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The Key to Action Reaction
The Real Estate Focus
How to Spot Opportunities That Lead to Sales
13 other sections not shown
agent agree asking price benefits buyer and seller chapter Charlie Smith clarifying probes client clues contingency close counter offer deal decision decision-making criteria deposit described directive close discussed effective Effective Listening emotional everything example exploratory probe feel Franklin Lakes give goals handle idea important interest rates involved Leon Festinger listening loan look mean mortgage motivation move narrowing the distance needs negotiating skills negotiation process objections owner parties pect posi positive possible primary points problem professional prospect psychologists question quickly real estate focus real estate negotiation real estate sales real estate transaction realtor Remember response seldom sell houses speaker specific statement step strategic probe subsurface concerns successful real estate sure surface concern techniques tell Tenafly termite things tion tive trial close usually window shopper words