estate-leadsThu, 01 Jun 2017 13:00:00 GMTDoes It Make Dollars and Sense to Buy Real Estate Leads?Let the numbers speak for themselves. We will discuss how Brokers can support their real estate salesforce and also protect their self interests. There have been recent articles talking about the possibility of lead generation companies taking a larger roles in the real estate process. Our company saw this coming almost ten years ago when I was a Realtor. I used to always ask the lead gen reps, "How come these lead generation companies just don't get a license to sell the house without using Realtors?" Seriously, I was saying this back in 2008. It's funny how some things can come true when it was just a passing thought. Here's a YouTube on 321's alternative to paying $300 to $2,000 per month, for 2, 5, 10, 20 years.  We hope you enjoy the show.   00:31:00Rick Nappier CEOnoHow long will Realtors continue to make lead generation companies rich?http://www.blogtalkradio.com/321/2017/05/30/your-looks-or-your-skills-which-last-longerMarketinghttp://www.blogtalkradio.com/321/2017/05/30/your-looks-or-your-skills-which-last-longer/#commentshttp://www.blogtalkradio.com/321/2017/05/30/your-looks-or-your-skills-which-last-longerTue, 30 May 2017 13:00:00 GMTYour Looks or Your Skills: Which Last Longer?Two topics today: Sales skills last forever and articles from the LA Times and Bloomberg Law that connect sales performance. Recently, a business owner told me that they wished business was like it was in the early 2000s. This owner admitted that her good looks played a role in connecting with potential clients. A salesperson is lying if they refuse to admit that being a handsome guy or an attractive woman adds a few more points to closing deals. Does having sales skills matter? Absolutely! You still have to do the job regardless of your looks. Regardless of how a salesperson looks, customers expect salespersons to have experience and provide great service. If 70% of the sales activity is prospecting, the other 30% is performing knowledge-based tasks. We hope you enjoy today's show. 00:29:00Rick Nappier CEOnobrokers,attorneys,real estate,dentists,insurance agentsIn business and in sales, looks matter until they no longer do.http://www.blogtalkradio.com/321/2017/05/11/brokers-take-back-real-estate-mountainMarketinghttp://www.blogtalkradio.com/321/2017/05/11/brokers-take-back-real-estate-mountain/#commentshttp://www.blogtalkradio.com/321/2017/05/11/brokers-take-back-real-estate-mountainThu, 11 May 2017 18:00:00 GMTBrokers: Take Back Real Estate MountainIf the news is true (hopefully, not fake news) about lead generation companies changing the way they do business, then brokers and agents need to evaluate how to retool their agent ranks and sales practices to effectively compete. The short way to say this is: The real estate sales force might be going to war to fight for their survival and relevance. What if lead generation companies could replace the majority of tasks and responsibilities performed by real estate agents? What impact could this possibility have on real estate brokerages across America and Canada? How can brokers attract and retain agents if many are fleeing the industry to either work for lead generation companies or leave the industry entirely? We hop you enjoyed today's show. Rick Nappier is the CEO of 321 Set Appointments LLC (a California corporation) based in Sacramento County which provides affordable, corporate level sales and business development services to real estate brokers, attorneys, dentists, cosmetic surgeons and financial services representatives in the US and Canada. Website Instagram Twitter 00:31:00Rick Nappier CEOnoWith the possible changes in real estate sales, how can brokers remain effective and relevant?http://www.blogtalkradio.com/321/2017/05/09/how-will-real-estate-agents-compete-with-re-digital-marketing-companiesReal Estatehttp://www.blogtalkradio.com/321/2017/05/09/how-will-real-estate-agents-compete-with-re-digital-marketing-companies/#commentshttp://www.blogtalkradio.com/321/2017/05/09/how-will-real-estate-agents-compete-with-re-digital-marketing-companiesTue, 09 May 2017 12:00:00 GMTHow Will Real Estate Agents Compete with RE Digital Marketing Companies?Hundreds of thousands of real estate agents have paid billions if not trillions of dollars to real estate lead generation companies. The breaking news is that there may be some big changes coming soon to negatively impact how many agents get their leads. Our company has been promoting sales training and methods for agents to generate their own leads without paying $500, $1,000, $2,000 for a chance to work with real estate prospects when there are literally millions of buyers/sellers around agents every day. Like in 2014, 321 Set Appointments, LLC has solutions to help real estate agents stay in business when it looks as if agents may begin to face some fierce headwinds. Here's a link that we found that ponders the possibilities: https://www.facebook.com/theresource.tv/videos/1535105966520346/ We hope you enjoy the show. 00:22:00Rick Nappier CEOnoreal estate,digital marketing,sales,competition,disruptionThis is the question du jour for many real estate agents.http://www.blogtalkradio.com/321/2017/04/18/just-shooting-the-sales-training-breezeMarketinghttp://www.blogtalkradio.com/321/2017/04/18/just-shooting-the-sales-training-breeze/#commentshttp://www.blogtalkradio.com/321/2017/04/18/just-shooting-the-sales-training-breezeTue, 18 Apr 2017 18:42:52 GMTJust Shooting The Sales Training BreezeWow! It's been a couple of weeks since our last show. I've been to LA meeting with some new prospects. We are getting closer to releasing our exciting first book on sales training and business development. Over the last 2-3 weeks, we have posted some excerpts from the book on Instagram and LinkedIn. What we know is sales training topics are not as popular as the best new digital marketing technique or as "promising" as the latest marketing gimmick to put leads in your inbox or blow up your phone with leads. We are okay with that because our material is for real estate broker, law firm principal, dental practice owner or insurance manager who seeks revenue results. It's tough being in charge of a company or a sales team and not have a solution to help your representatives. So, 321's focus is provide a clear path to sales results. Lastly, we updated our audio input to the show. Our show broadcasts should be stronger than before. We hope you enjoy today's show. Website YouTube Instagram 00:31:00Rick Nappier CEOnosales,author,book,books,marketingCatching up on a few topics since our last broadcast.http://www.blogtalkradio.com/321/2017/04/10/why-the-homeless-understand-sales-better-than-most-salespeopleMarketinghttp://www.blogtalkradio.com/321/2017/04/10/why-the-homeless-understand-sales-better-than-most-salespeople/#commentshttp://www.blogtalkradio.com/321/2017/04/10/why-the-homeless-understand-sales-better-than-most-salespeopleMon, 10 Apr 2017 13:00:43 GMTWhy the Homeless Understand Sales Better than Most SalespeopleWhat an excellent discovery! 321 held a prospecting training event in Sacramento with a diverse group of salespeople from various industries. There were salespeople from as far away as San Francisco (and Kansas if I can count CA transplants). Our company has been slowly but surely helping salespeople understand that 80% of sales has nothing to do with products. It's a tough nut to crack because many salespeople start their careers without any formal sales education. 321 has irrefutable proof to demonstrate how selling has two parts by using a life situation Americans see in every city. You really will enjoy this show. 321 Set Appointments, LLC provides sales traning and business development services to real estate brokers, attorneys, dentists, cosmetic surgeons and insurance agencies. 321 Company Website 321 on Instagram 321 on Twitter Rick Nappier on LinkedIn   00:30:00Rick Nappier CEOnoselling,sales,homeless,real estate,brokersOur company has the perfect demonstration of how sales has two parts: sales effort and product knowledge50e2792e-d57c-47f8-9702-3f08c09f28f7http://www.blogtalkradio.com/321/2017/03/15/selling-321-styleMarketinghttp://www.blogtalkradio.com/321/2017/03/15/selling-321-style/#commentshttp://www.blogtalkradio.com/321/2017/03/15/selling-321-styleWed, 15 Mar 2017 13:00:00 GMTSelling 321 StyleSelling 321 Style has been in effect since 2012. 321 Style is calm with no frustration and anxiety for the producer and the buyer. After thousands of hours of research and success with hundreds of salespersons and business owners, any sales professional selling without using the 321 sales system is working too hard, not making enough money and possibly losing sales. 321 Style is an attitude reinforced by corporate sales experience and business economics education. 00:31:00Rick Nappier CEOnosales process,style,selling,process,USAThis will be an easy show to do because it's our 321 stylehttp://www.blogtalkradio.com/321/2017/03/15/the-salesperson-chroniclesTraininghttp://www.blogtalkradio.com/321/2017/03/15/the-salesperson-chronicles/#commentshttp://www.blogtalkradio.com/321/2017/03/15/the-salesperson-chroniclesWed, 15 Mar 2017 05:00:00 GMTThe Salesperson Chronicles 321 is a sales training and business development company based in Sacramento County, California. This show highlights the career progression of some salespeople as they start selling with little to no sales training. The first phase is email marketing where salespeople buy lists. The second phase is social media or buying leads. The third phase, after a few years in the industry, is leads through referrals. The fourth phase, which most salespeople never master, is face-to-face and B2B telemarketing. We hope you enjoy today's show. 321 can be reached at (646) 357-3844 321 Website B2B YouTube 321 Instagram 321 LinkedIn 00:30:00Rick Nappier CEOnoemail marketing,social media,referrals,Face to face networking,telemarketing321 is a sales training and business development company based in Sacramento County, California. This show highlights the career progression of some salespehttp://www.blogtalkradio.com/321/2017/03/10/why-insurance-managers-and-real-estate-brokers-should-offer-sales-trainingMarketinghttp://www.blogtalkradio.com/321/2017/03/10/why-insurance-managers-and-real-estate-brokers-should-offer-sales-training/#commentshttp://www.blogtalkradio.com/321/2017/03/10/why-insurance-managers-and-real-estate-brokers-should-offer-sales-trainingFri, 10 Mar 2017 21:59:19 GMTWhy Insurance Managers and Real Estate Brokers Should Offer Sales TrainingThis show is going to sting a little. I know too many insurance agents and Realtors who are going broke because they are relying on digital marketing tools to do the work of identifying prospects. I know of only three insurance companies offering formal sales training to independent agents. I have not yet identified one real estate agency that provides formal sales training to Realtor. That's both good and bad. The bad news is there are hundreds of thousands salespersons using trial and error methods to generate business. The good news is opportunity is unlimited for insurance managers and real estate brokers to capture market share by hiring agents and training how to sell. Most people listening to this show think I talking about discussing insurance products, completing real estate paperwork or showing homes to buyers. Not true. There is an entirely other side of the sales activity. The other good news is insurance owners and brokers have the most to gain by unleashing the power of sales training so agents can generate more commissions to owners. 