附註:Includes index.
Copyright; Contents; Introduction; CHAPTER 1 Time Management for Real Estate Agents ; Overview; Fundamental Concepts of Time Management; 20 Powerful Time Management Techniques; Past Clients; CHAPTER 2 The Art of Prospecting; Overview; Six Key Concepts of Prospecting; Understanding the Mindset of FSBOs and Expireds; FSBOs; Expireds; Why Sellers Can't Save Money by Selling on Their Own; Rules of Thumb When Working on the Telephone; The Surefire Process for Booking Appointments on the Phone; Expired Dialogue; Preparing for the Appointment; 17 Powerful Ways to Find Prospects.
CHAPTER 3 The Listing PresentationOverview; Four Key Reasons Why Listings Are So Important; Categories of Sellers; Overview of the Listing Appointment; Step 1: Build Rapport; Step 2: Find Out What They're Committed To; Step 3: Coach Them; Step 4: Invite Action; Agent Qualifier; CHAPTER 4 Objection Handling; Overview; 10 Commandments of Handling Objections; What's an Objection?; Recurring Concerns; Uncovering the Real Objection When You Get the Blow-Off; The Objection-Handling Process; 22 Powerful Objection-Handling Dialogues; Bonus Section on Handling Commission Objections.
Final Thoughts on CommissionsCHAPTER 5 Servicing Listings to Sell; Overview; Five Crucial Concepts of Servicing; 19 Tips and Techniques for Marketing Your Listings; CHAPTER 6 Working with Buyers: How to Work with Fewer Buyers, Make More Sales, and Have More Fun in the Process; Overview; 10 Keys to Working with Buyers; The Phone Inquiry; Part 1: Introduction; Part 2: Available; Part 3: Qualify; Part 4: Fair Exchange; Part 5: Schedule Appointment; The Face-to-Face Presentation; The Six-Step Buying Process; Implementing the Six-Step Buying Process; 19 Expert Tips for Showing Property.
CHAPTER 7 The Art of NegotiatingOverview; Before You Present an Offer; Have the Buyers Write a Letter to the Sellers; Meet with the Listing Agent Before the Presentation; Find out the Sellers' Motivation; Review the Listing Agreement; Review the Market Conditions; A Six-Step Process for Presenting the Offer; Sample Dialogue; Handling Sellers' Objections; Conclusion; CHAPTER 8 Farming for Dollars; Overview; Farming vs. Door Knocking; Advantages of Farming; Five Fundamental Concepts of Farming; Developing Your Farm; Step 1: Select Your Target Market; Step 2: Determine the Size.
Step 3: Pick Your LocationStep #4: Get Computerized; Step #5: Develop a Mailing List of Names; Step #6: Mail Out Your Intro Letter; Tips for Working Your Farm; Seven Tips for Effective Mailings; "Eventful" Ideas; CHAPTER 9 The Art of Self-Promotion; Overview; Eight Essential Concepts of Self-Promotion; Preparing for a Self-Promotion Campaign; Identifying Your Market Position; Immediate Steps to Start Your Self-Promotion Campaign; Slogans; Logos; Eight Specific Tips on Self-Promotion; 16 Powerful Marketing Tools; CHAPTER 10 Working with Assistants; Overview; What an Assistant Can Do.
摘要:How to Become a Power Agent in Real Estate gives real estate agents both the powerful sales techniques and the practical management tips they need to double their income by closing more transactions. Based on the outstanding success of Darryl Davis's seminar "The POWER Program," this motivational guide utilizes POWER Principles to help the new agent as well as the experienced top producer dramatically increase listings and sales. The book is full of Davis's surefire methods for managing the sales process, including time management for agents, prospecting for listings, handling the seller's and buyer's concerns, maintaining a winning attitude, and generating more sales in less time. Offering field-proven tools and techniques, Davis shows agents how to progress at their own pace to their own personal Next Level and accelerate their entry into Top Agent status.
