Time to Go to War on Your Mind

Be a professional and go to work on your mind. Resistance may be the enemy, but the only thing that is holding you back is you....
July 18, 2014

You’re Not a Virtual Cupcake. Celebrate It.

Real estate pros can learn a lot about connecting with their community from recent efforts by independent booksellers. ...
July 14, 2014

Perusing the Biz Section

It’s been awhile since we checked in with the business section of the New York Times bestsellers list, so I thought we could peruse the shelves together. The ranking below reflects sales in June 2014. CAPITAL IN THE TWENTY-FIRST...
July 9, 2014

I Say Sales, You Say Marketing

We talked to John Jantsch about specific sales strategies for real estate pros, the melding of marketing and sales, and how the customer experience can be improved with a few simple changes in perspective. ...
June 20, 2014

The Mythical 5-Day Work Week

Would you take a week off for marketing, if it meant your pipeline would be full the rest of the year? This new book runs you through one major task each day that, if completed correctly, is supposed to...
June 13, 2014

Selling on Your Toes

Today’s home buyers are smarter than they ever have been. They have access to more data online, more opinions from multiple perspectives, and more technology to make decisions about where they want to live. Home sellers too are equipped with...
May 29, 2014

Control Yourself!

A person’s willpower to do the right things consistently over time is the key determinant to success. Training and development icon Bob Mager can determine a performance problem by asking, “If I put a gun to your head, would...
May 23, 2014

Suburban Death Knell is Premature

Leigh Gallagher’s book The End of the Suburbs: Where the American Dream Is Moving (Portfolio Hardcover, 2013) has gotten a lot of attention lately. It’s one of those ideas that’s appeared in book form at the perfect time. We’re...
May 20, 2014

How to Answer the Commission Question

Are you worth the commission you charge for representation? Some home buyers and sellers believe they need to negotiate your commission in the same way that they will negotiate the price of their next home. Part of your job...
May 5, 2014

Keep It Simple, Salespeople.

Sales is easy.  People make sales hard.  Mike Weinberg, author of the best-selling book New Sales Simplified: The Essential Handbook for Prospecting and New Business Development (AMACOM Books, 2013), deconstructs the sales process from strategy to execution so that...
April 15, 2014