Managing Your Agents Archive

Lean, Mean Team Machines

Real estate teams are growing, and whether you’re on one already, a solo practitioner competing against them, or a broker trying to manage them, you’re likely looking to learn more about how they work. The reason I presume you...
July 28, 2016

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

A Must for Would-Be Delegators

Rarely does a real estate sales professional earn freedom from their business.  More often, the most important items are completed on time, and less important ones come second. What kills agent productivity is when they invest money and time...
April 2, 2014

Turning Ego Systems Into Ecosystems

There’s nothing like traveling for a conference to put you behind in your work. Sorting through all my notes from attending Inman Connect earlier this month, I realized I heard from a whole bunch of really smart authors in...
January 28, 2014

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

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

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

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...
June 21, 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

We Asked, You Answered: Book Recommendations

Last month we asked readers to share their favorite real estate book. The responses were overwhelmingly in favor of three books in particular:  Rich Buyer, Rich Seller!, (7L) The Seven Levels of Communication, and Underwater Home. Although we couldn’t...

Say It Right for Business and Career Success

Whether you’re trying to motivate a team, negotiate a contract, or make a sale, the conversations you have will either help you succeed or undermine your goals.  Communication expert and leadership coach Shawn Kent Hayashi has spent more than...

Top 10 Books on Business Leadership

Here are the current best-selling management and leadership books from Amazon.com: 1. Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink 2. Good to Great: Why Some Companies Make the Leap… and Others Don’t by Jim...
December 8, 2010

Top 10 Books on Management & Leadership

Here are the current best-selling management and leadership books from Amazon.com: 1. StrengthsFinder 2.0 by Tom Rath 2. Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton 3. Good to Great:...
September 10, 2010

The Book of Brokerages — er, Basketball

By Brian Summerfield, Online Editor, REALTOR® Magazine If you’ve gotten past the title of this post, you may be thinking: This guy wrote about a basketball book for a real estate blog? How self-indulgent is that? The answer: very...
April 20, 2010

Top 10 Real Estate Sales Books

Here are the current top selling books about sales in real estate from Amazon.com:   1. FLIP:  How to Find, Fix, and Sell Houses for Profit, by Rick Villani, Clay Davis, and Gary Keller 2. Success as a Real...
February 4, 2010