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Prospecting / Customer Handouts
Court Cases / Ethics Q&A
Buyer's Guides / New Tools
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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 2005 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 2004 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. 2003 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 2002 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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