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| Contents | |
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| Acknowledgments | |
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| Introduction | |
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| Portrait of a Professional Real Estate Salesperson | |
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| What is a Professional Salesperson? | |
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| Common Characteristics Of The Pros | |
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| Steps to Professionalism | |
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| What to Do When You're New | |
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| Stepping into Business | |
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| What You Can Learn at the Office | |
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| Get Out There | |
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| Get Public Notice | |
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| Selling with Emotions | |
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| Creating Positive Images | |
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| Building Your Reflexes | |
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| Becoming a Listing Champion | |
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| Why You Should Become a Listing Champion | |
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| How to Acquire Listing Power | |
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| Getting Behind Closed Doors | |
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| Turning Doorbells into Dollars | |
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| Canvasing that Counts | |
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| Getting People to Like and Trust You | |
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| Converting For-Sale-By-Owners Into Money-Making Inventory | |
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| Gathering Listings On Open Houses | |
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| Creating a Profitable Listing Bank | |
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| Liquidating Your Listings | |
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| How to Lose by Winning | |
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| Servicing Your Listings with Style and Control | |
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| How and When to Get Price Reductions | |
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| The Typical Seller's Pricing Method | |
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| Being Prepared and in Control During Your Listing Presentation | |
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| The Tools for Getting the Job Done | |
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| Using your Listing Tools with Flair | |
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| Balanced Research | |
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| Reflexive Listing Techniques | |
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| The Asking Secret | |
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| The Alternate of Choice System for Success | |
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| Piggybacking | |
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| Logical Listing | |
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| Your Biggest Challenge with the Listing form | |
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| How Strong Listers Keep Moving When the Sellers Try to Stop them | |
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| How to Tie the Minor Yeses Down | |
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| The Four Styles of the Tie-Down | |
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| The Importance of the Planned Pause | |
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| Learning to Love Objections | |
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| How to Address Concerns | |
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| Getting Permission to Place a Sign on the Property | |
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| Getting a Key to the Property | |
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| The Porcupine | |
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| The Four Most Common Concerns and how to Handle them | |
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| Getting Your Foot in the Door with For-Sale-by- Owners | |
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| How to Tap the by-Owner Gold MineP000 | |
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| Phraseology for that all-Important First Call to a by-Owner | |
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| Phraseology for Calling on Principals-Only AdsP000 | |
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| What to Do and Say at the By-Owner Home | |
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| Touring the Home | |
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| Be Ten Times More Successful than Average with Effective Follow-Up | |
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| Your Own for-Sale-by-Owner Signs | |
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| For-Sale-by-Owner First Aid Kit | |
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| For-Sale-by-Owner SquadP000 | |
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| Summing UpP000 | |
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| Real Estate's Royal Road to Riches is Called Prospecting | |
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| Adopting Orphans | |
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| Trading Up | |
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| Expired Listings | |
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| Learning To Scratch an Itch | |
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| The Newspaper as a Lead Source | |
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| Start a Swap Meet | |
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| Community Involvement | |
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| Being Remembered | |
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| Speaking Engagements | |
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| When Knocking on Doors Works | |
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| the fundamentals | |
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| The Warm Canvas Door | |
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| The Most Productive Door In The World | |
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| Developing Your Listing Bank into an Income Gusher | |
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| Choose the Right Area | |
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| Get your Listing Bank Information set up | |
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| Obtain the Owners' Names | |
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| Set up a Visual Control Board | |
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| Use Letters of Introduction | |
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| Knock on the Door | |
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| Use a market Survey | |
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| Put the Market Survey to Work | |
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| Make your First Sweep in 60 Days or Less | |
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| Drive Your Listing Bank at Least Once Every Other Day | |
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| Hand Out a Small Gift on your Second Visit | |
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| Identify the Nicest 10 Percent | |
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| Meet Everyone in your Listing Bank Once Every Two Months for One Yea | |