Effective Real Estate Sales and Marketing, 3rd Edition

Product Details

Effective Real Estate Sales and Marketing provides the reader with an overview of the relationship between marketing and sales and has a logical sequence of preparation steps for successful selling. These proven techniques can serve as an effective tool for beginners in the field and as a reminder for the sales veterans looking to review approaches that work. The authors explain the marketing of real estate, the uniqueness of the sales process, and some of the advantages and disadvantages to being a real estate salesperson. Rosenauer and Mayfield offer information on understanding consumer behavior, effective communication, marketplace specialization, self-motivation, time management, record-keeping, prospecting, qualifying, and presenting and negotiation offers. In-depth coverage of current technology trends with real world applications throughout will equip real estate professionals for today's competitive marketplace. 272pp.

New Features

• Proven Step-by-Step Approach — Rosenauer provides a logical sequence of preparation steps for successful selling, and his proven techniques can serve both as an effective tool for beginners in the field, as well as a proven reminder for the sales veterans looking to review approaches that work.
• Up-to-Date Coverage of Technology — New to this edition is current coverage of technology and the increasingly importance role it plays in the success (or failure) of real estate professionals in today's competitive business environment.
• "Trends and Issues" features — Take what you learn to the next level by using it to answer questions in the text to begin laying the foundation for your marketing success.
• "Technology in Action" features — These boxed features found throughout the text highlight how technology plays a role in every aspect of today's marketing for real estate professionals with real world examples of technology applications.

Table of Contents

• I. THE PLANNING STAGE - GETTING YOURSELF READY TO SELL.
  • Chapter 1: An Overview of Sales and Marketing.
  • Chapter 2: The Technology of Real Estate Sales and Marketing.
  • Chapter 3: Defining Your Marketplace
  • Chapter 4: Personal Management.
• II. THE MARKETING STAGE - PUTTING YOUR KNOWLEDGE TO WORK.
  • Chapter 5: Developing a Prospecting System.
  • Chapter 6: The Listing Presentation.
  • Chapter 7: Advertising and the Communications Process.
  • Chapter 8: Telephone Techniques.
  • Chapter 9: The Qualifying Process.
  • Chapter 10: Presenting the Product.
• III. THE CLOSING STAGE - MAKING THE SALE AND KEEPING IT TOGETHER.
  • Chapter 11: Handling Objections and Closing.
  • Chapter 12: Presenting the Offer and Negotiating Counteroffers.
  • Chapter 13: Keeping the Sale Together.
  • Chapter 14: Broker Selection and Legal Awareness.