Real Estate Marketing and Sales Essentials Steps for Success

Name: Real Estate Marketing and Sales Essentials Steps for Success
Price: 4.7 USD
Availability: InStock
ISBN: 9780324314106

ISBN-10: 0324314108

ISBN-13: 9780324314106

Edition: 2006

Authors: Dan Hamilton

List price: $42.95

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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,…

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 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