Book: Building The Sale - Who, What, When, Where, & More In Realty Sales by Steve Hoffackercategories: Book, Real Estate Sales, Selling Homes, Residential Real Estate, Showing Properties, Learning about Needs, Determining Needs, Needs and Requirements, Discovery Questions, Qualifying Questions, Sales Training
Steve Hoffackerabout this book: As a real estate professional, with literally hundreds of properties that you can show someone in your marketplace, you have to know what they are looking for before you ever get in your car to start showing properties to them. You need to know about neighborhoods that might interest them, activities nearby that they are looking for, commuting distances, layout of the home that is desired, age of home, price range, and many other key factors. You also need to learn why someone has contacted you, what they have now or why they have perceived a need at this time, and so many other factors that impact and influence an eventual decision. You need a strategic approach and questions that are powerful to use. Approach getting to know your customers as a news reporter would. Determine who, what, when, where, why, how, and which about their decision making process. This book gives you dozens of examples for each area. You may not even have all of the decision makers present when you begin.
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Video: Real Estate Sales Training: Steve Hoffacker Introduces "Building The Sale" For Realtors
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