Five Minutes to a Great Real Estate Meeting: A Desk Reference for Managing Brokers (with CD-ROM) / Edition 1

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Every real estate professional knows — time is money! John Mayfield's Five Minutes to a Great Real Estate Sales Meeting: A Desk Reference for Managing Brokers is a treasure chest of ideas for the real estate broker/manager on how to hold successful and motivational sales meetings. This simple, time-saving tool offers creative and proven ideas and includes a CD-ROM packed with resources that allow brokers and brokerage owners to spend more of their time focusing on day-to-day management duties, as well as listing and selling, rather than meeting preparation.

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Product Details

  • ISBN-13: 9780324207460
  • Publisher: Cengage Learning
  • Publication date: 10/31/2003
  • Edition description: BK&CD-ROM
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 8.50 (w) x 10.80 (h) x 0.60 (d)

Meet the Author

John Mayfield received his real estate license at the age of 18 in 1978. He was one of the first sales associates in his board of REALTORS? to reach the Missouri Association of REALTORS? Million Dollar Club and has been a practicing broker since 1981. He owned and managed three offices in Southeast Missouri and is still a practicing broker. John has taught pre- and post-license real estate courses since 1988. He has earned the ABR?, ABRM, CRB, GRI, and e-PRO? designations. John is an avid real estate speaker and trainer. He is the author of two previous books listed in the TOP 10 Broker Resources by the Council of Real Estate Brokerage Managers (CRB), February 2005, and contributing editor to the Sales Coach" section for REALTOR? Magazine Online. He also is a real estate writer for Hewlett Packard's Web Site. John is the NAR Director for the state of Missouri. Visit for more information."

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Table of Contents

I. MOTIVATIONAL MEETINGS 1. Nothing Is Impossible! 2. Losing Your Flavor 3. Moving to the Next Level 4. Never Too Late to Change 5. Recipe for Success 6. Teamwork 7. The Personal Touch 8. What Are You Doing with Your Apples? 9. Why Be First? II. MARKETING MEETINGS 1. Branding Off-Line 2. Creating a Brand 3. Building Clients for Life 4. E-Newsletters (Part I) 5. E-Newsletters (Part II) 6. MLS Signatures 7. Preparing Your Case 8. Direct Mail 9. Working with First-Time Buyers 10. Working with Senior Adults III. PROSPECTING MEETINGS 1. Calling FSBO's 2. Expired Listings 3. Prospecting I 4. Prospecting II 5. Scripts for Buyers 6. Scripts for Sellers 7. Working the Technology-Savvy FSBO IV. LEGAL MEETINGS 1. Agency issues 2. Anti-Trust 3. Asbestos- What Is It? 4. Fair Housing I 5. Fair Housing II 6. Lead-Based Paint I 7. Lead-Based Paint II 8. Mold 9. Radon 10. RESPA 11. Tax 1031 Exchanges IV. PROFESSIONAL DEVELOPMENT MEETINGS 1. Asking the Right Questions 2. Checklists 3. Customer Service 4. Don't Give Away Good Business! 5. Dress for Success 6. Education Benefits 7. Goal Setting 8. Group Problem Solving 9. Hats to Wear 10. Internet Basics 11. Investing in Your Career 12. Phone Image 13. Phone Tips 14. Playing it Safe! 15. Time Management V. TRACKING YOUR MEETINGS Monthly Meeting Recap Annual Meeting Recap About the Author Index

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