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Book: Knowing The Score - The A-B-C's Of Rating Realty Customers by Steve Hoffacker

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

Author Steve Hoffackerabout 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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Other books by Steve Hoffacker (more)

Filling Your Funnel - Building Your Business By Reaching Out To Strangers by Steve Hoffacker
Mining Your Database - Making More Sales Through People You Already Know by Steve Hoffacker
Power Of Discovery - Who, What, When, Where & More In Building The Sale by Steve Hoffacker
Hitting The Mark - The A-B-C\'s Of Rating Your Customers & Sales Leads by Steve Hoffacker
Universal Design For Safety by Steve Hoffacker
Using Your Network - Making New Home Sales With People You Already Know by Steve Hoffacker
Making New Friends - Connecting With Strangers To Make More New Home Sales by Steve Hoffacker

Video: Real Estate Sales Training: "Knowing The Score" by Steve Hoffacker

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More Reviews

   • Book Review: Hitting The Mark - The A-B-C's Of Rating Your Customers & Sales Leads by Steve Hoffacker
   • Book Review: Making The Grade - The A-B-C's Of Rating New Home Customers by Steve Hoffacker

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