http://www.blogtalkradio.com/321salespros321The most influential podcast on the planet to promote sales performance, productivity and profitability. The show is catered to attorneys, cosmetic surgeons, CPAs, dentists, developers, insurance agency managers, homebuilders, mortgage brokers, and real estate brokers. The show will feature guests speakers and topics related to high performance sales and strong business development fundamentals.enCopyright Clarence Nappier (C/O Blogtalkradio)Sat, 15 Jun 2019 12:45:00 GMTWed, 25 Apr 2018 12:00:00 GMTMarketingBlogTalkRadio Feed v2.0https://dasg7xwmldix6.cloudfront.net/hostpics/692bc1b1-6efc-4cc1-9f49-6dfc9e8f4b09_btr-321salespros-logo2.jpghttp://www.blogtalkradio.com/321salespros321The most influential podcast on the planet to promote sales performance, productivity and profitability. The show is catered to attorneys, cosmetic surgeons, CPAs, dentists, developers, insurance agency managers, homebuilders, mortgage brokers, and real estate brokers. The show will feature guests speakers and topics related to high performance sales and strong business development fundamentals.feeds@blogtalkradio.comBlogTalkRadio.comattorneys dentist real estate brokers dentists ROI profitability selling trainingClarence NappiernoThe Best Business Development, Sales Training Company on the Planet. We Help Salespeople Go From Zero To Hero.episodichttp://www.blogtalkradio.com/321salespros321/2018/04/25/what-is-a-business-for-insurance-agents-sept-2015-podcastTraininghttp://www.blogtalkradio.com/321salespros321/2018/04/25/what-is-a-business-for-insurance-agents-sept-2015-podcast/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/25/what-is-a-business-for-insurance-agents-sept-2015-podcastWed, 25 Apr 2018 12:00:00 GMTWhat Is A Business-For Insurance Agents-Sept 2015-PodcastThis podcast was created about two years after 321 was started. After speaking with several insurance agency owners and salespersons at well-known brands you all know, we discovered that 80% of financial services specialists did not understand much about owning a business. Unfortunately, for the agents, their agencies and independent marketing organizations spend 95% of training time on insurance products, benefits and features. Little to no time is spent training agents how to contact, prospect, set appointments and interview potential insurance clients. 321 on Instagram 321 on the Internet We hope you enjoy today's show. Clarence Nappier, CEO 00:27:00Clarence NappiernoINSURANCE,SALES,BUSINESS,SELLING,TRAININGThis podcast is a snapshot of 321's 4-hour module for insurance agents who have never owned a business.http://www.blogtalkradio.com/321salespros321/2018/04/24/podcast-2-michael-durkin-realtor-san-francisco-and-the-peninsulaReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/24/podcast-2-michael-durkin-realtor-san-francisco-and-the-peninsula/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/24/podcast-2-michael-durkin-realtor-san-francisco-and-the-peninsulaTue, 24 Apr 2018 20:30:00 GMTPodcast 2-Michael Durkin, Realtor, San Francisco and the PeninsulaHardworkin Mike Durkin is his name. Helping real estate buyers and seller from City and County of San Francisco to Stanford University is his claim to fame. Mike will share the latest in real estate in the nation's market with the highest rise in prices (65%) in the last 8 years. With 34 years of real estate experience and being a San Francisco native, Mike knows every community, every street corner, and the latest news about buying and selling in the Bay Area. Mike Durkin on Instagram Mike Durkin on the Internet 321 Set Appointments LLC We hope you enjoy the show. 00:35:00Clarence Nappiernosan francisco,Stanford Cardinal,buyers,sellers,californiaJust chatting with Hardworkin Mike Durkin about SF Bay real estate topicshttp://www.blogtalkradio.com/321salespros321/2018/04/24/broker-hopping-is-on-the-riseReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/24/broker-hopping-is-on-the-rise/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/24/broker-hopping-is-on-the-riseTue, 24 Apr 2018 02:30:00 GMTBroker Hopping Is On the RiseFrom the article... "Real estate agents are increasingly on the move. In search of more deals, greater brokerage support, and higher commissions, real