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A GUIDE TO REACHING YOUR REAL ESTATE POTENTIAL

YOUR NAME

All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. DISCLAIMER AND/OR LEGAL NOTICES: While all attempts have been made to verify information provided in this publication, neither the Author nor the Publisher assumes any responsibility for errors, inaccuracies, or omissions. Any slights of people or organizations are unintentional. This publication is not intended for use as a source of legal or accounting advice. The Publisher wants to stress that the information contained herein may be subject to varying state and/ or local laws or regulations. The reader of this publication assumes responsibility for the use of these materials and information. Adherence to all applicable laws and regulations, including advertising and all other aspects of doing business in the United States or any other jurisdiction is the sole responsibility of the reader. The Author and publisher assume no responsibility or liability whatsoever on behalf of any reader of these materials. If your property is currently listed with a Realtor, please disregard this notice. It is not our intention to solicit the offerings of other brokers. Printed in the United States of America

Table Of Contents

Why Should You Read This Book?

An Overview Of The 10 Steps

Show Prospects How You Helped Other Customers Reach Their Goals

Anyone Can Learn How To Make Friends 21

Discover Exactly Why You're Better, Then Tell Customers 29

How To Be The Confident Pro Clients Want To Hire

Sharpen Your Presentation

Create Your Plan And Present It To Customers Find Your Passion And Use It To Get Business

10. Develop A Niche And Establish Yourself As The Best

11. Identify And Use Your Communication Strength

12. Build Your Clientele

13. New At The Game? Step Up To Bat!

Foreword

When I first ventured into the real estate industry years ago, I did so with the hopes of helping sellers like you avoid the headaches often associated with the home-selling process. In my years of experience, not only have I helped alleviate the stress of selling for numerous clients, but I’ve also accumulated years of knowledge to help them get more money for their homes in the least amount of time. I decided to share all of my expertise in one place with potential clients. And that’s why you’re receiving this book. I want to help you have the best possible home-selling experience. And by that, I mean I want you to 1. Get the most money possible for your home, 2. Sell in the least amount of time, and 3. Avoid the headaches most commonly associated with the home-selling process. Think of this book as my gift to you. It contains insider advice on the home-selling process to help you achieve your ultimate real estate goals, including: • Secret strategies to sell your home for more money • Marketing techniques employed by top agents • Advice on how to appeal to today’s buyers • And much, much more If, after reading through it, you want to hire me to help you sell your home, I’d be more than happy to meet with you to discuss a specific plan to sell your home. Happy reading!

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About AGENT

AGENT was raised in CITY with X siblings. As a child, AGENT had aspirations of being a OCCUPATION. Never in a million years did he think he’d stumble into the real estate industry, but you can’t always predict where or when you’ll discover what you’re meant to do in life. AGENT was taught at a young age that if you want something in life, you have to work for it. So that’s what he did. And he worked hard. As the years went by, AGENT worked his way from FIRST JOB to LATER JOB, never wavering in his resolve to become the best version of himself with each career move. AGENT got into the real estate industry X years ago when STORY ABOUT HOW YOU GOT INTO REAL ESTATE/WHY. He set out to LIST ASPIRATIONS FROM WHEN YOU STARTED OUT IN REAL ESTATE. As his career advanced, AGENT found his stride working with NICHE MARKET/SPECIFIC MARKET AREA/TYPE. He’s an expert in LIST AREAS OF EXPERTISE/SKILLS THAT SET YOU APART FROM OTHER AGENTS.

Throughout his career, AGENT has earned numerous accolades, including:

• LIST ACCOMPLISHMENTS • LIST SALES STATS ix

• ANY OTHER IMPRESSIVE INFO YOU’D LIKE TO INCLUDE

AGENT aims to provide the highest level of service to his clients and takes deep pride in helping them achieve their real estate goals. AGENT aims to provide the highest level of service to his clients and takes deep pride in helping them achieve their real estate goals.

Testimonials & Reviews for Agent Name

Here’s a list of people whom I have helped buy or sell a home, and what they said about working with me:

Agent-Name had a tough job, but she did it!

We were tough clients! We were moving to City and didn’t have a lot of time to look at houses, having to deal with our employer’s relocation, and all of the other challenges that came along. But, Agent-Name went above and beyond to help us. Even now, one year after the sale closed, I can still call her for business and service recommendations in the area — she knows just about everyone, and is very happy to help.

Agent-Name is the best agent in City!

