Selling Real Estate Services: Third-level Secrets of Top Producers

by Robert A Potter

• ISBN13: 9780470399231
• ISBN10: 0470399236
• Format: eBook
• Copyright: 2008-10-01
• Publisher: Wiley

Summary

Praise for Selling Real Estate Services"Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success." -Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company"It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win." -Robert A. Ortiz, Executive Managing Director - U.S. Operations, Cushman & Wakefield Inc."Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level." -Craig Robbins, Chief Knowledge Officer, Colliers International"Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem." -Tom Donnelly, President and COO, ValleyCrest Landscape Development"Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!" -Dan Winey, Managing Principal, Gensler

Table of Contents

Introduction

It's About Winning: Why You?

Airbag Vs. Differentiator

Third Level Selling

Vendor Differentiation Vs. Client Differentiation

Vendors Pitch (Airbags)

Preferred Providers Position Their Offering Against the Competition's

Third Level Selling: Strategic Partners Differentiate on the Client

Deliberate Practice: Are Great Sales People Born Or Made?

How Clients Choose You

Search: "Who can take care of it?"Screen: "Who can take care of it better?"Select: "W

Table of Contents provided by Publisher. All Rights Reserved.