Making Big Bucks Selling Real Estate : Learn the Secrets of Selling Homes and Land from the Master Sales Trainer

by Weaver, Terry L.

• ISBN13: 9781581510652
• ISBN10: 1581510659
• Format: Paperback
• Copyright: 2000-03-01
• Publisher: Bookpartners

Summary

Author Weaver is a master real estate salesman who tells exactly how to make top commissions in real estate sales. During this walk, we find out precisely what motivates people to buy. But there is more to this book: the author feels that the salesperson has a moral and ethical responsibility to help the prospect find the right property, and to encourage them to overcome obstacles to buying the ideal property. It includes anecdotes, checklists, and hair-raisingly accurate psychological principles of human behavior -- the knowledge of which will lead unerringly to sales success.

Table of Contents

Introduction	p. 1
How Do We Grow?	p. 1
Motivation	p. 2
Turning Points in Life	p. 5
Why Sell Real Estate?	p. 7
The "Big Bucks"	p. 9
Do You Have the Right Stuff?	p. 10
Welcome Home	p. 11
Climbing Inside Your Buyer's Head	p. 13
Understanding the Buyer	p. 14
The Difference between Marketing and Selling	p. 16
Psychological Path of the Buying Process	p. 16
Creating Objections for Ourselves	p. 19
Different Motives for Different People	p. 20
It All Starts with Knowledge	p. 21
Optimal Order of Every Sale	p. 22
The Greeting and Approach	p. 23
The Greeting	p. 24
The Approach	p. 25
Words Make a Difference	p. 26
Remember Names	p. 28
Now Smile--and Take Control	p. 31
A Good Firm Handshake	p. 31
Creating a Buying--Not a Selling--Atmosphere	p. 33
Abraham Lincoln, Sales Ace	p. 34
Someone to Look Up To	p. 36
Listen Up	p. 38
Looking-Glass Syndrome	p. 39
The Initial Interview and Overview	p. 41
The Initial Interview, Phase One	p. 42
The Initial Interview, Phase Two	p. 44
Mountain-Valley Approach	p. 46
Take Your Time	p. 48
Mastering a Nearly Lost Art--Questioning and Listening	p. 51
The Art of Active Listening	p. 55
The Sound of Silence	p. 57
Body Language	p. 61
Practice!	p. 63
What Do You Know?	p. 63
The Community Discovery--The Presentation	p. 65
Ask Yourself: "So What?"	p. 67
Your Most Powerful Selling Tool	p. 69
More Power Persuasion through Third Parties	p. 70
Selling Value	p. 72
Involve, Don't Just Tell	p. 75
Getting a Yes to the Community Concept	p. 78
Summary Close	p. 79
How to Sell a Homesite	p. 81
Showing What You've Got	p. 82
Showing Homesites in the Right Order	p. 84
Showing the Ideal Homesite	p. 86
How to Sell Homes and Villas	p. 91
Showing What You've Got	p. 92
Showing Selected Properties	p. 92
How to Show the Homes	p. 93
Features to Point Out	p. 95
Showing Homes and Villas in the Right Order	p. 97
Showing the Ideal Home	p. 98
Demonstrating New Homes	p. 100
Doing It Right	p. 101
Selling from Blueprints	p. 102
What Really Motivates People to Decide?	p. 105
Using Fear as a Tool	p. 107
Closing the Close Ones	p. 111
Just Relax	p. 113
What Are Closing Questions?	p. 116
The Sample Close	p. 117
Objection versus Rejection	p. 118
Conquering the Fear of Rejection	p. 121
The Correct Attitude for Closing	p. 127
Why Don't More Salespeople Close?	p. 128
Providing Comfort	p. 131
More Body Language	p. 132
Giving Away the Farm	p. 133
Crossroads Close	p. 134
Advance and Retreat	p. 137
Four Commitments	p. 139
Calling in the Artillery to Obliterate Objections	p. 141
Crystal Ball Close	p. 143
The Right Decision Close	p. 144
Making a Life	p. 144
Cherished Memories Close	p. 145
Real Estate versus Stocks and Bonds	p. 145
Take Time to Live	p. 146
Practicing Retirement	p. 146
The Disney Ticket Close	p. 147
The Balance Sheet Close	p. 148
Dealing with Specific Objections	p. 149
Instinctive versus Impulse Buying	p. 154
The Insurance Close	p. 155
Becoming a Creative Closer	p. 156
Practice, Practice, Practice	p. 157
The Fine Art of Follow-up and Follow-through	p. 161
Purpose of Follow-up	p. 163
Hang In There!	p. 165
Follow Through	p. 166
Follow Through--Now!	p. 170
An Unstoppable Power to Keep You Motivated	p. 175
Untapped Power	p. 176
What Keeps You Motivated?	p. 177
Productive Goal Setting	p. 183
Transforming Purpose into Reality	p. 187
The Top Ten Income Generators	p. 189
The Final Challenge	p. 195
Quitting--Not an Option!	p. 198
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