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This month's column:

The Modern Day Open House
A high-tech approach to open houses can increase your listing’s exposure to prospective buyers and make your efforts more successful. By John Mayfield

Previous columns:

Common Mistakes of Novice Listeners
By Kelle Sparta
March 2008

5 Listing Presentation Pitfalls
By John D. Mayfield
February 2008

Keep Their Expectations in Line
By Kelle Sparta
January 2008

New Year’s Resolutions You Should Make
By John D. Mayfield
December 2007

Stop Dreaming, Start Doing
By Kelle Sparta
November 2007

Do Something Different
By John D. Mayfield
October 2007

Do You Have a Bad Attitude?
By Kelle Sparta
September 2007

Speak Without Words
By John D. Mayfield
August 2007

Come Back from Burnout
By Kelle Sparta
July 2007

The Right Way to Ask for Feedback
By John D. Mayfield
June 2007

It Pays to Be Warm and Fuzzy
By Kelle Sparta
May 2007

Win Them Over in 15 Seconds
By John D. Mayfield
April 2007

Is Money Your Friend?
By Kelle Sparta
March 2007

How to Work with Grieving Clients
By Kelle Sparta
February 2007

10 Dating Rules That Can Help Your Career
By Kelle Sparta
December 2006

What Not to Say: 7 Phrases to Avoid with Clients
By Howard Brinton
November 2006

5 Groups You Should Contact Monthly
By John D. Mayfield
September/October 2006

10 Survival Skills for a Cooling Market
By Mark Leader
August 2006

Is There An Upside to a Downturn?
By Mike Ferry
July 2006

First-Time Buyer to Lifelong Client
By Howard Brinton
June 2006

The Marketing Power of 8
By John D. Mayfield
May 2006

Tap Into Emerging Markets
By Howard Brinton
April 2006

Liability for Slip and Falls
By Liz Karns
March 2006

Don't Drop the Ball
By Mark Nash
February 2006

60 Days to Hot Sales in a Down Market
By Howard Brinton
January 2006


Taming the Neighbor’s Trees
By Liz Karns
December 2005

Prove You're Worth the Commission
By Walter Sanford
November 2005

Save Time and Money With Checklists
By Walter Sanford
October 2005

Scripts for In-Person Prospecting
By Howard Brinton
September 2005

The 15-Minute Factor
By John D. Mayfield
August 2005

Get a CLUE
By Terry Watson
July 2005

Master Incoming Calls
By Howard Brinton
June 2005

8 Ways to Balance Your Work and Family Life
By John D. Mayfield
May 2005

Make More Money With the 80/20 Principle
By Joeann Fossland
April 2005

How to Ask For Referrals
By Howard Brinton
March 2005

Keep Your Sales Pipeline Full
By Mark Nash
February 2005

Determine Your Clients' Motivation
By Howard Brinton
January 2005


Uncover Homes' Hidden Selling Points
By Michael Dickens
December 2004

Be Your Own Brand
By John D. Mayfield
November 2004

Go for the Goals
By John D. Mayfield
October 2004

What to Say When Presenting Offers
By Howard Brinton
September 2004

Niche Marketing Success
By Mark Nash
August 2004

Do You Negotiate or Manipulate?
By John D. Mayfield
July 2004

Tough Love
By Howard Brinton
June 2004

Great Answers to Common Objections
By Howard Brinton
May 2004

Make Relocation Part of Your Business
By Mark Nash
April 2004

Top 7 Mistakes New Practitioners Make
By Terry Watson
March 2004

Are You Sold on Real Estate?
By Mark Nash
February 2004

Overcome Buyer Indecision With a Few Choice Words
By Howard Brinton
January 2004

All of the following articles were written by Walter Sanford, an international speaker and author of 14 books for real estate salespeople.


Is Coaching Right for You?
December 2003

5 Questions to Ask Before You Try a New System
November 2003

Keep Energy Wasters in Check
October 2003

20 Questions to Ask Sellers Before the Listing Presentation
September 2003

How to Get Your Sellers to Work for You
August 2003

Overcome Commission Objections
July 2003

Build — and Keep — Your Leads
June 2003

Are You Ready for an Assistant?
May 2003

Schedule Your Way to Productivity
April 2003

A Mature Approach to Niche Marketing
March 2003

Build Credibility with Recommendations
February 2003

The Vacation Presentation
January 2003


Are You Ready for 2003?
December 2002

Put Selling Skills Before Technology
November 2002

Just Say '"No" to Unprofitable Clients
October 2002

Prospecting Without Slowing Down
September 2002

Bypass Competitors: Find a Niche
August 2002

Give Clients the VIP Treatment
July 2002

Letter-Perfect Business Tools
June 2002

Stressed? Streamline Your Business
May 2002

Are You Worth It?
April 2002

When You're on Stage . . . You're Selling
March 2002

Follow that Leader
February 2002

The 15-Minute Open House Tour
January 2002

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