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Business Development & Best Practices Archive


Your Buyer Group Is Growing – Are You Prepared?

If I told you that a buyer base representing $4-$5 billion in agent commissions in the last 12 months alone was up for grabs, would you be interested? ...


Engage Your Prospect’s Learning Style

The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred "learning style." The ...


Weekly Video Tip: Hosting Your Own Videos

We’ve all seen those commercials where business owner Bob bores his viewers silly while droning on and on in a mindless monotone about his products or services. But we’ve also seen other videos where business owners have proven to be engaging, interesting, and even entertaining on camera. ...


Life in Mobile: Old Faithful

Mixed in with the hundreds of news articles I received this week was one that especially caught my eye: Retailers shouldn’t ignore text messaging when crafting m-commerce strategies. The reason it stood out is because I fail to remember the last time we spoke about our good ol’ friend, SMS, ...


A Client-Based Sales Approach for Agents

Today’s real estate agent faces daunting challenges. It’s more important than ever that real estate agents deliver value to consumers who have a negative view of real estate due to the real estate bust and are also empowered with a range of real estate information available on the World Wide ...


From Renter to Homeowner: HSA Home Warranty provides peace of mind to R.E.N.T. participants

Realty Embracing New Technology, or R.E.N.T. (myrentus.com), is leading the way to homeownership by providing a turn-key solution for success in the evolving real estate market via an efficient and proven rental process. Brian Herron and Meghan Ferguson, two of the principals responsible for establishing R.E.N.T., believe that in the ...


Blueprint for 100 Deals Part 5: Social (& Not So Social) Marketing

The marketing tools available to REALTORS® have changed considerably since the early days of door-knocking, open houses, sending out flyers, even delivering pumpkins in October. We’re now in the era of Web 2.0 and beyond, with Internet and social marketing ...


Working for the Greater Good: Moe Veissi Fights the Good Fight for REALTORS® and Their Consumers

Moe Veissi does not mince words. And in today’s climate of overall consumer concern and market hesitation, his approach is not only refreshing…it’s exactly what’s needed. Stepping in as the 2012 President of the NATIONAL ASSOCIATION OF REALTORS®, Veissi boasts ...


Lead Generation: Try It, Track It, Ramp It!

There are so many different ways of generating leads today that brokers and agents struggle to determine where they should spend their limited marketing dollars. ...


Planning Counts: Be Prepared

It's been said that salespeople don't plan to fail, they simply fail to plan. How much time do you currently spend preparing for your client appointments? If you're honest with yourself, the answer is probably not enough. In my opinion, ...


Quality Reigns Supreme: The No-Compromise REALTOR®

In need of a new television stand, I recently made a sojourn to a popular discount store for an inexpensive, viable piece that would do the job. After making the purchase ($49.95) and lugging the flat, 3 ft. x ...


Monday Morning Mobile: Live from Ad Tech

Last week I had the opportunity to attend Ad Tech, the number one event for digital marketing here in New York City. Not only did I have full access to the event, but I was one of the few that got to sit in on the press briefing; 10 companies ...


Marketing to the Social Network

Facebook has changed our world and it will never be the same. Having watched the movie “The Social Network” in theatres, and numerous times on TV, I am still amazed by the Facebook story. Facebook represents one of the most incredible successes in business history and it has created a ...


Where Abundance Abounds

Although we’ve been hearing over and over that distressed property sales are a huge part of today’s real estate market, pursuing short sales as a viable business option has been avoided by over 90% of real estate agents. Less than ...


Don’t Shoot from the Hip, Use a Script

Give me a salesperson who's struggling to fill his or her calendar with client appointments, and I'll show you a sales rep without a phone script. Unfortunately, many salespeople labor under the false belief that they're too experienced to use ...


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