selling Archive

Attitude Before Platitude

Becki Saltzman has arranged a threesome. It involves you, your clients, and her wacky self, and it takes place in her new book, Arousing the Buy Curious: Real Estate Pillow Talk for Patrons and Professionals (Oomau Media, 2013). While...
April 29, 2013

Hey, REALTORS®: What’s so Special About You?

Is selling just part of the human condition, or is it something unique to a specific set?...
January 15, 2013

Long Live the Soft Sell

Fill in the blank: Successful salespeople are insanely ____. Go from what to why and acquire the most overlooked trait of top performers. ...
January 4, 2013

Love and Short Sales

Back when her life ran smack into the foreclosure crisis, Stephanie Alison Walker started blogging. It didn’t stop offers from evaporating or credit scores from plummeting. It didn’t keep her and her husband out of bankruptcy court. But it...
December 18, 2012

Honest Business = Successful Business

By Erica Christoffer, Multimedia Web Producer, REALTOR® Magazine “Honesty is the best policy.” — An old saying that rings truer today in real estate than ever before. REALTOR® and author Mario Jannatpour, a sales associate with RE/MAX Alliance in...
August 11, 2011

Jack Cotton Knows Luxury Real Estate

By Erica Christoffer, Multimedia Web Producer, REALTOR® Magazine Stop believing it’s impossible to break into the high-end real estate market. If you’re going to go for it, now is best time, says real estate veteran Jack Cotton, CRS, CRB...
November 2, 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 Estate...
February 4, 2010

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

Top 10 Sales & Selling Books (12/13/07)

Here are the latest top selling books on sales and selling, according to Amazon.com: 1. Guerrilla Marketing, 4th edition: Easy and Inexpensive Strategies for Making Big Profits from Your SmallBusiness , By Jay Conrad Levinson 2. Little Red Book...
December 13, 2007

Boost Your Sales Drive

By Kelly Quigley, REALTOR® Magazine Your Successful Sales Career By Brian Azar with Len Foley (AMACOM, 2004) Buy this book from Amazon.com Forget pressure selling and fancy closing techniques. Yesterday’s strategies aren’t just ineffective in today’s ultra-competitive marketplace; they...
December 2, 2004

The Future of Selling

By Robert Sharoff, REALTOR® Magazine We’re entering an era of sales specialization, say Neil Rackham and John De Vincentis, authors of Rethinking the Sales Force (New York: McGraw-Hill; $24.95). “Different customers demand different approaches,” they say. “The key to...
February 17, 2001

Keeping the Right Attitude One Day at a Time

By Robert Freedman, REALTOR® Magazine More than any other vocation, sales is a profession of attitude. Mastering technique and product technicalities is helpful only if you’ve mastered control of your attitude, says sales training pro Dave Anderson in Selling...
February 16, 2001

Selling from A to Z

By Robert Sharoff, REALTOR® Magazine David Rathgeber’s Agent’s Guide to Real Estate (John McLean, Va.: Realty Research Group; $16.95) is mainly a primer for beginning real estate salespeople, but also includes a great deal of basic information that more...
February 2, 2001

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