Rosenauer's Effective Real Estate Sales and Marketing provides the reader with an overview of the relationship between marketing and sales and has a logical sequence of preparation steps for successful selling. These proven techniques can serve as an effective tool for beginners in the field and as a reminder for the sales veterans looking to review approaches that work. The author explains the marketing of real estate, the uniqueness of the sales process, and some of the advantages and disadvantages to being a real estate salesperson. Rosenauer offers information on understanding consumer behavior, effective communication, marketplace specialization, self-motivation, time management, record-keeping, prospecting, qualifying, and presenting and negotiation offers.
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About the Author
Johnnie Rosenauer is a professor of Real Estate and the Real Estate Program Coordinator at San Antonio College. Educationally he holds a B.B.A from Southwest Texas State University, an M.A. from the University of Texas at San Antonio, and an Ed.D. from Texas A&M University. His doctoral studies focused on the adult learner and testing, especially as related to real estate exams in Texas. Dr. Rosenauer is a frequent speaker and writer on several real estate topics. He has presented programs on real estate exam preparation since 1981. He has served as a subject matter expert for the National Assessment Institute (NAI) in the writing of exam questions for the Texas real estate exams. Dr. Rosenauer has an active farm and ranch brokerage and wildlife management practice in south Texas.
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Most Helpful Customer Reviews
5 of 6 people found the following review helpful:
5.0 out of 5 stars
Best Real Estate Sales Book EVER!,
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This review is from: Effective Real Estate Sales and Marketing (Paperback)
I have read many (and when I say many I mean at least 100 or more) books on real estate, and this is by far the absolute best book. It is an easy read, but do not be surprised if it takes you a long time to read it, I find myself lost in thought and the end of each chapter, figuring out ways to implement the information. There is nothing in this book that you have never heard before, but the way it is all put together is great. I would say this book takes everything good I have read from all the other books and puts it in one place. In most of the other real estate sales books I have read, I find myself being disgusted with the "sales tactics" recommended, they made me feel sleezy just thinking about using them. So far in this book I have not come across anything like that. It is refreshing to see that the old pros that write books aren't all a bit on the shady side.A few months ago I opened my own brokerage, and when I start bringing other agents on board, I am strongly considering giving each a copy of this book to read, especially the agents new to the industry.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Informative and Insightful,
By
This review is from: Effective Real Estate Sales and Marketing (Paperback)
I was looking for information that would direct me concerning selling country property in Texas and this book seemed to be the most helpful. I found the information to be sound and I got some clue about what I needed to do to sell real estate. My hat is off to the author and the work they put in to make this book really good. A must read for those in this field.
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Inside This Book
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First Sentence:
You probably have heard people say, "I'm in marketing. I do_." Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
negotiating counteroffers, earnest money contract, broker selection, listing broker, listing presentation, real estate salesperson, real estate salespeople, institutional advertising, escrow agent Key Phrases - Capitalized Phrases (CAPs): (learn more)
Standard of Practice, Code of Ethics, Days On Market, Deed of Trust, Escrow Fees New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
You probably have heard people say, "I'm in marketing. I do_." Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
negotiating counteroffers, earnest money contract, broker selection, listing broker, listing presentation, real estate salesperson, real estate salespeople, institutional advertising, escrow agent Key Phrases - Capitalized Phrases (CAPs): (learn more)
Standard of Practice, Code of Ethics, Days On Market, Deed of Trust, Escrow Fees New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 10
books:
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- Consumer Behavior (9th Edition) by Leon Schiffman on page 22, and page 23
- Consumer Behavior by Leon G. Schiffman on page 22, and page 23
- Basic Marketing (The Irwin series in marketing) by E. Jerome McCarthy on page 4
- Consumer Behavior by Prentice Hall on page 22
- Basic Marketing by William D. Perreault on page 4
See all 10 books this book cites
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