Professional Development 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

Improve Your Vocal Delivery and Make More Money

By Christopher M. Leporini, REALTOR® Magazine You don’t have to be blessed with a golden voice or a silver tongue to make it in real estate, but the ability to effectively communicate with buyers and sellers separates top producers...
December 1, 2002

Work Smarter, Not Harder

By Christopher M. Leporini, REALTOR® Magazine Immediately after you’ve jumped out of an airplane at 14,000 feet, panic isn’t an option. To struggle, to panic, to waste effort equals catastrophe. The same principle applies in business and in life—keeping...
November 1, 2002

You Can Learn From Shamu

By Christopher M. Leporini, REALTOR® Magazine How is your top salesperson like a five-ton killer whale? It might sound like a setup for a cruel punch line, but the answer has serious implications for the way you manage your...
October 2, 2002

You Can’t Succeed in This Business Without Really Trying

By Christopher M. Leporini, REALTOR® Magazine Commercial real estate can produce a profitable second income source for residential salespeople or constitute a lucrative specialty in its own right. But whether you’re extending your business to include a commercial division...
October 1, 2002

A Beginner’s Guide to Real Estate

By Christopher M. Leporini, REALTOR® Magazine When starting a new career, it’s often difficult to even know where to begin, particularly in a business as complex as real estate. New real estate professionals must tackle a dizzying array of...
September 2, 2002

The Internet Is Not a Tulip

By Christopher M. Leporini, REALTOR® Magazine Following the dot.com bust, some pundits derided the hype surrounding the new economy as another Tulipmania, where greed and folly made tulip bulbs more valuable than gold before the market’s collapse. But unlike...
September 1, 2002

Smarten Up on Property Management

By Christopher M. Leporini, REALTOR® Magazine Property management can provide a valuable sideline or post-retirement income source for real estate professionals. However, getting started isn’t easy. New owners must quickly learn how to screen tenants, maintain properties, and deal...

The Power of Buzz

By Christopher M. Leporini, REALTOR® Magazine The same forces that rocket low-budget movies into blockbuster status and propel unheralded authors to the top of the bestseller list can transform an average salesperson into the real estate associate of the...
July 1, 2002

Get Organized!

By Christopher M. Leporini, REALTOR® Magazine Real estate offers practitioners a great deal of freedom. But sometimes, this flexibility can prove overwhelming for salespeople who lack organizational skills. Organizing for Success (South-Western Educational Publishing, 2001; $14.95.) by Holly Johnson,...
June 2, 2002

How to Handle Difficult People

By Christopher M. Leporini, REALTOR® Magazine Dealing with People You Can’t Stand: How to Bring Out the Best in People at Their Worst, (McGraw-Hill Publishing, 2002; $12.95) Dr. Rick Brinkman and Dr. Rick Kirschner teach you how to identify...
June 1, 2002

Future Shock

By Christopher M. Leporini, REALTOR® Magazine Industry heavy-hitter and President of John L. Scott Real Estate, J. Lennox Scott has a proven track record in fusing technology with real estate. So, when he talks about how to improve customer...
April 1, 2002

Never Put Off ‘Till Tomorrow…

By Christopher M. Leporini, REALTOR® Magazine Do you love selling, but find it difficult to concentrate on parts of the business you find less appealing? Pushing aside that paperwork or putting off those cold calls might grant you a...
March 2, 2002

Every Day is Somebody’s First Day

By Christopher M. Leporini, REALTOR® Magazine Real estate is a tough business to break into, but new associates should remember that even their office’s seemingly invincible top producers total gross sales once equaled $0. It takes time to master...
March 1, 2002

Negotiation Pointers: Mind Your Ps and Cues

By Christopher M. Leporini, REALTOR® Magazine Prior experience and pure gut feeling can take you a long way in negotiating with buyers and sellers. But establishing an logical underpinning to your intuition can sharpen your arguments’ effectiveness. The 3Ps...
February 3, 2002