00:30:00Rick Nappier CEOnosales training,real estate,insurance,USA,marketingBoth Salespeople and Owners Win With Sales Traininghttp://www.blogtalkradio.com/321/2017/03/08/helping-salespersons-in-mn-sf-and-sac-the-latest-successesMarketinghttp://www.blogtalkradio.com/321/2017/03/08/helping-salespersons-in-mn-sf-and-sac-the-latest-successes/#commentshttp://www.blogtalkradio.com/321/2017/03/08/helping-salespersons-in-mn-sf-and-sac-the-latest-successesWed, 08 Mar 2017 14:00:00 GMTHelping Salespersons in MN, SF and SAC: The Latest Successes We are sending props out to salespersons who have benefited from 321 sales and business development training. Congrats to Julie, Donnie, Charmaine, Wayman and Marie in Minnesota, San Francisco and Sacramento. Sales training helps even brand new people who have very little product knowledge. Why? Because sales success is two separate events: effort and task. Most salespersons spend 90% of our available productive time on tasks and virtually 10% or less on effort. Tasks do not generate business. Efforts generate business. Tasks close transactions.         00:31:00Rick Nappier CEOnovictory,sales,Minnesota,San Francisco,SacramentoWe are sending props out to salespersons who have benefited from 321 sales and business development training. Congrats to Julie, Donnie, Charmaine, Wayman ahttp://www.blogtalkradio.com/321/2017/03/07/efforts-and-tasks-the-two-most-misleading-activities-in-sellingMarketinghttp://www.blogtalkradio.com/321/2017/03/07/efforts-and-tasks-the-two-most-misleading-activities-in-selling/#commentshttp://www.blogtalkradio.com/321/2017/03/07/efforts-and-tasks-the-two-most-misleading-activities-in-sellingTue, 07 Mar 2017 14:00:00 GMTEfforts and Tasks: The Two Most Misleading Activities in SellingThis show will discuss how salespersons from all industries confuse sales efforts and sales tasks. 00:29:00Rick Nappier CEOnoreal estate,insurance,attorneys,cosmetic surgeons,dentistsAs we get closer to book launch, we are still uncovering misconceptions in selling.http://www.blogtalkradio.com/321/2017/02/25/the-first-321-professional-media-radio-show-1Marketinghttp://www.blogtalkradio.com/321/2017/02/25/the-first-321-professional-media-radio-show-1/#commentshttp://www.blogtalkradio.com/321/2017/02/25/the-first-321-professional-media-radio-show-1Sat, 25 Feb 2017 05:43:41 GMTThe First 321 Professional Media Radio ShowProfessional Media is the following: Writing a high ROI, budgeted business plan for success.Reaching out to a specific list contacts NOT on social media and converting these contacts to prospects.Building a professional social media presence, using mainly Instagram and LinkedIn, and a few others, to direct contacts or prospects to learn more about your company.Executing a professional follow up process to move prospects to the appointment stage.Empowering the small business owner and salesperson with a sales process to ensure new clients are added with high closing ratios. Why is so much attention to this Professional Media design given to the details? As a past Fortune 500 operations and sales manager, this is a normal course of doing a SWOT analysis. How would you think about executing a sales plan if your past experience involved managing a staff of 60 salespersons and associates with $5000 per month average salaries ($300K per month) and a requirement to keep and/or add $1M per month of business on the books? Suppose you were responsible for hiring people who would either be an financial asset or a financial liability to the team? Suppose you were responsible for ensuring that when your team went to the batter’s box to swing, they would get hits and runs not strikeouts or thrown out at first base? Suppose when you failed at hitting your sales goals, your competition wins and as the sales manager, you had to sharpen your efforts to reclaim market share you lost? Wouldn’t you have spent the time to identify the obstacles preventing failure and discovering the solutions to succeed. We at 321 hope that we have provided a snapshot of how our Professional Media service might serve your business growth needs. Make it a great day! 00:24:00Rick Nappier CEOnoprofessional media,social media,USA,Canada,dentistsProfessional Media is all the things social media is not.http://www.blogtalkradio.com/321/2017/02/22/professional-media-in-contrast-to-social-mediaMarketinghttp://www.blogtalkradio.com/321/2017/02/22/professional-media-in-contrast-to-social-media/#commentshttp://www.blogtalkradio.com/321/2017/02/22/professional-media-in-contrast-to-social-mediaWed, 22 Feb 2017 05:17:47 GMTProfessional Media in Contrast to Social MediaIf you are a business owner and you are making money with social media, then you don’t need to listen to this show. If you are a social media specialist and you are helping your business clients make enough money to pay you and the business is making 3X or more your fee, then you are truly providing a great service for your client. This show is about a modified way 321 Set Appointments will help businesses and salespersons add new clients on March 1. We hope you enjoy today's show. Our YouTube Promo 321 Website 321 on Twitter 321 on Instagram 00:18:00Rick Nappier CEOnosocial media,professional media,dentists,brokers,realtors321 is changing the game and the name of Social Media to Professional Media.http://www.blogtalkradio.com/321/2017/02/17/introduction-to-the-bobsMarketinghttp://www.blogtalkradio.com/321/2017/02/17/introduction-to-the-bobs/#commentshttp://www.blogtalkradio.com/321/2017/02/17/introduction-to-the-bobsFri, 17 Feb 2017 14:00:00 GMTIntroduction to the BOBsFinally, there is a system for Dentists, Realtors, Attorneys, Cosmetic Surgeons and Insurance Agents to develop B2B revenue. Sometimes, the word system is used so often. But a system must have important components for a business venture to be successful. Business success is not a random event. 321 has identified areas where businesses should focus on. 321 business development training includes modules on business education, economics knowledge, capitalism, and prospecting. Sales training sessions focus on how to conduct interviews with potential customers. 321 business development support has options where 321 serves as your virtual marketing representative or train your staff to generate sales for your practices. 321 leaves no stone unturned in helping small business owners succeed. 00:31:00Rick Nappier CEOnoRealtors,Dentists,Cosmetic Surgeons,Attorneys,Insurance Agents321 helps Dentists, Realtors, Attorneys, Cosmetic Surgeons and Insurance Agents develop B2B businesses.http://www.blogtalkradio.com/321/2017/02/16/interview-with-roberta-lucas-one-sothebys-international-south-floridaMarketinghttp://www.blogtalkradio.com/321/2017/02/16/interview-with-roberta-lucas-one-sothebys-international-south-florida/#commentshttp://www.blogtalkradio.com/321/2017/02/16/interview-with-roberta-lucas-one-sothebys-international-south-floridaThu, 16 Feb 2017 17:00:00 GMTInterview with Roberta Lucas-One Sotheby's International-South FloridaThe show will host Roberta Lucas of One Sotheby's International Realty in Ft. Lauderdale, FL. Mrs. Lucas will talk about her fun family, and how and why she started her real estate practice. Business is booming in South Florida which translates to many people coming and going to the area from all parts of the world. South Florida, which includes Palm Beach, Broward and Miami-Dade counties, has gorgeous, unique luxury estate and waterfront properties catering to just about every consumer taste. Mrs. Lucas speaks English and Portuguese which are good communication tools to possess to successfully navigate South Florida's vibrant and upwardly mobile real estate market. We hope you enjoy today's show. 00:24:00Rick Nappier CEOnoRealtor,Palm Beach,Ft Lauderdale,Miami,luxuryLet's get to know Mrs. Lucas and the fabulous South Florida real estate world.http://www.blogtalkradio.com/321/2017/02/06/laura-perez-garcia-voltage-fashion-boutique-worcester-maMarketinghttp://www.blogtalkradio.com/321/2017/02/06/laura-perez-garcia-voltage-fashion-boutique-worcester-ma/#commentshttp://www.blogtalkradio.com/321/2017/02/06/laura-perez-garcia-voltage-fashion-boutique-worcester-maMon, 06 Feb 2017 16:30:00 GMTLaura Perez-Garcia: Voltage Fashion Boutique-Worcester MAWe at 321 are totally excited to showcase Voltage Fashion Boutique owned by Laura Perez-Garcia of Worcester, MA. Laura, even without her business, is worth getting to know while sharing a cup of coffee. But she also has some hot merchandise for the women who likes fashion and loves to get noticed. Over and over, Laura kept telling me about these Colombian jeans. So I just yes, over and over again. I will let Laura tell our listeners all about her clothing line. We help you enjoy today's show. Voltage Fashion Boutique Website Instagram Voltage Fashion YouTube1 Voltage Fashion YouTube2 Voltage Fashion YouTube3 00:31:00Rick Nappier CEOnoworcester,colombian,fashion,boston,affordableLaura is the owner of boutique fashion store in Worcester, MAhttp://www.blogtalkradio.com/321/2017/02/02/interview-with-beatrice-bijoux-florida-attorneyMarketinghttp://www.blogtalkradio.com/321/2017/02/02/interview-with-beatrice-bijoux-florida-attorney/#commentshttp://www.blogtalkradio.com/321/2017/02/02/interview-with-beatrice-bijoux-florida-attorneyThu, 02 Feb 2017 14:00:00 GMTInterview with Beatrice Bijoux, Florida Attorney Beatrice Bijoux is a rising star, attorney in South Florida who serves the entire state of Florida. Ms. Bijoux will broadly speak on what people should consider in legal cases involving medical malpractice, personal injury and wrongful death. Beatrice is an active business leader in the South Florida community and participates in events with schools, youth and many worthy causes. Ms. Bijoux's direct number for legal inquiries is (305) 542-4026. Ms. Bijoux's social media links are: Instagram Facebook 00:14:00Rick Nappier CEOnomedical malpractice,wrongful death,Personal Injury,Broward County,Miami-DadeBeatrice Bijoux is a rising star, attorney in South Florida who serves the entire state of Florida. Ms. Bijoux will broadly speak on what people should conshttp://www.blogtalkradio.com/321/2017/01/27/when-is-digital-marketing-effectiveMarketinghttp://www.blogtalkradio.com/321/2017/01/27/when-is-digital-marketing-effective/#commentshttp://www.blogtalkradio.com/321/2017/01/27/when-is-digital-marketing-effectiveFri, 27 Jan 2017 14:00:00 GMTWhen Is Digital Marketing Effective?The formal definition of digital marketing as is follows:  digital marketing is the promotion of products or brands via one or more forms of electronic media and differs from traditional marketing in that it involves the use of channels and methods that enable an organization to analyze marketing campaigns and understand what is working and what isn't – typically in real time.   