Event Risk Management and Safety or Real Estate Marketing and Sales Essentials

Event Risk Management and Safety

Author: Peter E Tarlow

THE WILEY EVENT MANAGEMENT SERIES

The complete guide to event risk management, safety, and security

Practical strategies and resources for any size event!

With any event comes risk–from rowdy guests at a festival or convention to a life-threatening riot at a sports event. Event Risk Management and Safety provides a comprehensive resource for managing event risk and limiting liability for modest and grand events. Presenting theory and practical applications, this book covers topics such as measuring risk, alcoholism and drugs, crowd control, fire safety and emergency medical services, food and water safety, outdoor events, and much more.

Other features include:

• Case studies examining problems and solutions to real-world situations

• Key terms and risk-management exercises

• New techniques to forecast and manage the global challenges of the twenty-first century

• Comprehensive appendices containing additional resources, alcohol and beverage commission contact information, and practical forms

Go to: Market Segmentation or The Springboard

Real Estate Marketing and Sales Essentials: Steps for Success

Author: Dan Hamilton

Real estate can be a rewarding career—for those with the savvy to succeed. Written by a real estate training authority, Real Estate Marketing Sales Essentials: Steps for Success equips new and experienced agents alike with a comprehensive resource of invaluable tips, advice, and hands-on instruction on how to convert their knowledge into sales—and profits. The book walks readers through the major daily activities of real estate professionals, including prospecting for seller appointments, seller listing procedures, prospecting for buyer appointments, buyer listing procedures, objection handling techniques, client follow-up, referrals, contract writing, negotiation, closing, financing, and more. It also offers sound advice on the characteristics of successful salespeople, equipping readers with insight on such key skills as professionalism, ethics, technology, time management, and the psychology of marketing. Agents are already sold, praising Steps for Success for its real-world scenarios, out-of-the-box thinking, humorous examples, valuable timesavers, and cost-cutting advice.

Table of Contents:

	Real Estate Marketing	vii
1	Real Estate Professionalism and Ethics	1
2	Characteristics of Successful Salespeople and Time Management	28
3	Technology for the Real Estate Professional	57
4	Psychology of Marketing	71
5	Marketing & Advertising	77
6	Law of Agency and Alternative Representative Agreements	92
7	Prospecting for Seller Appointments	104
8	Seller Listing Procedures	157
9	Prospecting for Buyers	205
10	Buyer Listing Procedures	219
11	Objection Handling Techniques	233
12	Client Follow-Up	257
13	Contract Writing	263
14	Negotiating and Closing	268
15	After Acceptance	289
16	Financing	296
17	Referrals	304
18	Deceptive Trade Practices Act and Consumer Protection Act	311
	Appendix	323
	Sales Communication Steps	324
	Approach-The Process	325
	Need Determination-The Process	326
	Need Determination	328
	Buyer Client Questions	329
	Buyer Pre-Qualification Worksheet	330
	Additional Buyer Questions	331
	Closing Checklist	332
	Contracts for a "For Sale By Owner"	333
	Documentation Needed at Loan Application	334
	Fair Trade Items (Seller)	335
	Comparison of FSBO and Broker	335
	Hamilton's Rules of Real Estate	336
	Keys to a Smooth Closing	337
	21 Steps to Marketing Your House	340
	Net Proceeds to the Seller	342
	Newcomer's Packet Requirements	343
	Open House Trigger Card	344
	Checklist for a Successful Open House	344
	Arrive at Open House	345
	21 Questions That Help Your Property Sell Faster	346
	Information Needed for a CMA	347
	Real Estate Services	348
	Scripts for All Occasions	351
	Suggested Web Sites	388
	A Real Estate Transaction Step by Step	389
	Professionalism Checklist	390
	Personal Budget	392
	Goal Plan	394
	Fair Housing Self-Assessment	395
	Goals	398
	Glossary of Real Estate Terms	399
	Credits	413
	Index	416