Keep asking questions

by MPA16 Feb 2016

I would like to thank you for the advice you have given us over the past year. It has been very helpful for our sales team. I have not submitted any questions, but I do read your column each week and there is something in there we can use.
--Barbara from Connecticut

Thank you. I appreciate the fact that you are writing to let me know. It really means a lot to me knowing I can make a difference. I would like to encourage you and your sales team to ask questions. That is the only way we can learn. The more questions I receive, the better job I can do of writing on subjects that are of interest to you, rather than of interest to me.

If rates rise, I would expect to get more questions about marketing to Realtors®. Today I received one from someone who is "inside" a real estate office and is considering spending more time this year outside the office to meet more agents. I believe that is a mistake. Not the desire to get outside business, but it is a mistake to go outside to generate outside business. If that sentence does not make sense, I will try to do a good job of explaining what I mean next week. In the meantime, again -- thanks for your feedback.
--Dave Hershman

Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at [email protected].