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The Little Things Matter When Selling to Clients

The Little Things Matter When Selling to Clients

The Ritz Carlton in the Cayman Islands was an incredibly expensive condo. The developer was very successful in the early days of development and I asked him how he was able to pre-sell half of this very costly building. He told me that it was the weirdest thing. He was on Seven Mile Beach in the Cayman Islands and he decided he would get up really early to create small hut and stand in it. There was nothing more to it. When anyone that’s very affluent goes to the Cayman Islands, they always go to Seven Mile Beach. It’s the best beach. Many would get up early to go for walks and they would watch him for a couple of days. By the third or fourth day they’d come and ask him, “Why are you standing in this hut?” and he would tell them, “Well, I’m building this hotel behind us. It’s going to be the Ritz Carlton. The most exclusive hotel in the world.” He pre-sold half of a $650 million project in a hut by himself because, once he had their attention, inevitably people were interested.

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Topics: sales, developers, condo, resort marketing

Toyota's Customer Follow Up

Toyota’s Customer Follow Up

My wife and I wanted an SUV, a Toyota Sequoia. Just like most buyers, we knew the model we wanted, we knew what options we wanted and we knew how much we wanted to pay, but, of course, I wanted to test-drive the car. So, I went into the Toyota dealership and I was very clear and concise about what I was looking for and what I wanted to pay. They told me that they didn’t have exactly what I was looking for, and even though they could not give me what I wanted that day, they did not let me leave without asking me to register.

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Topics: sales, Customer Engagement, follow-up

Using Your CRM (Customer Relationship Management) to Follow Up

Why Use CRM (Customer Relationship Management)?
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Improve Your Sales Presentation Skills Before Your Next Meeting

Improve Your Sales Presentation Skills Before Your Next Meeting

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Topics: sales, Customer Engagement, meeting, presentation, sales meeting

What do Starbucks and Trump Have in Common? The Customer Experience

What do Starbucks and Trump Have in Common?
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The Punta Mita Four Seasons Experience

The Punta Mita Four Seasons Experience

An example of a great sales office experience is the Punta Mita Four Seasons. They have three sales reps that each earn over $1 million a year in commission selling the most expensive real estate in Mexico. There have been a number of highly publicized murders of foreign tourists in Mexico and you’d think that would make selling real estate a challenge, but it doesn’t stop these guys. They’ve nailed the experience.

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Creating an Experience in the Sales Office

Creating an Experience in the Sales Office

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The Discovery Process (The Best Timeshare Sales Team Ever)

The Discovery Process (The Best Timeshare Sales Team Ever)

Abercrombie & Kent is well known for putting together very expensive safaris and other outrageous trips. After many years of success, they decided to create a real estate division with 10 highly paid timeshare salespeople to sell what they called a “private residents club.” These were like timeshares, except much more expensive. And, unlike the usual timeshare sales model, the entire sales process took place over the telephone.

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Greeting a Client (Mirroring)

Greeting a Client (Mirroring)

How you conduct yourself while greeting and meeting with a client plays an important role in how successful you will be in building a relationship with them. I had the opportunity to explain this while in India:

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The 80/20 Rule

What Role Does the "80/20 Rule" Play in the Sales Process?

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The Sales Process: Registering

The Sales Process:
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5 Core Ideas That Help Harness Social Media Power Part 6: Test and Learn

Test and Learn

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5 Core Ideas That Harness Social Media Power Part 5: Makes the Stories Social

Make the Stories Social

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

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5 Core Ideas That Harness Social Media Power: Surf Waves

Surf Waves

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

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5 Core Ideas That Harness Social Media Power Part 3: Make Fans the Heroes

Make Fans the Heroes

Anyone who has ever questioned the use of social media in the digital age need only look to Tourism Australia in order to understand its power.

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5 Core Ideas That Harness Social Media Power Part 2: Create Platforms Fans Can Build On

Create Platforms That Fans Can Build On

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5 Core Ideas That Harness Social Media Power Part 1: Tourism Australia Case Study

Introduction: Tourism Australia Case Study

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Avoid the 10 biggest sales and marketing mistakes

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Topics: Million Dollar Project Marketing

Procter & Gamble Marketing Campaign Case Study

Procter & Gamble came to N5R with a problem...

