Overview

Selling homes can be a very enjoyable and rewarding experience - for both you and your customers. You are a problem solver as you meet people searching for an ideal home to move into and create their next set of life experiences- whether they are moving into a new area, this is their first home, they are raising a family, they are downsizing after their family has already grown, or they are retiring. As you do that, people will come to you in a variety of states of readiness, from needing something today to being far less serious about doing anything. Treating everyone you meet the same in terms of their interest level in doing something or their ability to actually decide on a home will result in a lot of frustration, wasted effort and lack of results for you. You need a way of determining which people you work with have the capacity and interest level to either list their current home or purchase another one from you in the short term, which are further out, and which likely will never do anything. That is precisely what this book does. It spells out a definitive rating system that applies to any customer you encounter, no matter what market you are or what types or prices of properties you decide to sell. Based on the answers to a few simple discovery questions that you ask during your presentation, you can rate each customer based on the likelihood and timing of them doing business with you. This is the only rating system you will ever need!

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Steve Hoffacker, CAPS, MCSP, MIRM, is the manager at Hoffacker Associates LLC, a sales training (new home sales, universal design, and aging-in-place) and coaching company based in West Palm Beach, Florida. He also is a Florida licensed real estate broker, an active member of the National Association of Home Builders (NAHB), National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Florida Home Builders Association (FHBA), and the Gold Coast Builders Association (GCBA). He is a Life Trustee of the Florida Sales & Marketing Council and a Life Director of GCBA. He has received several national awards for new home sales (including lifetime achievement) and conducts educational classes for North American contractors, occupational therapists, designers, builders, Realtors, and others.

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