Sales Strategies
By CRB, Real Estate Business Magazine, October/November 2006
Sales Meeting Ideas for Managers, Brokers and Owners
Meeting Materials: Meeting materials can include articles in the Wall Street Journal and USA Today from May 10 and 11, 2005, announcing a Department of Justice (DoJ) investigation into REALTORS®. Additional articles that have followed in publications such as Time and Newsweek relating to REALTORS'® fees and commissions would also be appropriate. (Visit buyersareliars.com to view articles.)
Meeting Objectives: To reinforce the value of the REALTOR'S® role in a real estate transaction and to provide negotiation advice to agents so that they are able to maximize their clients' financial positions.
Background: The real estate industry has been under heavy attack by the national media for almost two years. In the past, the only leaks that concerned REALTORS® were from roofs, pipes and an occasional chimney. Suddenly, in May 2006, the leaks sprang forth from the DoJ and, in a public relations coup that would be the envy of any PR firm, the Wall Street Journal and USA Today ran consecutive front page articles reporting that the DoJ was in the process of suing the National Association of REALTORS® (NAR).
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Jim Kinney, ABR, CRB, CRS, GRI, Rubloff, Chicago, IL, 2008 President-Elect, CRB Council