Steve Hoffacker's Sales Books For Realtors®

"Building The Sale: Who, What, When,
Where, & More In Realty Sales"

Steve Hoffacker, AICP, CAASH, CAPS, CGP, CMP, CSP, MCSP, MIRM, published this book of personally-authored, original material for Realtors®, real estate brokers, real estate office managers, and anyone else involved in the sale or listing of general real estate.

This book is based on the "who, what, when, where, and why" formula of journalism, and it adds to additional facets" "how and which."

For the first time, the questions have been assembled - along with their strategies - that a Realtor® needs to ask to get a correct assessment of where someone is positioned in their willingness to search for a new home, their interest level, and their ability to make a decision - or in their readiness to list their current home.

This book has dozens of sample questions - find a phrasing that is right for your style of speech and level of formality. Everything from the initial greeting to trial closes and the final closing question can be found here. There are several scenarios for working with objections also.

This book takes the guesswork out of working with your customers.

This book contains 148 pages in 9 chapters:

1.Who?

2.What?

3.When?

4.Where?

5.Why?

6.How?

7.Which?

8.More Questions

9.Go Discover!



















“One thing I’ve said since I started in real estate is that real estate schools should start teaching the art of selling. Ninety percent of agents leave the business within the first two years because they don’t know how to sell. I think Steve Hoffacker’s “Building The Sale” is a must read for any new agent as well as any agent wanting to increase their business.” — Todd Clark, GRI, REALTOR®, Broker/Sales Coach, All Brokers Real Estate, Beaverton, Oregon


“Steve Hoffacker has hit the nail on the head when it comes to offering a new approach to building home sales in ‘Building The Sale.’ These easy-to-follow guidelines walk you through every step of building a solid relationship with new (and even existing) clients. This book should be a must read for everyone in real estate — it would bring our careers up a level.” — Valerie Osterhoudt, ABR, REALTOR®, Johnson Real Estate, Inc., Cromwell, Connecticut


“Just like building a home, building a successful real estate transaction requires a strong foundation. Asking the right questions allows agents to dig deep to understand their client's needs, preferences and expectations. ‘Building the Sale’ provides the tools to discover what matters most to buyers and sellers, and how to effectively help them achieve their real estate goals.” — John Novak, ABR, SRES, GRI, e-PRO, REALTOR®, Keller Williams Realty, Henderson, Nevada





Steve Hoffacker - Author, Coach, Consultant