Sunday
May 19, 2013
Home > Sales & Marketing > [term]

Sales & Marketing: Sales Coach Articles

  • Beyond the Cold Call: Scripts for In-Person Prospecting
    Thu, 09/01/2005

    If you think in-person prospecting seems slow or old fashioned, just think of the numbers: If you ask one new person a day if you can help them with their real estate needs, you’re talking to 365 new prospects a year.

    view
  • Get More Done: The 15-Minute Factor
    Mon, 08/01/2005

    As the Chinese Proverb goes, “A minute of time is an inch of gold.” Here's how to  go out and make the most of your day.

    view
  • Insurability: Get a CLUE
    Fri, 07/01/2005

    Traditionally, the insurability of a property was a topic left to the insurance company. But now real estate practitioners and their clients also must pay close attention to a home’s record of insurance claims to make sure secrets of the property’s past won’t come back to haunt them.

    view
  • Conversation Starters: Master Incoming Calls
    Wed, 06/01/2005

    A well-constructed questioning process greatly improves your chances of bringing in a new listing. Prepare good questions, and ask them with real interest. The caller will sense your concern and become eager to meet with you.

    view
  • Juggling Act: 8 Ways to Balance Your Work and Family Life
    Sun, 05/01/2005

    Balancing all the demands of family and business effectively is essential if you want a long and profitable career in real estate.

    view
  • Time Management: Make More Money With the 80/20 Principle
    Fri, 04/01/2005

    Time isn’t the problem—it’s your management of it that is. So you need to start using your time more wisely. Following are some practical ways to do that so that you, too, can start racking up sales and increase your success.

    view
  • How to Ask for Referrals
    Tue, 03/01/2005

    A few customers give referrals without prompting. Unfortunately, most won’t think to do so, even if they loved your service. The fundamental rule of sales is: you have to ask to get, and that’s definitely true for referrals.

    view
  • Keep Your Sales Pipeline Full
    Tue, 02/01/2005

    By re-evaluating your strengths and weakness and improving your marketing skills, you can maintain a consistent pipeline of business and reinvigorate your career to reach the next level.

    view
  • Determine Your Clients’ Motivation
    Sat, 01/01/2005

    You can’t sell ice to an Eskimo, just like you can’t sell homes to people who just want to look and dream. Even experienced practitioners will occasionally chase an unmotivated buyer or seller too long. The simple fix is determining motivation early in the process.

    view