I’ve used Agent-Name twice so far, and I was impressed both times. I bought my dream home with AGENT a year ago. She worked long and hard to find me the perfect home. And she just recently sold another property of mine. Everything went quickly and smoothly. Both of my real estate deals were done very quickly and professionally. Agent is honestly the BEST in her business. I would highly recommend her.

Agent-Name perseverance got me the house

My experience with Agent-Name during the entire home- buying process, from start to finish, has been nothing short of exceptional. I have a unique work structure, and because of this, it was very difficult to find mortgage lenders that would approve me for a home. I was very frustrated and on the verge of giving up, but Agent-Name insisted that we continue searching. Not only did we find a mortgage lender but also a mortgage that I felt great about. His perseverance is the reason I am now a homeowner. He is professional, punctual, knowledgeable, and very easy to work with. With the highest regard, I will recommend Agent-Name to all my friends and family.

Very attentive to concerns, details, and negotiations

Agent-Name helped me find a house by literally picking it out for me. Every house I wanted to go to, I got there and didn’t love it. Agent-Name was busy taking note of the likes and dislikes I was stating and said “I have a house that you’re going to love”.... AND I DID! I went back 4 or 5 times to show other members of my family, and she accommodated me without complaint. I was a first-time homebuyer, and she walked me through the steps of everything, gave me advice, and constantly followed up to make sure I was doing OK. With her help, I was able to close on the house early, right before I started my new job. I would recommend Agent-Name to EVERYONE, buying or selling. Agent-Name made it so so easy. She guided us through the entire process. She recommended great people to work with

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every step of the way. She was available 24/7 to answer any questions we may have had. With her high standards, expertise in the industry, and patience, we would recommend her as a Realtor to anyone looking! She was amazing!

Agent-Name even advised me on how to prepare my house

Agent-Name was a gem. In addition to being highly knowledgeable about the real estate market, with many years of experience, he is a consummate professional. He was extremely easy to work with, gave me very good advice about preparing my house for sale and was very responsive during the entire process of receiving offers, selling and closing. I would work with him again in a heartbeat. He’s that good.

Agent-Name is the first agent I would call

Agent-Name and his team were able to rapidly list, show and sell my property. Being an expert in real estate, he was spot on in his pricing of my property and getting this deal completed. Overall, I highly recommend him and his team. If I want to buy real estate, AGENT would be the first person I’d call.

Agent-Name got us an offer in three days!

Agent-Name was the consummate professional during our stressful and difficult process. In the midst of juggling a ‘failed’ marketing effort with another agent, she presented a

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well thought out plan and strategy to sell our home in short order. We needed to move quickly due to a growing family and another baby on the way. She helped alleviate that pressure by securing an acceptable offer with 3 days of listing. We put pressure on her, and she delivered. We couldn’t thank her enough.

Agent-Name kept us calm throughout the process!

Agent-Name always made herself available to answer questions. She worked hard to sell our home and find the best fit for our new home. She and her team worked with us through the entire process and kept us calm when we got anxious.

I am 100 percent satisfied!!

Agent-Name is professional and knowledgeable about everything. She is also always available. I would definitely recommend her to anyone. Very smooth transaction from start to finish. I felt confident with her experience.

Agent-Name found us our dream home

Agent-Name was very efficient and helped us find our dream home within a few short months. She was able to negotiate the price that we wanted for the house. Overall, I would look for her again to help us look for a house if need be in the future. Thank you so much!

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Efficient communication and service

Agent-Name and his staff were very helpful in selling our condo. They kept me informed frequently with email, sending reports on showings, offers, and feedback from potential buyers. We are very satisfied.

Agent-Name will get your house sold fast!

Agent-Name is great and has the expertise to get your house sold. The communications throughout our sale (from beginning to end) has been outstanding. Agent-Name understands the stress involved in selling your house, and she updated our family consistently! This made us feel we were in good hands. I have worked with numerous agents, and I highly recommend her to represent you when it comes time to sell your home.

Excellent experience topped with a personal touch

Excellent experience all around, not only knowledgeable but Agent-Name and team have a very personal touch I felt like family throughout the entire process. He always took his time; we never felt rushed or like “just a number.” I sold my home and bought with him. We had lots of questions he gladly answered them with no problem and guided us through the entire process, eliminating lots of stress. I truly appreciate that and would recommend him and his team to family and friends.

