From the Inside Flap
The real estate industry is notorious for eating up realtors' time, energy and money. It may be a difficult pill to swallow, but many of the inefficiencies are of their own making and those of brokerages that refuse to break old habits. At the other end of the transaction, the client suffers from poor and uninformed service. Make More Money, Find More Clients, Close Deals Faster shows realtors how to sell more property, in less time, and develop client relationships that will, over time, continue to fuel their success.
Generally speaking, realtors have significantly more influence in just one transaction, and often for a larger dollar amount, than other professionals (financial advisors, lawyers, accountants, etc.) will ever have over a client's money. Realtors must engender trust in their client; they are looked to by their clients to help make decisions in times of great anxiety and stress. But do realtors really offer expert service, consistently meeting their clients' needs? Are they deserving of such trust?
When most people hire a realtor, they seldom hold interviews with several realtors before making a decision, and seldom do they ask for testimonials and references (and even if they are given references, don't make the calls). The end result is that many people end up with an unqualified, or under- qualified, realtor. It is up to the realtor to change this aspect of the realtor-client dynamic and to practice real estate salesmanship properly, ethically, morally, and to everyone's mutual benefit.
As the Canadian real estate industry continues to go through significant changes, many realtors are looking for guidance on how to operate in a new and more competitive marketplace. Make More Money, Find More Clients, Close Deals Faster offers practical business advice illustrated with actual case studies. Especially for those new to the real estate industry, the lessons borne of the author's years of experience are revealing and noteworthy. For realtors of any stripe, the discussion of technology and social media and their business applications, bidding-war strategies, and building a robust roster of clients are among the many highlights of this book.
From the Back Cover
From the introductory chapter of Make More Money, Find More Clients, Close Deals Faster
I believe there are three components involved in "qualifying" to be a realtor. First, you need to have, or be willing to learn and develop, certain attributes and skills. Second, you need to become licensed to practice real estate brokerage in your province. Finally, but perhaps most important, you need to buy into the philosophy that you are your own business. A realtor provides services, and therefore you need to continuously learn, improve, and upgrade your qualifications. Although this is the second real estate book I have written and I teach commercial and residential real estate at the university level (University of Toronto Continuing Education for commercial, and York University for residential), I learn something new with just about every deal I work on.
I absolutely love what I do for a living. There are very few professions in which you can be a combination of entrepreneur, salesperson, friend, advisor, negotiator, and dealmaker, while also having the freedom to create your own schedule and have the potential to earn a substantial income. If you bring the right attitude and discipline to the table, even if you are not a natural salesperson the "job" of a realtor can provide a great deal more for you than you can imagineboth financially and in lifestyle.
I don't believe in mincing words, so I will be blunt from the beginning of this guide to the end. My hope is that this book will enable realtors to improve in their career, be motivated to aim higher, and earn more money.
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