I'm no expert in the digital marketing space but our company does have over 20 years experience in the most important areas of sales management: productivity, performance and profit. 00:31:00Rick Nappier CEOnodigital media,Digital Marketing,salesThe show will discuss several news articles about digital marketing performance.http://www.blogtalkradio.com/321/2017/01/17/interview-with-erika-badillo-realtor-bre-01332986-roseville-californiaMarketinghttp://www.blogtalkradio.com/321/2017/01/17/interview-with-erika-badillo-realtor-bre-01332986-roseville-california/#commentshttp://www.blogtalkradio.com/321/2017/01/17/interview-with-erika-badillo-realtor-bre-01332986-roseville-californiaTue, 17 Jan 2017 18:00:00 GMTInterview with Erika Badillo, Realtor, BRE #01332986, Roseville CaliforniaToday, we are excited to interview Erika Badillo, Realtor, serving Placer, Sacramento and El Dorado counties. I've known Erika for almost 4 years and she has always worked hard for her buyers and sellers. We used to right next to each other in the same real estate office. I had one desk...Erika has 3-4 desks because she was so busy she need more than one desk. And she had her own transaction coordinator. I actually improved my Spanish language skills sitting next to Erika, listening to her hundreds of conversations withs clients, lenders, and other vendors. Recently, Erika, out of hard work and networking, has added a few more high dollar transactions to her closings and wants to share how she works with clients with additional concerns about selling their homes. We hope you enjoy today's show. 00:28:00Rick Nappier CEOnoRoseville,Sacramento,Rocklin,Latina,RealtorFrom Mexico City to Silicon Valley to California's State Capitalhttp://www.blogtalkradio.com/321/2017/01/16/generating-leads-for-sales-professionals-and-businesses-1Marketinghttp://www.blogtalkradio.com/321/2017/01/16/generating-leads-for-sales-professionals-and-businesses-1/#commentshttp://www.blogtalkradio.com/321/2017/01/16/generating-leads-for-sales-professionals-and-businesses-1Mon, 16 Jan 2017 14:23:33 GMTGenerating Leads for Sales Professionals and BusinessesAs a business owner, you know when that big has arrived! It was not September 29. It was not Dec 1. It was not April 18. That day is January 16, 2017. It's the day when you realized that you have done all your homework according to your business plan. You have worked with hundreds of insurance agents and Realtors. The trials and tribulations communicated by them paint a picture where you are 100% convinced your company's sales training and business development services will help salespersons and business owners to make a great profit by generating more revenue at affordable consulting and coaching fees. You have watched your competition say their social media and digital marketing can generate leads and sales. In contrast, you have listened to their customers tell a different story where ROI is less than ideal if not 0. But the biggest lesson our company learned over the last two years is not all salespersons have the same hunger for success. The other lessons our company learned are people are particular to receiving assistance and people get to decide to win, lose or draw. Our company cannot make the win decision for salespersons and businesses needing help. We hope you enjoy today's show. http://www.bit.ly/321metro 00:27:00Rick Nappier CEOnosan diego,orange county,inland empire,Los Angeles,Silicon ValleyWe generate leads and sell them to Dentists, Cosmetic Surgeons, Realtors and Insurance Agents.http://www.blogtalkradio.com/321/2017/01/05/dont-be-a-one-and-done-salespersonMarketinghttp://www.blogtalkradio.com/321/2017/01/05/dont-be-a-one-and-done-salesperson/#commentshttp://www.blogtalkradio.com/321/2017/01/05/dont-be-a-one-and-done-salespersonThu, 05 Jan 2017 17:00:00 GMTDon't Be A One and Done SalespersonMaybe, you have seen it before. Maybe, you have not. Hopefully, you are working your business in the mode where you stay in contact with past clients. Perhaps, you were on the receiving end of a "one and done" sales transaction with a Realtor, Insurance Agent or a traditional business owner. Everything was going fine. The Realtor or Insurance Agent did a decent job delivering the product or service to the customer. You received your final documents or insurance policy or paid your last bill...and...you haven't heard from the salesperson again. This is the definition of a "one and done". Salespersons mean no harm working this way. There are reasons why salespersons work in "one and done" mode. We hope you enjoy today's show.   00:31:00Rick Nappier CEOnoreferrals,real estate,insurance agent,economics,sellingSelling just for that check and moving on to the next client means salespersons are losing lots of money.http://www.blogtalkradio.com/321/2017/01/04/sales-motivation-vs-talent-skill-buildingTraininghttp://www.blogtalkradio.com/321/2017/01/04/sales-motivation-vs-talent-skill-building/#commentshttp://www.blogtalkradio.com/321/2017/01/04/sales-motivation-vs-talent-skill-buildingWed, 04 Jan 2017 14:00:00 GMTSales Motivation vs Talent, Skill BuildingOur company, 321SetAppointments (321), is constantly asked if we offer motivational training to Realtors and Financial Services Specialists. We understand how prospects can arrive at this conclusion. The answer is no. We do not provide motivational training. 321 is a talent and skill-building consulting firm. There are many great certified coaches, award winning books and top-notch companies that educate salespersons using superior motivational tools and materials. A perfect example is the U.S. military. As a former communication technician in the U.S. Armed Forces, our team was motivated by learning, in great detail, how our communications equipment worked to reduce downtime during mission critical periods. The talented and skilled men and women in the military find their motivation through performance. Professional athletes who excel are motivated mainly because they have seen the results of their talent and skills while playing games. Yes. Motivation is very important but it must include talent and skill building exercises. We hope you enjoy today's show. 00:30:00Rick Nappier CEOnomotivation,talent,selling,success,USAEvery salesperson needs some type of stimulation, validation or mental preparation to stay sharp.http://www.blogtalkradio.com/321/2016/12/30/tolerating-pressure-pays-well-in-salesTraininghttp://www.blogtalkradio.com/321/2016/12/30/tolerating-pressure-pays-well-in-sales/#commentshttp://www.blogtalkradio.com/321/2016/12/30/tolerating-pressure-pays-well-in-salesFri, 30 Dec 2016 14:00:00 GMTTolerating Pressure Pays Well in SalesIt is no coincidence many sales philosophies have close similarities to the physical world. At first, when you read the phrase, "diamonds are created under pressure" , you may see it as a cliché. That's fair. There are a lot of meaningful and meaningless clichés people use in every day life. In sales, the above phrase has a strong connection to physics. Before attending college for business management and economics at Golden Gate University in San Francisco, I was an electrical engineering student. A science background was great experience in developing our company's sales training and business development program. We crossbred many science disciplines with business and sales applications. The best way to understand the above equation is to apply it to something everyone already uses...the water hose with a nozzle. We hope you enjoy today's show. 00:30:00Rick Nappier CEOnoselling,real estate,pressure,insurance,economicsIf you are in a sales business, strive to be a diamondhttp://www.blogtalkradio.com/321/2016/12/29/im-not-enough-to-succeed-in-sales-1Traininghttp://www.blogtalkradio.com/321/2016/12/29/im-not-enough-to-succeed-in-sales-1/#commentshttp://www.blogtalkradio.com/321/2016/12/29/im-not-enough-to-succeed-in-sales-1Thu, 29 Dec 2016 19:16:29 GMTI'm Not "___" Enough to Succeed in SalesAs a former Fortune 500 corporate sales manager and sales consulting firm president, this is probably the top psychological challenge new people face entering sales professions. "I'm not tall enough." I'm not the right race." "My English is not good enough." "Rich people will not buy from me." The above are just some of self-talk examples salespersons inflict on themselves which keeps them off the playing field. This radio show will give one tip and some things to consider when working your sales business. We hope you enjoy today's show. I'm Not "___" Enough to Succeed in Sales 00:31:00Rick Nappier CEOnocomplex,real estate,insurance,sales training,sellingOften tThe sales process or lack there of is the true reason for feeling uncomfortable with sellinghttp://www.blogtalkradio.com/321/2016/12/23/your-sales-business-is-like-baseballMarketinghttp://www.blogtalkradio.com/321/2016/12/23/your-sales-business-is-like-baseball/#commentshttp://www.blogtalkradio.com/321/2016/12/23/your-sales-business-is-like-baseballFri, 