Real Estate Agent's Action Guide To Listing & Sales Success

Product Details

How To Develop Your Personal Action Plan for Success

Real estate sales offers you the potential for a six figure income. What is it that separates the stars who reach this level from the pack? Author Bob Deutsch knows what it takes. Through experience as a multimillion-dollar salesperson and later in management, Bob has seen that the agents who prosper have the following characteristics - they are motivated, they take the time to master skills and they direct their energies by setting goals.

The Real Estate Agent's Action Guide to Listing and Sales Success shows you how to set your goals and create a personal action program that will unlock your potential. You will also find all the tools you need to reach your goals, including:

• Your Personal Action Barometer - a self-assessment quiz to help you identify your strengths and weaknesses.
• The Skills for Listing and Sales Success, indexed to chapters in the book for easy reference.
• Scripts for handling incoming phone calls and contacting prospects.
• Surefire lines for overcoming common objections and closing the sale.
• More than 1,000 words and phrases that will punch up your ads.
• The seven steps to listing properties, plus a sample Competitive Market Analysis.
• The four biggest time-wasters and how to conquer them, and much more!

Biographical Note:

Bob Deutsch started his multimillion-dollar sales career in Chicago, where he bought and sold residential and commercial real estate for clients and eventually for his own portfolio. He is a former Director of Sales and Management Development at Century 21 and is presently Director of Marketing for the California Association of Realtors®.

Table of Contents

• Preface.
• Chapter 1: The Development of Me.
• Chapter 2: How to Establish Objectives.
• Chapter 3: The Competitive Market Analysis.
• Chapter 4: How to Use the Telephone Powerfully.
• Chapter 5: How to Direct Your Time.
• Chapter 6: Prospecting - Expanding Your Sphere of Influence.
• Chapter 7: The Process of Listing.
• Chapter 8: How to Conduct an Open House.
• Chapter 9: How to Write Effective Ads.
• Chapter 10: Selling the Property.
• Chapter 11: Finalizing the Sale.
• Chapter 12: Building Referral Business.
• Epilogue.
• Index.