Real Estate Marketing (3rd Edition)

Author: (USA) Shen Ke
Publisher:
Publish Date: 2005-07-01
Features: This book has the following distinctive characteristics: Real Estate Marketing Skills – General rules for improving communication with potential clients, interview techniques and procedures, methods for handling the 10 most common reasons for refusal, self-management plans to increase sales, and how to prepare for closing a sale; Sales Implementation Process – How to understand real estate, how to create effective real estate advertisements, how to determine the purchasing eligibility of potential clients, negotiation principles, and recommended negotiation techniques; Developing Sales Organizations – Real estate salesperson performance evaluation, incentive plans to increase sales, and how to organize cross-regional sales; Technical Aspects of Sales – Selection of financing methods, technical analysis of pre-tax cash flow, understanding financial ratios, basic principles of agency retail/office buildings, and how to market slow-moving properties.
This book is suitable for: Self-study for real estate sales professionals and real estate brokers; Salesperson training organized by real estate sales companies or real estate agencies; Reference reading for faculty and students of relevant majors in higher education institutions in terms of practical real estate marketing.
This book compiles the most practical real estate marketing techniques in the United States, all of which are derived from the summary of practical experience. It has been reprinted three times in the United States and systematically introduces the most widely used real estate marketing models, methods, and tools in the U.S., divided into four parts for discussion: marketing skills, sales implementation, how to develop and grow sales organizations, and the technical aspects of sales. Real Estate Marketing has been listed as a recommended reference book for real estate salesperson and broker licensing exams in multiple states in the U.S. It is an extremely practical guide for the real estate marketing industry.
How to quickly master marketing skills, how to respond to refusal reasons raised by clients, how to successfully close sales, how to effectively release real estate information, and how to improve sales performance are concerns of every real estate salesperson; for real estate sales organizations, how to manage employees, how to develop and grow sales organizations, and how to organize cross-regional services are key factors determining whether the organization can survive in competition.