estate professionals are switching brokerage firms in big numbers lately. “There’s not a lot of brand loyalty,” Billy Rose, a real estate professional and co-founder of the Agency in Beverly Hills, Calif., told The Wall Street Journal. Thirty percent of 6,750 agents surveyed said that they had been with their firm for a year or less – an increase from 18 percent the previous year, according to a 2014 survey by the National Association of REALTORS®. Turnover hasn’t been at this high of level since 1987 when 32 percent of respondents reported the same, according to NAR." But what the article does not say is agents are looking for less pay for equal or greater work. Interesting. We hope you enjoy today's show uploaded from its original broadcast date of June 2017. 321 Sales Pros on Instagram 321 Set Appointments LLC 00:30:00Clarence Nappiernobrokers,change,commissions,training,realtorsWhy do real estate agents hop from broker to broker?http://www.blogtalkradio.com/321salespros321/2018/04/22/why-most-people-will-not-like-this-podcast-about-social-mediaMarketinghttp://www.blogtalkradio.com/321salespros321/2018/04/22/why-most-people-will-not-like-this-podcast-about-social-media/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/22/why-most-people-will-not-like-this-podcast-about-social-mediaSun, 22 Apr 2018 06:30:00 GMTWhy Most People Will Not Like This Podcast About Social MediaYeah! The podcast title should raise some eyebrows and make my company seem like the bad guy. You would be surprised how small modifications result in big changes. I’ve been promising myself to do this podcast for the last couple of years. It’s been tough getting to this point to produce and publish this podcast about the challenges my company has observed with social media aka digital marketing. I’m not looking to debate anyone about social media merits. We are all grown and capable of making decisions for ourselves about serves our best interests. Visit 321 Sales Pros on Instagram Visit 321 Set Appointments LLC on the Internet 00:29:00Clarence Nappiernosocial media,puppies,vendors,behaviors,psychologyThis podcast is not anti-social media. It's about observations and changes that can make it better.http://www.blogtalkradio.com/321salespros321/2018/04/20/interview-with-elijah-mcneeley-downtown-boise-idaho-realtorReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/20/interview-with-elijah-mcneeley-downtown-boise-idaho-realtor/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/20/interview-with-elijah-mcneeley-downtown-boise-idaho-realtorFri, 20 Apr 2018 19:00:00 GMTInterview with Elijah McNeeley, Downtown Boise Idaho RealtorElijah, originally from Central Louisiana, is doing great things in Boise Idaho...which is a 6 hour drive to both Portland and Seattle.  Elijah is your best choice for real estate in Boise's bustling downtown district. I've been to Boise about eight times since two of my sons lived there, with one currently living in Boise and is a recent Boise State University graduate. Metro Boise includes the cities of Caldwell, Eagle, Meridian, and Nampa. Metro Boise has a population slightly higher than 500,000. We hope you enjoy today's show. Elijah McNeely on Instagram Elijah McNeely on the Internet Clarence Nappier, CEO (844) 405-2800 321 Set Appointments LLC 00:30:00Clarence Nappiernoboise,caldwell,meridian,eagle,idaho321 is putting Boise on the map. Boise is one of the coolest, best kept secrets in the PNW.a7a762e4-2a86-4907-baf5-4c05b5cafc25http://www.blogtalkradio.com/321salespros321/2018/04/19/interview-with-dc-metro-attorney-kimberlee-gee-founder-of-kimberlee-gee-legalLegalhttp://www.blogtalkradio.com/321salespros321/2018/04/19/interview-with-dc-metro-attorney-kimberlee-gee-founder-of-kimberlee-gee-legal/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/19/interview-with-dc-metro-attorney-kimberlee-gee-founder-of-kimberlee-gee-legalThu, 19 Apr 2018 13:00:00 GMTInterview with DC Metro Attorney Kimberlee Gee, Founder of Kimberlee Gee LegalToday, it's both a honor and a pleasure to introduce Attorney Kimberlee Gee, founder of Kimberlee Gee Legal to our 321 Sales Pros listeners.  Kimberlee Gee is licensed to practice law in Washington DC and Maryland.  