Effective Real Estate Sales and Marketing / Edition 3

by Johnnie Rosenauer, John D. Mayfield, John Mayfield

Overview

Rosenauer's Effective Real Estate Sales and Marketing provides the reader with an overview of the relationship between marketing and sales and has a logical sequence of preparation steps for successful selling. These proven techniques can serve as an effective tool for beginners in the field and as a reminder for the sales veterans looking to review approaches that work. The author explains the marketing of real estate, the uniqueness of the sales process, and some of the advantages and disadvantages to being a real estate salesperson. Rosenauer offers information on understanding consumer behavior, effective communication, marketplace specialization, self-motivation, time management, record-keeping, prospecting, qualifying, and presenting and negotiation offers.

Product Details

ISBN-13:	9780324222890
Publisher:	Oncourse Learning Publishing
Publication date:	07/05/2006
Edition description:	REV
Pages:	240
Product dimensions:	7.30(w) x 9.00(h) x 0.60(d)

About the Author

Johnnie Rosenauer is a professor of Real Estate and the Real Estate Program Coordinator at San Antonio College. Educationally he holds a B.B.A from Southwest Texas State University, an M.A. from the University of Texas at San Antonio, and an Ed.D. from Texas A&M University. His doctoral studies focused on the adult learner and testing, especially as related to real estate exams in Texas.

Dr. Rosenauer is a frequent speaker and writer on several real estate topics. He has presented programs on real estate exam preparation since 1981. He has served as a subject matter expert for the National Assessment Institute (NAI) in the writing of exam questions for the Texas real estate exams. Dr. Rosenauer has an active farm and ranch brokerage and wildlife management practice in south Texas.

John Mayfield received his real estate license at the age of 18 in 1978. He was one of the first sales associates in his board of REALTORS? to reach the Missouri Association of REALTORS? Million Dollar Club and has been a practicing broker since 1981. He owned and managed three offices in Southeast Missouri and is still a practicing broker. John has taught pre- and post-license real estate courses since 1988. He has earned the ABR?, ABRM, CRB, GRI, and e-PRO? designations. John is an avid real estate speaker and trainer. He is the author of two previous books listed in the TOP 10 Broker Resources by the Council of Real Estate Brokerage Managers (CRB), February 2005, and contributing editor to the Sales Coach" section for REALTOR? Magazine Online. He also is a real estate writer for Hewlett Packard's Web Site. John is the NAR Director for the state of Missouri. Visit www.5-Minutes.com for more information."

Table of Contents

I. THE PLANNING STAGE - GETTING YOURSELF READY TO SELL. 1. An Overview of Sales and Marketing. 2. The Technology of Real Estate Sales and Marketing. 3. Defining Your Marketplace. 4. Personal Management. II. THE MARKETING STAGE - PUTTING YOUR KNOWLEDGE TO WORK. 5. Developing a Prospecting System. 6. The Listing Presentation. 7. Advertising and the Communications Process. 8. Telephone Techniques. 9. The Qualifying Process. 10. Presenting the Product. III. THE CLOSING STAGE - MAKING THE SALE AND KEEPING IT TOGETHER. 11. Handling Objections and Closing. 12. Presenting the Offer and Negotiating Counteroffers. 13. Keeping the Sale Together. 14. Broker Selection and Legal Awareness.