Mastering the Art of Selling Real Estate
From one of the top real estate sales trainers in the country who previously published How to Master the Art of Listing and Selling Real Estate - the industry’s ‘bible’ - Tom Hopkins gives a cutting-edge revamp to his still- popular classic. Mastering the Art of Selling Real Estate gives the most current information on the role of internet and computer software needed by real estate professionals. Equipped with anecdotes, sales script, and proven tactics, Hopkins provides readers with best listing prospects, earn the seller’s trust, work an unrealistic price down the market, and arrange the final agreement.
Table of Contents
Acknowledgments
Introduction
Portrait of a Professional Real Estate Salesperson
What to Do When You Are New
Selling with Emotions
Part One: Becoming a Listing Champion
Why You Should Become a Listing Champion
How to Acquire Listing Power
Liquidating Your Listing
The Typical Seller's Pricing Method
Being Prepared and in Control During Your Listing Presentation
Reflexive Listing Techniques
Learning to Love Objections
Getting Your Foot in the Door with For-Sale-by-Owners
What to Do and Say at the By-Owner Home
Be Ten Times More Successful Than Average with Effective Follow-up
Real Estate's Royal Road to Riches is Called Prospecting
When Knocking on Doors Works
Developing Your Listing Bank into an Income Gusher
The Mood of the Move
Creating a High-Scoring Listing Presentation
Part Two: Your Selling Real Estate Career
How to Handle the Telephone Effectively
Open House Opportunities
Qualifying the Buyer
Demonstrating the Property
How, WHen, and Where to Close the Sale and Get the Commitment
Getting a Commitment on a Property
Presenting the Proposal
Implementation
How to Defeat Failure and Create a Winning Attitude
Recommendations for Continued Training