Selling Real Estate Services: Third-Level Secrets Of Top Producers房地产顶级中介的第***秘诀 mobi 下载 网盘 caj lrf pdf txt 阿里云

"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."

"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."

"Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, dem***trating value, and winning. Whether you are new to real estate or a seasoned ve***n, it will take your career to the next level."

"Business development never stops for successful real estate companies. Bob Potter gets it, and his *** strategies and techniques can be implemented immediately across a sales-oriented ***anization. This book is a gem."

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

PART Ⅰ: It’s About Winning: Why You?

　Airbag versus Differentiator.

　Chapter 1 Third-Level Selling.

　　Vendor Differentiation versus Client Differentiation.

　　Level 1: Vendors Pitch (Airbags).

　　Level 2: Preferred Providers Position Their Offering Against the Competition’s.

　　Third-Level Selling: Strategic Partners Differentiate on the Client.

　　Deliberate Practice: Are Great Sales People Born or Made?

　　Deliberate Practice for Third-Level Selling.

　Chapter 2 How (and Why) Clients Choose You.

　　How Clients Choose You.

　　Client Differentiators.

　　Vendor Differentiators.

　　Standard Life Investments Real Estate (SLIRE) Example.

　　Pick Your Battles.

　　Deliberate Practice: How (and Why) Clients Choose You.

　Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2).

　　Search Phase: Level 1 - Pitch to Get Invited!

　　Screening Phase: Level 2 - Position versus Competition.

　　Position Difference, Preference, and Proof.

　　Harvesting Specific Testimonials.

　　Rank as Proof.

　　Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde).

　　Best Outcome.

　　Congratulati***! You Made the Short List of Preferred Providers.

　　Deliberate Practice: From Vendor to Preferred Provider.

PART Ⅱ: Third Level: From Preferred Provider to Chosen Partner.

　Client Eyes.

　Deliberate Practice: Third-Level Client Profile.

　Chapter 4 Accelerating Personal Relati***hips.

　　Find Common Ground to Accelerate Relati***hips.

　　The Relati***hip Game: Three to Five Questi*** to Uncover “Amazing Stories”.

　　Deliberate Practice for Accelerating Relati***hips.

　Chapter 5 Accelerating Professional Relati***hips.

　　“We Research the Hell Out of Them”.

　　Raise the Flashlight.

　　What’s Changed? The Ultimate Strategic Question.

　　Looking for CID.

　　Give-and-Take Questi***.

　　Gaining Agreement to Explore Soluti***.

　　Deliberate Practice to Accelerate Professional Relati***hips.

　Chapter 6 Finding Project/Property Difference.

　　“Our Brokers Need to Know our Buildings Better Than We Do.”

　　“Because You Didn’t Ask”.

　　Start the Project before the Mandate.

　　Deliberate Practice: Project/Property Differentiation.

　Chapter 7 Finding and Aligning to Client Preferences.

　　Previous Experience.

　　Educating Client Concerns.

　　What Could Go Wrong?

　　Client Visi***.

　　Your Competition.

　　Unhooking an Incumbant Competitors.

　　Deliberate Practice: Finding Differences in Client Preferences.

　Chapter 8 Finding and Aligning to the Client’s Decision Process.

　　Deliberate Practice: Find and Align to the Decision Process.

　Chapter 9 Third-Level Proposals and Presentati***.

　　From Vendor-centric to Client-centric.

　　Third-Level Presentati*** Are Client-centric.

　　Deliberate Practice: Third-Level Proposals and Presentati***.

　Chapter 10 Pricing and Third-Level Negotiation.

　　We Lost on Price?

　　“Who Would You Choose If Prices Were The Same?”

　　Third-Level Negotiating.

　　Deliberate Practice: Pricing and Third-Level Negotiation.

PART Ⅲ: Winning without Competition.

　Chapter 11 Third-Level Client Satisfaction.

　　Highly Satisfied (versus Satisfied) Clients Twice as Loyal.

　　Take Care of It (Satisfied) and Take Care of Me (Highly Satisfied).

　　Referral: The Best Measure.

　　Client Advocates: Taking Care of You.

　　Deliberate Practice: Delighting Clients.

　Chapter 12 Winning in the Invisible Market.

　　Invisible Market Danger: Unqualified Clients.

　　Does This Client Have the Problems You Solve?

　　Finding and Aligning to the Service Decision.

　　Deliberate Practice: Winning in the Invisible Market.

　Chapter 13 Managing Third-Level Selling Skills.

　　Track Performance Metrics to Drive Third-Level Best Practices.

　　Coaching Results Not Just Behavior.

　　Call Preparation and Momentum Recommendati***.

　　Call Review and Diagnostics.

　　Coaching.

　　Presentati*** and Recommendati***.

　Chapter 14 Final Thoughts.

　　Get with Clients.

　　Enlightened Self-Interest.

Appendix 1: BCCI Value Proposition.

Appendix 2: Company Message Acceleration Example.

Appendix 3: Client Profile.

Appendix 4: Client Profile with Questi***.

About the Author.

Index.

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

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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. Operati***, Cushman & Wakefield Inc. "Bob Potter′s Third–Level Selling offers a progressive, advanced approach to building trust, dem***trating value, and winning. Whether you are new to real estate or a seasoned ve***n, 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 *** strategies and techniques can be implemented immediately across a sales–oriented ***anization. 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 relati***hips 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