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The Psychology of Consultative Selling: Skills for Sales Success: Part Four.
Effective Presentation Skills for Sales Professionals: Skills for Sales Success: Part Five.
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Accredited Buyer's Representative.
Bundle 3: CIPS Institute (US Version).

Coaching & Training Archive


45 Percent of Buyers Use Open Houses as Key Part of Home Search

According to the 2013 National Association of REALTORS® Profile of Home Buyers and Sellers, 45 percent of buyers used open houses as a key part of their home search. Facts from the NAR surveys to home buyers say almost half of all ...


Tips That Will Immediately Help You Win More Listings and Convert More Buyers – Part 2

In Part 1 of “Winning Listings and Converting Buyers” I shared some keys to generate qualified leads by integrating your offline and online marketing initiatives. This article focuses on the conversion of those leads. It is very important to remember ...


Buyers Are Searching for Agents Online More than Ever: 3 Ways to Make Sure They Find You

Not only are 90 percent of buyers searching online for their next home (NAR), but now according to a Google Consumer Survey, “two in three researched prospective agents extensively online prior to working with them.” These trends, coupled with ...


The New Real Estate Landscape: Which Practices Are Key to Profitability?

The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones. ...


What NOT to Do: Industry Leaders Reveal What They Learned from Their Biggest Mistakes at RISMedia’s CEO Exchange

Any successful real estate professional will tell you that the work they do never ends. And really, it never ends. For those in real estate, striving to improve isn’t some lofty goal—it’s a necessity. ...


How to Generate Leads via Social Media

It has been well reported that many agents struggle with social media. While some successfully manage their social networks to create opportunities, most feel they do not have the time nor expertise to make social media part of their day-to-day routine. Tackling ...


Search Trends for Buyers

Google Says, ‘the Place to Reach Homebuyers Is on Mobile’ and What You Should Do about It ...


Prepping for Your Open House

“There is never a bad time to do an open house.” ...


How to Take Advantage of the Housing Market’s Slow Season

The housing market is subject to ebbs and flows on a seasonal basis and one of the slower seasons tends to be fall. While the housing market isn’t expected to make a massive rebound in the next couple of months, ...


Stop Chasing Clients: A Five-Day Plan to Bring Them to Your Doorstep

In theory, if you want a new client, all you need to do is make your case and ask for the business, again and again and again. Does that approach work? Well…sort of. Ask enough people and eventually someone will say “yes.” But in the process, you run yourself ragged. ...


Competing in the Online World of Real Estate

Today’s homebuyers are hungry for information—and they expect to get that information with a few quick taps on their smartphones, tablets or laptops. Reaching potential buyers where they are is critical—and buyers are online. So how can real estate agents ...


How to Create an Environment of Success

Building a company, office or team requires recruiting. Some people recruit well, while others struggle to get even a few agents on board. The difference between the average and the exceptional when it comes to recruiting is that the exceptional ...


Tips that Will Immediately Help You Win More Listings and Convert More Buyers

Editor’s Note: This is part one of a two-part series. How do you win more listings and convert more buyers? First, develop a brand identity, separate your personal from your professional life on Facebook and remember that real estate is still a ...


8 Must-Know Steps for Recruiting Top Talent

As a business owner, do you find yourself asking, “How do I get balance back in my life?” or “Where do I find talented people?”  Linda McKissack, real estate coach, speaker, entrepreneur and co-author of “HOLD. How ...


The Most Rewarding Marketing Mistake I Ever Made


Recently, a colleague asked me, “What was the most rewarding mistake you ever made in business?” ...


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