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Today, August 28th marks the 50th Anniversary of the March on Washington. The march remains a milestone of American history, for all Americans but for African-Americans in particular. In 1963 I was the first born of Eddie and Emma Jean Frazier, just one year old and completely unaware of what was happening in the world.  My parents watched the march on television, and listened to Dr. King’s heart-stirring speech that made my mother cry. Later, speaking to me about the significance of the march, my mother said, “it was a year of promise and excitement for our people.” My mother didn’t March in Washington but she wanted to be there. We were living in Memphis, Tennessee at the time, but she watched it take place on television and was amazed and proud of what Dr. Martin Luther King Jr. accomplished - bringing African-Americans and people of every color and race and religious background together to fight for freedom and equal rights in Washington, DC. I can only image how both of my pa

Desiree Patno of National Association of Women REO Brokers (NAWRB) will be the featured speaker for an edition of The Power Is Now Headline News. The show will air live on Thursday, August 29 th at 10:30am. Desirée Patno is the founder and CEO of NAWRB, the only national trade association representing women-owned businesses specializing in the housing economy. Having more than 22 years experience in full-service REO disposition, Desiree brings “heels on the ground” knowledge to her mission of promoting women-owned businesses in the housing economy. Through NAWRB, Patno advocates for the increased utilization of women-owned businesses and mentors female entrepreneurs for future successful business ownership. She is one of the most visible advocates for women in the housing economy. She is also a recipient of the 2012 Enterprising Woman of the Year award, 2012 WIPP Business Leadership Social Media Award and was recognized by HousingWire as one of the most inf

Lately I have been spending a lot of time selling on the phone and I realize the tremendous disadvantage it represents to sales professionals versus selling face to face.   I love selling face to face.  I am always reading and learning about sales techniques to help myself and others and the following blog is a compilation of what I have learned about face to face sales: If you are like me you prefer face to face meetings over phone conversations.  One major advantage you have in a face to face meeting verses the phone is being able to see your client’s facial expressions and body language.  Even being able to see how they dress will give you an ideal of their personality type.  We all know that personality types will ultimately dictate how you greet the person and deliver the information. Personality types are a very important area of study for sales people and will be a blog for another day.  When you meet with a client there are 5 key questions you need to know before set

As a Coach and a Sales Manager I enjoy working with goal achievers.  They excite me and make me better as a coach and a manager.  I desire to be around them and welcome opportunities to conduct joint sales calls.  There are goal achievers in every office and you know them immediately when you meet them or you know them by their incredible productivity.  These special people take the goals that have been given to them or that they have set for themselves very seriously.  It’s a matter of pride and professionalism to achieve their goals.   They are like Samurai warriors who live the code of “death before dishonor”.  Goal Setters on the other hand are also great people but all they do is talk about what they are going to do and never get to it.  They are experts in coming up with excuses about why they fail and are unable to achieve the goals they set for themselves or the goals assigned to them.     My goal in working with Goal Setters is to help move from setting goals to achievin