Columnist Jim Gillespie
Jim Gillespie, Ph.D. RealEstateSalesCoach.com or contact him at Jim@RealEstateSalesCoach.com .
Prospecting Your Way to a Better Level of Clients October 12, 2006 Keeping You Focused on Making More Commissions October 5, 2006 The Top 5 Commercial Brokerage Company Websites October 3, 2006 Motivating Investors August 4, 2006 The Client Every Commercial Broker Should Have July 26, 2006 Becoming the "Broker for Life" for Your Clients July 24, 2006 The Heart and Soul of Getting Exclusives July 3, 2006 Planning for Your Departure When Changing Companies June 29, 2006 Prospecting: The Fastest Way to Generate New Business June 1, 2006 Revisiting a Great Commercial Real Estate Book April 28, 2006 Time to Make Buyer and Tenant Rep Exclusives Normal Practice April 14, 2006 Thomas Edison: Model For Real Estate Success March 16, 2006 Splitting Commissions March 10, 2006 The Three Warning Signs of Not Doing Enough Prospecting February 22, 2006 Keep Watching Out for Those Identity Thieves February 15, 2006 How to Make 2006 Your Best Year Ever January 27, 2006 Is It Time to Be Working on Midsized Transactions? December 27, 2005 The Most Sophisticated Sales Technique in the World December 5, 2005 Imagine Your Real Estate Business Five Years from Now November 22, 2005 When Getting the Highest Sale Price Still Isn't Enough November 10, 2005 The Power of Resiliency in Real Estate November 4, 2005 Why You Must Be Congruent with Your Image October 20, 2005 Energy Tsunami On The Way October 10, 2005 Are Great Agents Born or Can They Be Developed? October 4, 2005 Surveying Your Right to a Full Commission September 29, 2005 The Importance of Matching Your Clients' Voices September 20, 2005 When Your Co-Op Agent Is Your Worst Nightmare September 16, 2005 Utilizing the "Yes" Set in Your Real Estate Business September 7, 2005 Sending Audio, Video Reports To Your Real Estate Prospects August 29, 2005 The Enthusiastic Salesperson August 22, 2005 Why Specializing As An Agent Is So Important August 1, 2005 How to Handle a First Right of Refusal on a Property July 15, 2005 Online Resources Increase Productivity July 12, 2005 Protect Your Listing Agreement From Buyers Who Don't Close July 4, 2005 Two Great Ways To Get Referrals June 22, 2005 Hiring A Real Estate Coach June 20, 2005 A Warning To Commercial Brokers June 16, 2005 The Best Time To Prospect Is All The Time June 15, 2005 How To Handle Homebuyer's Remorse June 6, 2005 It's Time To Be A Conservative Real Estate Investor May 6, 2005 The Key To Successful Prospecting Is Building Rapport April 27, 2005 Are You Really A Top Agent, Or Just A Commodity? April 15, 2005 Bad Training Is Like Self-teaching A Bad Golf Swing April 8, 2005 How Effective Are You At Developing New Business? March 31, 2005 Why Top Real Estate Agents are Great Negotiators March 4, 2005 What Does Your Car Say To Real Estate Prospects? February 24, 2005 Mastering The Art Of Commission Negotiation February 18, 2005 Be The Last Agent To Make A Listing Presentation To The Seller February 7, 2005 Realtors, It's Time To Hit The Pavement Running January 28, 2005 Moving Forward: Steer Your Clients Away From Problem-Focusing January 21, 2005 When Are Agents Entitled To Receive Full Disclosure From Brokers? January 14, 2005 Why Continuous Prospecting Is So Important January 5, 2005 The Power Of Asking The Right Questions In Real Estate December 31, 2004 More On Changing The Rules On Showing Low Co-op Fee Homes November 26, 2004 Don't Become A Low-Priced Commodity When Trying To List Homes November 19, 2004 How Committed Are You To Achieving Success? November 12, 2004 The "Bubble" And Your Real Estate Business November 8, 2004 