Improving Your Business

Stories, articles and advice aimed at improving your business

The Power of Referrals

By Dirk Zeller Salespeople love a referral. It’s the sincerest form of compliment and a remarkably cost-effective route to new business. Referrals are really pretty simple. A lot of them, you can only acquire through perfect practice of your

Make Green a Selling Point

At a time when energy costs are taking a bigger bite out of the household budget and consumers are increasingly receptive to energy efficiency and sustainability in their housing, the nation’s home builders must do a better job of

How to Sell a Megamillion-Dollar Listing

Frank McKinney is building the most expensive spec house in the United States. Will he sell his house for more than the Trump estate? McKinney, sometimes called a modern day Robin Hood due to his philanthropy, claims that he

High Touch Versus High Tech

Newcomer, veteran debate the future role of Realtors Some common labels land on various breeds of real estate companies, such as “discount” or “traditional,” that seem to stick even though they don’t quite fit, said panelists recently during a

Performing a DNA Analysis

By Dirk Zeller Based on your qualifying efforts, determine the likelihood that your prospect will convert into a good client for your business by conducting a “DNA” analysis. This involves measuring the prospect’s level of desire, need to take

Why Assistants Make Sense

By Steve Mayo If Realtor Valeria Lugo’s left hand wants to keep up with her right, it has a pretty tough act to follow. After a year on the job as Lugo’s assistant, Elvia Arquez appears to have a

Three Characteristics of Top Sales Producers

By Dirk Zeller Being a successful producer in any aspect of life is more than having high production. Production or money or wealth is only one measuring stick. There are many other measures in life: family life, relationships, spouse,

SEVEN STEPS TO EFFECTIVE PROSPECTING

By Dirk Zeller There are strategic ways to being great at prospecting, and I have separated the tactics into seven steps. 1 Find We have to find a quiet place with minimum distractions to do the prospecting. We need

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