Contributors

The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.

During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.

The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.

In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.

Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.

Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.

Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.

In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.

Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.

In Own Your Day, author and sales coach Keith Rosen examines how sales leaders can put a dent in the stress and exhaustion. Rosen outlines strategies on how to refocus, minimize distractions, properly manage the precious little time we all have and create an ideal life.

Customers can pose challenging questions, for which salespeople (despite their best intentions) may not know the answer. We define obfuscation as a providing a response that dodges the actual question and provides a pseudo-answer with irrelevant, tangential or vague information. Obfuscation could buy the salesperson some time, and could potentially limit damage to perceptions of expertise and credibility.

Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.

It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.

Customers can pose challenging questions, for which salespeople (despite their best intentions) may not know the answer. We define obfuscation as a providing a response that dodges the actual question and provides a pseudo-answer with irrelevant, tangential or vague information. Obfuscation could buy the salesperson some time, and could potentially limit damage to perceptions of expertise and credibility.

Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover.

For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response.

Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.

Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover.

Every relationship has moments that define the expectations and feelings of the individuals in that relationship. Business relationships are no different. Specific events act as fundamental building blocks of those business relationships and are essential in shaping the relationship development.