OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®

Sunday

May 19, 2013

Sales & Marketing: Feature Articles

4 Reasons Lenders Want to Work With you on Short Sales

Publish Date: Tue, 04/01/2008

A cottage industry of bankruptcy specialists and other self-described loan mitigators are trawling for clients, but lenders would often prefer to work with real estate professionals in negotiating short sales for clients. Short sales expert Will Weaver of Royal Oak, Mich., explains why.

Link: view
5 Signs of a Housing Market Pickup

Publish Date: Tue, 04/01/2008

Here are some indicators — not including the familiar days-on-market, new listings per month, and new contract activity — you’ll want to monitor to see if a sales turnaround is imminent.

Link: view
5 Reasons Clients Won’t Move Forward — and How to Respond

Publish Date: Tue, 04/01/2008

Here’s salesperson Dennis Caracciolo's outline for responding to common client objections.

Link: view
How to Cope With Anxiety

Publish Date: Tue, 04/01/2008

The market downturn has created a confidence crisis for some sales associates. If you’re having a tough time keeping your equilibrium, it’s even tougher to help keep your clients from stressing out. Training guru Dirk Zeller offers some hints for alleviating the jitters.

Link: view
Expand Your Business: Mastering Foreclosures

Publish Date: Sat, 03/01/2008

REO business awaits those who can juggle details and expectations for fast turnover while earning the trust of lenders.

Link: view
Work Smart: Prospect for Profit

Publish Date: Sat, 03/01/2008

To prevent procrastination and ensure you will have a steady stream of new clients flowing into your office, you need a prospecting plan that you work day in and day out.

Link: view
Work Smart: Prospecting Scripts

Publish Date: Sat, 03/01/2008

If you’re not prospecting because you’re not sure what to say, fear no more. Here are techniques for handling today’s most common objections from prospective clients. Here's a look at four sample scenarios and what you should say.

Link: view
Dubai Dreams

Publish Date: Fri, 02/01/2008

Despite a recent U.S. publicity blitz about the moderate Arab city-state, Dubai remains a mystery to most Americans.

Link: view
Make Sure Your Ads Don’t Discriminate

Publish Date: Fri, 02/01/2008

Many real estate practitioners are concerned about being charged with housing bias based on the wording in their advertisements. Seemingly harmless words may trigger a complaint. Learn the key to composing advertising in compliance with the Fair Housing Act.

Link: view
Remodeling Adviser

Publish Date: Fri, 02/01/2008

Having the knowledge to address basic questions about pricing, the potential for disruption, and how to find a reputable contractor is not only helpful to clients but can help build your professional reputation.

Link: view