Ms. Gee owns her own micro-niche firm that  focuses on providing legal outsourcing solutions to other attorneys and small business owners. She has more than 14 years industry experience in employment law and labor law, and has worked in this field in various capacities throughout her career. Kimberlee Gee Legal on the Internet Kimberlee Gee Legal on Instagram We hope you enjoy the show. Clarence Nappier, CEO 321 Set Appointments LLC 00:23:00Clarence Nappiernooutsourcing,attorney,litigation,Washington DC,MarylandGet the inside scoop of how a DC-Maryland licensed attorney carved out a micro-niche business in the legal profession.1ebf10b0-981a-4208-99f1-a8dcb7ded10chttp://www.blogtalkradio.com/321salespros321/2018/04/16/interview-with-evan-wolf-remax-realtor-serving-south-tampa-and-st-petersburgReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/16/interview-with-evan-wolf-remax-realtor-serving-south-tampa-and-st-petersburg/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/16/interview-with-evan-wolf-remax-realtor-serving-south-tampa-and-st-petersburgMon, 16 Apr 2018 22:00:00 GMTInterview with Evan Wolf, RE/MAX Realtor, Serving South Tampa and St PetersburgWhat a pleasure and a treat to interview and support Evan Wolf, a RE/MAX Realtor in my Tampa Bay Area hometown Mr. Wolf, originally from Ohio, will share experiences working in one the hottest, most active real estate markets in the United States. Evan believes he has several advantages with working with RE/MAX. Evan runs his real estate practice like most small business owners in the Tampa-St. Pete community and thinks about success all the time just like the man or woman who runs a surgery center or a CPA firm. This will be a great interview for both Evan and my company. Evan on Instagram Evan on the Internet We hope you enjoy today's show. 00:20:00Clarence NappiernoFlorida,St Petersburg FL,South Tampa,beaches,real estateListen in to what's happening in the St. Petersburg real estate marketing8ec375cc-6636-4d81-b67b-58dadd42e6f7http://www.blogtalkradio.com/321salespros321/2018/04/15/interview-with-ana-carolina-oliveira-dubai-real-estate-executiveReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/15/interview-with-ana-carolina-oliveira-dubai-real-estate-executive/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/15/interview-with-ana-carolina-oliveira-dubai-real-estate-executiveSun, 15 Apr 2018 20:00:00 GMTInterview with Ana Carolina Oliveira-Dubai Real Estate ExecutiveWe are delighted to have an opportunity to interview Ana Carolina Oliveira from Fam Properties in Dubai, United Arab Emirates. On a pre-show call, Ana told me that Fam Properties is the largest real estate agency in Dubai with access to dozens of for-sale and lease properties. Our company requested an interview with Ana to give our 321 world wide listeners a glimpse of the Dubai real estate market and social scene. Plus, since our company is a sales training and business development company, I wanted to know what it takes to work for an international real estate company with buyers from all over the world. And of course, I want to let Ana know that my company is here to support her real estate sales objectives in any way we can. I want to thank Ana Carolina Oliveira for taking time out of her busy schedule to come on the show. Ana Carolina Oliveira on Instagram Fam Properties on the Internet 00:21:00Clarence Nappiernodubai,Brazil,real estate,luxury,californiaOur company had the pleasure to interview Dubai UAE sales executive.5c4b7f25-6b4b-41dc-811d-dea2195b645fhttp://www.blogtalkradio.com/321salespros321/2018/04/14/selling-without-appearing-to-sell-swas-the-backgroundMarketinghttp://www.blogtalkradio.com/321salespros321/2018/04/14/selling-without-appearing-to-sell-swas-the-background/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/14/selling-without-appearing-to-sell-swas-the-backgroundSat, 14 Apr 2018 16:00:00 GMTSelling Without Appearing to Sell (SWAS): The BackgroundThis is a short background on how our company developed the Selling Without Appearing to Sell or SWAS sales system. SWAS removes the anxiety and frustration both salespeople and prospects experience because salespeople rarely use a proven, consistent way to interview prospects. SWAS is not a presentation style method to sell to consumers. SWAS utilizes a question-based format to help consumers explain