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Home » About Us » Columnists » Biographies »

A call to stop the real estate infighting Premium Content

By Bernice Ross, Thursday, February 9, 2012.
<a href="http://www.shutterstock.com/gallery-261754p1.html">Hanging up the gloves image</a> via Shutterstock.com.

Real estate industry professionals seem to be engaged in a war both within the industry as well as with the consumers they serve. At the core is one simple issue: failure to adequately articulate the value they provide.

Due to technology changes and the worst real estate market in our lifetimes, everyone has had to redefine their value proposition. Whether it's boards of Realtors, multiple listing service providers, third-party syndicators, vendors or real estate agents, everyone is struggling to persuade the other people they deal with that what they provide is really worth it.  more...

5 best ways to market your listings to other agents Premium Content

By Bernice Ross, Monday, February 6, 2012.
<a href="http://www.shutterstock.com/gallery-429058p1.html" target=blank>Target marketing image</a> via Shutterstock.com.

When most agents think of marketing, they either think of the Web or marketing directly to the consumer. Have you ever thought about the importance of marketing your listings to other agents?

While the numbers will vary for each agent, it's probably safe to say that at least 95 percent of all resales are closed with a cooperating broker. Consequently, if you're just marketing to the general public, there's no better time to revisit some of the more traditional real estate marketing strategies that involve consciously marketing to other agents.  more...

Secrets to working with foreign homebuyers Premium Content

By Bernice Ross, Thursday, February 2, 2012.
<a href="http://www.shutterstock.com/gallery-722080p1.html" target=blank>Currency image</a> via Shutterstock.com.

Once you have attracted a global client, what are the do's and don'ts to make sure that you not only close a deal with this client, but attract his or her referrals as well?

If you plan to work with global clients, a simple piece of advice is to "stay in curiosity." Ask about their culture and how things are done in their country. Being interested in them is a great way to start building a strong relationship that will generate ongoing referrals.

The guidelines below will help you to work more effectively with any client who was born outside the United States.  more...

Give real estate listings global exposure Premium Content

By Bernice Ross, Monday, January 30, 2012.
<a href="http://www.shutterstock.com/gallery-74301p1.html">Global house image</a> via Shutterstock.com.

The global real estate market is experiencing explosive growth. Even if you do not work directly with global clients, you can still capitalize on global marketing to convert more listing appointments into signed listings.

While sites such as Immobel.com and Proxio are among those that allow you to translate your listings into multiple languages so you can reach global clients in their own languages, there are a number of other important ways you can expand your global reach to convert more listings.

   more...

4 ways to bridge language gap with foreign real estate clients Premium Content

By Bernice Ross, Thursday, January 26, 2012.
<a href="http://www.shutterstock.com/gallery-88208p1.html" target=blank>World flags image</a> via Shutterstock.com.

The language barrier is a key reason that many agents are reluctant to work with global clients. If this is stopping you from working with this important niche, there are a number of great solutions that make this task easier than ever.

1. Capitalize on the other languages you speak
If you are already fluent in a language other than English, consider marketing specifically to people who speak your language. To do this, print selected marketing pieces in your second language.  more...

Go global for real estate profits Premium Content

By Bernice Ross, Monday, January 23, 2012.
<a href="http://www.shutterstock.com/gallery-242683p1.html">Global puzzle image</a> via Shutterstock.com.

Are you marketing to global buyers and sellers not only in your local market but also internationally? If not, incorporating this niche in your business is a great way to expand your business in 2012.

Working with global buyers is one of the best opportunities to grow your business in 2012. The magnitude of this opportunity is huge, both in terms of making more money with less effort and in terms of the size of the potential customer base that you can serve.  more...

6 steps to grow your real estate business in 2012 Premium Content

By Bernice Ross, Thursday, January 19, 2012.
<a href="http://www.shutterstock.com/gallery-120811p1.html" target=blank>Stair-climbing image</a> via Shutterstock.com.

Have you been struggling with the tough recessionary market? If you want stellar success in 2012, now is an excellent time to alter those pie-in-the-sky plans and dreams so they also include simple, small steps that you can take on a daily basis.

How many times in 2011 did you find yourself daydreaming about that one big commission that would take the financial pressure off of you? While plenty of people dream of the big win, those who actually turn their dreams into reality often take an entirely different path. Successful people narrow their focus and take small, specific steps each day to make their dreams a reality.  more...

Fall in love with the cloud Premium Content

By Bernice Ross, Monday, January 16, 2012.
<a href="http://www.shutterstock.com/gallery-314329p1.html">Heart-shaped cloud image</a> via Shutterstock.com.

If you have ever downloaded a song online, played on online game with friends, or posted a video on YouTube.com, you have probably already fallen in love with cloud computing. Adding cloud-computing tools to your real estate arsenal is one of the best ways to save time and money in 2012.