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Keeping Up-to-Date with Social Media

Keeping Up-to-Date with Social Media

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Facebook as Your CRM System

Facebook as Your CRM System

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The Consumer is in Control Now

How Consumers Control the Market and Why it Matters to You

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Using Skype or FaceTime for Sales Meetings

Video Skype and FaceTime are extremely powerful mediums. They give you a chance to show your consumers your product as if you were together in person, though obviously in person is always way better.

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For Sales Videos, the More the Merrier

Why Add More Personalities to Your Sales Video?

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YouTube Sales Tip: Address Market Segments

YouTube Sales Tip:

YouTube is the number 2 search engine in the world and you can use it in some interesting ways.

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The Importance of a Sales Video

Videos today can be produced very inexpensively and are a very powerful sales tool for two reasons.

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Topics: sales video, sales, Leads

Real Estate Marketing Tips: Telling A Story - Part III

Real Estate Marketing Tips: Telling A Story - Part III


Want to know more about storytelling? Here are a few tips:

What are the possible roots for your story? Well, ask yourself what’s interesting about your project, something that no one else can say. Is there a rushing river nearby that you can research and bring to life in your development? Do you have the best views? Is there a particular local animal known to visit a particular spot on your property, and could the story revolve around that? Is there something unique in the developer’s motivations for bringing this project to life – something meaningful and personal that other people might relate to?
When you’re looking to craft a story about your project, do it early. Only then can your salespeople, your marketing campaigns and, to some degree, even your design be shaped by that story.

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Real Estate Marketing Tips: Telling A Story - Part II

Real Estate Marketing Tips: Telling A Story. Part II


The three best salesmen I have ever seen.

Without a doubt, there are salespeople who are extremely skilled at this kind of story-telling. I was just showing a colleague a resort in Puerto Vallarta called Punta Mita. They have three of the best salesmen I’ve seen in my entire life, with one of them earning between one and three million dollars a year in commission alone. And if you watch how these guys work, it’s all story selling. They’re not talking to clients about floor plans, square footage or granite counters. Instead, they’re selling dreams and aspirations.

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Real Estate Marketing Agency Tip: Crucial Role Of Telling A Story.

Crucial Role Of Telling A Story.


Facts tell, stories sell.

We’ve all heard the line: facts tell but stories sell. Never have truer words been spoken, especially with real estate. Whether it’s an office project in a downtown core, a beachside villa or a suburban family home, describing your project with just the facts conveys only half the story to a potential buyer. People, like projects, are made up of two halves. One side focuses on reason, the other side on emotion. One side is more concerned with magic, and the other side with logic. That’s why any successful marketing campaign should take into account both halves – and speak to both.

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N5R Tips, Real Estate Marketing : Forget Floor plans, Sell Lifestyle.

N5R Tips, Real Estate Marketing : Forget Floor plans, Sell Lifestyle.

 

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Real Estate Marketing: Never forget to market to a woman

Don't forget to market to women. In fact, market to them first


Women control 92% of the purchasing decisions related to the home.

Study after study has found that women control 92% of the purchasing decisions related to the home. Those decisions include where to travel, what furnishings to buy and – you guessed it – what home they want to purchase. But most developers do the opposite with their advertising – they focus on the men. Maybe it’s because a large percentage of them come from male-dominated industries like construction or finance, and so this point hasn’t hit home with them. But it needs to. Women make the decisions and you should be marketing to them.

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Customizing For All Your Buyers. Tips For Real Estate Marketing.

Customizing For All Your Buyers. Why?


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Internet Influencing International Buyers For Real Estate Marketers.

Real Estate Marketers Tip: Internet Influencing International Buyers.

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Leverage The Herd Mentality For Real Estate Marketing.

Leverage The Herd Mentality : Real Estate Marketing Tips From N5R.

Example: Two Competing Restaurants.

Two restaurants sit on opposite sides of the street. The cuisine and atmosphere of both of are of equal quality and the menus are comparably priced. But when potential diners see a line of people waiting at one of the restaurants and not the other, they assume the busy one is superior and they follow the crowd. It’s a phenomenon known by many names - pack Mentality, peer pressure, following the herd. And it plays a critical role in selling real estate.

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Counting Your Touchpoints.

Counting Your Touchpoints.

