Real Estate Investments, Buying and Selling Homes
Date Published: November 19, 2019
Publisher: Lucid Books
When Brad Bevers started in real estate fifteen years ago, he wanted to learn as much as possible. But after reading all the real estate books he could find, he quickly realized he needed to ignore the collective wisdom on becoming a successful agent. He would go on to grow his business more than twenty times his average income from his first few years.
If you love making cold calls, smiling like a mannequin, and scream-selling your way to the top, this book is not for you. For those who would rather build a strong business the right way, 'The Mental Game of Real Estate' gives you the map to succeed.
In this book, you will learn:
• The (only) four ways to make money on a property
• Psychological principles that will build rapport fast
• A Negotiation 101 crash course
• The crucial skills to making a killer first impression
• Three closing techniques that won’t make you feel slimy
• And much more
Brad’s goal with this book is to let you in on the principles he has learned so that you can get started faster and serve your clients more effectively, while putting more money in your pocket. May this book help you on your real estate journey!
Excerpt:
One of the hardest parts of being
a real estate agent, especially when you’re starting out, is
learning how to handle commission objections. Almost every time you list a
property, you’ll be asked to cut your commission. You have to be ready to
respond and fight for a full commission not only because you deserve it, but
because it’s often best for your client.
Don’t believe me? Consider this: Would you be more motivated to
sell a property on which you’ll earn $10,000 in commission, or a property on
which you’ll earn only $5,000? We are all human, and whether we like it or not,
money plays a part in our motivation.
The first thing you need to admit is that most agents don’t
deserve a full commission. Recognize that most agents should be discounting
their commission because they aren’t good at their job. It’s perfectly
reasonable for a client to ask you to cut yours before they have worked with
you. The client expects the kind of service that deserves a reduced fee.
Work to show you’re a different kind of agent right off the bat.
Establish your expertise quickly, use testimonials to show social proof, and
control the conversation with the listing tools that you’ve learned in this
book. It’s helpful to take a step back mentally when you hear an objection
from a client and realize that most agents deserve a pay cut. Don’t be one of
those agents. Show that you are different right away and work to deserve full
pay.
About the Author
My name is Bradley Bevers and I’m a real estate broker in Chappell Hill, a small Texas town located midway between Houston and Austin. I’ve sold real estate full-time since I graduated from Texas A&M in 2004.
Despite starting off in the family business, I struggled in real estate for many years. It was hard to know exactly what to do and how to do it, and I did not get off to a fast start. I was able to sell almost three million dollars of real estate my first year, but then the market stalled, and I failed to sell even one million dollars for the next three years. Despite having a business degree and being a born entrepreneur, I made a lot of mistakes along the way and learned mostly through trial and error.
In 2017, I sold over seventeen million dollars of real estate. My income has gone up more than 20 times since those early years. Out of almost thirty agents, I’ve been the top producer in my company for six years in a row. Now, I want to share what I’ve learned so you can get a jump start on your own career.
If you’re looking for a book that will give you the secret sauce to cold calling, social media prowess, or working for-sale-by-owner and expired listings, this book isn’t for you. I’ve never made a cold call in my life, and I post on Facebook once or twice a year. If you want to make more money, build your reputation the right way, and avoid some of the pitfalls of selling real estate, then this is the book you’re looking for.
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