Resilience in Sales: Why Grit and Preparation Drive Success
- Coldwell Banker Premier Realty
- Sep 25
- 2 min read
At our latest sales meeting, we welcomed Steve Westerman, Market Vice President of Cox Business for Southern Nevada and Omaha, Nebraska. Steve leads a large commercial operations team from sales to engineering and is responsible for driving growth, taking care of customers and developing his people. His perspective on leadership, resilience and Las Vegas’ future delivered powerful lessons that agents can apply to their own businesses.
Meet our Presenter: Steve Weterman
Steve Westerman oversees Cox Business in Southern Nevada and Omaha, managing enterprise accounts, new business development and operational excellence. With decades of experience in corporate leadership and sales, he brings a passion for building teams, nurturing customer relationships and positioning businesses for growth. Steve is also deeply engaged in the Las Vegas community, serving as an ambassador for economic diversification and education initiatives.
Preparation Builds Confidence
Steve emphasized the importance of preparation before any sales presentation or client meeting. Knowing your audience, anticipating questions, and planning your approach creates confidence and builds trust. For agents, this means coming to every listing appointment or buyer consultation ready with market data, local expertise, and clear recommendations.
Grit and Resilience Matter
Sales is a tough profession. He reminded us that rejection, setbacks and “kicks in the teeth” are inevitable. The key is perseverance, dusting yourself off and continuing to move forward. This mindset mirrors the resilience agents need to thrive in today’s market.
Education Is Essential
One of Steve’s biggest takeaways from this session was the educational component. He praised the ongoing learning culture at Coldwell Banker Premier Realty and stressed that continued development, whether in sales, technology, or client service, is vital for staying competitive.
Be Ambassadors for Las Vegas
Steve addressed recent “Vegas bashing” in the media and encouraged us to counter the doom-and-gloom narratives. With new businesses moving in, efforts to strengthen healthcare and education, and diversification initiatives led by groups like the LVGEA, Las Vegas’ future is strong. As agents, we’re not just selling homes, we’re ambassadors for the city and its story.
Relationships Create Referrals
Steve closed with a personal story about how his Realtor’s responsiveness and long-term connection saved him in a pinch, literally helping him back into his house late at night. The message was clear: answering the phone, nurturing relationships and staying present for clients is what earns loyalty and future referrals.
Building Beyond the Meeting
This session reinforced that success in sales, and in real estate, comes down to preparation, resilience, continuous learning and relationship-building. Just as Cox Business serves as a trusted partner for local enterprises, Coldwell Banker Premier Realty agents can be the trusted resource clients turn to again and again.
Education without application is worse than worthless, so take what you’ve learned and put it into practice.
Watch the Full Meeting Replay Here.
We also invite you to be our guest at an upcoming sales meeting, immerse yourself in our high-energy, collaborative culture and discover what sets us apart. Your next level in real estate starts here!
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