their current situation to salespeople. When consumers provide information about their current situations, consumers will usually make decisions to solve their own challenges using salespeople's products and services. SWAS was developed by our company after working with a Silicon Valley engineer who sold his stocks at his company to open a San Francisco long-term care insurance agency. The Sales Pros on Instagram 321 Set Appointments LLC We hope you enjoy the podcast. Clarence Nappier, CEO 00:31:00Clarence Nappiernoconsultative selling,attorney,dentists,cosmetic surgery,real estate brokerThis is the background behind developing the SWAS sales system.http://www.blogtalkradio.com/321salespros321/2018/04/13/motivation-training-or-skilltalent-building-which-is-betterMarketinghttp://www.blogtalkradio.com/321salespros321/2018/04/13/motivation-training-or-skilltalent-building-which-is-better/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/13/motivation-training-or-skilltalent-building-which-is-betterFri, 13 Apr 2018 20:00:00 GMTMotivation Training or Skill/Talent Building: Which is Better?Is motivational input required to be successful in sales? Definitely, Our company believes motivational training can come from one of two areas: Sitting in a seminar with a recognized motivational speaker who tells you how to manage your thoughts so you will take action to do the things necessary to achieve sales performance goals. However, the influence of motivational seminars wanes after a couple of days or weeks, and the salesperson might find their motivation back at zero.The other type of motivation is building the skills necessary to succeed. Skill building creates its own motivation as salespeople improve performance. As salespeople's confidence increases, they are more motivated to keep the momentum.00:29:00Clarence Nappiernomotivation,skills,skill building,Talent,sellingThere is a lot of discussion in the sales world about motivation training.34858d7e-204c-4852-aa4b-b1ec11d609b9http://www.blogtalkradio.com/321salespros321/2018/04/12/interview-with-corey-craig-realtor-queens-ny-keller-williams-libertyReal Estatehttp://www.blogtalkradio.com/321salespros321/2018/04/12/interview-with-corey-craig-realtor-queens-ny-keller-williams-liberty/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/12/interview-with-corey-craig-realtor-queens-ny-keller-williams-libertyThu, 12 Apr 2018 02:30:00 GMTInterview with Corey Craig, Realtor, Queens NY-Keller Williams LibertyWhat an exciting and refreshing interview with Corey Craig, a Queens NY Realtor with Keller Williams Liberty. Corey masters the art and science of contacting and prospecting for new customers as does not purchase real estate leads. Corey meets all of his real estate prospects through talking to everyone he meets. Whether the person he is speaking with is a strong real estate prospect or not, Corey knows that people have connections with other people. It is needless to say that Corey is very effective in communicating with people in public. It's obvious. We hope you enjoy the show. Corey Craig on Instagram. Clarence Nappier on Instagram. 321 Set Appointments, LLC 00:33:00Clarence NappiernoQueens NY,NYC,Brownsviille,Brooklyn,Keller WilliamsThis Queens NY Realtor understands the concept and contacting and prospecting.d586ed1f-5aca-4c52-bda0-acbb1b38440dhttp://www.blogtalkradio.com/321salespros321/2018/04/11/there-are-four-closes-in-a-professional-sales-processMarketinghttp://www.blogtalkradio.com/321salespros321/2018/04/11/there-are-four-closes-in-a-professional-sales-process/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/11/there-are-four-closes-in-a-professional-sales-processWed, 11 Apr 2018 02:30:00 GMTThere Are Four Closes in a Professional Sales ProcessBased on our company's observations, about 95% of sales people from just about every industry. By going straight for the jugular (e.g., the close for money), salespeople often miss out on adding new clients to their businesses. By using a four-stage closing system, contacts are literally guaranteed to successfully move through the following stages: ContactingProspectingAppointment settingClosing (The Agreement, not the money close) Not using a four-stage closing system will lead salespeople to take the bait. Meaning, you