• 2.2 min readPublished On: August 28, 2012

    What’s Wrong with Your New Agent Training?

    Right now, I'm writing a new agent training program for a major national franchise. In it,A�I'm guarding against the very [...]

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  • 2.7 min readPublished On: August 23, 2012

    If They Love Houses but Hate the Word ‘Salesperson’…Don’t Hire Them!

    Ever been interviewing and, you think, Darn, this is going really well. The person looks good, smells good, and talks [...]

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  • 1 min readPublished On: August 15, 2012

    Managers: Are You Giving your New Agents Every Opportunity to Succeed?

    A�Are you giving your new agents every opportunity to succeed? Do they have start-up plans? Are they being coached weekly [...]

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  • 3.4 min readPublished On: August 6, 2012

    Does Your Office Resemble a Finely-Tuned Orchestra?

    Have you ever thought of your office as your orchestra, with you as conductor? As a flutist and music major, [...]

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  • 2.5 min readPublished On: July 25, 2012

    8 Questions to Ask your Agents to Refresh their Careers

    Do you have agents in your office who have lost that spark, that enthusiasm? It happens to almost everyone at [...]

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  • 2 min readPublished On: July 20, 2012

    How Agents Can Get the Best from Managers

    How can agents get the best from managers? I know agents sit in the interview and askedA�managers, "What are you [...]

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  • 3.2 min readPublished On: July 17, 2012

    Two Tips to Figure Out Who to Retain–and Who Goes

    Hiring and firing is not a a�?black or whitea�� issue. There are many shades of gray. I know. I managed [...]

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  • 2.5 min readPublished On: July 12, 2012

    How Non-Producers Hurt You Three Ways

    In my earlier blog, I told you about "Joe"--that nice agent who never sells a stick of real estate. He's [...]

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  • 2.4 min readPublished On: July 9, 2012

    So You Think You Can’t Fire Joe…..

    So you think you can't fire Joe? Why are you keeping that deadwood, anyway? Okay. Thata��s a pretty blunt statement. [...]

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