Up and Running in 30 Days : A Proven Plan for Financial Success in Real Estate Book

	Preface	ix
	Introduction	xi
Section 1	Heads Up: New Trends That Will Affect How You Do Business	1
Trend Number 1	Evolving Company Structures	2
Trend Number 2	Relationship Marketing	4
Trend Number 3	Systematization	5
Trend Number 4	Technology	5
Trend Number 5	Training	6
Trend Number 6	Coaching	9
Trend Number 7	Teaming	10
Section 2	The Five Principles of a High-Producing Business	11
Principle 1	Start the Business Cycle	12
Principle 2	Stay on the Business Path	13
Principle 3	Prioritize Your Activities	13
Principle 4	Prospect Like the Pros	16
Principle 5	Work the Numbers	22
	Up and Running Puts All the Business Principles Together	25
	All Your Self-Management Tools	30
Section 3	Four Weeks to Becoming a Successful Agent	31
	Managing Your Program	32
	Managing Your Attitude	34
	The Manager's Role	40
	Up and Running: An Overview of Your Four Weeks	43
Section 4	Week One	59
	Objectives	60
	Weekly Activity Plan	61
	Business Development	61
	Business Support	70
	Preparation for Reactive Prospective Activities	73
	Final Thoughts for Week One	73
Section 5	Week Two	77
	Objectives	78
	Weekly Activity Plan	78
	Business Development	86
	Business Support	87
	Final Thoughts for Week Two	89
Section 6	Week Three	93
	Objectives	94
	Weekly Activity Plan	94
	Business Development	104
	Business Support	104
	Final Thoughts for Week Three	105
Section 7	Week Four	109
	Objectives	110
	Weekly Activity Plan	110
	Business Development	110
	Business Support	119
	Your Next Step	119
Section 8	Getting Leads	123
	Standard Methods for Getting Leads	125
	Other Methods for Getting Leads	128
Section 9	Seven Critical Sales Skills for Success	133
	Seven Critical Sales Skills	134
Sales Skill 1	Craft a Sales Call	135
Sales Skill 2	Attach a Benefit	137
Sales Skill 3	Ask a Question to Get the Order	138
Sales Skill 4	Use the AAA Method of Objection-Busting	138
Sales Skill 5	Use the "Hum" Technique	139
Sales Skill 6	Tie Down Your Benefit	141
Sales Skill 7	Discover the Motive That Drives the Decision	141
Section 10	Sellers and Buyers	145
Section 11	Walking Through a Sample Business Plan	151
Section 12	Forms to Create Your Own Plan	161
	References	167
	Index	170