will confirm consumers' beliefs that salespeople are only in the business to get the money and will do whatever and say whatever it takes to separate consumers from their monies. We hope you enjoy the podcast. Clarence Nappier, CEO 321SalesPros on Instagram 321 Set Appointments LLC 00:28:00Clarence Nappiernoattorneys,real estate broker,mortgage broker,dentists,financial advisorsThis podcast goes into detail about the necessity of using four closing stages.15dd64ac-162d-48ff-bbb9-28f2a3fe47e2http://www.blogtalkradio.com/321salespros321/2018/04/09/sometimes-when-you-lose-you-win-podcast-from-2016Marketinghttp://www.blogtalkradio.com/321salespros321/2018/04/09/sometimes-when-you-lose-you-win-podcast-from-2016/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/09/sometimes-when-you-lose-you-win-podcast-from-2016Mon, 09 Apr 2018 05:00:00 GMTSometimes When You Lose, You Win-Podcast from 2016This show briefly walks business owners through the process of coming back from failure. Check us out on Instagram if you are business owner or salesperson. Check us out on Internet. We hope you enjoy today's show. Clarence Nappier, CEO 321 Set Appointments, LLC 00:32:00Clarence Nappiernoattorneys,homebuilders,dentists,CPA,real estate brokerThis is a podcast learning from failure and rising to success.http://www.blogtalkradio.com/321salespros321/2018/04/08/who-said-sales-was-going-to-be-easy-june-29-2015-showMarketinghttp://www.blogtalkradio.com/321salespros321/2018/04/08/who-said-sales-was-going-to-be-easy-june-29-2015-show/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/08/who-said-sales-was-going-to-be-easy-june-29-2015-showSun, 08 Apr 2018 07:00:00 GMTWho Said Sales Was Going To Be Easy-June 29-2015 ShowThis is a show our company did on June 29, 2015. We transferred the show to this platform because it was one of the most listened to shows of all our podcasts. The talks about how new salespeople and some veteran salespersons feel about selling. I will let the show's content provide the rest of the information. If you are a serious traditional business owner or salesperson and you control your Instagram account (not your hired social media person), then you should follow us on our Instagram account for Sales Pros. We hope you enjoy the show. Clarence Nappier, CEO 321 Set Appointments, LLC 00:30:00Clarence Nappiernosalespeople,newbies,real estate,attorneys,dentistsThis show talks about the reality of the sales profession especially if you are newhttp://www.blogtalkradio.com/321salespros321/2018/04/05/this-is-what-it-takes-to-succeed-in-sales-from-june-29-2015Marketinghttp://www.blogtalkradio.com/321salespros321/2018/04/05/this-is-what-it-takes-to-succeed-in-sales-from-june-29-2015/#commentshttp://www.blogtalkradio.com/321salespros321/2018/04/05/this-is-what-it-takes-to-succeed-in-sales-from-june-29-2015Thu, 05 Apr 2018 13:00:00 GMTThis Is What It Takes to Succeed In Sales from June 29 2015This is podcast from June 2015. The show gives some background on how people succeed. Core Beliefs, Sales Training and Professional Development are discussed. This post is for salespersons looking for a road map to successful selling. We, at 321 Set Appointments, LLC have developed the SWAS (Selling Without Appearing to Sell) sales system.  Many new and even some veteran salespersons (including traditional small business owners) struggle with building their real estate, insurance and small business careers. A large majority of salespersons begin selling without the fundamentals. Is it possible for agents to sell without the fundamentals? Absolutely! Often, natural ability, persistence and/or luck determine some agents' success. 321salespros on Instagram 321 on the Internet 00:30:00Clarence Nappiernopersonal development,selling,sales,contacting,prospectingThis show is about how sales people attempt to succeed in sales either by trial and error or by receiving formal traininga481e460-a20d-4be2-be11-f79bd128772211fullhttp://www.blogtalkradio.com/321salespros321/2016/04/15/working-vs-being-into-real-estateReal Estatehttp://www.blogtalkradio.com/321salespros321/2016/04/15/working-vs-being-into-real-estate/#commentshttp://www.blogtalkradio.com/321salespros321/2016/04/15/working-vs-being-into-real-estateFri, 15 Apr 2016 13:00:00 GMTWorking vs Being Into Real EstateDisclaimer: If you are satisfied with how your real estate practice is performing, then this information probably does not apply to you.  