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Sales & Marketing Articles

A New Wrinkle

At 62 BJ's Wholesale Club grocery superstores along the East Coast, people are shopping for 50-roll packs of toilet paper, 10-pound packs of chicken, and discount real estate services, including mortgages.

May 1, 1996
Dona DeZube

Make Showings Less Painful: Do as I Say, Not as I Do

These three vignettes, though humorous in retrospect, show that managing listings often ends up as an exercise in damage control. But there's no need to be the cleanup crew if you know how to prepare for a few snafus.

May 1, 1996
Laura K. Roulier

The Salesperson of Your Dreams

Miriam Einhorn, president of Century 21--Einhorn-Adler, Elkins Park, Pa., took time out from a vacation to create the ideal salesperson.

May 1, 1996

Tomorrow's Office: Homeward Bound

More practitioners are setting up home offices as primary or secondary places of business, say industry observers. The trend has been particularly noticeable the last three years. Economic as well as technological factors are behind the change.

May 1, 1996
Walt Albro

What Nike Can Teach You

Today consumers want to feel as if they were the only customer on Earth. Here are three key principles for general business success to real estate.

May 1, 1996
Greg Herder

'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

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