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Real Estate Marketing and Sales Essentials: Steps for Success [Paperback]

Dan Hamilton

RRP: 21.99
Price: 21.92 & FREE Delivery in the UK. Details
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Book Description

16 Jun 2005
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.

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Overview 1. Real Estate Professionalism and Ethics 2. Characteristics of Successful Salespeople and Time Management 3. Technology in Real Estate 4. Psychology of Marketing 5. Marketing and Advertising 6. Law of Agency and Alternative Representative Agreements 7. Prospecting for Seller Appointments 8. Seller Listing Procedures 9. Prospecting for Buyer Appointments 10. Buyer Listing Procedures 11. Objection Handling Techniques 12. Client Follow-up 13. Contract Writing 14. Negotiating and Closing 15. After Acceptance 16. Financing 17. Referrals 18. Deceptive Trade Practices Act and Consumer Protection Act Appendix Glossary of Terms

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Customer Reviews

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.4 out of 5 stars  7 reviews
16 of 17 people found the following review helpful
5.0 out of 5 stars WOW, Everything you need 6 Oct 2005
By Climber - Published on Amazon.com
Format:Paperback
I have never written a review on this site before. This book compelled me to do so. Mr Hamiltom breaks it down to the nitty gritty. He includes scripts, for prospecting, how to deal with FSBO's, even with no call. I have purchased many books on selling real estate but this is by far the best. Next is "Keller's" book "TMREA". This book is newer and better in my opinion than the new D. Kennedy book. Newbie's or 3 year veteran buy it.
12 of 13 people found the following review helpful
5.0 out of 5 stars Excellent Information-Easy to apply-and it works 27 July 2005
By Colleen - Published on Amazon.com
Format:Paperback
This book is very interesting, informative, and helpful for someone who is needing and wanting to better market themselves in the real estate business or any business as far as that goes.

It is very hands on step by step that you feel like you know what to do every step of the way. I would highly recommend this book and hope you take my advise and read it and then suggest it to someone else. This book will save you alot of wasted time and energy--Try it... I think you will love this book!
2 of 2 people found the following review helpful
5.0 out of 5 stars Excellent for new agents or seasoned! 25 Sep 2007
By Tina - Published on Amazon.com
Format:Paperback
I am an experienced agent, but bought this book after about my first year in the business. I went through a stage where I searched Amazon for all books related to the business of real estate that had good reviews and purchased them. Then it sat on my shelf for about a year or so. Things got so busy and hectic that I didn't have time to read anything! I moved out of state and started up again in my new location so I had some free time on my hands.

After reading this book, I was sorry I didn't go through it sooner. Regardless of that - it reminded me of some basic principles that got lost along the way and it was just a fantastic refresher. I HIGHLY recommend this book to new agents and it has certainly earned it's spot on my book shelf to flip through now and again.

Very few parts of the book I would consider 'out-dated' for the way we do business today - it gets back to the basics of selling and client prospecting. There was a time when agents got into this business and didn't have to learn any of it - clients fell in their lap. The world of real estate is changing and it's going back to the 'good ole days'. New agents, relish in the many scripts and suggestions this book will offer to you.

Wishing you all success....
7 of 10 people found the following review helpful
3.0 out of 5 stars More of the same 4 Jan 2007
By S. Burnett - Published on Amazon.com
Format:Paperback
I was somewhat disappointed in this book. I work for Century21 and had higher expectations. I found the material in this book to be a repeat of all of the other books I've read on how to be a top producer. If you REALLY, REALLY want to know how to get listings, I recommend Bill Nasby's Door to Success CD series. In fact I would recommend any of the Bill Nasby products over what I've read by people claiming to have the materials you need to be a top producer.
8 of 12 people found the following review helpful
5.0 out of 5 stars Great Book!! 1 Aug 2005
By Candiace Cannon - Published on Amazon.com
Format:Paperback
This book is an excellent tool for learning how to be successfull in real estate. Whether you have been in the business 10 years or just starting this book is very helpful.
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