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RISMEDIA, July 14, 2011—One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement. Regrettably, many salespeople use a “show and tell” presentation style and babble on hoping they might say…

RISMEDIA, June 29, 2011—Short sales aren’t what they used to be. Gone is the long and complex process that often confused and frustrated both buyers and sellers. Today, mortgage lenders—along with the federal government—have streamlined short sales to make them…

RISMedia, June 13, 2011—When was the last time you wanted to watch a black-and-white or one of the old “Technicolor” films? For most of us, they just don’t have the same engagement magic they held years ago when compared with…

RISMedia, June 7, 2011—As time goes on, the landscape of our real estate industry is beginning to look more and more like a high school campus. We have cliques, and whichever one is on top at the time looks down…

RISMedia, May 26, 2011—This business is about connections and relationships. Before you can ratify a contract and go to closing, you have to connect. You have to engage. You have to collaborate. You have to deliver an experience, not just…