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A Consumer Advocate Approach to Real Estate: Course 1.
The Psychology of Consultative Selling: Skills for Sales Success: Part Four.
Customer Relationship Building: Skills for Sales Success: Part Seven.
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Today’s Top Story Archive


4 Reasons Why You’re Losing Leads

U.S. businesses spend billions of dollars generating sales leads only to lose more than 70 percent of them simply because they don’t make contact quickly enough, according to one study. ...


Home Builder Confidence Hits 7-Year High

Newly built, single family homes are on the rise, as builder confidence landed at a 7-year high this month, showcasing the highest sentiments since January of 2006. ...


Bye Bye, Buyer’s Market: Tips for Working with Clients Who Can’t Land a Home

It's official: the buyer's market is behind us. With the market improving, the real estate industry is abuzz with positive news every day. While increasing prices and multiple offers may be a dream for a seller, it may be a nightmare ...


NAR Survey of Generational Trends Shows Younger Buyers More Optimistic

Millennials are more confident than any other age group that their recent home purchase was a good financial investment, according to a new study released this week. The inaugural 2013 National Association of REALTORS® Home Buyer and Seller Generational Trends evaluated ...


Three Compelling Reasons Why Your Buyers Should Buy…Now

For years, we’ve been touting the buyer’s market concept to prospective clients, citing everything from high inventory levels to hard-to-pass-up deals on short sales and REOs. But here in the midst of the busy summer season, the tables appear to be ...


How to Help Your Client When Their Short Sale Isn’t Short

The term “short sale” is a bit of an oxymoron considering the often arduous task of actually completing one. A short sale occurs most often when the homeowner has a financial hardship, and so a lender agrees ...


Building Relocation Business: Move Beyond Referrals and Focus on Key Trends

Last week, my colleague John Sculley discussed how changes in the corporate mobility industry may herald new business opportunities for brokerage-based relocation departments. Traditionally, relocation directors focused on buyer and seller referral revenue, but with fewer corporate transfers and ...


Forget the Wedding. Unmarried Couples Leap into Homeownership

With the market making a comeback, and more millennials leading the way in the house hunt, we are seeing a shift in personal values making an impact on the future of housing. ...


Home Sizes Expand: Are McMansions Making a Comeback?

As sales improve and prices rebound, another housing component is showing growth: square footage. During the real estate lull, the average home size shrunk. However, while the housing market shows signs of recovery, larger and more luxurious homes are also making ...


Just How Valuable Is Your Listing Data? Are You Getting Your Money’s Worth?

With the success of major real estate search portals in attracting consumers, comes a certain amount of dissatisfaction around their business models and use of the data they receive from industry sources—MLSs, brokers and agents. The real estate industry is awakening ...


Eye on the Recovery: Rebound Report Shows All Top 100 Markets Improve, Positive Equity Returning

In the latest round of positive housing news this week, Homes.com is reporting gains for single-family properties in all top 100 markets for the first time, improving from 96 and 91 markets in the two previous reporting periods. This, ...


Pocket Listings: Do the Risks Outweigh the Benefits?

A pocket listing is one which is held by the listing agent, and not advertised through public channels such as the MLS. While they are more frequently found in commercial transactions (some brokerages specifically advertise for principals only on Loopnet or ...


Rising Home Prices, Increasing Equity Spark Move-up Sales

This week’s breaking news regarding the significant jump in April home prices - posting record monthly growth and the fastest year-over-year growth in seven years - is just the latest in a series of statistics confirming that the real estate ...


6 Unique Wants of Younger Buyers

We already know that today's breed of buyers is unlike the generation that came before. Tech savvy and always on the go, Millennial buyers—a blanket term that includes Gen Y and the Echoboomers—have different expectations when it comes to buying a ...


Success Strategies for Attracting Next Gen Consumers and Agents

One of the top challenges brokers face today is attracting next gen consumers and agents. Brokers need to grasp expectations for both groups while balancing needs of their established ranks. ...


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