This book is designed to help you improve your sales skills. In addition to reading books and attending seminars, I’ve developed a set of common sense principles and techniques that have worked well for me. If you can implement just one of the ideas in this book, then your time will be well spent. I’m convinced that applying these techniques will increase both your sales skills and income. I believe it’s important to introduce myself as well as this book. That’s why Chapter 1 describes how I got started in real estate and established a successful company. Throughout my sales career, four main principles have guided my actions: 1. Sell from the heart. 2. Be assertive, sincere, and humble. 3. Treat every daily situation as a potential prospecting opportunity. 4. Set specific goals and through uncompromising focus, visualize reaching them.