23 Dec 2016 14:00:00 GMTYour Sales Business is Like BaseballEvery single day, I see this over and over again...salespersons doing everything under the sun to generate revenue except focusing on the three basic tasks to make money. Just like baseball in which wins are decided by hits and runs, succeeding in sales is just as simple as: prospecting qualified individuals, setting appointments and closing deals. Prospecting Baseball players spend thousands of hours practicing their swing in the batting cages. You must step up to the plate or you will never get a chance to bat to get on base. In your business, you must constantly prospect to develop your style and finesse. Setting Appointments Swinging the bat is like trying to set appointments with qualified prospects. Sometimes you strike out...aka no appointment. You may get an appointment 40% of the time or, in baseball talk, you are batting .400. In order to achieve .400 in your business, you should have a unique sales proposition to drive why the prospect should meet with you to discuss your product or service. Closing When you do get a hit and make to 1st, 2nd or 3rd base and look to make it back to home plate, you follow the strategies of the game and pay attention to cues and base coaches to know when the time is right to move to the next base and, ultimately, to home plate to score the run. Similarly, at the appointment with the qualified prospect, you need a sales process promoting prospect agreement to do business. You listen intensely to the prospect (just as you would listen and watch the baseball game while on base) to help you lead the prospect where he or she wants to go.  The next time you are working your business, please remember how the game of baseball is played. Thanks for reading this post. 00:31:00Rick Nappier CEOnoprospecting,Appointments,closing sales,real estate,insuranceThe fundamentals of baseball are very similar to selling systemshttp://www.blogtalkradio.com/321/2016/12/22/follow-up-interview-kacie-moulos-realtor-realty-one-group-complete-rocklin-caMarketinghttp://www.blogtalkradio.com/321/2016/12/22/follow-up-interview-kacie-moulos-realtor-realty-one-group-complete-rocklin-ca/#commentshttp://www.blogtalkradio.com/321/2016/12/22/follow-up-interview-kacie-moulos-realtor-realty-one-group-complete-rocklin-caThu, 22 Dec 2016 17:00:00 GMTFollow-Up Interview-Kacie Moulos, Realtor, Realty One Group Complete, Rocklin CAA few months back, I interviewed Kacie to introduce our 321 listening audience to this fantastic Sacramento area Realtor. Click here to listen to the past show. I wanted to end the year to give Kacie an opportunity for her to share what she accomplished in her real estate practice. Kacie's top three talking points are: The hot Sacramento, Roseville, Rocklin Real Estate MarketAdvice to buyers to take advantage of the low interest ratesBeing intentional with your 2017 Vision and how to stick to it. A donation from Kacie's personal commission of every home sale goes to the Tuberous Sclerosis Alliance. For more information about Tuberous Sclerosis please visit this website: http://tsalliance.org   Kacie's Social Networks Facebook LinkedIn Instagram Twitter Reach150 We hope you enjoy today's show. 00:31:00Rick Nappier CEOnoreal estate,rocklin,roseville,sacramento,buyersLet's catch up with Kacie to see how her real estate practice progressed in 2016http://www.blogtalkradio.com/321/2016/12/19/corridor-of-agreement-how-words-win-or-lose-businessEntrepreneurhttp://www.blogtalkradio.com/321/2016/12/19/corridor-of-agreement-how-words-win-or-lose-business/#commentshttp://www.blogtalkradio.com/321/2016/12/19/corridor-of-agreement-how-words-win-or-lose-businessMon, 19 Dec 2016 19:00:00 GMTCorridor of Agreement-How Words Win or Lose BusinessHow often have you had the best product with the best price and did not close? How often do you lose a real estate transaction to another broker and wondered why? How often does your new dental patient who needed a $4,000 procedure ultimately say "no" or "not right now" when it seemed like you were going to perform the procedure? How often does your insurance prospect listen to your every word and ends not buying because of words you used in your prospect interview? But you reviewed everything you said and now you are trying to figure out what went wrong. And you worked so hard to get the prospect to this final stage...and the prospect says "no".  00:21:00Rick Nappier CEOnowords,soft close,misdirection,sales,prospectsIf you have ever wondered if you talked the prospect out of buying from you? You probably did!http://www.blogtalkradio.com/321/2016/12/14/guest-speaker-nancy-b-usmc-veteran-palm-springs-entrepreneurMarketinghttp://www.blogtalkradio.com/321/2016/12/14/guest-speaker-nancy-b-usmc-veteran-palm-springs-entrepreneur/#commentshttp://www.blogtalkradio.com/321/2016/12/14/guest-speaker-nancy-b-usmc-veteran-palm-springs-entrepreneurWed, 14 Dec 2016 19:00:00 GMTGuest Speaker: Nancy B-USMC Veteran, Palm Springs EntrepreneurOur company helps individuals from all walks of life regain their footing after years of economic disaster. Nancy has a great story about her family living a posh lifestyle in Newport Beach, one of California's most wealthy and exclusive communities, to near economic disaster. Nancy's story is heartbreaking where her family of four, due to layoffs and other negative effects of California's slumping economy, caused her to get real low. It's no joke when the lifestyle you enjoyed for many years get pulled from you with harsh consequences. Restoration over the last two years came from Nancy's drive she developed as a Marine from Cleveland Ohio. Her instincts were sharpened by evaluating her family's situation and deciding to not be a victim any longer by capitalizing on the American entrepreneurial promise.   Nancy is a designer of a unique, handcrafted product that she developed from scratch. Her ability to rise to the occasion has helped her emotionally and financially. We hope you enjoy today's show. 321SetAppointments is a California-based sales training, business development consulting firm. We support real estate agents, financial services and small businesses. We can be reached at (321) 325-0321. 00:31:00Rick Nappier CEOnopalm springs,designer,recovery,economic,disasterListen to Nancy's Riches to Rags to Poverty to Success as an Entrepreneurhttp://www.blogtalkradio.com/321/2016/12/13/2016-insurance-sales-training-summaryMarketinghttp://www.blogtalkradio.com/321/2016/12/13/2016-insurance-sales-training-summary/#commentshttp://www.blogtalkradio.com/321/2016/12/13/2016-insurance-sales-training-summaryTue, 13 Dec 2016 06:00:00 GMT2016 Insurance Sales Training SummaryWe are so excited about 2017 and we are so filled with joy about the numbers of insurance agents, realtors and small business owners we were able to help improve their sales skills in 2016. Looking back almost 4 years ago, we never knew what the impact of making professional sales training and business development services to people across the United States and Canada. Even as this show is airing, two weeks before Christmas, we have booked three free 30-minute consultations for individuals in Miami, San Francisco and New York. We expect a few more before the end of 2016. This is 30-minute show but will expand to a 60-minute show in 2017 for clients only. Please check our website after Christmas for sales training, coaching and business programs. We hope you enjoy today's show. Make it a great 2017. 00:30:00Rick Nappier CEOnofinancial services,insurance,capitalism,consultant,sellingOur company's recap of the insurance industry sales training environmenthttp://www.blogtalkradio.com/321/2016/12/09/7-personality-traits-of-great-salespeople-from-harvard-business-reviewMarketinghttp://www.blogtalkradio.com/321/2016/12/09/7-personality-traits-of-great-salespeople-from-harvard-business-review/#commentshttp://www.blogtalkradio.com/321/2016/12/09/7-personality-traits-of-great-salespeople-from-harvard-business-reviewFri, 09 Dec 2016 13:30:00 GMT7 Personality Traits of Great Salespeople from Harvard Business ReviewOur company, in conducting sales training and business development sessions, often refers to the Harvard Business Review to validate the information we provide to our real estate, financial services and business sales training clients. The 7 traits are: ModestyConscientiousnessAchievement OrientationsCuriosityLack of GregariousnessLack of DiscouragementLack of Self-Consciousness Each trait has a "selling style impact". Meaning, the trait targets a strategic area of selling, personal development, customer focus, or mental toughness. You can read Harvard Business Review's study at: https://hbr.org/2011/06/the-seven-personality-traits-o We hope you enjoy today's show. We can be reached at (321) 325-0321 00:28:00Rick Nappier CEOnoHarvard University,sales training,Realtors,Insurance Agents,personalitiesHarvard Business Review nailed it listing the 7 top salespeople personality traitshttp://www.blogtalkradio.com/321/2016/12/07/2017-the-small-business-comebackMarketinghttp://www.blogtalkradio.com/321/2016/12/07/2017-the-small-business-comeback/#commentshttp://www.blogtalkradio.com/321/2016/12/07/2017-the-small-business-comebackWed, 07 Dec 2016 19:21:05 GMT2017: The Small Business ComebackThe good news is that Republican presidents, by party interests and platforrm, stimulate more business activity. This is not a political statement but a capitalist one. The way our company understands things is that two political parties cannot operate in the same space. For example, if Company 1 chooses letters of alphabet A-M to represent, then the only letters remaining for Company 2 if it wants to participate are N-Z. Now each company can try to take letters from the other. Company 2 can try to get D, G, and/or K. Company 1 can attempt to persuade R, U, and/or X to come to the other side. But Company 1 and Company 2 will maintain their original characteristics. This behavior explains why pro-business American leaders have a particular ideology. Today's will try to paint a positive outlook for the next four years and how to prepare your company or sales force. We hope you enjoy today's show. 321SetAppointments.com is a sales training and business development company serving the real estate and financial services industries in addition to traditional small businesses. We can be reached at (321) 325-0321. 