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Real Estate Marketing and Sales Essentials Steps for Success

ISBN-10: 0324314108
ISBN-13: 9780324314106
Edition: 2006
Authors: Dan Hamilton
List price: $42.95
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Description: Real estate can be a rewarding career ? for those with the savvy to succeed. Written by a real estate training authority, Real Estate Marketing Sales Essentials: Steps for Success equips new and experienced agents alike with a comprehensive resource  More...

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Book details

List price: $42.95
Copyright year: 2006
Publisher: OnCourse Learning
Publication date: 5/17/2005
Binding: Hardcover
Pages: 448
Size: 6.00" wide x 9.00" long x 1.25" tall
Weight: 1.298
Language: English

Real estate can be a rewarding career ? for those with the savvy to succeed. Written by a real estate training authority, Real Estate Marketing Sales Essentials: Steps for Success equips new and experienced agents alike with a comprehensive resource of invaluable tips, advice, and hands-on instruction on how to convert their knowledge into sales ? and profits. The book walks readers through the major daily activities of real estate professionals, including prospecting for seller appointments, seller listing procedures, prospecting for buyer appointments, buyer listing procedures, objection handling techniques, client follow-up, referrals, contract writing, negotiation, closing, financing, and more. It also offers sound advice on the characteristics of successful salespeople, equipping readers with insight on such key skills as professionalism, ethics, technology, time management, and the psychology of marketing. Agents are already sold, praising Steps for Success for its real-world scenarios, out-of-the-box thinking, humorous examples, valuable timesavers, and cost-cutting advice.

Real Estate Marketing
Real Estate Professionalism and Ethics
Characteristics of Successful Salespeople and Time Management
Technology for the Real Estate Professional
Psychology of Marketing
Marketing & Advertising
Law of Agency and Alternative Representative Agreements
Prospecting for Seller Appointments
Seller Listing Procedures
Prospecting for Buyers
Buyer Listing Procedures
Objection Handling Techniques
Client Follow-Up
Contract Writing
Negotiating and Closing
After Acceptance
Financing
Referrals
Deceptive Trade Practices Act and Consumer Protection Act
Appendix
Sales Communication Steps
Approach-The Process
Need Determination-The Process
Need Determination
Buyer Client Questions
Buyer Pre-Qualification Worksheet
Additional Buyer Questions
Closing Checklist
Contracts for a "For Sale By Owner"
Documentation Needed at Loan Application
Fair Trade Items (Seller)
Comparison of FSBO and Broker
Hamilton's Rules of Real Estate
Keys to a Smooth Closing
21 Steps to Marketing Your House
Net Proceeds to the Seller
Newcomer's Packet Requirements
Open House Trigger Card
Checklist for a Successful Open House
Arrive at Open House
21 Questions That Help Your Property Sell Faster
Information Needed for a CMA
Real Estate Services
Scripts for All Occasions
Suggested Web Sites
A Real Estate Transaction Step by Step
Professionalism Checklist
Personal Budget
Goal Plan
Fair Housing Self-Assessment
Goals
Glossary of Real Estate Terms
Credits
Index

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