standard Why Scare Tactics Make for Bad Sales Tactics

Nothing chokes the life, love, and respect from a deal quite as vehemently as scare tactics.  Seriously, if someone attempts to “sell me” with scare tactics, it makes my choice so much easier—“NO!” Any mild interest simply melts away and I go cold. Whether it’s a product, service, or contract that seems like a relatively […]

standard Solving for the Truth in Customer Reviews and Adjusting for Uncertainty

Recently, Dan Cobley, an executive at Google delivered an enlightening TED Talk entitled, “What Physics Taught Me about Marketing.” At first, his subjects—physics and marketing—seemed dissimilar, but Cobley successfully proved their relationship as he uncovered powerful principles of marketing with the pure logic of physics. I learned that marketing, like any other discipline, is subject […]

standard Embracing Idiosyncrasies For Better Business

There’s no such thing as Starbucks. That’s not meant to be taken literally. I might as well have said there’s no such thing as Coca-Cola, and my point would be nearly the same, which is, that producing a uniform service or experience is practically impossible. Say you buy a Starbucks coffee one morning and it […]

standard 4 Services Sellers Demand that Can’t Be Guaranteed

In this business, trust and expertise are interdependent. The basis of the client-relationship, that is, the exchange of value, is the agent’s ability to assist the client in achieving his/her goal(s). However, without trust, what amount of confidence does the client actually place in the agent’s expertise? Very little, most likely. Genuine acts of service, […]

standard Get Beyond Service. Build Trust!

In “The Startup School” podcast by Seth Godin, he tells real estate agents not to spend money on balloons or tiny metal folding signs to place on street corners. Instead, he urges agents to work hard to become part of a community and provide value for that community. There’s no shortage of people, he says, […]

standard 4 Lessons REThink Taught Me

REThink: The Future of Real Estate embarked on an unprecedented journey to reach thousands of REALTORS® and industry partners: to engage in a conversation about where things are headed and how we (REALTORS® and other industry partners) might fit into the future. If you’re not familiar with this particular event, REThink was launched by the […]