Book: Knowing The Score - The A-B-C's Of Rating Realty Customers by Steve Hoffacker
categories: Book, Ready-Willing-and-Able, Sales Follow-Up, Sales Training, Selling Real Estate, Realtors, Showing Property, Making More Sales, Getting Listings, Follow-Through, Real Estate Sales, Real Estate Brokers, Rating Customers
Steve Hoffacker about this book: Selling residential real estate can be very rewarding but also quite time consuming – especially when people don't have a firm idea of what they are looking for, keep changing their mind, or want to see several properties. Instead of spending a large portion of your time continuing to show properties to less-than-interested people or ones who are in no hurry to make a decision, or following-up with people not likely to make a decision for months, you now can focus on working just with those people who display some interest in actually finding a home to purchase and have a fairly good idea of what they want. Without an objective way of determining the interest level and the ability (and timing) of someone making a purchasing decision, it's very hard for you to allocate your presentation and post-presentation time effectively. You likely have heard of the "ready, willing, and able" formula for assessing someone's relative interest in what you are showing. This book builds on that concept by actually quantifying what each attributes means and how to measure it and then adding an important definitive fourth measurement (how well someone likes you and wants to do business with you) that turns this into the perfect rating system. This takes all of the guesswork out of determining where you should invest your time.
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: Real Estate Sales Training: "Knowing The Score" by Steve Hoffacker