(Second of two parts. See part 1.)

Last week I looked at how builders are aggressively competing to increase market share during down markets, usually at the expense of the resale market. This week focuses on the other end of the spectrum–the superheated sellers' market–, which burns both agents and buyers alike.  more...

Are you experiencing a superheated market with virtually no inventory? Are you in a stable market where inventory and demand are balanced? Or are you in a buyer's market where buyers are as rare as hen's teeth? You can prosper in either type of market provided you have the right strategy.  more...

Two agents launch their real estate careers with the same training, the same high-quality coaching, and both face serious personal problems that could potentially undermine their careers. One flourishes and becomes a multimillion-dollar producer in less than a year. The other leaves the business to take a job outside the industry. What made the difference?  more...

Worried about competing with the big-name company down the street? How about all those lead generation companies who keep increasing their market share? No matter whom your competitor is, their model does have a "fatal flaw." Finding it and turning it to a competitive advantage will keep you on top.  more...

(Part 2 of a two-part series. See part 1.)

Cable television is one of the best advertising venues available today, provided you know how to capitalize on this highly targeted means of reaching buyers and sellers.  more...

(Part 1 of a two-part series. See part 2.)

If you want to increase your production, the route to "stardom" in your local real estate market may be as near as your remote control.  more...

(Part five of a five-part series. See parts 1, 2, 3 and 4.)

Can a 2 percent commission model effectively compete against the traditional 6 percent model? Traditional brokerage in the Northeast is facing a new competitor that may very well reshape how real estate is conducted nationwide.  more...

(Part four of a five-part series. See parts 1, 2, 3 and 5.)  more...

(Part three of a five-part series. See parts 1, 2, 4 and 5.)

Do you have what it takes to outsmart the company who offers a 2, 3 or 4 percent commission? There are ways to get paid a full commission, provided you know what to do and are willing to do it.  more...

Part two in a five-part series. See parts 1, 3, 4 and 5.

There are numerous strategies for coping with discount brokers. One of the most effective is the "Menu of Services" approach. This strategy can be adapted to fit the needs of both individual agents, as well as for companies.  more...

Part one in a five-part series. See parts 2, 3, 4 and 5.)

One of the hottest questions today is how to defend your commission against discounters. Given the complexity of the market place, there's no simple answer.  more...

On the Friday before Christmas I was fortunate enough to "tour" the most famous House in America–the White House. Visiting the rooms where hundreds of world leaders have sat and where the fate of millions has been determined was nothing less than awe-inspiring. Surprisingly, "America's Most Famous House" has lessons from which we can all benefit.  more...

The "first dirty little secret" about business planning is virtually no one has been trained on the nuts and bolts of being profitable. The second "dirty little secret" is even more insidious.

Ninety percent of all businesses do not have a business plan. Even for the small percentage of agents who do have a plan, most of them view it as a yearly or monthly chore to complete. The second dirty little secret of business planning is that planning, to be effective, must be done daily throughout the course of your day, every day.  more...

Experts agree that agents need a plan to run a successful business. Speakers and writers hound us about setting goals, meeting production quotas, and how important it is to "do the numbers."

While there are hundreds of formats for a great business plan, no one really addresses what stops agents from creating a plan in the first place.  more...

Do you use body language to your best advantage when negotiating? If not, learning how to read and use nonverbal signals can give you a powerful edge when it comes to negotiating.

A number of years ago, my partner and I received a high-end referral from the founder of our company. Our client wanted a property he could lease-option. After showing him more than 40 houses, he decided on a gorgeous, three-month-old home.  more...