Are “Sales” and “Selling” dirty words? Some folks think so. This month we’ll share some critical sales ideas, tips, and proven approaches to creating and maintaining business relationships that create long-term, repeat sales, and referrals. One of my favorite consulting engagements is for a client I have worked with for more than twenty  years. It is […]

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More info on possible SAM Hack from our colleagues and fellow professors at NJIT: On March 22, 2018, the General Services Administration (GSA), the federal agency that oversees SAM’s operation, reported an “active investigation” is being conducted into alleged, third party fraudulent activity involving SAM. GSA says it is in the process of notifying those […]

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Telephone Techniques for Appraisers “Stop answering your telephone until you and your staff know how to use the dang telephone!” Many years ago, I opened an ISA conference seminar with that quote. The audience looked puzzled, then I told them I was going to play a tape (yea, it was that long ago) of appraisers […]

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Your mailing envelope is a small part of a four-step marketing process, which are the same four steps the most successful appraisers use to market their professional appraisal services. I hate white space. It is almost always unused and wasted. There are square miles of open space that can be effectively used to promote any […]

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As you know, The Appraisal Foundation (TAF) recently released the 2018-2019 version of the Uniform Standards of Professional Appraisal Practice. Every two years they publish a new edition. Naturally, like all responsible appraisers we buy a copy, just like you do. I love the digital edition. This digital PDF format is searchable, which makes life […]

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The February issue of your Inner Circle Appraiser Marketing Newsletter contains the master index of every article in all 100 issues of your newsletter. Remember, you can easily access every issue on the Inner Circle Appraiser website, and you read any article at any time, because you are a subscriber. That’s more than 800 pages […]

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TELEPHONE TECHNIQUES Companies spend millions of dollars to get the telephone to ring. When it does, many owners ignore the opportunity to build a lifelong relationship with a customer or client — Here are a few tips: Before You Pick Up The Telephone – Take a Deep Breath – Relax – Know What You Are […]

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Hey there appraisers — Remember – “A consolation IS a consultation.” Your value is in your knowledge and expertise. Just because you give a client bad news about their item, does not mean your time is not billable. You are paid for providing the truth. If it’s a fake, or not what they think it’s […]

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