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I probably should have titled this “The Thank You Challenges” because we’re going to talk about more than one challenge.
The first challenge gets like one sentence because I don’t want to beat a dead horse. Has anyone ever beaten a dead horse? I have and it sucks!
The first challenge is that you have to buy […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I truly believe that lots of people misunderstand and even put too much emphasis on the importance of a good attitude.
For example, many people define a good attitude as simply being a positive thinker but isn’t that only part of this good attitude thing?
For example, for me to succeed shouldn’t I also have the attitude […]


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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So did you hear the one about how everyone is sick of PowerPoint?
There’s even a nifty little phrase to hammer the sentiment home. . .
“Death by PowerPoint!”
Well maybe it isn’t the PowerPoint!
Maybe its . . .
This BS of putting these long mission statements or lengthy quotes up on a slide and then reading it to […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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OK class, I hope everyone packed their lunch today because we’re heading out on a field trip!
I had the good fortune of being quoted on the Forbes website in an article titled “The Essential Do’s and Don’ts of Selling”.
I hope you’ll click on this link so you can be magically transported over to Forbes to […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I think there’s a huge mistake being made each and every day on the social networking platforms.
People connect and then go radio silent.
What amazes me is that somehow there’s this belief that if you simply connect with lots of people you will get the proverbial “world beating a path to your door thing”
Think again!
That’s actually […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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With one month already behind us in 2012, I had a bit of a flash back . . .
To New Year’s Eve when I was shaking my head over how fast the last year went and how my thoughts went back to . . .
New Year’s Eve 2009 as we were about to ring in […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I think sometimes we get so caught up in our immediate success that we forget about key moves we could be making to create additional success . . .
Enter the newly acquired account . . . that used to be your competitor’s!
Make sure you ask your new account why they chose you!
You might be thinking […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


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I created a free success curriculum at GROWTHco.com made up of 1 to 3 minute videos that teaches the critical success skills of goal identification, goal setting, time management, and self-motivation.  It also comes with free forms to fill out while viewers watch the videos.  Completely free.  Please forward this link to middle or high school students, friends, parents, teachers, guidance counselors, mentors, case workers, nonprofit staffers, or anyone else who is trying to help our kids learn how to succeed in life.  If you have any questions, please contact us to discuss your specific interest.  Thank you.


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Wow!  2011 was pretty rough for many people.  Hopefully, you’ve turned the page and are ready to make 2012 your best year so far!  Despite the continued challenges out there, business IS being done and money IS being made, but only for those who are “playing to win” instead of “playing not to lose“.  You can win in 2012…here’s how:

#1 – People have a poor attitude about current conditions.  Remember the saying, “If you think you’re going to win, you’re right.  If you think you’re going to lose, you are also right!”  I agree, business has not been easy.  However, we need to stay committed to our beliefs that we can win, we have a valuable product or service with a beneficial value proposition to our clients, and that we will win…no matter what.  Question 1:  Do you &/or your team have the proper attitude and belief system to succeed?

#2 – People lack a game-plan.  It’s amazing to me that most people do not have written down goals for 2012.  Goals provide a crystal clear image of what you desire.  Goals should then be broken down into action steps.  Every action step should have a deadline date for completion and be scheduled into your calendar as a non-negotiable commitment.  This game-plan should also include a tracking system to monitor progress toward goals and allow you to adjust your actions or plan based on actual results. Remember, goals without a plan are just dreams.  And a plan without action is a lie!
Question 2:  Do you have your goals identified and game-plan ready to implement in 2011?

#3 – This one sounds self-serving, and to some degree it is.  On the east coast, less than 20% of all executives have a coach.  If you don’t use me as your coach, that’s fine.  But get a coach!  I’m a coach myself, and have a coach to hold ME accountable, to kick my butt when action steps aren’t completed on time, to share challenges and opportunities with a neutral, third party advisor who isn’t a part of my company or family.  The analogy I use is a Personal Trainer at the gym.  I know how to use the equipment and usually have a pretty good workout by myself.  However, when I use a Personal Trainer…doing the same exercises with the same equipment for the same period of time…I CAN’T WALK THE NEXT DAY!  A good coach or trainer will simply get you to focus on and execute the key things that continuously drive your goals and bottom line profits for your organization.
Question 3:  Do you agree that a coach can keep you focused and motivated to reach higher and higher levels of success?

So, there you have it.  Get goals.  Establish a game plan.  Invest in a coach.  Notice I said “invest”. GROWTHco programs are not traditional knowledge-based training.  You will pursue and achieve goals during the program that far outweigh the cost to participate.

Want to learn more? Join me and Pete Brock (former New England Patriot and new consultant at GROWTHco) at one of our free introductory workshops we’re conducting locally and we will put you through interactive exercises to get you started.  Watch video. Call me at 978-827-3133 for more information or send me a message.

Prior to joining us, Pete Brock was a GROWTHco client working as a loan originator at Poli Mortgage Company.  Despite the poor economy, he tripled his sales within two months of starting our program.  Those results came directly from Pete’s willingness to invest in himself and his commitment to execute a winning game-plan that we created together.

Thanks for reading!


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I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that in your schedule. Right?
How about if the boss tells you they need to speak with you on Friday at 2:00?
And just to beat up the point, how about […]


Go to Sales Playbook
Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


© Paul Castain for Reliable Linking, 2012. |
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