00:30:00Rick Nappier CEOnocapitalism,Trump,real estate,financial services,revenueHistory and Economics 101 say a pro-business president stimulates more activity.http://www.blogtalkradio.com/321/2016/11/29/interview-with-dorothy-van-buren-stanford-univ-mba-insurance-brokerBusiness Newshttp://www.blogtalkradio.com/321/2016/11/29/interview-with-dorothy-van-buren-stanford-univ-mba-insurance-broker/#commentshttp://www.blogtalkradio.com/321/2016/11/29/interview-with-dorothy-van-buren-stanford-univ-mba-insurance-brokerTue, 29 Nov 2016 18:00:00 GMTInterview with Dorothy Van Buren, Stanford Univ MBA, Insurance BrokerOriginally from Detroit Michigan, the motor city, Dorothy received a masters degree in clinical psychology and completed all of doctoral coursework and exams. She began working full-time as a psychologist with the intent of completing the doctoral dissertation while working. After working a few years, she decided to hone her management skills, as well as gain an understanding of business and financial operations. She applied to and was accepted at Stanford Business School and moved to California to pursue an MBA in finance. After graduating, she returned to Detroit for two years to work for Ford Motor Company. Working at Ford gave Dorothy solid training in business operations, financial analysis/management and business planning.  Detroit's cold weather and snow got the best the best of Dorothy and she soon returned to sunny California to work in finance in the high tech/computer industry. She accepted a management position at Stanford Medical Center which allowed her to make a positive impact on people's lives while utilizing her skills in financial planning, analysis and business management. We hope you enjoy the show. 00:28:00Rick Nappier CEOnoStanford University,MBA,personal finance,California,San FranciscoDorothy has selected "money problems" as her topichttp://www.blogtalkradio.com/321/2016/10/25/what-is-happening-in-the-imo-insurance-agent-recruiting-sceneMarketinghttp://www.blogtalkradio.com/321/2016/10/25/what-is-happening-in-the-imo-insurance-agent-recruiting-scene/#commentshttp://www.blogtalkradio.com/321/2016/10/25/what-is-happening-in-the-imo-insurance-agent-recruiting-sceneTue, 25 Oct 2016 18:06:03 GMTWhat is Happening in the IMO Insurance Agent Recruiting Scene?Wow! Until a close friend had his recruitng experience, I did not realize what was happening on the independent marketing organization (IMO) recruiting scene. Our company just found a new area to help IMO insurance owners and managers. For the last two years, we have been focusing on the four important sales training areas of: ContactingProspectingAppointment Setting, andClosing Then a few close friends retold a few stories about how they were recruiting. At first, I didn't pay the recruiting process any attention because, really, this is kind of the most important BEFORE agents start as agents. So, I figured IMO's were doing whatever they needed to do to add agents to their rosters. But it finally hit me like a ton of be.ricks after I started hearing about the agent dropout rate, i.e., how many agents were quitting. This is when I discovered our company needs to help as many IMO's as possible shore up this important area. We hope you enjoy the show. You can find us on the web at www.321setappointmentsllc.com 00:31:00Rick Nappier CEOnosales,recruiting,training,insurance,californiaThe show will discuss the different insurance recruiting models our company sees in the field.http://www.blogtalkradio.com/321/2016/09/21/estefene-nestor-realtor-keller-williams-bre-01383464-p-5103327720Real Estatehttp://www.blogtalkradio.com/321/2016/09/21/estefene-nestor-realtor-keller-williams-bre-01383464-p-5103327720/#commentshttp://www.blogtalkradio.com/321/2016/09/21/estefene-nestor-realtor-keller-williams-bre-01383464-p-5103327720Wed, 21 Sep 2016 18:00:00 GMTESTEFENE NESTOR, REALTOR, KELLER WILLIAMS, BRE 01383464, P-5103327720Living on the West Coast, it is rare to meet a fellow Haitian. I was not born in Haiti. Nor did I live with my Haitian side of the family in Florida, but I love meeting some of the kindest, a most determined Haitian people.  Estefene Nestor is a Keller Williams Realtor serving homebuyers and sellers in Alameda and Contra Costa counties. Alameda County consists of San Francisco Bay Area cities: Newark, CA in the south, Berkeley in the north, Dublin, CA in the east and Oakland in the west. Contra Costa County consists of San Francisco Bay Area cities: Danville, CA in the south, Richmond, CA in the west, Pinole, CA in the north, and Brentwood, CA in the east. Together, Alameda and Contra Costa counties account for about 2.6 million residents in a total Bay Area population of 8 million residents. Median home prices for Alameda and Contra Costa counties are $708K and $533K, respectively. I look forward to introducing our audience to mon ami, Estefene Nestor. We hope you enjoy the show. 00:24:00Rick Nappier CEOnoRealtor,Bay Area,home buyers,sellers,INVESTORSI am excited to interview a fellow Haitian, Realtor serving Alameda and Contra Costa Countieshttp://www.blogtalkradio.com/321/2016/09/20/msg-from-the-president-we-do-the-work-most-salespersons-do-not-likeReal Estatehttp://www.blogtalkradio.com/321/2016/09/20/msg-from-the-president-we-do-the-work-most-salespersons-do-not-like/#commentshttp://www.blogtalkradio.com/321/2016/09/20/msg-from-the-president-we-do-the-work-most-salespersons-do-not-likeTue, 20 Sep 2016 17:00:00 GMTMSG FROM THE PRESIDENT, WE DO THE WORK MOST SALESPERSONS DO NOT LIKEOur company starts its third year as a sales training, lead generation, business development and recruiting company. What started as helping a Northern California custom homebuilder and a $5,000 consulting fee has developed into the most affordable source for real estate salesperons and insurance agents in the US and Canada. As a former sales and business manager at a Fortune 500 company, today's speaker never knew that sales training and business development would be a market niche so unfulfilled. Some of the unfulfilled market has a lot to do with real estate and mortgage crises and the current US economic slump. The rest has to do with the thousands of new salespersons who are unfamiliar with traditional selling philosophy who primarily see social media as the preferred way to move products, goods and services to consumers. Today's show will focus on the particulars of contacting and prospecting. And, the show should be pretty funny, too. We do like to have fun while bringing sales tips to the public. We hope you enjoy today's show. www.321setappointmentsllc.com 00:46:00Rick Nappier CEOnoselling,real estate,insurance,Dentists,marketingContacting and Prospecting is the most important sales functionhttp://www.blogtalkradio.com/321/2016/09/18/helping-realtors-and-lenders-connect-with-employersEntrepreneurhttp://www.blogtalkradio.com/321/2016/09/18/helping-realtors-and-lenders-connect-with-employers/#commentshttp://www.blogtalkradio.com/321/2016/09/18/helping-realtors-and-lenders-connect-with-employersSun, 18 Sep 2016 20:30:00 GMTHelping Realtors and Lenders Connect with EmployersThe time is right now. There are so many signals in the business landscape that make the Real Estate BOB project an ideal marketing design. There is not enough room and time on this platform to give people the genesis of Real Estate BOB. But I will say that our company has waiting, looking at the how real estate sales are performed. Then, the National Association of Real Estate commissioned a consulting firm to report on the real estate industry in April 2015. The report was eye opening to say the least. Real Estate BOB is available in most metro cities in the USA and Canada. Not everyone will get that special feeling about this project...but that's to be expected. I hope you enjoy the show  00:32:00Rick Nappier CEOnoreal estate,MORTGAGE,United States,Canada,realtorsOur first show done in 2015 to launch Real Estate BOBhttp://www.blogtalkradio.com/321/2016/09/15/joyce-sherman-realtor-ca-bre-01403065-nexthome-cedar-street-realty-1Real Estatehttp://www.blogtalkradio.com/321/2016/09/15/joyce-sherman-realtor-ca-bre-01403065-nexthome-cedar-street-realty-1/#commentshttp://www.blogtalkradio.com/321/2016/09/15/joyce-sherman-realtor-ca-bre-01403065-nexthome-cedar-street-realty-1Thu, 15 Sep 2016 16:30:00 GMTJOYCE SHERMAN, REALTOR, CA BRE 01403065, NEXTHOME CEDAR STREET REALTYJoyce is a business owner's Realtor with many years experience in real estate. She and her husband also own an aviation business that helps youth learn how to fly and get pilot licenses. She has a large family, spread out across the country. Joyce's hobby, if you can believe it, is fishing. She loves to fish. Traveling is a close second of fun things she likes to do. Joyce says California has many exciting and adventurous places to visit and experience. Her past experience includes work with the federal government as a contractor. In her spare time, she and her hustand run an aviation school as a non-profit which helps youth up to the age of 17 learn how to fly and ultimately get his or her pilot's license. The way Joyce runs her real estate practice is unique than most realtors. Running her aviation business, she selects those who provide the great service and value. In helping buyers and sellers, she work with the same mindset because Joyce knows she want to deliver great home buying and selling experiences to her clients. We hope you enjoy the show. Music by: Heartbit by Alex (c) copyright 2012 Licensed under a Creative Commons Attribution Noncommercial  (3.0) license. http://dig.ccmixter.org/files/AlexBeroza/37758 Ft: Onlymeith 00:33:00Rick Nappier CEOnoroseville,aviation,real estate,sacramento,businessJoyce Sherman will share information about herself and the Sacramento real estate markethttp://www.blogtalkradio.com/321/2016/09/13/cherry-frame-insurance-broker-registered-nurse-retirement-plan-alternativesWomenhttp://www.blogtalkradio.com/321/2016/09/13/cherry-frame-insurance-broker-registered-nurse-retirement-plan-alternatives/#commentshttp://www.blogtalkradio.com/321/2016/09/13/cherry-frame-insurance-broker-registered-nurse-retirement-plan-alternativesTue, 13 Sep 2016 15:30:00 GMTCHERRY FRAME, INSURANCE BROKER, REGISTERED NURSE-RETIREMENT PLAN ALTERNATIVESCherry will discuss her experiences in helping CA, OK, and MD consumers consider alternatives to traditional retirement planning vehicles. Cherry holds active California licenses in insurance and nursing. Because of her nursing background, she is able to reach people looking at current and future