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Mastering the Art of Selling Real Estate - Tom Hopkins

Mastering the Art of Selling Real Estate

Hardcover Published: 9th August 2004
ISBN: 9781591840404
Number Of Pages: 380
For Ages: 18+ years old

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Thirteen years ago, Tom Hopkins, the top real estate sales trainer in the country, published How to Master the Art of Listing and Selling Real Estate—the industry’s bible—which has consistently sold well despite information that has become somewhat outdated. But now Hopkins gives a cutting-edge revamp to his still- popular classic. Along with its new title, readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional.

 

Full of anecdotes, sales scripts, and proven tactics, Mastering the Art of Selling Real Estate will show readers how to:



   • Find the best listing prospects

   • Win over "For Sale by Owner" sellers

   • Earn the seller’s trust

   • Work an unrealistic price down to market

   • Arrange the final agreement

Anyone who’s serious about real estate can take charge with Mastering the Art of Selling Real Estate.

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Contents
Acknowledgmentsp. vii
Introductionp. xvii
Portrait of a Professional Real Estate Salespersonp. 1
What is a Professional Salesperson?p. 000
Common Characteristics Of The Prosp. 000
Steps to Professionalismp. 000
What to Do When You're Newp. 000
Stepping into Businessp. 000
What You Can Learn at the Officep. 000
Get Out Therep. 000
Get Public Noticep. 000
Selling with Emotionsp. 000
Creating Positive Imagesp. 000
Building Your Reflexesp. 000
Becoming a Listing Champion
Why You Should Become a Listing Championp. 000
How to Acquire Listing Powerp. 000
Getting Behind Closed Doorsp. 000
Turning Doorbells into Dollarsp. 000
Canvasing that Countsp. 000
Getting People to Like and Trust Youp. 000
Converting For-Sale-By-Owners Into Money-Making Inventoryp. 000
Gathering Listings On Open Housesp. 000
Creating a Profitable Listing Bankp. 000
Liquidating Your Listingsp. 000
How to Lose by Winningp. 000
Servicing Your Listings with Style and Controlp. 000
How and When to Get Price Reductionsp. 000
The Typical Seller's Pricing Methodp. 000
Being Prepared and in Control During Your Listing Presentationp. 000
The Tools for Getting the Job Donep. 000
Using your Listing Tools with Flairp. 000
Balanced Researchp. 000
Reflexive Listing Techniquesp. 000
The Asking Secretp. 000
The Alternate of Choice System for Successp. 000
Piggybackingp. 000
Logical Listingp. 000
Your Biggest Challenge with the Listing formp. 000
How Strong Listers Keep Moving When the Sellers Try to Stop themp. 000
How to Tie the Minor Yeses Downp. 000
The Four Styles of the Tie-Downp. 000
The Importance of the Planned Pausep. 000
Learning to Love Objectionsp. 000
How to Address Concernsp. 000
Getting Permission to Place a Sign on the Propertyp. 000
Getting a Key to the Propertyp. 000
The Porcupinep. 000
The Four Most Common Concerns and how to Handle themp. 000
Getting Your Foot in the Door with For-Sale-by- Ownersp. 000
How to Tap the by-Owner Gold Mine P000
Phraseology for that all-Important First Call to a by-Ownerp. 000
Phraseology for Calling on Principals-Only Ads P000
What to Do and Say at the By-Owner Homep. 000
Touring the Homep. 000
Be Ten Times More Successful than Average with Effective Follow-Upp. 000
Your Own for-Sale-by-Owner Signsp. 000
For-Sale-by-Owner First Aid Kitp. 000
For-Sale-by-Owner Squad P000
Summing Up P000
Real Estate's Royal Road to Riches is Called Prospectingp. 000
Adopting Orphansp. 000
Trading Upp. 000
Expired Listingsp. 000
Learning To Scratch an Itchp. 000
The Newspaper as a Lead Sourcep. 000
Start a Swap Meetp. 000
Community Involvementp. 000
Being Rememberedp. 000
Speaking Engagementsp. 000
When Knocking on Doors Worksp. 000
the fundamentalsp. 000
The Warm Canvas Doorp. 000
The Most Productive Door In The Worldp. 000
Developing Your Listing Bank into an Income Gusherp. 000
Choose the Right Areap. 000
Get your Listing Bank Information set upp. 000
Obtain the Owners' Namesp. 000
Set up a Visual Control Boardp. 000
Use Letters of Introductionp. 000
Knock on the Doorp. 000
Use a market Surveyp. 000
Put the Market Survey to Workp. 000
Make your First Sweep in 60 Days or Lessp. 000
Drive Your Listing Bank at Least Once Every Other Dayp. 000
Hand Out a Small Gift on your Second Visitp. 000
Identify the Nicest 10 Percentp. 000
Meet Everyone in your Listing Bank Once Every Two Months for One Yea
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9781591840404
ISBN-10: 1591840406
Audience: Professional
For Ages: 18+ years old
Format: Hardcover
Language: English
Number Of Pages: 380
Published: 9th August 2004
Publisher: Penguin Putnam Inc
Country of Publication: US
Dimensions (cm): 22.9 x 15.2  x 3.8
Weight (kg): 0.6
Edition Number: 1