Professional Development Archive

Marketing Matters

By Robert Sharoff, REALTOR® Magazine Due to the consolidation of the industry and increased competition, “real estate has evolved from a sales business to a marketing business,” says Dan Gooder Richard in his book Real Estate Rainmaker (John Wiley...
November 13, 1999

Detroit ‘Legend’ Shares Secrets

By Donald “Jerry” McKeon, vice president of Max Broock Inc., REALTORS®, Birmingham, Mich. Although we arrived on the Detroit area real estate scene about the same time, and I live and work less than 10 miles from Ralph Roberts’...
May 1, 1998

Goal-Driven Management

DNA Leadership By James R. Ball, 420 pages. Reston, Va.:, The Goals Institute Inc., 1997. $29.95. By John D. Mayfield Jr., broker with Mayfield Real Estate-Better Homes and Gardens, Park Hills, Mo. Although DNA Leadership through Goal-Driven Management is...
April 1, 1998

Making the Connection

By E’toile L. Libbett, GRI, associate broker with Preferred Carlson, REALTORS®, Kalamazoo, Mich. Mentoring: A Success Guide for Mentors and Protégés. Floyd Wickman & Terri Sjodin. 167 pages. (New York: McGraw Hill, 1997.) $24.95. Floyd Wickman and Terri Sjodin...
February 1, 1998

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

How to Work with Different Personalities

By Hazel W. Lewis, GRI, president and CEO of Lewis & Associates, Arlington, Va. When All Else Fails: Finding Solutions to Your Most Persistent Management Problems By Kevin E. O’Connor and Frank C. Bucaro $19.95 When I began reading...
September 1, 1997

Image Building, Disney-Style

By Darlene M. Lamb, CRB, CRS®, GRI, vice president and managing broker of The Prudential Decker Realty, Chesapeake, Va. Creating a Million Dollar Image for Your Business By Bobbie Gee 160 pages. $13.95. PageMill Press, 510/848-3600 I’d never heard...
August 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

Inspiration for Hard Times

By Owen N. Gascoigne, international property specialist, Property Consultants Ltd., Jamaica. The best business book I’ve ever read is Winning Through Intimidation by Robert J. Ringer. It’s written from a real estate perspective but is about life and how...
October 1, 1996

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

1001 Tips for a Happy Workplace

By Dave Siweck, CRB, CRS®, GRI, vice president, ERA–Gem Realty, Tucson, Ariz. 1001 Ways to Reward Employees By Bob Nelson (Workman Publishing Co.) 1994. 192 pages. $9.95 Recognition makes for a happy workplace, and 1001 Ways to Reward Employees...
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...
July 1, 1996

The Best I’ve Ever Read

By Terry Hunefeld, broker, U.S. Home and Realty Corp., Grand Rapids, Mich. The best business book I’ve ever read relates to systems. It’s The E-Myth Revisited by Michael E. Gerber. It’s been lauded by business experts around the world...
June 16, 1996

Your Guide to Understanding Objections

By Charles L. Groebe, president and owner of Wm. C. Groebe & Co., REALTORS®, Oak Lawn, IL Do You Have Any Objections? Your Guide to Turning Buyer Resistance Into Sales. Editors at Dartnell, 144 pages. Irwin Professional Publishing, 1995....
April 1, 1996

Success Vs. Struggle

By John Mayfield Jr., broker-owner, Mayfield Real Estate Better Homes and Gardens, Flat River, Mo. Reflections for Managers: A Collection of Wisdom & Inspiration From the World’s Best Managers, By Bruce Hyland and Merle Yost (McGraw-Hill Inc.) $14.95. Each...
April 1, 1996