by Matthew Ferrara | Feb 7, 2011 | Blog, Featured, Management, rssfeed, Strategic Thinking
If marketing departments spend all their time and money telling consumers how a company is unique, why do brokers and managers spend their time trying to recruit their competitors’ agents? Here’s a question for brokers: If you believe companies have cultures, that...
by Matthew Ferrara | Mar 29, 2010 | Blog, Featured, Opinion, rssfeed, Strategic Thinking
Recruiting has long been the magic talisman of the real estate industry. Mistaken though it might be, the idea that adding more bodies to the salesforce solves everything just won’t seem to go away. Until managers become fully committed to productivity, not body...
by Matthew Ferrara | Jan 18, 2010 | Featured, Management, Next Generation, Opinion, Real Estate, rssfeed, Sales
Readers of this column long know of our contrarian opinion of most traditional real estate practices. None more frequently irks us than the idea that all problems in real estate can be solved by increasing the body count, er, recruiting. Even amidst the worst downturn...
by Matthew Ferrara | Aug 14, 2009 | Featured, Management, Next Generation, Opinion, Real Estate, Research, rssfeed, Strategic Thinking, The Market
Yesterday found me on the 15th floor of the New York Times building in Manhattan, part of a trio of industry thinkers including Mike Staver and Steve Harney. Joining us for three hours of “ask anything” discussion were some of the city’s finest...
by Matthew Ferrara | Mar 25, 2009 | Blog, Featured, Management, Marketing, Next Generation, Opinion, rssfeed, Strategic Thinking
Recently we pointed out that the next generation of REALTORS will come from non-traditional sources. As brokers focus more on productivity than body-count, and the recession will ultimately teach them this business lesson. A more rational, performance-based method of...
