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May 24, 2013
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Sales & Marketing: How I Sold It Articles

  • An Uphill Battle
    Mon, 02/01/2010

    A listing's 7-inch slope was a huge blemish on an otherwise picture-perfect view. Here's how Susan Dorroh sold it.

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  • Finding the Right Fit
    Tue, 12/01/2009

    Although it appeared to be modest, the home was spacious and loaded with upgrades.  However, it was also the largest, most expensive home in a modestly priced subdivision. Here's how Mary Zentz sold it in a challenging market.

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  • An International Dilemma
    Sun, 11/01/2009

    John Daly's bilingual skills proved useful when a Panama-based lawyer called the CB office looking to sell an inherited parcel of land in Grass Valley. The linguistic, cultural, and legal challenges associated with selling the land would require him to dig deep into his arsenal of sales tools.

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  • Tapping Creative Financing
    Thu, 10/01/2009

    In the early 1980s, sales practitioner Rick Rosen watched as interest rates hit double digits and buyer financing options dried up. Back then, Rosen used creative financing to help clients buy a home. Nearly 30 years later, he's finding that experience is coming in handy again.

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  • An Intervention With a Messy Neighbor
    Tue, 09/01/2009

    The condo had a great view of Ross Barnett Reservoir just north of Jackson, Miss. The view of the neighboring unit, on the other hand, was shocking: a patio full of junk, rotting furniture, and dead plants. Here's how Andy Hood sold it.

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  • Building a Strong Web Presence
    Sat, 08/01/2009

    If you don't have a strong web presence, you'll lose out on clients like Diane Kimsey. Here's how associate Jeannie Feenick used the web to sell Kimsey's home in a tough market.

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  • Lowball Pricing Strategy Stirs Demand
    Wed, 07/01/2009

    Michael Tunick not only faced a difficult market, but an owner who "hadn’t thrown anything away in 44 years." Here's how he sold it.

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  • Putting Out a Distress Call
    Mon, 06/01/2009

    Neil Blumberg faced a myriad of challenges when he agreed to list a 12-unit apartment building, which had once served as a U.S. Army barracks. Property values were depressed, the building had a 40 percent vacancy rate, and it was steps away from a strip club, a bar, and a tattoo parlor.

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  • Seeing the Possibilities
    Fri, 05/01/2009

    The 1920s red-brick row building thrived as a retail clothing store for more than 50 years in Rochester, N.Y. But these days, a forensic crime lab, municipal organizations, and legal entities dominated the area.

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  • Incentive: A TV Special Offer
    Wed, 04/01/2009

    Julie Nearing, a part-time sales associate with SSG Real Estate LLC in Glastonbury, Conn., bought the pre-foreclosure home from the seller in January 2008 for $110,000 and gave it a complete makeover.

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