"We first make our habits, and then our habits make us." John Dryden There are 12 habits we encourage you to develop. Keep these visible and consistently work to develop them. 1. Wake up employed! Each day have a sufficient number of appointments set on a favorable basis, in your marketplace. 2. Believe in total preparation. This creates confidence in your prospects and clients and they feel good about doing business with you. 3. Picture yourself as a problem-solver. Listen and learn what they want, then talk about solutions. 4. Hone your probing and listening skills. Learning to listen paves the way to asking the right questions. 5. Give the buyer something to say "Yes" too. Find a group of questions that you can ask that gives the buyer an opportunity to respond with "yes." 6. Sell what you own. You cannot sell what you do not own. 7. Narrow your focus. You can help people in many different areas, but focus on