{"product_id":"selling-real-estate-services-isbn-9781119112150","title":"Selling Real Estate Services","description":"\u003cb\u003ePraise for \u003ci\u003eSelling Real Estate Services\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"\u003ci\u003eSelling Real Estate Services\u003c\/i\u003e shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success.\"\u003cbr\u003e —Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company\u003c\/p\u003e \u003cp\u003e\"It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win.\"\u003cbr\u003e —Robert A. Ortiz, Executive Managing Director – U.S. Operations, Cushman \u0026amp; Wakefield Inc.\u003c\/p\u003e \u003cp\u003e\"Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level.\"\u003cbr\u003e —Craig Robbins, Chief Knowledge Officer, Colliers International\u003c\/p\u003e \u003cp\u003e\"Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem.\"\u003cbr\u003e —Tom Donnelly, President and COO, ValleyCrest Landscape Development\u003c\/p\u003e \u003cp\u003e\"Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!\"\u003cbr\u003e —Dan Winey, Managing Principal, Gensler\u003c\/p\u003e \u003cb\u003ePART I: It’s About Winning: Why You?\u003c\/b\u003e \u003cp\u003eAirbag versus Differentiator\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Third-Level Selling\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVendor Differentiation versus Client Differentiation\u003c\/p\u003e \u003cp\u003eLevel 1: Vendors Pitch (Airbags)\u003c\/p\u003e \u003cp\u003eLevel 2: Preferred Providers Position Their Offering Against the Competition’s\u003c\/p\u003e \u003cp\u003eThird-Level Selling: Strategic Partners Differentiate on the Client\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Are Great Sales People Born or Made?\u003c\/p\u003e \u003cp\u003eDeliberate Practice for Third-Level Selling\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 How (and Why) Clients Choose You\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Clients Choose You\u003c\/p\u003e \u003cp\u003eClient Differentiators\u003c\/p\u003e \u003cp\u003eVendor Differentiators\u003c\/p\u003e \u003cp\u003eStandard Life Investments Real Estate (SLIRE) Example\u003c\/p\u003e \u003cp\u003ePick Your Battles\u003c\/p\u003e \u003cp\u003eDeliberate Practice: How (and Why) Clients Choose You\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2)\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSearch Phase: Level 1 - Pitch to Get Invited!\u003c\/p\u003e \u003cp\u003eScreening Phase: Level 2 - Position versus Competition\u003c\/p\u003e \u003cp\u003ePosition Difference, Preference, and Proof\u003c\/p\u003e \u003cp\u003eHarvesting Specific Testimonials\u003c\/p\u003e \u003cp\u003eRank as Proof\u003c\/p\u003e \u003cp\u003eExperience Is Simply the Name We Give Our Mistakes. (Oscar Wilde)\u003c\/p\u003e \u003cp\u003eBest Outcome\u003c\/p\u003e \u003cp\u003eCongratulations! You Made the Short List of Preferred Providers\u003c\/p\u003e \u003cp\u003eDeliberate Practice: From Vendor to Preferred Provider\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II: Third Level: From Preferred Provider to Chosen Partner\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eClient Eyes\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Third-Level Client Profile\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Accelerating Personal Relationships\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFind Common Ground to Accelerate Relationships\u003c\/p\u003e \u003cp\u003eThe Relationship Game: Three to Five Questions to Uncover “Amazing Stories”\u003c\/p\u003e \u003cp\u003eDeliberate Practice for Accelerating Relationships\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Accelerating Professional Relationships\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“We Research the Hell Out of Them”\u003c\/p\u003e \u003cp\u003eRaise the Flashlight\u003c\/p\u003e \u003cp\u003eWhat’s Changed? The Ultimate Strategic Question\u003c\/p\u003e \u003cp\u003eLooking for CID\u003c\/p\u003e \u003cp\u003eGive-and-Take Questions\u003c\/p\u003e \u003cp\u003eGaining Agreement to Explore Solutions\u003c\/p\u003e \u003cp\u003eDeliberate Practice to Accelerate Professional Relationships\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Finding Project\/Property Difference\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Our Brokers Need to Know our Buildings Better Than We Do”\u003c\/p\u003e \u003cp\u003e“Because You Didn’t Ask”\u003c\/p\u003e \u003cp\u003eStart the Project before the Mandate\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Project\/Property Differentiation\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Finding and Aligning to Client Preferences\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrevious Experience\u003c\/p\u003e \u003cp\u003eEducating Client Concerns\u003c\/p\u003e \u003cp\u003eWhat Could Go Wrong?