This blog may help real estate professionals start the process to move forward in their businesses by shifting away from being "into" real estate to "working" the real estate business. It's interesting how one word can make a big difference in agent's sales career. "Working" real estate is vastly different from being "into" real estate. How? Or is it just a play on words? The biggest difference is agent activity and how agents view their practice. The most important factor is: does the agent treat real estate like a business? Traditional businesses such as dentistry and automotive repair, just to name a few, have huge overhead expenses. A small dental practice may have $30,000 in monthly expenses and may need to generate revenue above and beyond $30,000, perhaps $40,000+, just to make running the dental practice worthwhile. A dental practice owner's primary goal is to see patients on regular basis. If they fail to see enough patients, three months in a row, the practice may shut down. So, we may never hear a dentist say that he is "into" dentistry. Shifting from being "into" to "working" real estate has action items that must be masterfully executed. Real estate agents, like dental professionals, must perform well in the following areas: ContactingProspectingAppointment settingClosing If 1 and 2 are not properly executed, 3 and 4 will not be successful. 00:30:00Clarence NappiernoHobby,Professional,real estate,sales,prospectingThe show will help real estate agents move from being "into" real estate to "working" real estate.http://www.blogtalkradio.com/321salespros321/2016/04/13/whats-happening-in-the-real-estate-sales-training-sphereReal Estatehttp://www.blogtalkradio.com/321salespros321/2016/04/13/whats-happening-in-the-real-estate-sales-training-sphere/#commentshttp://www.blogtalkradio.com/321salespros321/2016/04/13/whats-happening-in-the-real-estate-sales-training-sphereWed, 13 Apr 2016 12:30:00 GMTWhat's Happening in the Real Estate Sales Training SphereThis show will highlight recent conversations with real estate agents around the country. Many have subconsciously expressed the need for more training to connect more effectively with potential buyers and sellers 00:31:00Clarence Nappiernoreal estate,california,New York,Los Angeles,sales trainingConversations With Realtors, Identifying Need for Sales Traininghttp://www.blogtalkradio.com/321salespros321/2015/09/09/the-first-real-estate-bob-radio-showReal Estatehttp://www.blogtalkradio.com/321salespros321/2015/09/09/the-first-real-estate-bob-radio-show/#commentshttp://www.blogtalkradio.com/321salespros321/2015/09/09/the-first-real-estate-bob-radio-showWed, 09 Sep 2015 12:30:00 GMTThe First Real Estate BOB Radio Show321SetAppointments.com, a California sales training and business development company for real estate and insurance agents and select small businesses, is excited to do its first radio show about helping brokers find more business. Real Estate BOB (book of business) is an idea Rick started working on about four years at the height of the real estate and mortgage crises. No idea is ready until the time is right. And the time is now right for Real Estate BOB. The recent Danger Report (www.dangerreport.com), commissioned by NAR, was the green light to start BOB. That report validated many of the areas Rick identified as challenges within the real estate industry. Essentially, Real Estate BOB connects brokers with employers to help employees buy or sell homes. Any broker can duplicate Real Estate BOB. In fact, some brokers are already doing it. However, the missing piece is how to sell at the employer level. Real Estate BOB uses the SWAS (Selling Without Appearing to Sell) sales training system, in conjunction with real estate agents' existing professional skills to refine the sales approach. In the same way insurance brokers serve employers' health insurance needs, Real Estate BOB can assist employers in a similar way. Thanks for listening to the show. 00:31:00Clarence Nappiernoreal estate,public relations,sales,listening,questionsHelping Brokers and Realtors Carve Their Real Estate Nichee813e876-dba5-44e0-84c0-318ac10ff9ee