Tom Hopkins wasn’t born to wealth and privilege. He was a mediocre student and began his work life in construction carrying steel. At the age of 19, he was married with a child on the way and trying to find a better way to support his young family. Tom’s first six months in Real Estate were anything but successful; he sold only one home and averaged $42 a month in income. He was down to his last $150 in savings when a man came into the Real Estate office promoting a three-day sales training seminar with J. Douglas Edwards. Tom hadn’t yet heard of either sales training or Mr. Edwards but he decided to invest his last bit of savings in the program. Tom understands both sides of the selling equation. He understands the fears of both buyers and salespeople. Buyers don’t want to be “sold” anything. Salespeople fear failure. The selling skills and strategies that Tom Hopkins teaches today reflect an understanding of how to communicate with buyers so they feel confident in making good decisions; salespeople are taught how to accomplish this in an entertaining and memorable manner.