Today’s successful mega-producers are generating plenty of business, but unlike the customers of yesterday, today’s real estate customer is beginning online. According to the latest figures, in excess of 90% (94%) are beginning their... read article »
Posts Under All Training
In my last post I discussed the difference between yesterday’s pull marketing and today’s push marketing. I explained how pull marketing is reactive — “If you build it they will come.” Push marketing, on the other hand,... read article »
Before we launch into this segment, let’s recap the last installment. In it I was discussing how in the 1960s and 70s, our industry was in a Broker-centric Era. The brokers had all the power. Customers had very little access to listing... read article »
When CNN’s Pulse on America program featured us two years ago, they were investigating an interesting phenomenon in our industry. It seems that today there are two real estate worlds coexisting simultaneously. Like in the movie The Matrix,... read article »
As I’m sure you know, it is difficult to operate a business in today’s economic climate. It is more difficult to operate a start-up business, particularly a restaurant. That’s why I bought a going concern. During the course of my... read article »
Ok. I closed the restaurant– well, it’s more like I am in the seemingly eternal process of closing the restaurant. I can tell you one lesson: It’s a lot easier to start something than it is to stop it. Buying a point of sale... read article »
In the last installment, I compared the restaurant manufacturing operation with real estate. In this installment, we’ll look at a restaurant as a sales organization. While the back of the house (the kitchen) is all about manufacturing, the... read article »
So I closed the restaurant after a year. We had grown sales about 20% over the year and were continuing to grow in sales and margin every month, while controlling costs and growing margin, but we were still another year from turning a profit.... read article »
Well, I finally did it. I decided to close my restaurant after a year of hard work, a lot of struggles, and even more soul searching. Over a hundred thousand dollars invested in trying to “turn around” a failed upscale eatery. And as I... read article »
Putting it All Together WHAT’S IN THIS INSTALLMENT? 1. THE TECHNOLOGY ELEMENT 2. THE HUMAN ELEMENT In the previous installments we’ve discussed all the various elements or components of what I believe to be the best buyer seminar... read article »
Leveraging by Team Building WHAT’S IN THIS INSTALLMENT? 1. THE DIFFERENT TEAM MODELS 2. THE LEVERAGE TEAM 3. MOVING TO MANAGEMENT In the previous installments, I’ve discussed many aspects of building a growing and successful real... read article »
Prospecting — Turning Leads into Closed Deals WHAT’S IN THIS INSTALLMENT? 1. THE ANATOMY OF AN INTERNET LEAD 2. PROSPECTING AND THE REAL ESTATE BUYING CYCLE 3. PROSPECTING: WHAT TO DO AND WHEN TO DO IT 4. COMMON MISTAKES AGENTS... read article »
The Secret to Success with Internet Leads WHAT’S IN THIS INSTALLMENT? 1. THE TRUTH ABOUT INTERNET LEADS 2. UNDERSTANDING THE REAL ESTATE BUYING CYCLE 3. A SIMPLE AND POWERFUL ILLUSTRATION 4. MEETING THE INTERNET CHALLENGE THE TRUTH ABOUT... read article »
How to Get the Most Bang for Your Advertising Buck WHAT’S IN THIS INSTALLMENT? 1. WHY YOU MUST SOLVE THE LEAD CAPTURE PROBLEM FIRST 2. HOW YOU CAN KNOW EXACTLY HOW MUCH EVERY LEAD COSTS 3. HOW YOU CAN KNOW WHICH ADS ARE WORKING AND... read article »
First You Need a Plan WHAT’S IN THIS INSTALLMENT? 1. WHAT DO ALL MEGA-PRODUCERS HAVE IN COMMON? 2. STEP ONE: IT ALL STARTS WITH VISION 4. STEP TWO: REVERSE ENGINEER YOUR SUCCESS WHAT DO ALL MEGA-PRODUCERS HAVE IN COMMON? Okay, so you... read article »
