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Mastering the Art of Selling Real Estate Hardcover – 9 Aug 2004


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Product details

  • Hardcover: 380 pages
  • Publisher: Portfolio; Subsequent edition (9 Aug. 2004)
  • Language: English
  • ISBN-10: 1591840406
  • ISBN-13: 978-1591840404
  • Product Dimensions: 16.1 x 3.3 x 23.6 cm
  • Amazon Bestsellers Rank: 777,537 in Books (See Top 100 in Books)

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Product Description

Hardcover. Pub date: 2004 08 Pages: 400 Publisher: Portfolio Hardcover Are you new to real estate and want to Learn the basics from the ground up Are you already a Seasoned Professional but not earning the income you'd like Are you in a sales rut. looking for a burst of inspiration If so. look no further. One of the foremost real estate experts in the world. Tom Hopkins has written the classic book on effective and lucrative real estate sales. His time-tested strategies continue to guide every professional real estate agent. from the most inexperienced licensee to the veteran agent. on the path to great success and profits. In this revised edition. Hopkins will teach you what it takes to go from good to great. from an average agent to a listing and selling champion. One particular quality. he says. that separates the average from the great can be expressed in one word - desi...

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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 23 reviews
71 of 72 people found the following review helpful
Great book for Real Estate Agents 13 Aug. 2004
By T. Villarubia - Published on Amazon.com
Format: Hardcover
I read alot of Real Estate Sales books and I really enjoyed this one. This book also takes into consideration many tools that people use today to make Real Estate agency more efficient. Tools in everyday life such as computers, email, and the like. What I like most about Tom Hopkins book is that he gets down to the nitty gritty of the thought process of your potential customer.

Im a Real Estate agent that has gone under many Real Estate training seminars and read many books. Most of these training sessions focus more on scripts and handling the most common objections you'll come across as an agent. They focus on a particular way to prospect, present, and close. Thats fine and there's nothing wrong with that. However unless you understand the reason behind why those scripts work, or the reason your asking or responding in a certain way, then you wont know how to respond when you have a more aggressive customer that is also familiar with those same scripts that your blurting out and has built up defenses against them.

Tom Hopkins book gives you the tools, ideas, and a deeper understanding of the Real Estate sales process so you can adapt more quickly to adverse sales situations or create your own style of salemanship that works with your personality. Many Real Estate Sales books and seminars fail at this by telling you exactly what to do and when to do it, not taking into consideration if whether or not their particular style fits your personality. I've seen many very successful agents with completely different styles of prospecting, presenting, and closing. Some styles are even contradictory to each other but both Real Estate agents are very successful. Why is this? Because beyond the obvious differences in style, the successful sales process all share the same things in common. Tom Hopkins shares those characteristics in this book.
10 of 11 people found the following review helpful
Great for real estate folks, but valuable for anybody in sales! 2 Sept. 2008
By Blaine Greenfield - Published on Amazon.com
Format: Hardcover
Heard MASTERING THE ART OF LISTING REAL ESTATE--written
and read by Tom Hopkins.

Don't be misled by the title; this program is appropriate for
anybody in any field of sales.

Hopkins, author of one of my favorite books on selling (HOW TO MASTER
THE ART OF SELLING ANYTHING), is considered one of the nation's
top sales trainers . . . I've had the privilege of not only reading his
books and listening to his CDs, but also hearing him speak . . . he
really knows his stuff and what's more, he presents it in a way that
is easy to digest.

I picked up many valuable tidbits from this real estate program;
among them:

* The very great listers--and salespeople--do very little talking.
The do lots of intensive listening.

* You can measure your desire by asking yourself this question:
How much pain can you endure before you quit?

* Leave the office and meet more people.

* Bring a small piece of danish to an Open House. Put butter on it
and keep it on low in the oven to have the smell permeate the house.

* When they tell you what they want for their house, show no emotion.

And this favorite of mine:

* A top seller gives people a quart of ice cream to get them off the street.

MASTERING THE ART OF LISTING REAL ESTATE benefits from the
fact that much of it was taped before a live audience . . . there was
much role-playing, and it never felt contrived . . . also, there's an
excellent accompanying CD that provided all the workbook
materials that Hopkins would give out at a live seminar.
11 of 13 people found the following review helpful
The best real estate sales book, period. 25 July 2006
By Bradley S. Smotherman - Published on Amazon.com
Format: Hardcover
I've actually read this book 3 times and I'm currently memorizing the scripts. This book is great at offering answers to the common objections such as "It costs too much" and "This bedroom is too small". The FSBO section is amazing. I've cold called FSBO's before with little success...now it's a breeze.

I understand that marketing is huge in any real estate career, but if you dont know the commmon objections and how to handle them, you're finished. Become an owner of the book, it's priceless.
5 of 6 people found the following review helpful
If I would I give 10 not just 5 stars! 25 Jun. 2011
By Sarina - Published on Amazon.com
Format: Hardcover
I bought 7 books about R.E. choosing them by reviews, but this is worth a years of every day experiences on the fields, day by day of R.E work and explains in a huge amount of hidden nuances about THE WHOLE MECHANISM of R.E in very logical and smart order! This book is grate, but not only for beginning but for mapping the success in R.E industry FROM beginning! He explains in details many problems that newbie will not know how to ask so broker would not answered..(sorry for my broken English).He talks about psychology of people- as a sellers, buyers and of course R.E agents and about the correlations of this with the business matter ! I could not put this book down! All other books that I bought explain about 1/8 of what he has to say!And he has a lot! This book is AMAZING!!! I would give 10..because I feel lucky to find such book on the market!
3 of 3 people found the following review helpful
Great for Beginner's 26 Mar. 2011
By Brian O - Published on Amazon.com
Format: Hardcover Verified Purchase
I have read 3 quarters of this book treating it like a text book that means taking notes high lighting sentences, ear marking pages and I have started using about dozon different tatics and they do work I have had great results with this. Also my company provides alot of extra training and alot of what I read in the book was brought up more than once in the seminars and classes so I know it does work but just like you'll see in the book that even with alot of people telling you stuff there are few agents that actually use these tactics that is why I plan to become the top lister and seller in my office.

Thanks Tom Hopkins for taking the time to write this book and share your knowledge with the rest of use who want to succeed in this market.
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