Back in the Market By Barry Paoli Despite our current situation, I still predict that motivated buyers will spark the real estate market and speed the needed upturn. In order to help with this process, we need to give

Managing upward for continuous success By Joe Takash Managing Up: 1. The rare act of transparent communication with one’s professional superior or superiors to get needs met, thoughts heard and contribute to the success of boss, team and organization.

By Dirk Zeller Evaluating your performance against the statistics of other agents or companies in your market segment is a great starting point, but it is rarely enough to uncover your unique edge or point of difference. When you

By Douglas Smith Salespeople are getting hammered in today’s economic environment. Entire market segments have evaporated, potential clients are holding back on buying a home until the market changes and opportunities and new prospects are fewer and further between.

Nearing the end of the first decade of the new millennium, social media sites play a defining role in the next generation of Web

By Melinda Joseph and Cece Gonzales Vidito Networking is an important part of marketing and business development, regardless of the current economic conditions. There are ways to put yourself out there to gain exposure at no cost and receive

By Mark Zipperer Last year was clearly a challenging one for our industry, though my business was probably as strong as it has ever been. That interesting fact made me take a deeper look at what I was doing

By Bob Corcoran With talk of extending and expanding the tax credit for first-time homebuyers in a number of ways, now is a great time to hone your skills in dealing with this particular type of client. With the

By Pat Heydlauff Can you overcome a difficult real estate market to sell your client’s home by encouraging positive energy to enter it? What if you want to sell that home today? Are there things your client should do

By Stephen Reily While we knew that boomer women weren’t contemplating anything traditionally identified as “retirement,” we were surprised to learn something important about their thoughts about single homeownership: They aren’t going anywhere. In our recent survey, only a

By Jim Gilmartin Although all of us have basic values and motivators that drive us, we manifest them differently as we move through the spring, summer, fall and winter of life. Selling to boomers and older consumers is different

How to capture a piece of the second-home market pie By Bob Corcoran Yes, indeed, there is a delectable and juicy sweet spot in the real estate market today – and it’s growing sweeter every day: the second-home market.

Broadcasting Your Partner’s Voice By Sandy Marshall A couple of years ago, when the housing market flipped itself, people shopping for homes suddenly craved a real version of what was going on inside the industry. Buyers suddenly wondered how

By Bevin Lynch Probably the No. 1 thing I hear from my real estate agents and mortgage brokers is that they would love to grow their entire business based on referrals. A referral from a friend or past client

BY DIRK ZELLER One study after another has shown that your body language and tonality account for over 90 percent of your presentation’s effectiveness. What you actually say accounts for less than 10 percent of the delivery. If you’re

By Alan May 1. Your photos are unimpressive. The vast majority of homebuyers start their search for a home on the Internet, which means your house had better look great in print. Not just nice, but downright fabulous. Today