Think Sold!: Creating Home Sales in Any Market »

You'll learn how to sell homes in any market by

visualizing success

learning all you can about your buyers and competitors

practicing essential communication skills

No matter where you are in your career, regardless of whether the housing market is at a peak or in a trough, this book can help you close the deal with more buyers.

About the Author vii

Foreword ix

Acknowledgments xiii

1 Success and the "It" Factor 1

2 The Buying and Selling Processes 15

3 Prospecting Skills and Follow-up 31

4 Working with Diverse Buyers 47

5 Body Language and Word Choice 61

6 Valuable Qualifying Questions and Techniques 71

7 The Greeting, Gallery Presentation, and Demonstration 77

8 Benefits Make the Difference 97

9 Overcoming Resistance 105

10 Closing with Confidence 117

11 Financing 101

12 Knowing Your Competition 133

Conclusion 143

Notes 149

Resources 151

Appendix 153

Index 159