CHAPTER 1 Why Should You Read This Book? Ever wonder why one agent toils away without much success while another enjoys a thriving business? Is it just luck? We talk about luck as though it were a living force — a force that chooses some people and ignores others. When you think about it, it’s kind of silly to believe some force we can’t even define decides who gets to be successful. Is success based on talent then? That’s another word we use a lot without really understanding it. Is talent some mysterious quality people are “just born with?” And how does it affect success? We all know artists and performers who seem to have talent — whatever that is — but aren’t successful. More and more, researchers and thinkers are discovering that success has more to do with preparation and opportunity than it does with mystical forces such as luck or talent. And here’s the thing: preparation and opportunity are things you can control. You can learn them, practice them, and use them over and over to build a successful business.

That’s what this book will teach you to do!

In the real estate game, you can prepare for success by increasing your knowledge of the market, practicing your people skills, differentiating yourself from competitors, and training yourself to

be a more effective negotiator.

You can create opportunities by looking for prospects in places other agents ignore, finding ways to meet more prospective buyers and sellers, and sharpening your marketing focus.

When your preparation intersects with opportunity, your success isn’t just more probable. It’s inevitable.

But first, you have to get noticed. As you probably know, there is a lot of competition in the real estate business. The National Association of Realtors® has a membership count of more than 1 million. That’s a lot of real estate agents crowding the marketplace. They make it hard for people who want to buy or sell homes to cut through the noise and find you. This book will enable you to get business not just in spite of your competition, but because of it. You’ll learn how to develop superior skills and a Unique Selling Proposition that will get you more customers and make you more money. What you learn from reading this book will set you apart from other Realtors®. Here are just a few things you’ll learn: • The tips inside this book will enable you to show customers why they should work with you instead of your competition. • You’ll learn how to find your strengths and tell customers about them effectively — regardless of your communication style. • You’ll discover how to build your clientele and take advantage of little-known principles such as the Law of

250. • This book will provide tips on how to build your confidence, make friends, and become the kind of professional people want to work with. • You’ll explore not only how to tell customers you’re better to work with, but to prove it with testimonials, reviews, and case studies — even if you’re brand new to the real estate game! So, sit back, enjoy, and get ready to absorb no-nonsense tips on how to take your real estate business to the highest level. Every Realtor® is looking for an edge over their 1 million competitors. This book will provide you with that competitive advantage.

CHAPTER 2 An Overview of the 10 Steps

1. Show prospects how you helped other customers reach their goals. Customers don’t have the knowledge of real estate to determine which agents are good and which are not. Use case studies and testimonials to prove your effectiveness. 2. Learn how to make friends. People prefer to do business with people they like. Win people’s business by first winning their friendship. To develop this ability, practice listening attentively to people. Look for something about them that you admire and can compliment in a genuine way. Avoid focusing on possible areas of conflict or disagreement. 3. Discover exactly why you’re better, then tell customers. Learn to identify the skills that set you apart from your competition. Your customers want to hear about why you’re different. Make this an early highlight of conversation. 4. Learn how to be the confident pro your clients want to hire. Is lack of confidence holding you back? Sell yourself to you first. Start by reviewing the ways you’ve helped customers in the past. Then formulate a plan you can believe in.

5. Sharpen your presentation. You have the skills to be a champion communicator. Practice makes perfect.

6. Create your plan and present it to customers. What’s your

marketing plan for sellers? And can you help buyers put together a buying plan? You’d be surprised how many agents overlook this important step! 7. Find your passion and use it to get business. Customers are drawn to passionate people. Let the secret of Affinity Marketing put your passion to work. This can also give you greater satisfaction by putting more of “you” in your career. 8. Develop a niche expertise and promote yourself as the best at that niche. Clients want to work with an expert. Find out how to tap your unique expertise. Your niche should help you form a core platform for prospecting, but it shouldn’t prevent you from seeking business in other areas. 9. Identify and use your communication strength. Different people communicate in different ways. Some are great public speakers. Some express themselves more effectively through their writing. Others are more comfortable communicating and building rapport one-on-one. Avoid your personal pitfalls and find the way that works best for you. 10. Build your clientele. Wouldn’t you love to wake up every morning and know that new customers were on their way? Learn the secret of a top sales expert, who shared his secret, the Law of 250.

KEY TAKEAWAYS:

• This book details the 10 simple steps — and professional secrets — to unlocking skills you didn’t know you had.

• Learning and applying the 10 steps detailed in this book will help you build a real estate business that is fulfilling, self-sustaining, and above all, successful.

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