The Million Dollar Round Table Center for Productivity has “written the book” on becoming a million-dollar producer. Actually, it wrote three of them.
Each book in the “Million Dollar” series is dedicated to a stage of business building — prospecting, selling and closing. The volume on prospecting provides tips on organizing your search for business, the book on selling tells what to do in meetings with prospects and the part on closing teaches how to seal the deal.
Buy the basic premise — “Your sales philosophy must be rooted in motivation” — and you're on your way to bigger production, the books say.
If you can get past the liberal use of buzzwords, such as attitude, challenge and networking, then you can unearth the useful nuggets. Reps flipping through the books will find several proven techniques. But perhaps the real benefit in the series is as a compendium of techniques that might be valuable for younger brokers.
Published by the Million Dollar Round Table Center for Productivity, the “Million Dollar” books (ISBNs 0471325503, 0471325511 and 047132549X) cost $16.95 each and are available at selected bookstores and online.