\u003c\/p\u003e \u003cp\u003eClient Visions\u003c\/p\u003e \u003cp\u003eYour Competition\u003c\/p\u003e \u003cp\u003eUnhooking an Incumbant Competitors\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Finding Differences in Client Preferences\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Finding and Aligning to the Client’s Decision Process\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Find and Align to the Decision Process\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Third-Level Proposals and Presentations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFrom Vendor-centric to Client-centric\u003c\/p\u003e \u003cp\u003eThird-Level Presentations Are Client-centric\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Third-Level Proposals and Presentations\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Pricing and Third-Level Negotiation\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWe Lost on Price?\u003c\/p\u003e \u003cp\u003e“Who Would You Choose If Prices Were The Same?”\u003c\/p\u003e \u003cp\u003eThird-Level Negotiating\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Pricing and Third-Level Negotiation\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART III: Winning without Competition\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Third-Level Client Satisfaction\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHighly Satisfied (versus Satisfied) Clients Twice as Loyal\u003c\/p\u003e \u003cp\u003eTake Care of It (Satisfied) and Take Care of Me (Highly Satisfied)\u003c\/p\u003e \u003cp\u003eReferral: The Best Measure\u003c\/p\u003e \u003cp\u003eClient Advocates: Taking Care of You\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Delighting Clients\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Winning in the Invisible Market\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInvisible Market Danger: Unqualified Clients\u003c\/p\u003e \u003cp\u003eDoes This Client Have the Problems You Solve?\u003c\/p\u003e \u003cp\u003eFinding and Aligning to the Service Decision\u003c\/p\u003e \u003cp\u003eDeliberate Practice: Winning in the Invisible Market\u003c\/p\u003e \u003cp\u003eChapter 13 Managing Third-Level Selling Skills\u003c\/p\u003e \u003cp\u003eTrack Performance Metrics to Drive Third-Level Best Practices\u003c\/p\u003e \u003cp\u003eCoaching Results Not Just Behavior\u003c\/p\u003e \u003cp\u003eCall Preparation and Momentum Recommendations\u003c\/p\u003e \u003cp\u003eCall Review and Diagnostics\u003c\/p\u003e \u003cp\u003eCoaching\u003c\/p\u003e \u003cp\u003ePresentations and Recommendations\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Final Thoughts\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet with Clients\u003c\/p\u003e \u003cp\u003eEnlightened Self-Interest\u003c\/p\u003e \u003cp\u003eAppendix 1: BCCI Value Proposition\u003c\/p\u003e \u003cp\u003eAppendix 2: Company Message Acceleration Example\u003c\/p\u003e \u003cp\u003eAppendix 3: Client Profile\u003c\/p\u003e \u003cp\u003eAppendix 4: Client Profile with Questions\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e  \u003cp\u003e\u003cstrong\u003eRobert A. Potter\u003c\/strong\u003e (San Anselmo, CA; www.rapotter.com) is a commercial real estate sales and strategy speaker, trainer, and consultant. His clients include some of the best-known real estate service firms including Colliers, Grubb \u0026amp; Ellis, PMI Group, Gensler, DPR Construction, Cushman \u0026amp; Wakefield, Wells Fargo and NAI.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR SELLING REAL ESTATE SERVICES\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eSelling Real Estate Services\u003c\/i\u003e shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success.\" \u003cbr\u003e\u003cb\u003e— Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win.\" \u003cbr\u003e\u003cb\u003e— Robert A. Ortiz, Executive Managing Director - U.S. Operations, Cushman \u0026amp; Wakefield Inc.\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level.\" \u003cbr\u003e\u003cb\u003e— Craig Robbins, Chief Knowledge Officer, Colliers International\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem.\" \u003cbr\u003e\u003cb\u003e— Tom Donnelly, President and COO, ValleyCrest Landscape Development\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!\" \u003cbr\u003e\u003cb\u003e—Dan Winey, Managing Principal, Gensler\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990004973797,"sku":"NP9781119112150","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119112150.jpg?v=1761786184","url":"https:\/\/k12savings.com\/es\/products\/selling-real-estate-services-isbn-9781119112150","provider":"K12savings","version":"1.0","type":"link"}