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The Psychology of Consultative Selling: Skills for Sales Success: Part Four.
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Accredited Buyer's Representative.
BPOs: The Agent's Role in the Valuation Process.
Bundle 1: CIPS Core Courses (Non-US Version).

Business Development & Best Practices Archive


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 ...


Leverage Your Social Media Marketing

The impact of social media on business continues to rise within the real estate industry. It’s an incredible opportunity to build your brand and, at the same time, generate and close more business. There are tons of social media outlets that can be utilized, but here are four core channels ...


Be the Intel Inside of Real Estate

I’m not talking about a computer chip. “Intel” in this case means market intelligence; a higher degree of product knowledge, competence and resourcefulness when servicing the asset class of American housing. ...


Creating a Foundation for Motivation

Editor's Note: Headed to NAR? Darryl Davis will host two sessions, "Make 2012 Your Breakthrough Year," Saturday, November 12 from 9-10:30 a.m. and "Create Standing Room Only Events," on Saturday, November 13 from 1:30-2:30 p.m. Check event program for room ...


Blueprint for 100 Deals Part 4: Communication/Bandwidth

Without good communication, you don’t have a business. Whether you’re staying in touch via telephone, face-to-face, IM, text or email; communication is the interpersonal ‘glue’ that holds everything together, cementing the foundations of your team, and sealing every crack to create a seamless and cohesive unit. ...


Keep Your Clients Coming Back for More—and for Years to Come

The average home turnover is about 11 years, with a range of six to 16 years, depending upon your state. Building relationships from the beginning with your younger clients is key. These are the clients who could be looking to move again in just a few years and also are ...


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