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So, how do you create a touchpoint plan that works? Here’s how.

How to create a touchpoint plan that works? Here’s how.

First off, create an actual plan that covers off at least 17 different ways that a potential buyer’s interest can be maintained.Reaching out can take a variety of different forms – ads, website, phone calls, emails, return visits, and so on – but make sure they are numerous and use a variety of different methods to keep the momentum going. Also, write the plan down and ask salespeople to use it as part of their toolkit to keep track of how they’re staying in touch with leads.

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Get To Know The Online World. N5R Tips.

Get To Know The Online World.

The Internet drives 80 to 90 percent of all real estate sales and gets 2 percent of the average marketing budget.

But because most of us don’t have the time to become Google experts (and that’s what’s required, because things change at warp speed), I recommend hiring one. They’re usually in their 20s, possibly working out of their basements, and their heads are filled with knowledge it would take most of us a lifetime to acquire. Hiring a skilled Google expert is probably the best investment you can make. And it’s an investment that should be made, considering the Internet drives 80 to 90 percent of all real estate sales despite being allocated only 2 percent of the average marketing budget.

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Google Marketing Secrets And Know Google In Depth.

Google Marketing Secrets And Know Google In Depth.

If you’ve never used Google, the time has come. and, if you’ve only been using Google to search for the latest sports scores or to find out what’s playing at the local movie theater, then it’s time to familiarize yourself with its true power in the world of sales.

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The First Meeting Is Not the Time to Close

Equate the sales process to a relationship. Yes, you could have a one-night stand, but that’s not a consistent or sustainable model. The odds are simply not in your favour. This is a fact.

Learn more about the sales process from Condo Mastery:

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Learn the Timeshare Sales Approach

 

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Make Everything Trackable, With Real Time Marketing.

 Make Everything Trackable, In Real Time Marketing.

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What really works for your real estate business?

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Choose the Phone Over Email

38% of communication comes from your voice tonality, and 55% comes from body language.

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Identify Hot Leads & Hit Them Fast.

Know Who’s Hot & Hit Them Fast (Mistake : Letting Prospects Get Away)


It’s Not Catch-&-Release

 Expecting someone to buy a condo on their first visit to the sales office is like proposing marriage on a first date and expecting the person to say yes. Only 1% of people who walk into a sales office will make that big purchase commitment in the first visit.

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What You Say Isn’t Everything You’re Saying

 Learn more from Condo Mastery:

The words you say account for only 7% of what you communicate. So words are only 7% of what your customers hear from you!

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People Buy Real Estate When They See Others Buying.

People Buy Real Estate  When They See Others Buying. (Mistake : An Empty Sales Office).


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Selling is Communicating, and You Already Do It

 

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Topics: sales, marketing, communication

Speak To Your Market Segments. Your Market Is Homogenous.

Speak To Your Market Segments. (Mistake : Thinking Your Market Is Homogenous)


One Size Does Not Fit All

 In the age of personalization, rarely will you find that a single product can apply to every person in the same way. This is also true for real estate marketing. A single ad message won’t appeal to baby boomers, new couples and single mothers at once.

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5 Steps in Lead Nurturing

5 Steps in Lead Nurturing

An important part of your business is to keep yourself noticed. Nowadays, there are so many methods to advertise, especially online. Lead nurturing is a way to increase potential leads through sending automatic emails. It’s a great way to inform and connect with those in your database, while also building visits to your website.

N5R's Roman Bodnarchuk speaks in Hong Kong about the importance of lead nurturing:

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Topics: advertising, sales, generate leads, email, auto-email, lead nurturing

Traditional Realty Advertising Won’t Sell.

Traditional Realty Advertising Won’t Sell. (Don't Try To Sell Only With Logic)


Love Isn’t Logical

Flip through most condo sales ads and you’ll see the same thing: diagrams, numbers and renderings. Informative, technical and boring. These ads are cold and only inspire the architect or designer. This does not appeal to buyers who purchase property for countless reasons, all unrelated to square footage and floor plans.

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Note to Developers: Reason To Use Your Media Budget Wisely

 

Stop Wasting Your Media Budget! 

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Topics: advertising, real estate, marketing, online media, marketing agency, print

Social Media Mastery is Required.

