communication Archive

Selling on Your Toes

Today’s home buyers are smarter than they ever have been. They have access to more data online, more opinions from multiple perspectives, and more technology to make decisions about where they want to live. Home sellers too are equipped with...
May 29, 2014

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

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

The Business of Generosity

Real estate is experiencing an evolution where traditional marketing may no longer be effective. REALTOR® and first-time author Michael J. Maher sums up an emerging entrepreneurial philosophy as a move from the “ego era” to the “generosity generation.” Maher...

A Conversation with Harvey Mackay

From bouncing back from rejection to finding inspiration, Harvey Mackay, author of The Mackay MBA of Selling in the Real World, talks about becoming the best salesperson you can be. Learn how to hone your strengths and amp up...
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November 1, 2011

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...

Excerpt from JUST LISTEN: Take It All the Way to ‘No’

The following is an excerpt from Chapter 22 of the book “JUST LISTEN: Discover the Secret to Getting Through to Absolutely Anyone” (Amacom, 2009) by Mark Goulston. The book outlines the effectiveness of various communication techniques and the science...
December 3, 2009

Now What Do I Say? How to Handle Customer Objections

By Erica Christoffer QUICK SKIM Handling objections is all part of the job. Authors Donna Fleetwood, Christy Crouch and Scott Friedman wrote Now What Do I Say? Never Be At a Loss for Words Again (BookSurge Publishing, 2008) to...

Author Chat: Michael Gurian on Leadership and the Sexes

By Melissa Dittmann Tracey If you haven’t already, be sure to check out our book review on Leadership and the Sexes. The Weekly Book Scan talked with the book’s author and gender expert Michael Gurian to gain more insights...
November 4, 2008

Leadership and the Sexes: 5 Ways Men and Women Communicate Differently

By Melissa Dittmann Tracey QUICK SKIM Do you have a female client who’s exceptionally chatty? Or a male client who zones out sometimes? It might be their gender that’s to blame. Men and women have different communication styles that...