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The Psychology of Consultative Selling: Skills for Sales Success: Part Four.
Negotiating Skills: Skills for Sales Success: Part Six.
Customer Relationship Building: Skills for Sales Success: Part Seven.
Bundle 2: CIPS Elective Courses (Non-US Version).
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Coaching & Training Archive


3 Tips for Making the Perfect Sales Hire

All businesses can relate to the challenge of finding the right sales people. Most hiring managers base decisions on candidate background and technical skills and often find themselves later firing those same individuals for having a bad attitude. The lesson managers can learn from this is that hiring based on ...


NAR Power Broker Roundtable: ‘Powerful Lessons: Using the Past to Build a Better Future’

In the following session, Charlie Oppler, Special Liaison for Large Firm Relations, NAR interviews Rei Mesa, President, CEO, Prudential Florida Realty; Ed Surovell, President, CEO, Edward Surovell REALTORS®; and J. Lennox Scott, Chairman, CEO, John L. Scott REALTORS®. ...


3 Social Media Power Moves

Social media continues to evolve and be a powerful force and way to reach new and existing customers, clients, and markets. One of the biggest problems with this power vehicle is that businesses don't know how to take advantage of it. ...


Company Profile: The Need for Heightened Safety among Agents

Crimes against real estate and leasing agents are on the rise, experts report. The news headlines are often atrocious and yet job duties require agents to continue to pound the pavement with zeal and rarely shift from the current process. ...


Are Expanding Communication Channels Backfiring for Businesses?

(EMC)—This is quite the time for marketers. The mobile and social media revolution is bringing more consumers online, causing email, text messaging, Facebook and Twitter to displace traditional communication methods. The result is a rich playground for reaching consumers in new, powerful ways seemingly unimaginable just a few years ago. ...


MRE ‘Mobilizes’ CMLS Real Estate Conference

Attendees at the Council of Multiple Listing Services “CMLS 2011” conference being held this week in Tucson, AZ, will have no need to remove their printed programs from their conference bags. ...


What Is the One Thing Power Brokers Can’t Live Without?

This intriguing question will be answered next month by a panel of industry experts at RISMedia’s 16th Annual Power Broker Forum, being held from 2:30-4 p.m. on Nov. 11, 2011, at the Anaheim Convention Center, Room 201A, Anaheim, CA, during the ...


Marketing Strategies: 7 Things You Need to Know to Double Your Income

Are you feeling confused in today's marketplace? Do you find yourself in any of these patterns? ...


Real Estate Job Outlook Vastly Improved in 2011: USC Lusk Center

Statistics released by the University of Southern California Lusk Center for Real Estate (www.usc.edu/lusk) show an increase in job opportunities for young real estate professionals and reflect an improving job market for the industry. ...


Don’t Let Focusing on Lead Generation Torpedo Your Branding, Part 2

(eM+C)—While the tough global economy has served to torpedo branding efforts at many organizations, the sometimes sticky relationship between sales teams and marketers can also torpedo a company’s lead generation efforts. If you still need more ammo to achieve your ...


Monday Morning Mobile: CBS Chooses Text Over QR

Just recently we discussed how SMS/text messaging was the old faithful of the mobile industry. While there is so much hype surrounding QR and apps (for good reason), one shouldn’t overlook the benefits that an SMS campaign can bring to the table. Perhaps CBS read that article because they have ...


5 Tips for Extending Your SEM Dollars in Uncertain Financial Times

(eM+C)—With the U.S. credit rating downgrade and the ensuing global market fluctuation, it’s a murky time for money. While this uncertainty will reverberate through some companies’ online marketing budgets, there are strategic actions you can take to maintain a valuable and efficient search engine marketing program—all while spending less. Here ...


Secrets to a Powerful Web Strategy

A key to developing an effective marketing strategy is hearing first-hand what successful REALTORS® are doing to close more business from the Web. I recently spoke with real estate broker Shane White (www.ShaneTWhiteTeam.com) about how he has gone ...


Marketing Strategies: Powerful Steps to Increase Your Income Now

If you find yourself wanting to be more proactive or have trouble taking action, then following these steps will give you the boost you’re looking for. ...


Keeping Contracts on the Right Track

Most professionals in the real estate industry accept that recovery will continue to be up and down from month to month—sometimes even day to day. You understand that prices and sales will likely be skipping along the bottom for the next year or two before housing is back on a ...


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