Table of Contents

SECTION 1: Sell Real Estate Like Crazy
Over 120 pages packed with practical money making ideas to make your buyer business profitable including:

   1. Ten Day Program to Buyer Success: a daily guide to building your buyer business now!
   2. Buyer Skills Evaluation: Determine Your Strengths and Weaknesses
   3. Using Powerful Questions to Evaluate the Buyers' Values, Needs, and Wants
   4. The Buyer's Interview: The Shortest Route to a Quick Sale
   5. Pre-qualification Dialogue
   6. Script for Working with Buyers Who Have Not Qualified for a Loan
   7. Using Neurolinguistic Programming (NLP) to Build Connection
   8. How to Assess Buyer Motivation
   9. Assessing the Buyer's Needs and Wants
  10. Coping with the "Nay-Sayer"
  11. Features vs. Benefits: Find Out What They Really Want
  12. Establishing Priorities
  13. Assessing Whether or Not You Should Work with this Buyer
  14. Creating a Winning Closing Environment
  15. How to Obtain the Buyer's Commitment to Work with You Exclusively
  16. The Buyer's Service Pledge
  17. The Buyer's Book
  18. Making the Connection: Show 'Em and Close 'Em
  19. Setting the Stage for Successful Showings
  20. Interpreting Body Language: What They're Really Saying
  21. Closing the Buyer
  22. Overcoming Objections Like Crazy
  23. Reasons Buyers Refuse to Write an Offer
  24. Types of Closes
  25. Overcoming the Eight Most Common Buyer Objections
  26. Writing and Offer You Can Take to the Bank
  27. Offer Checklist
  28. Presenting Your Offer
  29. The Offer Presentation Letter
  30. How to Calculate a Square Footage CMA
  31. Determining Market Appreciation/Depreciation: Square Footage CMA Approach
  32. Holding Costs Dialogue
  33. In-Person Offer Presentation Script
  34. Your House Has to Qualify Dialogue
  35. Negotiating Price Using a Square Footage CMA
  36. When Your Buyer Writes a Really Low Offer
  37. Negotiating Acceptance
  38. Overcoming the White Knight Syndrome
  39. Winning at Multiple Offers
  40. When Your Offer is not Accepted
  41. Ten Strategies to Defuse Difficult or Angry Situations
  42. Ten Strategies to Eliminate Buyer and Seller Remorse
  43. Strategies for Dealing with First Time Buyers
  44. Once the Transaction Closes: How to Generate Future Referrals from Past Customers
  45. Plus a Forms Section and CD that allows you to customize the letters, forms, and other documents you will need to fit your company and how you do your business.

SECTION 2: List Real Estate Like Crazy
If you want to convert more listing leads into signed business, dominate the competition on listing appointments, and get more listings at realistic prices and full commission, this program is for you. Here's a detailed outline of what's included:

    * Ten Day Program to Listing Success
    * Five Core Principles of Attraction
    * How Good is Your Listing Presentation?
    * Listing Presentation Checklist
    * One Step-Two Step-What Works for You?
    * The Executive Review
    * Property Scorecard and Broker's Opinion of Value
    * Making the Seller Connection
    * Pricing it Realistically: The Listing Presentation Dialogue
    * Eight Strategies to Differentiate Your Company from the Competition
    * Differentiating Your Personal Services from the Competition
    * The Most Powerful Listing Tool in the Market Place: The Rate of Absorption Dialogue
    * How to Calculate a Square Footage CMA
    * Marketplace Positioning and Square Footage CMA Dialogue
    * Holding Costs Dialogue
    * Determining Appreciation/Depreciation: Square Footage CMA
    * Overcoming Objections on Listing Presentations:
    * Overcoming the Scariest Objection for New Agents
    * The Complete Listing Presentation Script (Low Tech)
    * The Complete Listing Presentation Script (High Tech)
    * Once the Listing is Signed
    * Taking It to the Bank: Negotiating Offers and Counteroffers
    * Evaluating the Offer: Seller Checklist
    * Counteroffer Checklist
    * Negotiating Acceptance
    * You're in a Multiple Offer-Now What?
    * Strategies to Keep Your Transaction Together
    * Once the Transaction Has Closed