retirement options with a different perspective. What I do know is that her information may make you think about your retirement choices a little differently. Cherry Frame is licensed to sell insurance products in California, Oklahoma, and Maryland. And can get licenses in any state within two weeks. We hope you enjoy the show. 00:31:00Rick Nappier CEOnoRetirement,insurance,california,oklahoma,marylandCherry has a lot of information about alternative retirement planning tools.http://www.blogtalkradio.com/321/2016/09/12/kacie-siegfried-realtor-rocklin-ca-interviewMarketinghttp://www.blogtalkradio.com/321/2016/09/12/kacie-siegfried-realtor-rocklin-ca-interview/#commentshttp://www.blogtalkradio.com/321/2016/09/12/kacie-siegfried-realtor-rocklin-ca-interviewMon, 12 Sep 2016 16:00:00 GMTKACIE SIEGFRIED REALTOR ROCKLIN CA INTERVIEWToday's show starts with a short interview with Realty One Realtor, Kacie Siegfried. Kacie works in the Rocklin, CA office. Ms.Siegfried sells in one of Northern California's hottest markets-South Placer County which has the cities of Roseville, Granite Bay, Rocklin, Lincoln, Auburn and other cities in Sacramento County and towns up the Sierra Nevada Mountains along the Interstate 80 corridor. She also helps homebuyers in San Joaquin County (Stockton, Lodi, Manteca communities). Kacie is a mother and provides great care for her son and grandparent. She will explain this in her words. What I admire greatly about Kacie is her attention to detail and her ability to relate to people from all backgrounds in all age brackets. Kacie is the epitome of consistency. She works her retail business like clockwork. Just about every weekend, she's doing an Open House. During the week, Kacie meets with clients and posts listings and Open Houses in various online and social media platforms. After Kacie's interview, we will discuss the Power of Three marketing campaign for Realtors/Lenders and Insurance Agent, followed by a short overview of Real Estate BOB and close with some topics on Contacting and Prospecting for success. 321SETAPPOINTMENTSLLC is located in Sacramento County, CA. Our phone number is 415-299-8916. 00:31:00Rick Nappier CEOnoRocklin,Roseville,Lincoln,marketing,real estateListen in on our interview with Kacie Siegfried, Rocklin, CA Realtorhttp://www.blogtalkradio.com/321/2016/09/09/ed-fontes-roseville-ca-residential-loan-manager-interview-09092016Real Estatehttp://www.blogtalkradio.com/321/2016/09/09/ed-fontes-roseville-ca-residential-loan-manager-interview-09092016/#commentshttp://www.blogtalkradio.com/321/2016/09/09/ed-fontes-roseville-ca-residential-loan-manager-interview-09092016Fri, 09 Sep 2016 20:30:00 GMTEd Fontes, Roseville CA Residential Loan Manager Interview-09092016About two years ago, I met Ed Fontes, Primary Residential Mortgage Branch Manager in Roseville, CA at several South Placer County real estate networking mixers. It seemed like everyone knew him. Then, I found out why. Ed is the "go to" residential loan professional in the Sacramento and Northern California markets. As native of East Los Angeles, Ed is also a U.S. Army veteran. With over 35 years in business, he was worked at several corporate level banking positions in Los Angeles, the San Francisco Bay Area and Sacramento. Ed has been through several industry down periods (mid 1990's and 2007-2008). So Ed informs his clients to make long-term decisions about using the right mortgage product. I attached a few service testimonials from some of Ed's recent loan customers. https://www.zillow.com/lender-profile/Ed-Fontes/#reviews We hope you enjoy today's show. 00:28:00Rick Nappier CEOnoEd Fontes is the "Go-To" Guy in Residential Home Loans in the Sacramento Valleyhttp://www.blogtalkradio.com/321/2016/09/07/tina-garcia-brentwood-ca-realtor-interview-09072016Marketinghttp://www.blogtalkradio.com/321/2016/09/07/tina-garcia-brentwood-ca-realtor-interview-09072016/#commentshttp://www.blogtalkradio.com/321/2016/09/07/tina-garcia-brentwood-ca-realtor-interview-09072016Wed, 07 Sep 2016 16:00:00 GMTTINA GARCIA, BRENTWOOD CA, REALTOR INTERVIEW-09072016Today's show starts with a short interview with Tina Garcia, Brentwood, CA Realtor. Tina is a sales training client who wants to share her moment of discovery when the sales training begin to make sense...specifically dollars and sense. We will also discuss our current marketing program which collaborates with Realtors and Financial Services Specialists. Next we will discuss Contacting and Prospecting and close with a brief introduction to Real Estate BOB. 321SETAPPOINTMENTSLLC is located in Sacramento County, CA. Our phone number is 415-299-8916. You can visit us at http://www.321setappointmentsllc.com 00:29:00Rick Nappier CEOnoSan Francisco,New York,Miami,Seattle,salesThe show helps real estate and insurance professionals stay sharp as salespersonshttp://www.blogtalkradio.com/321/2016/05/13/salespersons-will-quit-if-they-are-not-making-moneyEntrepreneurhttp://www.blogtalkradio.com/321/2016/05/13/salespersons-will-quit-if-they-are-not-making-money/#commentshttp://www.blogtalkradio.com/321/2016/05/13/salespersons-will-quit-if-they-are-not-making-moneyFri, 13 May 2016 21:26:38 GMTSalespersons Will Quit If They Are Not Making MoneyMaybe it's a natural occurrence that there will always be real estate and insurance agents that simply quit the business. Over the last six months, our company has seen many leave real estate and insurance sales because they simply were not making any (or enough) money. Speaking with many real estate and insurance agents, insurance managers and real estate brokers, it's often clear why agents quit the business. They do not know how to sell. And selling has very little to do with real estate insurance or insurance product knowledge. Our company has sat with over 500 agents over the last 20 months and have traced the root cause to the unavailability of sales training to agents. 00:21:00Rick Nappier CEOnoreal estate,insurance,realtors,agents,sellingIf agents are not selling, they will quit real estate and insurance sales.http://www.blogtalkradio.com/321/2016/05/01/salesperson-recruiting-systems-the-good-bad-and-uglyMarketinghttp://www.blogtalkradio.com/321/2016/05/01/salesperson-recruiting-systems-the-good-bad-and-ugly/#commentshttp://www.blogtalkradio.com/321/2016/05/01/salesperson-recruiting-systems-the-good-bad-and-uglySun, 01 May 2016 21:30:00 GMTSalesperson Recruiting Systems: The Good, Bad and UglyOver the last twelve months, our company has identified a trend in insurance and real estate agent hiring all across the country. We spotted this ongoing trend in mainly independent insurance agent (IMO) and real estate brokerage business models with tiered commission structures where "sponsoring" or "recruiting" is the method to hire new agents. There are both pre-recruiting and new agent actions that are necessary to make recruiting mutually beneficial for the company, the hiring agent and the recruit. 00:29:00Rick Nappier CEOnoreal estate,insurance,agents,broker,sellingHow can you tell if your sales organization's recruiting is effective or ineffective? Listen to this show.http://www.blogtalkradio.com/321/2016/04/20/sometimes-when-you-think-you-are-losing-you-are-often-winningEntrepreneurhttp://www.blogtalkradio.com/321/2016/04/20/sometimes-when-you-think-you-are-losing-you-are-often-winning/#commentshttp://www.blogtalkradio.com/321/2016/04/20/sometimes-when-you-think-you-are-losing-you-are-often-winningWed, 20 Apr 2016 12:30:00 GMTSometimes When You Think You Are Losing, You are Often WinningYes, we have all heard it before from our friends, family, associates and colleagues: "your plan or idea will not work".  After years of proving the naysayers wrong, I recommend that you do not pay attention to people who doom your endeavors without having any practical or documented expertise in the subject matter. On the other side of the coin, it is true that some ideas do fail. Often, the failure is only the first round of the idea you thought was a finished product. Meaning, after you review the first round faux pas, using your keen eye and bright mind, you identify the component that did not work and you fix it. Typically, any idea developed from scratch has to meet some important requirements: The idea must solve an existing problem or enhance an already good situation.The idea must not be easily known by the masses (or it would have discovered already).The idea must be easy to implement or execute.The idea must be accepted by the client as a solution.The idea must deliver unquestionable ROI. We hope you enjoy the show. 00:31:00Rick Nappier CEOnoideas,solutions,consulting,ROI,DentistsTo really determine if you are losing, you need to find out who is doing the measuring.http://www.blogtalkradio.com/321/2016/02/10/bds-business-development-sessions-by-321setappointmentscom-2Businesshttp://www.blogtalkradio.com/321/2016/02/10/bds-business-development-sessions-by-321setappointmentscom-2/#commentshttp://www.blogtalkradio.com/321/2016/02/10/bds-business-development-sessions-by-321setappointmentscom-2Wed, 10 Feb 2016 14:21:13 GMTBDS-Business Development Sessions by 321SETAPPOINTMENTS.COMToday’s show is a short overview of 321SetAppointments.com’s Business Development Sessions…also referred to as BDS. What is BDS? Simplified, BDS is a combination business development, sales training and virtual marketing system to help companies maximize profits by: improving sales processes, finding new clients and offering short-term funding, if necessary. Why BDS? BDS is the closest set of solutions business owners can access AFFORDABILITY to ensure they are focusing on the top core competencies that ensure success and profitability. Every business should be concerned if they continually want to reach or surpass sales revenue goals. Let’s cover the three BDS areas: business development, sales training and virtual marketing: Business development Business development, in short, means helping your company stay tuned in to business issues and concerns to stay at the top of your game. Sales Training Sales training is available to your company’s sales staff to help them consistently find new customers. If you don’t have a formal sales training program, growing your business could be at great risk Virtual marketing support Virtual marketing is a powerful, affordable sales platform where you can outsource lead generation, prospecting and appointment setting to 321SetAppointments.com. BDS is available to Dentists, I.T. Firms, CPAs, Hair Salons/Stylists, LASIK Surgeons, Cosmetic Surgeons, Brokers/Realtors, Insurance Agents, Automotive shop owners and most traditional business owners in the US, Canada and soon, Latin America. 