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Sales & Marketing Articles

'You've Reached My Office. Ignore the Screaming Kids'

Home offices aren't for everyone.

May 1, 1996

Tomorrow's Profits

We asked Don Harlan, CRB, CRE®, and Gail Lyons, CRB, CRS® to explain some of the challenges of tomorrow they explored in their latest book, The Future of Real Estate: Profiting From the Revolution.  Here are some of the changes they see ahead for residential practitioners.

April 1, 1996

Profile: What's Up, Doc?

Todd Payne, SIOR®, principal at Goodfellow--Ashmore Commercial Real Estate Services, Danbury, Conn., saw a golden opportunity in medicine. Payne didn't change careers. Instead, he opened a medical-leasing division and believes it'll soon become a major part of his business.

April 1, 1996
Timothy Dougherty

Profile: From Commissions to Salaries--Realty USA's Experiment One Year Later

Joseph Silvey, senior vice president of Realty USA, a 10-office company in Clifton Park, N.Y. reflects on his company's experiment with paying salespeople by salary rather than commission, a concept his company implemented last year at one of its offices and shut down just six months later.

April 1, 1996

Aging Baby Boomers: They're Not Babies Anymore

Home in on the aging boomer market, now in its peak earning years and in the throes of changing housing needs, and you may have a hard time spending the money you'll make.

April 1, 1996

What Was the Best Business Investment You Made in the Past Year?

Four pros share their best investments

April 1, 1996

Slash Your Ad and Mailing Costs with E-Mail

How can you get the most out of your E-mail? Here are some tips from our experts.

April 1, 1996
Pamela Geurds Kabati

Industrial Market Goes Great Guns

1995 was a very good year for the industrial real estate market. And many practitioners are anticipating a 1996 that at least matches---and may even improve on---their 1995. What made 1995 so strong?

March 1, 1996
George Green

The New Manager: So, Mark, What's New?

You remember Mark Levering, right? When you first met him, the office manager at Patterson Schwartz in Dover, Del., had a lot on his mind. Let's leaf through his diary to see how he's been faring.

March 1, 1996

Farming Cyberspace: Is It Worth Your Time?

You're used to calling on FSBOs whose ads you see in the newspaper. What about the FSBOs in cyberspace? Is anyone calling on them?

March 1, 1996

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