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Expand Your Education with These Courses from
Becoming a Successful Sales Professional: Skills for Sales Success: Part One.
The Psychology of Consultative Selling: Skills for Sales Success: Part Four.
BPOs: The Agent's Role in the Valuation Process.
Bundle 1: CIPS Core Courses (Non-US Version).
Bundle 2: CIPS Elective Courses (US Version).

Coaching & Training Archive


How to Handle an Angry Client

(MCT)—Something has gone wrong with one of your clients. One of your employees has made a mistake or maybe you were the one who messed up. Either way, you have a hopping-mad person on your hands and a sinking feeling in ...


Branding Consistency: Color Is Key

In the real estate business, color is key when creating customer communications across all platforms. Consistent color branding imparts a professional and memorable brand impression that resonates with your prospects. Xerox research reveals that color improves brand recognition by up to 80% ...


Be an MVP by Registering for SRES® Designation by March 31st

NAR PULSE—Register between March 16-31 for NAR’s Seniors Real Estate Specialist® Designation Online Course through REALTOR® University School of Professional Development and Continuing Education and NAR’s MVP program awards a $35 Amazon gift card. This designation helps you and your agents better address the needs of home buyers and sellers ...


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

In Part 1 of “Winning Listings and Converting Buyers” we discussed 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 ...


The Right Mindset, the Right Results

“There is always a choice in how you look at real estate: You can grouch about how hard the business is or you can be grateful,” says Ron Cadieux of HER REALTORS®/ The Raines Group. Read on to learn how, in the real estate industry, gratitude can prove to be ...


Real Estate Marketing Strategies: From Procrastination to Productivity

If you are currently suffering from procrastination, let’s explore why and what you can do about it. ...


Laying the Groundwork for Successful REO Transactions

The real estate market has turned the corner. Am I being overly optimistic? I don’t think so. The signs and economists are saying that barring unforeseen calamities or further limitations on available mortgage credit, the housing market will continue to gain momentum into 2014. ...


Looking for a Way to Keep Prospects Warm?

Not every prospective customer you meet will be ready to close right away. When you are collecting dozens of new prospects each month it can be a daunting task to stay in touch with every one of them. ...


Six Powerful Prospecting Tips to Build Your Business

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure ...


Selling or Buying a Real Estate Business: Risk Management

The art of assessing risk management when selling a business entails a serious effort to uncover and recognize where the business risk resides for both the current and prospective owner. ...


Pocket Listings: Helpful or Harmful?

Pocket listings—listings sold outside of the MLS—are gaining heat inside the real estate industry. Far from a new concept, they are one of real estate’s biggest in-house controversies, with professionals from across the country taking different stances as to whether or not they help or hinder the market. ...


Four Areas to Focus on in 2013

Real estate marketing continues to move toward online and mobile mediums. It’s obvious why, since that’s where the buyers are. Real estate marketing has transformed from flyers, magazines, newspapers and postcards to property sites, YouTube videos, social networking and mobile technologies. Below are four items to implement to market successfully ...


In Focus with BH&G: Agent of Change: A Conversation with Power Broker Miguel Berger

Editorial note: Watch for ‘In Focus with BH&G’ as a new monthly column to appear the first Tuesday of each month. ...


Creating a Winning Environment

There’s an old business adage that says, “Hire slow and fire fast.” The new mantra seems to be “hire fast and fire fast.” I haven’t decided yet whether hiring cautiously or quickly is the right way to go—I’ve seen both work ...


Monday Morning Mobile: The ‘Mobile First’ Mentality

We’ve all heard of the ‘Mobile First’ Mentality, persisted by quotes from tech giants such as Dr. Eric Schmidt, Executive Chairman of Google who said “if you don’t have a mobile strategy, you don’t have a future strategy.” Last week we saw this go from concept to practice when Facebook ...


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