Social Media Mastery is Required

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Blog Mini-Series, Part 5 of 5: How To Improve Your Sales State Of Mind For Results

Book the Next Meeting Before They Leave the Room

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Topics: sales, marketing, meeting, salesperson

Use Realtors In Local & Outside Markets

Use Realtors In Local &  Outside Markets
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Blog Mini-Series, Part 4 of 5: How To Improve Your Sales State Of Mind For Results

Sell to Women First

“If you want to improve your sales, the first thing you need to do is take a good look at yourself, your basic techniques and how you relate to people.”

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Topics: marketing to women, sales process

It’s Not the Market - It’s Your Marketing.

It’s Not the Market - It’s Your Marketing

Your bottom line is selling real estate. The typical ad campaign won’t make that happen. You need a powerful, integrated sales and marketing strategy that will sell units quickly and cost effectively.

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Blog Mini-Series, Part 3 of 5: How To Improve Your Sales State Of Mind For Results

 

Always do Your Research

“If you want to improve your sales, the first thing you need to do is take a good look at yourself, your basic techniques and how you relate to people.”

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Topics: internet marketing, clients, meeting, prospective lead, research

Blog Mini-Series, Part 2 of 5: How To Improve Your Sales State Of Mind For Results

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Topics: sales leads, online lead generation, lead generation, Sales Tactics, sales process, sales teams, workplace

Blog Mini-Series, Part 1 of 5: How To Improve Your Sales State Of Mind For Results

Introduction: It’s Not Your Market, It’s your Marketing 

If you’re not selling enough, you need to look in the mirror and figure out what you are doing wrong. It’s not the market; it’s your marketing. Don’t ever look at economy and think it affects you. Your sales are completely about your state of mind.

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Topics: real estate, marketing, economy, stock market

Know What Works, In Real Time Marketing.

Know What Works, In Real Time Marketing (Mistake: Hit-or-Miss Ad Campaigns)


Follow the Tracks

When a buyer walks into the sales office and fills out an information card, it is generally useless. Why? Because buyers don’t want to waste time and when asked where they learned about a property, they often check the first box without looking.

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Marketing Start-up Success Story: Backstreet Boys

Marketing Start-up Success Story: Backstreet Boys
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Topics: sales leads, generate leads, marketing, Sales Training, backstreet boys

Condo Conversion Success Story: Montecito

When I first started working with Montecito, we met in a Starbucks coffee shop because they didn’t even have an office. They were just seven people that owned apartment buildings for rentals in the US, but they had never actually sold residential real estate.

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Handbook: Selling during ongoing change

The world is always changing, and I’v written a handbook that teaches you how to work with change. It may just make you rethink your entire business.

My background

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Surprising Facts Of Marketing Campaigns

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Topics: Leads, marketing, lead generation, pay per click

How to sell real estate in a changing market

The world is changing. Just think about the tragedy that happened at the Boston Marathon, April 15th, 2013. This impacts all of us, every day, in terms of how we sell. September 11th, 2001, for example, completely changed business.

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4 Reasons for Using Social Media in the Workplace

As social media has grown into a great platform for networking, more businesses are beginning to join sites such as Facebook and Twitter as an outlet for advertising and creating a closer connection with customers. Anyone can start their own social media profile, but it’s becoming more important than ever before in the office, and here’s why:

 

4 Reasons for Using Social Media in the Workplace:

1) Blurred Divide Between Personal and Work Life

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3 Reasons to Create a Sales Video

A sales video can transform your sales pitch from boring to interactive. It sells your business to clients and can heighten their interest in setting up a meeting with you. A sales video sells your product or services, and captures why someone should be interested in what you have to offer.

Why Have a Sales Video?

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5 Steps in a Sales Process

Before closing on a sale, you must first entice a client to want to work with you. During your sales process you need make your potential client feel important  while also showcasing what your business has to offer. Following these steps will increase you chances of succeeding in your end goal – setting up a meeting.

5 Steps in a Sales Process:

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4 Reasons Why Skype Meetings Work

Before you get off the phone after setting up a meeting, ask your client one more question. Ask if they have Skype. If they have it, find out if they’d be interested in having a Skype meeting. Follow-up with a confirmation the next day and make sure to share your Skype name. Not everyone may want a Skype meeting, but if even half of your clients agree to use it, it’ll prove to be very effective. 

