standard Scenes from an Italian Restaurant: a lesson in sales

Years ago, I served tables at a bustling Italian Restaurant. The weekends were especially crazy. Greeting tables, taking orders, making change for a $100—it was total hysteria. I remember they used to have us shout “Corner!” whenever we approached a crossing to prevent staff with hands full of plates or drinks from crashing into one […]

standard If Me, Then Results: How Oversimplified Marketing Can Undermine Your Real Estate Business

Recently, I started thinking about things that look easy but are, in fact, deceptively challenging. For example, what about those 30-second clips on HGTV or DIY that attempt to teach viewers how to perform at-home projects such as installing a grout-tile shower “in only three simple steps”—like it’s ever that easy. You watch the clip, […]

standard What Modern Real Estate Consumers Want

Modern consumers want to help themselves. According to Forrester research, by the year 2020, the customer will manage 85% of a relationship with an enterprise without interacting with a human—which is nuts, right? In the real estate industry, for instance, how might this affect us? Can you imagine being hands-off with your clients 85% of […]

standard Show Your Customers What “Good” Looks Like

Consumers no longer compare your business only with its competitors. The PA Consulting Group put it perfectly: “Your customers compare your performance with their insurance company, their supermarket, their holiday company. If one company exceeds the customer’s benchmark of what ‘good looks like,’ they will expect the same from you.” Of course, this statement is […]

standard The More Specific, the More Authentic; the More Recent, the More Relevant.

The Science of Creating Useful Online Content: Do you remember the website from back in the 90’s, Ask Jeeves—the one with the animated butler character (not the Grey Poupon mustard guy, to be clear)? Well, it’s just Ask.com now—but let’s be realistic, like anyone cares. In retrospect, however, I think they might have been onto something: answering questions. In fact, […]

standard Creating Content Today for Your Customers Tomorrow

Content marketing is not a buzzword, a fad, or a relic of the past. To the contrary, it is your present—your future, even. I learned, recently, according to Business-2-Community, that 61% of consumers feel not only better about a business that delivers custom (that is, original) content, but they are also more likely to buy […]

standard Progress is What Progress Does—Try Not to Get in Its Way

Q. What do librarians, box office attendants, and local weather stations have in common? A. Each in its own way, is being edged-out by technological innovation. Over the past number of years, the role of librarians has been minimized, modified, and made over as a result of the changing ways in which people access the […]

standard The Deceptive Power of Praise

“Continuous effort—not strength or intelligence—is the key to unlocking our potential” (Winston Churchill). In both life and business there are two views about intelligence; one which believes in the capacity for improvement and another which does not. Carol Dweck is author of the book “Mindset: The New Psychology of Success” and a leading scholar in […]

standard How Benchmarks Might Be Holding Back Your Business

Tony Robbins said, “The single greatest force in the human personality is its need to remain consistent with how it defines itself.” I think he’s right—that we are prepared to take any and all measures to ensure we reach or obtain our minimum standards. For instance, if you regard yourself as an A student and […]

standard Let’s Get Visual: What Design Says About the Quality of your Real Estate Business

I’ll guarantee it: take the [exhausting] walk through the exhibitor halls of the Consumer Electronics Show (CES) and you’ll conclude the same as me—design matters! From floor to ceiling, CES is covered with exquisite marvels sure to leave you dazzled. I was struck by the stylishness of 4K, curved television monitors, stunning smart appliances, chic […]