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Ralph R. Roberts is an award-winning and internationally acclaimed real estate agent, speaker, sales coach, consultant, and author. His articles have been featured in a host of national publications, online and in print, and he has authored and coauthored numerous books, including Walk Like a Giant, Sell Like a Madman; Advanced Selling For Dummies; Cross-Cultural Selling For Dummies; Mortgage Myths; and Foreclosure Myths, all from Wiley. For more about Ralph, visit AboutRalph.com.
| Acknowledgments | |
| Introduction | |
| Start Now | |
| Do the Hardest Thing First | |
| Tell Everyone You Know What You Do | |
| Remain Positive | |
| Work for Today, Tomorrow, and Your Future | |
| Stick to It | |
| Stay Put | |
| Cultivate an Entrepreneurial Mindset | |
| Procuring Tools and Resources | |
| Marketing Yourself | |
| Hiring Employees (Assistants) | |
| Building a Sales Team | |
| Project a Positive Attitude | |
| Surround Yourself with Positive People | |
| Seek Out Positive Ideas | |
| Banish Negativity and Self-Defeatism | |
| Master the Art of Positive Talk | |
| Set Goals | |
| Associate with Fellow Goal Setters | |
| Set a Goal | |
| Set a Deadline | |
| Break Down Your Goal into Milestones | |
| Devise a Plan | |
| Essential Elements of a Business Plan | |
| Business Description | |
| Market Focus | |
| Situation Analysis | |
| Vision Statement | |
| Revenue Projections | |
| Budget | |
| Start-Up Money | |
| Develop Systems and Procedures | |
| Documenting Your Job | |
| Identify Procedures | |
| Break Procedures into Tasks | |
| Break Tasks into Steps | |
| Delegate the Work | |
| Hire an Assistant | |
| Recruit Assistants | |
| Screen the Candidates | |
| Visual or Virtual?Retain Your Best Assistants | |
| Prioritize | |
| StephenG+ s Not-So-Secret Secret | |
| Rediscovering Your A-B-CG+ s | |
| Day Job, Night Job | |
| Know Your Product | |
| Use Your Product or Service... If Possible | |
| Sell When You Buy | |
| Know Your Clients | |
| WhoG+ s Really Your Client?Use What You Sell | |
| Participate in Consumer Communities | |
| Consult with Other Departments | |
| Learn Your CustomerG+ s Business | |
| Gather Feedback from Clients | |
| Recognize the Difference between Customers and Clients | |
| Be a Salesperson, Not an Order Taker | |
| Customer Service Is Key | |
| Become a Problem Solver | |
| Under-Promise, Over-Deliver | |
| Ask!Uncover Soft Expectations | |
| Follow up | |
| Think Total Service | |
| Leverage the Power of your Disabilities | |
| Identify Your Abilities and Disabilities | |
| Identify the Positive in Your Disabilities | |
| Turn Problems into Opportunities | |
| Look for Trouble | |
| Become a Problem Solver | |
| Look for Problems in Your Own Business, Too | |
| Brand Yourself: You, Inc | |
| Nailing Down My Brand | |
| Assemble a Marketing Packet | |
| Engage in Shameless Self-Promotion | |
| Focus on Self-Promotion | |
| Make It a Priority | |
| Start on the Internet | |
| Distribute Regular Press Releases | |
| Draw Free Publicity and Positive Press | |
| Invest in Paid Advertising | |
| See Business Where It IsnG+ t | |
| Identify Un-Served and Underserved Markets | |
| Train Your Mind to Spot Opportunities | |
| Build Business Synergies | |
| Brainstorm Problem-Solving with Your Staff | |
| Ask for Help | |
| DonG+ t Get Hung Up on Hierarchy | |
| Foster a Problem-Solving Atmosphere | |
| Think Ends, Not Means | |
| Focus on Your ClientsG+ Success | |
| Your Success Is My Success<$$$> | |
| Table of Contents provided by Publisher. All Rights Reserved. |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.
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