00:04:00Rick Nappier CEOnobusiness development,sales training,virtual marketing,Real Estate Broker,RealtorsBDS is the best business development system and is available to traditional business owners and salespersons.http://www.blogtalkradio.com/321/2016/02/09/interview-with-lynda-van-wie-the-van-wie-group-of-las-vegasMarketinghttp://www.blogtalkradio.com/321/2016/02/09/interview-with-lynda-van-wie-the-van-wie-group-of-las-vegas/#commentshttp://www.blogtalkradio.com/321/2016/02/09/interview-with-lynda-van-wie-the-van-wie-group-of-las-vegasTue, 09 Feb 2016 17:00:00 GMTInterview with Lynda Van Wie, The Van Wie Group of Las VegasLynda Van Wie is a 100% people person as Founder and Visionary of The Van Wie Group of Las Vegas, the complete consulting company for marketing, advertising, social media and management. 321SETAPPOINTMENTS.COM and the Van Wie Group connected on LinkedIn.com a few months ago. Then, one day, we got a chance to speak with each other on the phone for about 45 minutes. We learned so much about each other's companies that I asked Lynda if she wanted to be on the 321 show. The Van Wie Group, has been helping businesses to brand themselves, successfully market and advertise for over 25 years. Working with a broad spectrum of clients on both a local and national scale, Lynda Van Wie has created high impact company images, reached beyond immediate target markets,  worked with visionaries of many corporations, coordinated with in-house marketing teams, while aligning to the mission statement and philosophy of each client. 321SETAPPOINTMENTS.COM is very excited to interview Lynda and look forward to do a lot of business this year and in the future. Rick Nappier, President, 321SETAPPOINTMENTS.COM, 415-299-8916 00:32:00Rick Nappier CEOnomarketing,advertising,social media,management,Las VegasThe Van Wie Group has over 25 years experience combined with knowledge and professionalism in helping businesses reach their full potential.http://www.blogtalkradio.com/321/2016/01/21/321setappointmentscom-comes-alive-in-january-2016Marketinghttp://www.blogtalkradio.com/321/2016/01/21/321setappointmentscom-comes-alive-in-january-2016/#commentshttp://www.blogtalkradio.com/321/2016/01/21/321setappointmentscom-comes-alive-in-january-2016Thu, 21 Jan 2016 13:30:00 GMT321SETAPPOINTMENTS.COM comes alive in January 2016!In late 2012, our company was formed to make appointments for select small business owners. Right out of the gate, we connected with a homebuilder who was experiencing difficulty with sales. Although the homebuilder had a broker, sales were still sluggish. Then, we connected with an insurance agency with low productivity. This is when 321SETAPPOINTMENTS.COM began to diagnose and provide sales solutions to both real estate and insurance agents. After about 14 months, developing a unique sales training program which strengthens salespersons' knowledge in business and delivers a one-of-a-kind sales process, our company is returning to its original business plan. 321SETAPPOINTMENTS.COM sets appointmentments and provides business development services for the following industries in the U.S. and Canada: Certified Public AccountantsReal Estate BrokersInsurance AgenciesDentistsCosmetic SurgeonsLASIK SurgeonsI.T. Firms Business services include: Sales training for real estate brokers, insurance agencies and companies with sales staff.Short-term business loans from $5,000 to $250,000Business and real estate lines of creditINC and LLC formation services00:08:00Rick Nappier CEOnoreal estate brokers,insurance agents,insurance,Dentists,certified public accountantOur company's original business plan was to set appointments for select business owners.http://www.blogtalkradio.com/321/2015/12/15/2015what-a-great-year-to-grow-and-learnMarketinghttp://www.blogtalkradio.com/321/2015/12/15/2015what-a-great-year-to-grow-and-learn/#commentshttp://www.blogtalkradio.com/321/2015/12/15/2015what-a-great-year-to-grow-and-learnTue, 15 Dec 2015 13:00:00 GMT2015...What a Great Year to Grow and Learn!321SetAppointments.com has completed a full year in business and a total of sixteen months since we open in September 2014. Our first customer was a homebuilder with 170 lots in Northern California who needed advice on what to do differently to sell homes. Next, an insurance agency owner gave a heartfelt speech about the need for agents to increase productivity. This special moment in time created SWAS (Selling Without Appearing to Sell), a unique sales training system developed using 20 years of corporate and independent insurance and real estate sales experience. SWAS opened the minds of over 400 insurance and real estate agents in 2015. The biggest message 321SetAppointments.com communicated in Northern California and in a few states across the country was sales training is not product training. Personally, I never realized that many salespersons and some managers did not understand this very important distinction. Did we connect with everyone we reached out to? No. Are we going to continue to attempt to work with agencies and organizations seeking to improve sales performance and productivity? You bet! What we learned in 2015 is sales training is outside the acceptable norm of selling insurance and real estate at mostly independent organizations. We were unable to help most managers extend the boundaries of thinking about how to increase sales. However, we did see a number of agencies improve performance and help many agents feel better about sales. We also added real estate and insurance recruiting services.  Finally, in the last 90 days of 2015, we entered the small business funding and development market. We were able to help a handful of traditional business owners get alternative funding and establish small business credit histories. We are really excited about 2016. Rick Nappier   00:31:00Rick Nappier CEOnoBusiness funding,sales training,recruiting,Business CreditWe will discuss what we learned and will improve upon in 2016http://www.blogtalkradio.com/321/2015/12/01/interview-with-cherry-frame-ca-registered-nurse-financial-specialistHealthhttp://www.blogtalkradio.com/321/2015/12/01/interview-with-cherry-frame-ca-registered-nurse-financial-specialist/#commentshttp://www.blogtalkradio.com/321/2015/12/01/interview-with-cherry-frame-ca-registered-nurse-financial-specialistTue, 01 Dec 2015 17:00:00 GMTInterview with Cherry Frame, CA Registered Nurse, Financial SpecialistOn today's show, we will interview Cherry Frame, California Registered Nurse who will share some information about her nursing background and bring to light the financial devastation consumers face across the United States when chronic illness strikes the family. The first decision people need to make is how do they want to prepare for the risk which affects 40% of the population, both young and old? I mean a young person can have an accident while skiing or become impaired in a car accident. Does the person want to liquidate all their assets, 401K, real estate investments to meet monthly costs of $6,000 to $10,000 per month? Next people need to talk with their family (siblings, spouses, children) and ask the question “what if something happens to mom or dad, husband or wife, or even the child, who is able to quit their jobs, alter their lifestyle to take care of someone possibly 24 hours per day?” We at 321SetAppointments want to thank Nurse Frame for sharing this valuable information with our listening audience. 00:30:00Rick Nappier CEOnofinancial planning,chronic illness,bankruptcy,foreclosure,homelessnessNurse Frame will share some information about how chronic illnesses devastate personal finances.http://www.blogtalkradio.com/321/2015/10/24/salesperson-meltdown-components-and-characteristics-1Managementhttp://www.blogtalkradio.com/321/2015/10/24/salesperson-meltdown-components-and-characteristics-1/#commentshttp://www.blogtalkradio.com/321/2015/10/24/salesperson-meltdown-components-and-characteristics-1Sat, 24 Oct 2015 18:00:00 GMTSalesperson MELTdown Components and CharacteristicsMELT stands for Mastery, Experience, Learning and Training. It's an acronym our sales team coined almost 20 years ago to identify why salespersons were not successful.  The proper method to sales proficiency is the opposite of MELT...which is Training, Learning, Experience and Mastery. The MELTdown occurs when sales training is not taught, learned, experienced and mastered. This 30-minute broadcast will explore how MELTdown happens, how the agent feels, how the organization is affected, positively and negatively, and what organizations must do to minimize the number of agents failing and ultimately quitting the industry. This show is based on actual phone conversation feedback received from many insurance and real estate agents from across the country. Your feedback is greatly appreciated. 00:31:00Rick Nappier CEOnoinsurance,real estate,production,commissions,sales trainingSome will this like broadcast. Some will not. But all will understand it.http://www.blogtalkradio.com/321/2015/09/04/swas-part-2-of-2-the-sales-processMarketinghttp://www.blogtalkradio.com/321/2015/09/04/swas-part-2-of-2-the-sales-process/#commentshttp://www.blogtalkradio.com/321/2015/09/04/swas-part-2-of-2-the-sales-processFri, 04 Sep 2015 18:30:00 GMTSWAS Part 2 of 2: The Sales ProcessThis 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system. Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training. Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell. SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training. The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS. Specific topics covered in Part 2 are: Rapport Building (different than traditional methods)Developing Need (different than traditional methods)Evaluating OptionsAffordability ConcernsThe Insurance Application ProcessWhy Use This CarrierThe Financial Needs AnalysisGetting Referrals with Ease Thanks for listening to the show. Rick (415) 299-8916   00:31:00Rick Nappier CEOnosales process,interviewing,consultative sales,listening,questionsAn Overview of Selling Without Appearing to Sellhttp://www.blogtalkradio.com/321/2015/09/02/swas-part-1-of-2-understanding-businessMarketinghttp://www.blogtalkradio.com/321/2015/09/02/swas-part-1-of-2-understanding-business/#commentshttp://www.blogtalkradio.com/321/2015/09/02/swas-part-1-of-2-understanding-businessWed, 02 Sep 2015 05:30:00 GMTSWAS Part 1 of 2: Understanding Business This show was recorded to use as a tool to market part 1 of the two part SWAS sales system. Part 1 will be a general overview of how understanding easy to understanding business concepts can help salespersons' productivity and performance. This 30-minute show will provide an overview of the actual 4 hour business concepts SWAS training.  