Overview

Utilizing Your Contacts: More Realty Listings & Sales With People You Already Know is a special type of sales book that has been prepared to help you be more successful. As a real estate sales professional, you build your sales career by showing listings of new or existing homes to interested people and list their current homes for them. Finding such people to work with is a challenge. Sure, traditional advertising and marketing can do its part to stimulate interest and produce people who might want to do business with you, but there's no guarantee that you'll generate enough leads or do enough business to sustain you. SO, turn to contacting people you already know, from close friends to acquaintances you've met just once or twice. The length of the relationship isn't important - just that you know each other. This book provides the scenarios (for in-person meetings), scripts (for telephone conversations), and templates (for written communication) to make sure the people in your database know what opportunities you have available so that take advantage of them or refer others to you. The 7 chapters in this book are: 1 - Why Generate Your Own Leads? 2 - Being A Sales Lead Generator, 3 - Getting Started, 4 - Generating New leads In Person, 5 - Connecting By Telephone, 6 - Reaching Out In Writing, and 7 - Making It Work. This book takes the guesswork out of where to start in generating your own sales leads with people that that you already know, and more importantly, already know you.

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9780615899916

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Steve Hoffacker, AICP, CAASH, CAPS, CGA, CGP, CMP, CSP, MCSP, MIRM, of Hoffacker Associates LLC, West Palm Beach, Florida is an award-winning new home sales trainer, real estate sales coach, blogger, writer, award-winning photographer, marketing consultant, accessibility consultant, real estate broker, and best-selling instructional sales books author. Steve has sold and managed the sales of new homes onsite and through real estate auctions, sold commercial real estate and land for homebuilding, staffed trade show booths, and sold his professional services in-person and over the phone. He has worked with hundreds of homebuilders and new home salespeople across the country in a variety or settings, price points, and product types. He shares this knowledge through his coaching, in-company programs, his several books (such as this one), articles, and blogs. Steve received the 2007 IRM (Institute of Residential Marketing) President's Award, the 2008 Trina Ripley Award for Excellence in Education Award from IRM, and the 2012 Bill Molster Award for excellence in education from the NSMC. Steve is an approved instructor for CAPS, CSP, and other NAHB programs for new home sales and remodeling. Steve has a long and proven history of teaching salespeople how to generate leads, organize and manage their activity, and make sales.

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