By Frank C. Bucaro RISMEDIA, June 19, 2007-Let's face it, a major challenge to the sales process is that it is often difficult to put the time and energy that goes into developing quality, long-standing relationships with every potential customer. More often, it is much easier to service the customer, make the sale, or accept their rejection and move on. Achieving and surpassing your goals determines success, not the 'warm and fuzzies' of building a relationship with prospects and clients, right? Wrong! If you continually strive to build a relationship with potential or current clients, you'll find that even the toughest objections may not be the end of the relationship. Today's marketplace presents aggressive

RISMEDIA, June 19, 2007-Prudential California Realty, Prudential Nevada Realty, Prudential Texas Properties

For many agents, business planning is a lot like eating broccoli. It’s one of those things that we all know we should be doing, but somehow it remains on our plate without ever actually making it into our body. And yet, who can argue with a healthy discipline that ensures the future financial welfare of our business? There’s only one problem: for the average agent, it’s not the most exhilarating experience known to man. But it can be. Your business plan is the best crystal ball you have. How exactly is that, you might ask? The end must be at both the heart and the beginning of every business plan. A useful plan fosters a certain degree of prescient thinking, and that’s where the challenge – and the fun – arises.