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Sales & Marketing Articles

Savvy Foreign Affairs

If you are just starting to work with immigrant buyers and are a little skittish about customs or have doubts about your skills, take a look at some of these quick tips for improving your foreign relations.

March 1, 1997
Elyse Umlauf-Garneau

Anatomy of a Marketing Makeover

For just a moment, visualize your sales and marketing materials as a house. Would it be the most attractive on the block, withstanding the gusts of competition and pleasing those who step in for a closer look? Or would it be a fixer-upper, showing its age and the places where you've skimped on repairs?

February 1, 1997
Robert Liparulo

They Say They're Buyer's Reps, But They Act Like Subagents

A number of buyer's representatives, especially those who entered the market before 1993, are well trained and understand their legal duties. In recent years, however, an overwhelming number of salespeople have switched from subagency to buyer agency in response to shifting consumer demand, according to industry observers.

January 1, 1997
Walt Albro

First Aid for Career Self-Doubt

Arlene Alpert, licensed psychotherapist and business adviser, says here are some areas you can review to determine whether you have the right stuff for sales success. Included are a few suggestions for improving or revitalizing certain strengths.

January 1, 1997
Arlene Alpert

There's No Business Like Real Estate. Except, Maybe, Sports Promotion

Meet Michael Royce, of Royce Real Estate, Dayton, Ohio, who has a rather unusual co-career--one that keeps him in the spotlight.

January 1, 1997
Christina Hoffmann

The New Manager: Here's How the Story Ends . . .

We've been tracking Mark Levering, our rookie sales manager, for so long that he's not a rookie anymore.

December 1, 1996

Do Your Ads Satisfy the Reg Z Patrol?

Reg Z actually helps you attract buyers--and it's the law.

December 1, 1996
Dennis Creps

A Month in the Life of an REO

If you intend to sell REOs, get ready to be the eyes and ears of the lending institutions that take over those properties. Here's a sketch of what it's like to work with one REO property for a month.

December 1, 1996
Sheryl Vogel

Four Ways to Ensure a Successful 1997

Before 1996 runs out, make a pre-New Year's resolution to ensure that your 1997 production is as good as, if not better than, this year's.

December 1, 1996

Lender Targets You Online

Mortgage lenders are lining up to take their place online--but perhaps no lender has geared its Web site more directly to real estate practitioners than Countrywide Home Loans Inc. Countrywide, with more than 300 branches nationwide, estimates it does business with 80,000-90,000 real estate practitioners.

December 1, 1996
Stacey Moncrieff

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