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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.
Bundle 3: CIPS Institute (US Version).
Territory Management: Skills for Sales Success: Part Eight.
Bundle 1: CIPS Core Course (US Version).

Coaching & Training Archive


Warning: Your Sales Techniques May Be Under Fire

“Real estate agent arrested for closing buyers on the purchase of a bigger home. Accusations of use of dialog, closing techniques, persuasion, inducement, and manipulation were made.” ...


Monday Morning Mobile: They’re Getting Closer

The closer we get to our mobile devices – the closer they get to us. Who you ask? Everyone and anyone who wants to sell us something, generate mind share, or impact our buying decisions. In technologies past, such as the traditional Internet, that would have been a bad thing; ...


6 Effective (and Affordable) Ways to Improve Morale and Motivation

If you’re like most Americans, you just celebrated the Thanksgiving holiday with your loved ones. Chances are, you probably participated in the annual ritual of listing the things for which you’re grateful. For most of us, that includes our family, ...


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. ...


NAR Pulse: This Week’s Top Stories from the NATIONAL ASSOCIATION OF REALTORS®

This week’s headlines from the NATIONAL ASSOCIATION OF REALTORS® include: zipLogix celebrating 20 years of innovation; free direct marketing tools from Lowe’s; and the ability to customize any of 11 brochures. ...


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, ...


Weekly Video Tip: Research New Products before Purchase

Video technology and computer technology have a lot in common, including the fact that something new hits the market every month. Being the first kid on the block with a new gadget can be an exciting thing, but sometimes there’s ...


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 ...