Author Archive

How to Build a Brokerage, the Entrepreneurial Way

Finally, real estate brokers get their own E-Myth. No, I’m not talking about some sort of internet rumor or online fairy tale. I mean that business writer Michael Gerber has made real estate brokerages the eighth stop on his...
September 7, 2012

Some Like It Hot: Romance Fiction ♥s Real Estate

A vacation just isn’t a vacation without a good novel. While the news junkie in me gobbles nonfiction by the pound, that genre seems somehow ill-suited to the beach. In preparing to soak up some sun this Labor Day...
August 27, 2012

The New Good Life

We’re bombarded with tales of the new normal. These narratives focus on the scary notion that unemployment and economic growth levels might stagnate right where they are today and stay there forever. But we’re also hearing about the people...

“The First Rule of Goal-Setting Club is…”

Tempering the sometimes overly-sweet world of self-help books can be an age-related challenge, and we may just have popular culture to blame for that. Though there are any number of references I could conjure to make my point, I...
August 15, 2012

We Need to Talk

We all know a sales manager or two like Brad Hutchinson, the main character in Brian Souza’s new book. Seems like they always have three things: amazing numbers, endless confidence, and no clue how to manage people. But how...
August 6, 2012

Drug Dealer Turned Agent: A Story of Redemption & Real Estate

Stories of salespeople going from rags to riches are a dime a dozen. And books chronicling abuse and recovery often seem overly congratulatory and hazily constructed, with the most harrowing parts excised. After reading all of the ways that...
July 31, 2012

Real Estate’s Crystal Ball

Double-dip recession! Recovery! Fiscal cliff! That old joke about how economists were invented to make weather forecasters look good gains traction as market reports become more contradictory. Add to that the constant assertion that “real estate is changing,” backed...
July 24, 2012

Crack House to Sugarhouse: A Home Ownership Memoir

Buying a house, moving, home improvement… these are all things that can be funny, heartwarming and entertaining. It’s just that when you’re surrounded on all sides by boxes, closing documents and plaster, it’s hard to be coherent, much less...
July 10, 2012

The John Grisham of Real Estate?

Noting the success of author/lawyer John Grisham in spotlighting his profession in fiction, C.M. Nevill thought it was about time real estate took the dramatic stage of the action-adventure novel. His first book, Due Diligence, follows the trail of...
June 28, 2012

If Marketing Plants Seeds, Sales Can Pick Cherries

Are you sick and tired of the prima donna sales rep who cherry picks the best leads and leaves the hard work for someone else? Well, Marketo President and CEO Phil Fernandez suggests putting this supposedly bad behavior at...

What Drives the Entrepreneur in You?

You’re either an entrepreneur or you’re not. Right? Well, according to Heart, Smarts, Guts, and Luck: What it Takes to be an Entrepreneur and Build a Great Business, success in business creation is not dependent on just one “it”...
June 11, 2012

Tried and True Coaching Methods

For their new book—Sales Growth: Five Proven Strategies From The World’s Sales Leaders—Thomas Baumgartner, Jon Vander Ark, and Homayoun Hatami observed the inner workings of successful companies. Based on interviews of more than 120 of today’s most successful global...
June 1, 2012

Smart Luck

No one likes to think their successes are the result of pure chance. Most cite their hard work and diligence first, giving the roll of the dice last billing in the achievement department. Why give all that credit to...
May 22, 2012