Personal Selling in Real Estate

This chapter is designed to help students of real estate marketing learn: the personal selling cycle for the real estate seller representative how seller representatives prospect for clients how seller representatives determine the market valuation of the property of a prospective seller how seller representatives analyze the needs of prospective sellers how seller representatives make a sales pitch to prospective sellers how to negotiate specific services that seller representatives can provide to prospective sellers, and the signing of a contract how seller representatives go about servicing their clients how seller representatives follow up with their clients