My 1997 book, Walk Like a Giant, Sell Like a Madman, is a summary of the techniques that made me a successful real-estate sales professional, and a trusted source when it comes to understanding the fast-paced world of sales. This book, above all the others I’ve written, offers the best advice for beginners, along with a solid review for pros who hope to advance, and a primer for entrepreneurs who need sell their products or services and themselves.
By relating personal experiences and those of other super-sellers, I shows you specific practices–such as maintaining client databases, investing in cutting-edge technology, and engaging in appropriate self-promotion–can make the difference between failure and success.
If you’ve recently read Walk Like a Giant, Sell Like a Madman and would like to ask me a question or share a thought or two about how the book’s content is making a difference in your career, please feel free to leave a comment or question below.
Here’s a preview of my latest article, Winning Clients with the Harsch Approach, available in its entirety on RealtyTimes.com:
Winning Clients with the Harsch Approach
by Ralph Roberts
In real estate, turning the other cheek is not only the most noble response to losing a sale, but it might just be the most savvy business decision you can make. Realtors® reveal this well-kept secret in their story of how they lost a sale to a FSBO but gained a client for life.
“On Thanksgiving Day, one of our clients, a retired investment banker, called to say that a friend of his had come to town and wanted to look at available homes in the private golf community of Glenwild, where houses sell for between $2.5 and $4 million. We’ll refer to our client’s friend as Sam, to protect his anonymity.”
“On the Friday after Thanksgiving, Sam showed up with his girlfriend and all six of their combined kids. I (Jim) took them on a tour of about ten homes. On Saturday I took Sam, without his family in tow, to view alternate properties throughout Park City.”
“On Sunday, they left town with a favorable impression of Park City, but wanted to compare homes in Telluride over Christmas vacation. We prepared an analysis of properties available in Telluride, knowing we wouldn’t receive a referral.”
“We kept in touch with Sam once or twice a month, as we usually do with prospective clients. In April, Sam and his girlfriend…
For the rest of this article, please visit RealtyTimes.com.