How to List and Sell Real Estate in the 21st Century / Edition 1

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This unique book provides a comprehensive and practical introduction to the resources, strategies, and skills essential for success as a real estate professional. Based on the author's own experience as a real estate agent, this book is a complete, detailed, and ready-to-go program for training real estate agents. It will provide new agents with the ability to list and sell quickly. The book provides a variety of proven techniques and strategies for listing and selling real estate. Each is based on truth and fact, rather than manipulation. It reveals how listings are won and priced to sell using strategies to persuade the home owner. These strategies instruct the agent to educate the homeowner and remove misconceptions about pricing. It also addresses strategies to convince owners who are selling their own home that using an agent is in their best interest. These are based on the owner's needs rather than those of the realtor. It also demonstrates methods for getting organized, including the latest high tech communication and organizational tools. It also includes several practical features: Breakaway Forms, 16 forms specific to real estate agents; A 21-day Breakaway Program, to get new agents up and running within 30 days; and The 3 Circle Formula, showing how agents can prevent sales slumps. An essential resource for every real estate professional.
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Product Details

  • ISBN-13: 9780324136944
  • Publisher: Thomson South-Western
  • Publication date: 1/1/1999
  • Edition description: Older Edition
  • Edition number: 1
  • Pages: 442
  • Product dimensions: 7.36 (w) x 9.48 (h) x 1.01 (d)

Table of Contents

1. Breakaway.
2. The Quick-Speak Concept.
3. Build Money-Making Skills fast with Hyperlearn.
4. Confront Old Pro-and Win!
5. How to Flip this Fizzbos Right into Your Fold.
6. Sow that Farm and Reap—and REAP—and REAP.
7. Danny Kennedy's Full-Year Farming Almanac.
8. Prospecting.
9. Open-House: Bring Your Banana, and Prosper.
10. Up-Time.
11. How Listings are Won and Priced to Sell.
12. Servicing Listings.
13. Promotion.
14. The Subtle and Learnable Art of Capturing Customers.
15. Qualifying.
16. Showing Property—and Selling it.
17. Closing Those Golden Nuggets Before They Turn into Lead.
18. Negotiating.
19. Fallout Avoidance.
20. A 100% Referral Business.
21. Time Planning.
22. Self-Organization.
23. Prepare and Perform—or Pass Out.
24. Money-Making Forms and Checklists.
25. Dead Cats, Weeds, and Holes in the Wall.
26. Learn How to Enjoy High Stress.
27. What's Coming?
28. Break Loose.
The Breakaway Schedule.
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