«How to Develop Power and Confidence In Selling Real Estate» by Leslie E. Moser

Thousands of real estate agents, men and women, newcomers and oldtimers, can improve their lives and their livelihoods by using the information in this concise, how-to-do-it book on real estate selling.Every problem is covered: Do you want to invest your own money? What do you do when the customers don't come? How do you sell a &quote;white elephant?&quote; what should you listen for when you attend an open house showing? How much do your own personal characteristics influence your sales record? There's a &quote;how to say,&quote; &quote;what to say,&quote; &quote;when to say,&quote; for every thorny situation in real estate selling, along with advice on closing a sale, organizing your time, sharing commissions, coping with competitors, selling to friends, and a host more.