Real Estate Sales/Realtors - How To Make Sales, Manage Time, Read-Wiilling-Able, Rate Customers

Steve Hoffacker's Sales Books For Realtors®

"Knowing The Score: The A-B-C's

Of Rating Realty Customers"

Steve Hoffacker, AICP, CAASH, CAPS, CGA, 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 "ready, willing, and able" formula, but it adds a very important missing ingredient.

For the first time, "ready," "willing," and "able" have been quantified and defined as objective criteria that will mean the same regardless of who uses them. Then the missing ingredient of how well someone likes you and wants to do business with you is added so that you can focus your time and energy where you have the highest probability of making a sale or getting a signed listing agreement.

This book lays out a system that takes all of the guesswork out of rating a customer according to their level of interest, ability to make a decision, and likelihood of doing business with you.

This is the last rating system you will ever need.

This book contains 132 pages in 8 chapters:

Why You Need A Rating System

The "Ready, Willing, And Able" Test

An "A" Rating Isn't Sufficient

Going Behind The Score

Only A Few Can Be An "A-1"

Don't Discount The "D"s

Grading Outside The Lines

Getting The Most From Your Traffic

“Steve Hoffacker’s approach to classifying potential customers and clients goes beyond the basic ‘A, B and C’ system. Learning the skills to classify people you meet is critical and this more, in-depth classification, will assist Realtors® in being more efficient and productive, and in turn, more successful in their business.” — Emelyn Morris-Sayre, CRS, GRI, ABR, REALTOR®, Broker Associate, Royal Kingdom Associates, Lakewood, Colorado

“For years, Steve Hoffacker has done a great job explaining the basics of rating clients for the new home industry, and now he has done the same thing for Realtors®. He’s made it easy for Realtors® to quickly rate their clients to maximize their sales abilities and closing rates. This rating system takes the guess work out of how to rate potential clients.” — Brent Forsberg, MIRM, CSP, REALTOR®, Sales Manager, Forsberg Real Estate Company, Okemos, Michigan

“With the shift in the real estate market today, the rules for buying and selling have changed. Steve’s insight is right on target, and his techniques will help you successfully adapt to the change. ‘Knowing the Score — The A-B-C’s of Rating Reality Customers’ offers an in-depth look at how to effectively qualify and rate real estate customers. This is a must read book for the real estate professional.” — Lou Ludwig, CRB, CRS, CIPS, GRI, SRES, TRC, e-PRO, CSP, CMP, MCSP, CAPS, REALTOR®, Ludwig & Associates, Boca Raton, Florida

Sales Books for Realtors® by Steve Hoffacker

"Sales & Marketing Strategies That Make Sense" SM