Cover image for How to list & sell real estate : executing new basics for higher profits
How to list & sell real estate : executing new basics for higher profits
Kennedy, Danielle.
Personal Author:
[New edition].
Publication Information:
Mason, Ohio : South-Western, [2003]

Physical Description:
1 volume (various pagings) : illustrations ; 25 cm + 1 CD-ROM (4 3/4 in.)
General Note:
Includes index.

New to this edition: new ways to convert a sales prospect and build loyalty, e-communication secrets, no more slump sales strategy, technology tips, and a new CD-ROM.

Accompanying CD-ROM contains forms and checklists in downloadable, interactive Word and Excel files.
Added Author:
Format :



Call Number
Material Type
Home Location
Item Holds
HD1382 .K46 2003 Book and Software Set Non-Fiction Area

On Order



This unique book provides a comprehensive and practical introduction to the resources, strategies, and skills essential for success as a real estate professional. Based on the author's own experience as a real estate agent, this book is a complete, detailed, and ready-to-go program for training real estate agents. It will provide new agents with the ability to list and sell, and do it all quickly.

Author Notes

Danielle Kennedy is the president/owner of Danielle Kennedy Productions, and a renowned motivational speaker and author of several sales books. She has made numerous television and radio appearances and has been profiled in publications such as The Los Angeles Times, Vogue, and Cosmopolitan
Warren Jamison is a writer, lecturer, and former real estate agent. He also authored, co-authored or edited more than 30 books. He is a member of the Authors Guild and the American Society of Journalists and Authors

Table of Contents

Forewordp. xv
Acknowledgmentsp. xviii
Attention: Brokers and Managersp. xix
About the Authorsp. xx
Chapter 1 Executing the New Basics for Bigger Profits: High Speed Breakawayp. 1
Chapter 2 High Speed Delivery for the 21st Century Consumer: The Quick-Speak Conceptp. 12
Chapter 3 Build Money-Making Skills Fast with Hyperlearn and the Latest Techno Toolsp. 19
Chapter 4 Confront Old Pro--And Win!p. 33
Chapter 5 The Best Fizzbo System on the Planet: Flipping Fizzbos into Your Foldp. 41
Chapter 6 Epidemic Selling: Sow That Farm and Reap, and Reap, and Reapp. 66
Chapter 7 Online or Offline: Danny Kennedy's 12-Month Farming Almanacp. 104
Chapter 8 Global Prospectingp. 122
Chapter 9 Open House Bonanzasp. 142
Chapter 10 Any Time Is Up-Timep. 179
Chapter 11 Impact Listing: How Listings Are Won and Sellers Are Served by World-Class Salespeoplep. 193
Chapter 12 Servicing Listings Fastp. 240
Chapter 13 High-Tech Promotion and the Personal Touchp. 264
Chapter 14 The Subtle and Learnable Art of Capturing Customersp. 279
Chapter 15 Cut-to-the-Chase Qualifyingp. 298
Chapter 16 Virtual Touring, In-Person Showings--And Finalizing the Salep. 311
Chapter 17 Closing Those Golden Nuggets Before They Turn into Leadp. 338
Chapter 18 Negotiating for a Lifetime Customerp. 358
Chapter 19 Fallout Avoidancep. 374
Chapter 20 A 100 Percent Referral Businessp. 381
Chapter 21 Time Planning with or without Paperp. 396
Chapter 22 Self-Organizationp. 419
Chapter 23 Prepare and Perform--Or Pass Outp. 429
Chapter 24 Money-Making Forms and Checklistsp. 447
Chapter 25 Dead Cats, Weeds, and Holes in the Wallp. 477
Chapter 26 Every Day Is a Birth Dayp. 489
Chapter 27 Leading Team Players to Success and Profitabilityp. 497
Chapter 28 Break Loose and Fly!p. 505
Glossaryp. 1
The Breakaway Schedulep. 2
Indexp. 1