SAN FRANCISCO—Reaching the top in home salesisn't about intelligence or education or even about personality.These traits are important, but I am convinced that manysalespeople struggle because of a flawed paradigm. The mostimportant sales presentation you will ever give will be the onethat convinces you to believe in yourself!

A perfect example of a salesperson whose shift in mindsetresulted in great success is Khadeejah Johnson, a 15-year homesales veteran who knows and loves a good challenge.

“I started by leasing apartments when I was nineteen. Mylearning method was to throw it all against the wall and see whatsticks. I tried as many approaches and techniques as possible,”Johnson says. “In time I learned that my greatest strength is myability to be conversational. I want to connect on a more personallevel. I want to work as if I'm selling to my best friend.”