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Negotiating Skills: Skills for Sales Success: Part Six.
Becoming a Successful Sales Professional: Skills for Sales Success: Part One.
Time Management: Skills for Sales Success: Part Two.
Bundle 1: CIPS Core Courses (Non-US Version).
Effective Presentation Skills for Sales Professionals: Skills for Sales Success: Part Five.

Coaching & Training Archive


5 Ways to Increase Open House Traffic

A record breaking, mild winter has kick started the real estate market much earlier this year than the usual spring start. Mild temperatures are encouraging buyers to begin their search now, and smart sellers are taking advantage of this by pricing their homes accurately and using effective marketing tools. Here ...


Weekly Video Tip: Back to the Basics

Seldom does a month go by without video technology cranking things up to a new level. But while some things change, others don’t. And that includes some of the basic building blocks for creating an effective video. Here are just a few “old school” reminders: ...


Feedback: Some People Can’t Handle the Truth

Are you the type of individual who values sincere feedback and welcomes constructive criticism from customers, associates, and family members? Sometimes getting feedback can be an unpleasant experience, especially when it hasn't been requested. Without timely feedback, it's utterly impossible ...


Successful Short Sales: It All Starts with the Seller

Last month, I outlined the reasons why you should get back on the short sales bandwagon if you’ve fallen off. In the current market, more and more lenders are coming around to the realization that short sales are a favorable option after all and, therefore, are processing and closing short ...


Why We Are Reinventing Business…Again

At PCMS Consulting, we believe in pushing our clients to be proactive. We help them target business practices that are outmoded and ineffective. This is how we make our living, so it is critical that we take our own advice. ...


Marketing Strategies: Hate to Make Cold Calls? 5 Tips to Make Them Easier

Have you often avoided making those dreaded cold calls? Do you dream of how much better your business could be but just can’t bring yourself to pick up the phone? ...


Choosing the Right Property Profile Photo

Listing a property with a blurry property profile photo or, even worse, no photo, is like having a blurry or abstract image as your profile picture on a social media platform or Internet advertising campaign. It is not appealing and, therefore, no one wants to click for more information. ...


Overcoming 3 Major Barriers to Closing More Sales

Today’s real estate and mortgage markets require new skills to succeed. There are fewer qualified buyers, shrinking mortgage options, more regulations and tougher competition. For real estate professionals in particular, three emerging barriers stand in the way of closing more sales in this tough environment. But with the right system ...


What Every New Agent Needs Right Out of the Gate

If you’re a new agent just getting started in the real estate industry, the following elements are crucial as you set yourself up to hit the ground running. ...


Give Your Listing Presentations the Edge in 2012

REALTOR.com® Business Beat—Give yourself a competitive edge this year with a 2012 listing presentation that shows why, where and how you market your listings online. ...


Top Brokers Holding Strong in Tough Market

The industry’s leading residential real estate firms are quickly responding to RISMedia’s 24th Annual Power Broker Survey, reporting strong numbers for 2011 despite a challenging economic landscape. ...


Overcome Objections and Close the Sale

Unfortunately, the first two orders many new salespeople receive are, "Get out and stay out!" It is only natural for your prospect to procrastinate when asked to make a decision involving money. As a general rule, people are hesitant to commit to purchasing a product or service until they have ...


How to Dig Deeper for Real Customer Satisfaction

A traveler attempting to book a plane ticket by phone became frustrated after choosing from a menu of endless options then waiting on hold for 20 minutes before eventually being transferred twice, the second time to a dial tone. When she called back, the first live person she connected with ...


Information Is Power…Again

Setting yourself apart from your competition is becoming increasingly difficult. The emergence of social media into the business world has created platforms where constant, ongoing contact is possible. As a result of this desire to be in constant contact, many ...


QR Codes: The Here and Now of Mobile Marketing

While more and more consumers are turning to their smartphones for information, brokers and REALTORS® everywhere are adapting in order to properly serve their mobile, forward-thinking clientele. The latest trend in the world of mobile marketing is not only dominating ...