N5R's Roman Bodnarchuk speaks in Hong Kong about the importance of Skype:

Why Conduct Skype Meetings?:

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"Two Options Close:" 3 Steps for Setting Up a Meeting in Minutes

As people are living busier lives, setting up a meeting can sometimes be the toughest part for growing a business. Before asking “when’s a good time for us to meet?” consider the “Two Options Close.” Giving a client select options will help set up a meeting sooner rather than later.

3 Steps in a “Two Options Close:”

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N5R: The Importance of Smart Phone Optimizing Your Website

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The Importance of Smart Phone Optimizing Your Website


Many business' tend to forget the importance of smart phone optimization.

Remember, consumers are not using their desktops, or even the relatively new tablet as often as their smart phones. As technology adapts - we see how the tablet is becoming an almost outdated source of reaching the consumer. If your website doesn't look as good - if not better on mobile than it does when someone were to key in your domain into their desktop browser then you can guarantee the loss of a potential lead. 

Read the Full Report Here:

At N5R - we stress the importance of an online sales video optimized for smart phones. This is because as Adobe's latest Bench-mark report revealed video consumption is up 53% on mobile from last year and has overtaken tablet streaming by 13%.

Above: Sales Video created by N5R for Belleville Park: Smart City in Nodia - Delhi, India 


However, remember that on 26.6% of those videos reached 75% completion - which means it is important to get your pitch across quickly and in a manner that keeps the viewer engaged. 5 minutes is usually ideal. 

If your team can create, optimize, and reach your target audience on their smart phones then you are set up for success!   

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Get to Know Google and the Online World

  

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Sales Of New GTA Condos Soared Up 33 % From Last Year

The new home market in the GTA rebounded in May, with both the low-rise and high-rise sectors seeing a surges in sales. According to RealNet Canada Inc., there were 3,526 new houses and condos sold in the region last month, a 24 per cent increase from the 2,833 sales counted in May 2013.

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Topics: Condo Sales Toronto, gta, condo project sales, GTA Housing Market, increase condo sales Toronto, condo sales and marketing

Recreational Property Sales in Canada

Recreational property sales have bounced back after a slow start to the sales season with increased activity seen across much of Canada.

In its annual Recreational Property Report, Re/Max said the modest start of the season was caused by the late arrival of spring and frigid winter experienced in many markets across the country.

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Topics: property marketing, muskoka properties, Canada, property

What Baby Boomers' Retirement Means For the U.S. Economy

By BEN CASSELMAN, from fivethirtyeight.com.

For decades, the retirement of the baby boom generation has been a looming economic threat. Now, it’s no longer looming — it’s here. Every month, more than a quarter-million Americans turn 65. That’s a trend with profound economic consequences. Simply put, retirees don’t contribute as much to the economy as workers do. They don’t produce anything, at least directly. They don’t spend as much on average. And they’re much more likely to depend on others — the government or their own children, most often — than to support themselves.

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Topics: Baby Boomers, US Baby Boomers, Baby Boomers Real Estate

CondoShow.com is the #1 Condo TV show in North America

#1 Condo TV show in North America is now on 24 hours per day.
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Topics: condo tv show, CondoShow.com, North America Condo, #1 Condo TV Show in North America, The Real Estate Channel, CHCH Condo Show, CondoShow.com on CHCH

World Housing: Founding Inspiration

I love Pete and Sid because they taught me everything I know about launch sales and marketing and am ready to help them build homes for the 3rd world.
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Topics: Sales and Marketing, Building Homes for the 3rd World

Real Estate agents turn to video to shoot for a marketing edge

A great article in the Globe and Mail.

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Topics: Real Estate Video, N5R Real Estate Video, n5r

Why did Australia's largest real estate organization choose N5R?

N5R is extremely proud to announce its newest global client. L.J. Hooker in Sydney, Australia.

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Topics: n5r, Sales Training, N5R Sales Training, New N5R Client, L.J. Hooker

Can a Six-Second Vine Video Sell a Condo?

In 2012, 1.3 billion online video viewers around the world watched an average of 180 videos per person each month, according to the gettyimages infographic "Why Your Brands Need Video." Global users love online video, which is why marketers stand behind the notion that online video is the number one sales tool in the world.

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Topics: Vine Video, Sell Condos

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