prospecting Archive

A Mindset for Your Online Marketing Plan

Many real estate pros look at building a marketing plan as a simple task to be checked off a list each year. But what if reaching customers were more about attitude and philosophy than goals, metrics, and budgeting? If...
April 7, 2017

Re-engineering the Real Estate Sales Process

It’s time to stop doing what isn’t working. Author Trish Bertuzzi lays the smack down on why sales organizations need to re-examine their strategy and operations. ...
July 18, 2016

The Evolution of Attention

As soon as I started tracking analytics, I found myself watching the way that I browse websites and read marketing e-mails. I couldn’t help it! I began taking mental note of practices that made me want to click away...

3 Solid Ways to Rock the Cold Call

The best way to grow your business is to pick up the phone and call potential prospects. Here’s how to take the pain out of this vital practice....
February 4, 2015

Time to Go to War on Your Mind

Be a professional and go to work on your mind. Resistance may be the enemy, but the only thing that is holding you back is you....
July 18, 2014

Keep It Simple, Salespeople.

Sales is easy.  People make sales hard.  Mike Weinberg, author of the best-selling book New Sales Simplified: The Essential Handbook for Prospecting and New Business Development (AMACOM Books, 2013), deconstructs the sales process from strategy to execution so that...

Shifting Toward Commercial Success with Buddy Norman

By Erica Christoffer, Multimedia Web Producer, REALTOR® Magazine The Weekly Book Scan sat down with Keller Williams Commercial President Buddy Norman to learn about his new book Shift Commercial: How Top Commercial Brokers Tackle Tough Times during the 2011...
November 21, 2011

Sell With Soul: Generate More Business Leads

By Erica Christoffer QUICK SKIM If cold calling, door knocking, and spending oodles of money on marketing don’t sound like your cup of tea, don’t sweat it, you can still flourish in the real estate business. Author Jennifer Allan...
December 18, 2008

Purple Cow: Transform Your Business by Being Remarkable

By Melissa Dittmann Tracey The following book is part of our “Readers Choice”, selected by Weekly Book Scan visitors to be featured. QUICK SKIM Using a traditional (a.k.a. boring) marketing strategy is one of the riskiest things you can...

The Real Estate Agent’s Guide to FSBOs: 5 Ways to Prospect FSBOs

By Melissa Dittmann Tracey QUICK SKIM Think that FSBOs dread hearing from you? Think again. Studies show that nine out of 10 FSBOs eventually end up hiring an agent to sell their home. Yet, only 5 percent of real...
November 27, 2007