Sales Coach Archives
This Month
Sales Coach: Keeping Your Deals Together
Nearly every real estate pro has experienced a deal that unwound due to complexity or poor communication. While you can never be sure it won't happen, there are some steps you can take to minimize the chances of an agreement falling apart.
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This Month
Win More Clients by Converting Those Internet Leads
The Internet can be a great source for leads. But your Web customers expect to get information immediately, and you can't always be on call. Learn how you can do a better job at winning over leads that come through the Web.
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This Month
5 Ways to Handle Stress
Managing stress doesn't mean simply avoiding or glossing over challenges. Here are five techniques you can use to deal with the pressures that come with a real estate career.
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This Month
6 Rules to Boost Your Negotiating Skills
As billionaire entrepreneur Karl Albrecht once put it, negotiation is about starting out with an ideal and ending up with a deal. Learn what you need to do to get buyers and sellers moving towards closing.
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This Month
7 Ways to Plan for the Long Haul
Planning ahead doesn't mean simply making preparations for the next quarter, year, or market cycle. It means coming up with a cohesive strategy to guide your business for years to come.
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This Month
Do You Have the Right GAS?
By using GAS as an acronym for goals, attitude, and selectivity, real estate practitioners can make sure they are fueling themselves to succeed.
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This Month
3 Business Plan Blunders and How to Avoid Them
A business plan is crucial for building an efficient, profitable business strategy. But by avoiding common pitfalls, you'll be able to set your business on the right path in the coming year.
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This Month
5 Rules of Effective Postcard Marketing
Postcard marketing is a tried-and-true promotional method in the real estate business. Here are five things you can do to make your postcards stand out.
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This Month
10 Tips for Mastering Phone Etiquette
You use the phone everyday in real estate but could you be turning off potential customers with your poor phone etiquette? Follow these basic strategies to make sure your phone behavior is up to par.
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This Month
The Smart Way to Gossip
Real estate professionals are often the first to know what's going on in the community. But you've got to be careful about what news you're spreading and how.
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This Month
Write Letters That Sell
Whether they're sent via e-mail or snail mail, well-written letters give buyers and sellers a compelling reason to do business with you.
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This Month
'My House Is Worth More Than That!'
The listing price is perhaps the most important factor in how quickly a home will sell. But sellers often don't understand how you reached your recommendation.
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This Month
Help Emotional Clients Keep Their Cool
Panic, regret, frustration, fear. As real estate practitioners, we get to witness it all. Here's how to keep your clients' emotions (and your own) under control.
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This Month
How to Make Relocating Clients Happy
It's often the little things that make the greatest impact when working with buyers who are relocating. Here are some tips for easing the stress of the big move.
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This Month
Sales Coach: The Perfect Home Showing
Working with buyers means showing homes, and lots of them. Here are 10 ways you can make the process move along as smoothly as possible.
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This Month
Choose Me! How to Get Online Prospects to Love You
Prospecting in the Internet age requires you to find new ways to appeal to consumers who are inundated with names and faces of other practitioners. Here's how to set yourself apart.
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This Month
Tips for Being Your Own Boss
It's what drove you into the real estate business, but it turned out to be more work than you expected. Learn how to manage your most difficult employee ¿ you.
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This Month
Good Vibrations
Ever hear buyers say a home just "feels" right. Get out-of-the-box tips for creating positive energy in your listings.
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This Month
The Modern-Day Open House
A high-tech approach to open houses can increase your listing¿s exposure to prospective buyers and make your efforts more successful.
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This Month
Common Mistakes of Novice Listeners
We¿re all guilty of multitasking when we should be paying attention to what our clients are saying. Learn how to better serve your clients¿ needs with active listening.
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This Month
5 Listing Presentation Pitfalls
Even the most seasoned practitioners can make some common mistakes during a listing presentation. Here are some common things to avoid in order to make the best impression.
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This Month
Keep Their Expectations in Line
Is there a mismatch between your clients¿ expectations and the reality of your local market? It¿s your job to bring them back to reality.
Previous Articles
2007
New Year’s Resolutions You Should Make
Stop Dreaming, Start Doing
Do Something Different
Do You Have a Bad Attitude?
Speak Without Words
Come Back from Burnout
The Right Way to Ask for Feedback
Win Them Over in 15 Seconds
Is Money Your Friend?
How to Work with Grieving Clients
2006
2005
2004
2003
2002
10 Dating Rules That Can Help Your Career
What Not to Say: 7 Phrases to Avoid with Clients
5 Groups You Should Contact Monthly
10 Survival Skills for a Cooling Market
Is There An Upside to a Downturn?
First-Time Buyer to Lifelong Client
The Marketing Power of 8
Tap Into Emerging Markets
Liability for Slip and Falls
Don't Drop the Ball
60 Days to Hot Sales in a Down Market
Taming the Neighbor’s Trees
Prove You're Worth the Commission
Save Time and Money With Checklists
Scripts for In-Person Prospecting
The 15-Minute Factor
Get a CLUE
Master Incoming Calls
8 Ways to Balance Your Work and Family Life
Make More Money With the 80/20 Principle
How to Ask For Referrals
Keep Your Sales Pipeline Full
Determine Your Clients' Motivation
Uncover Homes' Hidden Selling Points
Be Your Own Brand
Go for the Goals
What to Say When Presenting Offers
Niche Marketing Success
Do You Negotiate or Manipulate?
Tough Love
Great Answers to Common Objections
Make Relocation Part of Your Business
Top 7 Mistakes New Practitioners Make
Are You Sold on Real Estate?
Overcome Buyer Indecision With a Few Choice Words
Is Coaching Right for You?
5 Questions to Ask Before You Try a New System
Keep Energy Wasters in Check
20 Questions to Ask Sellers Before the Listing Presentation
How to Get Your Sellers to Work for You
Overcome Commission Objections
Build — and Keep — Your Leads
Are You Ready for an Assistant?
Schedule Your Way to Productivity
A Mature Approach to Niche Marketing
Build Credibility with Recommendations
The Vacation Presentation
Are You Ready for 2003?
Put Selling Skills Before Technology
Just Say 'No' to Unprofitable Clients
Prospecting Without Slowing Down
Bypass Competitors: Find a Niche
Give Clients the VIP Treatment
Letter-Perfect Business Tools
Stressed? Streamline Your Business
Are You Worth It?
When You're on Stage . . . You're Selling
Follow that Leader
The 15-Minute Open House Tour