Author Archive

Long Live the Soft Sell

Fill in the blank: Successful salespeople are insanely ____. Go from what to why and acquire the most overlooked trait of top performers. ...
January 4, 2013

Selling Tips From Bowl Game Geniuses

OK, I realize it’s bowl season, so let’s just get this out in the open right now: I love watching football; I’m just not that into college ball. Maybe it’s because during my undergraduate career I worked at a...
December 28, 2012

Love and Short Sales

Back when her life ran smack into the foreclosure crisis, Stephanie Alison Walker started blogging. It didn’t stop offers from evaporating or credit scores from plummeting. It didn’t keep her and her husband out of bankruptcy court. But it...
December 18, 2012

Going Up? How an Elevator Speech Could Help

You’re no doubt familiar with the concept of an elevator speech; you’ve probably been told you should write one for this or that idea, or to snag such-and-such a client. But did you know that Ronald Reagan, the U.S....
December 11, 2012

How Not to Repurpose Your Blog: 4 e-Publishing Lessons

Content is king, as the cliche goes. But writing blog entries can seem so unrewarding when you factor in the time and talent it takes to compose them. Sure, they may bring readers your way, but is it worth...
December 5, 2012

On Reading as Snacking: The Nutritional Value of Your Bookshelf

Yeah, yeah; I know you’re not supposed to judge a book by its cover. But we all do it to some extent; if we didn’t, publishers would save some money and all book covers would look the same. And...
November 16, 2012

Real Estate Confessional

Ever walked into a private moment during a showing? Been tormented by a seller’s serpent? You’re not alone. Confessions of an Estate Agent, by Rosalind Russell, is a collection of funny, embarrassing and entirely true stories from real estate...
November 12, 2012

Are You Ready for the Next Sandy?

The recent hurricane on the East Coast may be over, but the cleanup process is just now beginning. Beyond debris pickup, property managers and owners across the area are learning what preparations worked well, and what they can do...
November 1, 2012

Accessible Homes: Not Just a Niche Anymore

Being able to point out features that make a home accessible is part of your job as a real estate professional. You can also help steer sellers looking into pre-sale or staging modifications away from changes that will unnecessarily...
October 26, 2012

Would You Starve or Thrive on the 3-Book Diet?

If you were stranded on a desert island with only three books, which would you choose?...
October 22, 2012

9 Ways You’re Misusing Social Media & Other UnAwesome Things

Scott Stratten, author of UnMarketing: Stop Marketing. Start Engaging, has two new books out. It’s kind of a buy-one-get-one deal; see, one book is just flipped upside-down and glued onto the back of the other one. OK, maybe a...
October 16, 2012

Traveling Via Paperback

Saint Augustine of Hippo is quoted as saying that “the world is a book and those who do not travel read only one page.” I’ve often felt travel and reading go hand in hand, and have found that reading...
October 10, 2012

8 Perfect Housewarming Books

You may have just found the best closing gift for that hard-to-shop-for client....
September 27, 2012

Combat 5 Bad Communication Habits

Imagine this: You’re wrapping up a listing presentation and your would-be seller says she has a few concerns. You sit down to hear her out, but somehow at the end of the conversation, you still don’t understand what the...
September 24, 2012

Cramming for the Conference

There’s a lot of information packed into the REALTORS® Conference & Expo preview in the September/October issue of REALTOR® Magazine. The whole issue is organized around education, and while most real estate professionals can’t help but learn something new...
September 12, 2012