Establishing Your Business Archive

Speak Your Way to Success

By Christopher M. Leporini, REALTOR® Magazine Popular lore suggests that public speaking trumps death, spiders, and other common phobias as the one thing that scares Americans the most. But if you have the gift of gab and don’t fear...
January 1, 2003

Memoirs of a Successful CEO

By Christopher M. Leporini, REALTOR® Magazine They called him Neutron Jack. Former General Electric CEO Jack Welch accumulated other labels during his 20 year tenure, but for many years that nickname stuck. Some employees gave it to him in...
September 1, 2001

Build Relationships for Better Business

By Christopher M. Leporini, REALTOR® Magazine Establishing loyalty and trust, providing individualized service, maintaining contact with customers–the concepts behind relationship marketing are hardly new, especially in the traditionally high-touch real estate business. Even though real estate is largely one-on-one,...
August 2, 2001

Selling is a State of Mind

By Christopher M. Leporini, REALTOR® Magazine Ever wonder what makes one person a sales machine, while others can’t seem to close a deal to save their lives? It’s all basic psychology, says How to Hire and Develop Your Next...
July 1, 2001

Mapping Out an Online Real Estate Strategy

By Christopher M. Leporini, REALTOR® Magazine Breaking into the Internet era can be intimidating even to reasonably computer-literate real estate practitioners. ePOWERPRO: Online Success Strategies for Real Estate Professionals, 2001 Edition ($130 retail, $99 for NAR, CREA, or RECS...

Selling from A to Z

By Robert Sharoff, REALTOR® Magazine David Rathgeber’s Agent’s Guide to Real Estate (John McLean, Va.: Realty Research Group; $16.95) is mainly a primer for beginning real estate salespeople, but also includes a great deal of basic information that more...
February 2, 2001

Legacy of 100 Percent Concept Consolidates the Industry

In November, Today’s REALTOR®brought you an exclusive excerpt from Real Estate Confronts Reality, a book that prophesizes the likely future of the industry. Written by industry observers Tom Dooley, Stefan Swanepoel, and Michael Abelson, it includes interviews with business...
December 1, 1997

Terri Murphy’s Secrets

By Matt Johnson, writer, formerly marketing director with Conley Dew Ltd., REALTORS®, in Honolulu Terri Murphy’s Listing & Selling Secrets: How to Become a Million $ Producer. Terri Murphy. 168pp. Real Estate Education Co., a division of Dearborn Financial...
January 1, 1997

Your Ethics Resource

By Bruce H. Aydt, CRB, executive vice president and legal counsel for The Henry Co., REALTORS®, St. Louis. Real Estate Ethics: Good Ethics = Good Business, 3rd ed. William H. Pivar & Donald L. Harlan. 192pp. Real Estate Education...
August 1, 1996

Acquiring Merger Skills

By Jim Huff, president, Huff Realty, Louisville, Ky. Acquiring Profit: The Win/Win System to Real Estate Mergers and Acquisitions By George Slusser (Quantum Solution) $25 Acquiring Profit not only met but exceeded my expectations. It gets to the meat...