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Understanding who and what you are online (No metaphysics involved)

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30 November 2011

Understanding who and what you are online (No metaphysics involved)

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I’m doing a training session on Linkedin next week at a small industry conference and I’ve spent the morning preparing some of the content.  I’ve been reflecting on the increasingly important role that LinkedIn is playing in my professional life. Interestingly, it’s value to me is partly because I treated it as the poor cousin to Facebook for so long.  What I’m finding is that I made lots of mistakes ...
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A tale of two businesses

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30 November 2011

A tale of two businesses

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I’ve been working with two different real estate businesses over the past few months that offer a great case study on maintaining success in real estate.  In 2005, both had market share in excess of 35% in their core markets (they operate in two distinct areas and don’t compete with one another).  By 2011, one had 45% market share (Business A) and one had 15% market share (Business B).  In both cases key staff...
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The logic of large advertising schedules

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23 November 2011

The logic of large advertising schedules

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I always find it frustrating when I sit down with a real estate director and they complain about their salespeople’s inability to sell advertising.  I always ask the question “what sort of scripts and dialogue training are you running for marketing?” which is inevitably greeted with a blank look.   You’d be surprised how many top agencies are comfortable asking for $20,000 advertising budgets without giving ...
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