Time To Change The Rules On Showing Low Co-op Fee Homes October 27, 2004 It's Time To Contact Your Past Clients October 7, 2004 A Unique Real Estate Marketing Idea September 30, 2004 What Business Are You Really In? Real Estate? September 21, 2004 Are You Falling Short Of Your Income Goals? August 30, 2004 Flying To See Your Prospects August 20, 2004 Clothes Make The Agent August 13, 2004 Eliminate Your Buyer's Remorse With A Story August 6, 2004 Negotiating For Full Commission July 30, 2004 At What Level Are You Successful In Your Real Estate Business? July 23, 2004 How To Maximize Your Follow-up On Listings July 16, 2004 When It's Time To Overhaul Your Prospecting Program July 9, 2004 A Tip To Close More Listings When Competing With High-price Listers June 18, 2004 Remembering The Lessons From The Great Communicator, Ronald Reagan June 11, 2004 How Motivated Are You To Improve Your Business? June 7, 2004 How To Overcome The Toughest Objections From Your Clients June 3, 2004 Know The Direction Of Your Real Estate Market May 28, 2004 Reframe Your Listing Presentation To Compete May 19, 2004 Master The Mental And Emotional Stress Of Selling Real Estate May 10, 2004 Selling A Home And Keeping The Profit April 14, 2004 Agents Should Disclose When Investing In Real Estate April 9, 2004 Are You Just Prospecting, Or Are You Developing New Clients? April 2, 2004 Take Your Real Estate Prospecting To The People! March 25, 2004 Where Is The Technology In Commercial Brokerage? March 9, 2004 How To Funnel More Real Estate Business Your Way March 4, 2004 Watch Out For Website Vendors With Suspect Services February 24, 2004 Negotiating The Length Of The Listing February 17, 2004 Is It Time To Work With A Partner In Your Real Estate Career? February 6, 2004 The Seven Deadly Sins Of Real Estate Prospecting January 28, 2004 Is Your Mailing Campaign On The Right Frequency? January 21, 2004 When Your Positive Mental Attitude Can Hurt You December 8, 2003 What Determines Your Real Estate Success? October 28, 2003 Enhancing The Effectiveness Of Your Real Estate Portfolio October 15, 2003 Eliminate Jargon In Your Real Estate Presentations September 18, 2003 Schedule Your Real Estate Goals Weekly For Success September 11, 2003 Become Proactive in Developing Your Business July 4, 2003 Watch What You Say to Your Clients and Prospects June 30, 2003 Do You Have Results, Or Reasons Why You Aren't Successful? June 11, 2003 How to Stay On Track With Your Real Estate Goals June 5, 2003 Laughing All the Way to a Listing May 27, 2003 Have an Unyielding Drive to Succeed in Your Business May 23, 2003 The Curse Of The Mediocre Agent May 19, 2003 Kick-start Your Canvassing April 9, 2003 Pair With A Pro Who Knows How To Get Clients To Take Action March 25, 2003 Why Listing Agents Make Big Bucks March 17, 2003 Great Sale-Leaseback Opportunities Abound March 12, 2003 Start Sending eNewsletters Now February 27, 2003 Listening To Your Clients February 20, 2003 Have Certainty About Success February 14, 2003 Creating Your 2003 Action Plan December 31, 2002 Power Socialize With Your Clients December 31, 2002 What Should You Do With Prospects? December 20, 2002 Knowing The Direction Of Your Real Estate Market December 11, 2002 Getting Agents To Share How They Handle Objections November 26, 2002 What Motivates You? November 21, 2002 Maintaining Quality Of Life In Real Estate November 18, 2002 Top Producers Embrace Change November 8, 2002 What's Real Estate Really Like? October 30, 2002 Keep On Prospecting October 23, 2002 Lessons From Lenders October 17, 2002 Experiencing Abundance in Your Real Estate Business September 26, 2002
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