There are many reasons sellers might balk at your suggestion to open their home’s doors to buyers, and you should learn how to counter each of them.

I used to throw thousands of dollars at print and online ads for my real estate business, believing they’d give me exposure and bring more clients through the door than I could handle. I watched other agents do it, and it seemed to be working for them. But after several months and many dollars down the drain, I didn’t see any increase in my customer base. The only thing...

These may sound like things you shouldn’t do with clients, but they actually show how far you’re willing to go to give them great service.

Whether you’re giving a public speech or formal sales pitch, the key is to act like it’s a two-way conversation.