You may have heard someone who is geekier than you reference the "cloud." If you're like most agents, you are probably already using cloud computing without even knowing it.  more...

Set proper boundaries with real estate clients Premium Content

By Bernice Ross, Thursday, January 12, 2012.
<a href="http://www.shutterstock.com/gallery-382939p1.html" target=blank>Megaphone image</a> via Shutterstock.com.

Do you have clients who yell and scream at you? Do you work with people who stretch the truth or just don't seem to appreciate you? If so, an excellent way to raise the bar in your real estate business is to raise your standards and to enforce tighter boundaries.

A "standard" is a behavior that we expect of ourselves. Standards are unique and vary from person to person. Each of us is unique; we all have different combinations of strengths, weaknesses, perspectives, capabilities, and levels of development. As a result, the standards we hold ourselves to will vary based upon our own priorities and combinations of unique talents.  more...

How to get deal moving with an incompetent real estate agent Premium Content

By Bernice Ross, Monday, January 9, 2012.
<a href="http://www.shutterstock.com/gallery-283936p1.html" target=blank>Lazy businessman image</a> via Shutterstock.com.

For more than a decade, our tag line at RealEstateCoach.com has been "Seven percent of the agents do 93 percent of the business -- the rest don't have coaches!" Hundreds of thousands of licensees do one or fewer transactions a year. How can you cope when the other agent is inexperienced or simply clueless?

A widespread complaint about the real estate industry is the lack of professionalism. Licensing requirements are seen as lax. Furthermore, the industry has been unsuccessful in raising standards. Realtors continue to rank below used-car salespeople and attorneys in terms of customer satisfaction.  more...

Top producer tips for work-life balance Premium Content

By Bernice Ross, Thursday, January 5, 2012.
<a href="http://www.shutterstock.com/gallery-84610p1.html" target=blank>Meditating businessman image</a> via Shutterstock.com.

When most agents set their goals for 2012, they focus on their business and forget to set goals for their personal lives. If you want to attract higher-quality clients and do more business in 2012, raise the bar by setting personal goals, not just business goals.

Top performers always work on becoming better. The challenge is that many people who achieve stellar success in their professional lives often see it unravel due to issues in their personal lives. The reason this happens is the same reason many agents fail: lack of a plan.  more...

Think like a top producer Premium Content

By Bernice Ross, Monday, January 2, 2012.
<a href="http://www.shutterstock.com/gallery-100760p1.html" target=blank>Real estate agent image</a> via Shutterstock.com.

If you want to have your best year ever in 2012, raising the bar in your business and your personal life is the key to achieving the success you want.

Several months ago, a new group on Facebook began an ongoing discussion of what it would take to raise the bar in the real estate industry. This is a laudable goal and the discussions in that group have tackled a wide variety of important issues.  more...

With the right mindset, 2012 can be your best year ever Premium Content

By Bernice Ross, Thursday, December 29, 2011.
Image via <a href="http://www.shutterstock.com/gallery-173179p1.html">psamtik </a>/<a href="http://www.shutterstock.com">Shutterstock</a>

What does it take to have your best year ever even when the market continues to be tough? Here are two simple strategies you can implement now to make 2012 your most profitable year ever.

1. Reset your mindset

The No. 1 influence on your success is your mindset. Daniel Amen in his book, "Making a Good Brain Great," identifies what he calls "ANTs," which stands for automatic negative thoughts. Everyone has these thoughts that can keep us stuck rather than moving forward.  more...

7 demographic trends that real estate pros need to know Premium Content

By Bernice Ross, Thursday, December 22, 2011.
<a href="http://www.shutterstock.com/gallery-893428p1.html">Housing demographics image</a> via Shutterstock.com.

The National Association of Realtors' latest Profile of Home Buyers and Sellers for 2011 has some surprising statistics in terms of who is buying and selling in today's market. With the end of the first-time homebuyer tax credits, baby boomers have replaced Gen Yers and Gen Xers as the dominant players in today's real estate market.

There were a number of very surprising statistics in this year's profile. Here are some of the key trends, many of which have important ramifications in terms of where to focus your efforts in 2012.  more...

5 tips to beef up your Facebook business page Premium Content

By Bernice Ross, Thursday, December 22, 2011.
<a href="http://www.shutterstock.com/gallery-401914p1.html">Facebook image</a> via Shutterstock.com.

If you're still posting your listings and marketing yourself on your Facebook profile page, stop! The play for 2012 is to move your marketing efforts to your business page, but not by using the traditional marketing approaches.

Stacey Harmon has a smart new book out that answers the question, "I have a Facebook business page -- now what do I do with it?"  more...

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