Selling Real Estate Services: Third–Level Secrets of Top Producers - Hardcover

Potter, Robert A

Hardcover

ISBN 10: 0470375965 ISBN 13: 9780470375969

Publisher: John Wiley & Sons, 2008

Synopsis

Praise for Selling Real Estate Services " Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success." -Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company "It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win." -Robert A. Ortiz, Executive Managing Director - U.S. Operations, Cushman & Wakefield Inc. "Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level." -Craig Robbins, Chief Knowledge Officer, Colliers International "Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem." -Tom Donnelly, President and COO, ValleyCrest Landscape Development "Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!" -Dan Winey, Managing Principal, Gensler

About this title

About the Author

Robert A. Potter is a commercial real estate sales and strategy speaker, trainer, and consultant. His clients include many of the best-known real estate service firms.

From the Back Cover

Praise for Selling Real Estate Services

"Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success."
Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company

"It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win."
Robert A. Ortiz, Executive Managing Director U.S. Operations, Cushman & Wakefield Inc.

"Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level."
Craig Robbins, Chief Knowledge Officer, Colliers International

"Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem."
Tom Donnelly, President and COO, ValleyCrest Landscape Development

"Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!"
Dan Winey, Managing Principal, Gensler

From the Inside Flap

Win More Business While Doing Less Selling

Whether you're a real estate broker, lender, manager, builder, or designer, Selling Real Estate Services will show you how to join the ranks of the top producers. Author Robert Potter shows you how to get chosen over your best competitors and stop competing on price.

The secret is called Third-Level Selling. It's the technique that the most successful real estate service providers use to build strategic partnerships, win new business, and retain committed clients.

Most real estate service providers are stuck at Level-One Selling they do little more than pitch their capabilities to prospective clients; In Level-Two Selling, real estate providers are able to position their capabilities as superior to their competitors; but Third-Level partners win by finding and then aligning to unique client characteristics, preferences, and circumstances. While First- and Second-Level providers talk about themselves and their competitors, Third-Level partners know more about their clients. They understand each client personally and professionally. They understand clients' properties, projects, and preferences. In short, they understand that the sales process isn't about them, but about the client.

In Selling Real Estate Services, you'll take your business to the Third Level by:

• Mastering the communication skills that build partnerships and loyal clients

• Understanding how clients choose among service providers and why price is often the least important aspect of the client's decision to choose you

• Engaging clients on a strategic and client-centered level

• Presenting and positioning solutions that fit the client and beat the competition

• Accelerating personal and professional relationships to create long-term client partners who will sell for you

Third-Level Selling is the key to winning more business while doing less selling. If you want to grow your business, improve your reputation, and gain loyal long-term clients, Selling Real Estate Services is the resource you need.

Edition details

• Publisher: John Wiley & Sons
• Publication date: 2008
• Language: English
• ISBN 10: 0470375965
• ISBN 13: 9780470375969
• Binding: Hardcover
• Number of pages: 224