Recent Articles by Mike Pontacoloni

What Harvard taught us about customer relationships 30 years ago

What Harvard taught us about customer relationships 30 years ago

Theodore Levitt, a Harvard business professor and editor of the Harvard Business Review, wrote in that magazine how the “ongoing nature of services and the growing complexity of technology” will change the seller’s focus from “simply landing ...
By Mike Pontacoloni | Tuesday, September 20, 2016
3 ways to engage past clients this fall

3 ways to engage past clients this fall

Autumn is a season of change. Summer fades fast, temperatures fall, and homeowners are faced with new challenges and opportunities. Many agents send annual clean-up reminders, but there are other opportunities for meaningful engagement ......
By Mike Pontacoloni | Monday, October 12, 2015
3 tips for capturing friends of friends on Facebook

3 tips for capturing friends of friends on Facebook

Social networks make it possible to reach more and more people to whom you're meaningfully connected. It's at the social fringe -- the brother-in-law's brother-in-law, the doctor's mechanic -- where many real estate agents find new business ......
By Mike Pontacoloni | Thursday, September 24, 2015
5 crucial considerations for agents selling ‘connected homes’

5 crucial considerations for agents selling ‘connected homes’

At the Consumer Electronics Show (CES) last month, some of the most popular gadgets seemed unusually mundane: Refrigerators, thermostats and air conditioners all received a remarkable amount of attention. That's because technology companies are outfi...
By Mike Pontacoloni | Monday, February 16, 2015
How a strong vendor network secures more listings

How a strong vendor network secures more listings

Selling a home is a team effort. In addition to the broker and the client, there's the mortgage lender, the painter, the title lawyer, the plumber and a host of other home services professionals. And the real estate agent must be the team coach ......
By Mike Pontacoloni | Monday, January 26, 2015
What brokers can learn from the education industry

What brokers can learn from the education industry

When was the last time you saw a commercial for an online, for-profit educational institution? The University of Phoenix alone has more than 300,000 students, and it's the only university that hosts stadium where an NFL team plays. It might seem as t...
By Mike Pontacoloni | Monday, January 12, 2015
How strengthening your vendor network creates new business

How strengthening your vendor network creates new business

An agent's ability to network -- whether it's with the mortgage lender or the landscaper -- shapes a client's experience when buying or selling a home, and thus also shapes the likelihood that the client will refer or rehire the agent in the future. ...
By Mike Pontacoloni | Tuesday, December 23, 2014
3 tips for generating business through your vendor network

3 tips for generating business through your vendor network

An agent's ability to network – whether it's with the mortgage lender or the landscaper – shapes a client's experience when buying or selling a home, and thus also shapes the likelihood that the client will refer or rehire the agent in the future...
By Mike Pontacoloni | Tuesday, December 23, 2014