- Format
- Häftad (Paperback)
- Språk
- Engelska
- Antal sidor
- 240
- Utgivningsdatum
- 2008-06-01
- Upplaga
- illustrated ed
- Förlag
- Amacom
- Illustrationer
- illustrations
- Dimensioner
- 226 x 152 x 15 mm
- Vikt
- Antal komponenter
- 1
- Komponenter
- 23:B&W 6 x 9 in or 229 x 152 mm Perfect Bound on White w/Gloss Lam
- ISBN
- 9780814400432
- 340 g
Make Big Money Selling For-Sale-By-Owner Properties
Make Big Money Prospecting For-Sale-By-Owner Properties
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Övrig information
JOHN MALOOF is currently the top producer at the second-largest Century 21 office in the Chicago area and is a member of the National Association of Realtors. He is the recipient of 4 awards including the Century21 Platinum Award 2005, and Century21 Masters Diamond Award 2005.
Innehållsförteckning
contents
acknowledgments ix
introduction 1
chapter 1: the fsbo 7
what is a fsbo? 8
why do we need fsbos? 9
why do sellers go fsbo? 10
why sellers go broke selling fsbo 11
chapter 2: understanding what it takes 13
overcoming emotional hurdles 14
self-management 19
taking action 25
living healthy 28
chapter 3: fsbo prospecting plan 33
defining your fsbo boundaries 34
how to find fsbos 34
where to find fsbos 37
using the internet to find fsbos 40
bringing fsbos to you 41
using open houses to find fsbos 42
chapter 4: know thy competition 47
fsbo websites 48
discount brokers 50
other agents 51
preparing yourself for the competition 52
being aggressive 53
offering full service 54
chapter 5: the fsbo system 55
the tools 56
fsbo number check 56
the fsbo journal 60
ranking the fsbo by personality 63
if youre an excel pro 65
subcribing to fsbo lead provider services 67
chapter 6: fsbo sales techniques 71
preparing for the phone call 72
using questions to control the conversation 77
closing techniques 81
making the calls 85
three calls to the listing 93
what to do after the call 95
chapter 7: special telephone techniques 99
communicating effectively 100
handling objections 105
dealing with tough sellers 111
discussing fees, discounts, and incentives 117
summing up 123
chapter 8: the fsbo listing presentation 125
the listing appointment 126
the presentation setting 132
the presentation 134
pricing the listing 139
chapter 9: the marketing plan 145
market exposure 146
six great marketing ideas 146
having more to offer than the competition 152
the bottom line 152
your resume 155
e-mail drip-marketing 156
direct mail 158
written testamonials 158
chapter 10: farming for fsbos 161
finding the most profitable farm 162
tracking your farm 165
automating your farm mailing system 166
keep mailing! 168
farm fsbos 169
farm fuel 170
your mug shot 170
your slogan 171
your mission statement 172
chapter 11: putting your for-sale signs to work 175
converting calls into sales 176
three types of buyers 176
converting buyers into sales 177
sign call dialogue 182
putting a sold rider on pending listings 184
...