Part 1 of the SWAS sales system is as follows: Understanding Business Understanding How Economics Affects Your Business How The Knowledge of Capitalism Can Help Your Business Transitioning from an Employee to a Salesperson Transitioning from an Salesperson to a Consultant Marketing vs Advertising Prospecting for Results Always Ask for the Business 00:28:00Rick Nappier CEOnoreal estate,Realtor,insurance agent,Economics,capitalismA short overview of the SWAS business education component.http://www.blogtalkradio.com/321/2015/08/17/the-5-most-important-things-to-know-in-sellingMarketinghttp://www.blogtalkradio.com/321/2015/08/17/the-5-most-important-things-to-know-in-selling/#commentshttp://www.blogtalkradio.com/321/2015/08/17/the-5-most-important-things-to-know-in-sellingMon, 17 Aug 2015 22:30:00 GMTThe 5 Most Important Things to Know in Selling Listeners, I can’t tell you how important it is to know and master these 5 topics. Every day, I see errors, omissions, blunders, and missed opportunities in salespersons’ sales processes. Last week, I saw 20 real estate agents from a top Sacramento broker just walk pass 50 potential buyers or sellers without saying a word. I know hundreds of financial services specialists who blow out their potential clients and lose business because they don’t understand the following: What a business is How to contact people…the SWAS way How to set appointments…the SWAS way. How to listen and provide solutions…the SWAS way. How to close a deal…the SWAS way. And here’s the thing… Understanding what business is about is paramount in moving to contacting, setting appointments, listening and closing deals. Visit me on the web at www.swasworks.com. I’m also on LinkedIn under Rick Nappier. 00:32:00Rick Nappier CEOnobusiness,contacting,appointments,listening,solutionsListeners, I can’t tell you how important it is to know and master these 5 topics. Every day, I see errors, omissions, blunders, and missed opportunities in sahttp://www.blogtalkradio.com/321/2015/08/15/the-five-things-in-business-you-should-learn-to-masterMarketinghttp://www.blogtalkradio.com/321/2015/08/15/the-five-things-in-business-you-should-learn-to-master/#commentshttp://www.blogtalkradio.com/321/2015/08/15/the-five-things-in-business-you-should-learn-to-masterSat, 15 Aug 2015 13:00:00 GMTThe Five Things in Business You Should Learn to MasterThere is so much whiz bang technology and different ways to sneak up on potential customers. Why should salespersons have to find clever ways to engage potential customers? I think it should be mandatory that everyone have a website. Facebook, Twitter and LinkedIn are good options if you use them properly. I'm not sure what the definition of properly is for the masses, but I have ways that work for me regarding social media. The five top things salespeople need to know or master are: What is a businessHow to make contactsHow to make appointmentsHow to ask questionsHow to listen to answers I recently read this book with the following quote:  “Successful people master easy things that are easy to do”. That’s sounds too easy! Why does it sound easy? The book continued with: “Every action that is “easy to do” is also easy “not to do”. I hope you enjoy today's show. 00:32:00Rick Nappier CEOnobusiness,contacts,appointments,questions,answersGoing back to the basics is needed to adapt to current business situationshttp://www.blogtalkradio.com/321/2015/08/07/tactical-business-ops-then-strategic-business-opsMarketinghttp://www.blogtalkradio.com/321/2015/08/07/tactical-business-ops-then-strategic-business-ops/#commentshttp://www.blogtalkradio.com/321/2015/08/07/tactical-business-ops-then-strategic-business-opsFri, 07 Aug 2015 20:20:56 GMTTactical Business Ops, then Strategic Business OpsBusiness owners act like it does not exist. Some may not be cognizant of it. But it is there every single hour, every single day...at the end of every business month and year. We are talking about the 11-letter word that exists in our mental abyss, hidden in production obscurity by our closed escrows, approved insurance policies, final HUD-1 statements, and filed tax forms. It's called competition. Yes, everyone got paid. The owners, managers, agents, and third-party vendors all made money! That's not the point. The point is who is trying to win. And, point blank, with tactical, blunt force trauma, figuratively speaking, how can you win? Competing is to business as an athlete training to win the Ironman Triathlon. Said another way, someone, in the end, has to win. 00:32:00Rick Nappier CEOnoYou must dominate your local markethttp://www.blogtalkradio.com/321/2015/07/18/interview-with-kristy-olney-of-olney-studiosPhotographyhttp://www.blogtalkradio.com/321/2015/07/18/interview-with-kristy-olney-of-olney-studios/#commentshttp://www.blogtalkradio.com/321/2015/07/18/interview-with-kristy-olney-of-olney-studiosSat, 18 Jul 2015 14:00:00 GMTInterview with Kristy Olney of Olney StudiosKristy Olney is a 28 years old woman on track for an Associates of Science in Photography and a member of Phi Theta Kappa.  She lives in beautiful Gardnerville, NV, about 20 minutes from South Lake Tahoe with her wonderful husband and two cats, a tortoise, and a turtle. Kristy is as passionate about the environment as she is about photography. So she decided to pursue a degree in photography and capture outdoor images of Western Nevada. Kristy prefers to shoot nature/landscapes in their natural, untouched settings. She has National Geographic in her sights as an ultimate career goal. Kristy currently has a very functional studio set up in a 420 sf storage unit. Kristy was told by someone that she has a talent for turning the most mundane things into things of beauty after they viewed her "Hope Valley" project on Behance.net.  At first, Kristy personally did not see it, but her friend motivated her to continue making the ordinary beautiful. Kristy self-describes herself as being a little awkward socially after being thrust into photographing models with her last studio class.  She had never put out a model call before but the people in the Gardnerville community were most responsive.  Kristy got to work with two awesome ladies, and they both have modeling experience and were more than happy to give her tips and pointers for working with models. What I love about her work is the desert motifs. These works of art would be perfect for people living on the coasts to accentuate their homes and offices with the Southwest look. 00:32:00Rick Nappier CEOnoNevada,Gardnerville,photography,Mojave,desertGardnerville, High Desert Photographerhttp://www.blogtalkradio.com/321/2015/06/29/who-said-sales-was-going-to-be-easyMarketinghttp://www.blogtalkradio.com/321/2015/06/29/who-said-sales-was-going-to-be-easy/#commentshttp://www.blogtalkradio.com/321/2015/06/29/who-said-sales-was-going-to-be-easyMon, 29 Jun 2015 13:00:00 GMTWho Said Sales Was Going to Be Easy?Sales, the final frontier. Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek". Well, you now have a business or maybe you have been practicing your trade for a few years. The trend over the last 5-10 years has been to move away from connecting with people in face-to-face or telephone conversation in favor of "engaging" them over the Internet. If you really want to be successful in selling, you can continue using digital platforms but you must realize that sales is a people business. It always has been, and it always will be. Don't be afraid. You can do it. It's fun. Try it today.  00:32:00Rick Nappier CEOnointeraction with each other,people business,sales,sales training,capitalismSales, the final frontier. Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek". Well, you now have a business or maybhttp://www.blogtalkradio.com/321/2015/06/25/some-company-somewhere-is-going-to-be-number-oneManagementhttp://www.blogtalkradio.com/321/2015/06/25/some-company-somewhere-is-going-to-be-number-one/#commentshttp://www.blogtalkradio.com/321/2015/06/25/some-company-somewhere-is-going-to-be-number-oneThu, 25 Jun 2015 12:30:00 GMTSome Company Somewhere is Going to Be Number One!There is a small likelihood that all companies will mathematically do about same amount of business. If company A, B,  C and D all share 25% of the number of customers, each, this will not last forever. Some company will break out of the pack. If it's company C, and company C adds an additional 10% of the market share, then, mathematically, companies A, B and D had to lose business. Perhaps, company D lost 10% and it is down from 25% to 10%. Luckily, it probably will not be company D that takes the entire 10% lost. It is more probable than not that company C could see the entire 10% gain. As consultants, we are seeing three things in the small business landscape with respect to real estate, insurance and small businesses who offer both necessity and vanity related products and services. Some companies are maintaining current production levels.Some companies are growing with business plans in place.Some companies are aggressively planning with the sole purpose of becoming number one in their markets. The current economy is ripe for the right company to make significant gains in selling more real estate, insurance, dental services, accounting services, cosmetic and lasik services, etc. Our company, 321SetAppointments.com, is availabe to help your company if significant growth is your vision. It's nothing fancy...it's just plain, simple pencil and paper planning with a hard dose of old school, staff empowerment. In this business environment where all competitors are about equal, we believe our company has the right mix of business strategies, consulting experience and sales training to help a few companies increase their productivity. This will be one of the most important shows we have done in a long time. The time is right. 00:32:00Rick Nappier CEOnoeconomics,capitalism,sales training,sales,real estateThere is a small likelihood that all companies will mathematically do about same amount of business. If company A, B,  C and D all share 25% of the number of c