Chapter 1: Human Relations

Chapter 2: Model Homes
    Model Home Set-up Checklist
    Working a Model Home
    Body Language & Dress Code
    Showing the Model
    Model Maintenance Checklist
    Model Merchandising
    Merchandising the Interior
    Merchandising Tips & Ideas

Chapter 3: Sales Aides & Sales Tools

Chapter 4: Question Selling
    Advantages of Question Selling

Chapter 5: Screening & Qualifying
    Lead Qualifying
    Developing Creative Questions
    Lead Follow-Up
    Follow-up Time Frame & Tools
    Creating Be-backs

Chapter 6: Telephone Techniques
    Telephone Techniques
    Sample Phone Follow up Questions

Chapter 7: First Appointments
    Reasons for First Appointments
    Utilizing Customer Recap Sheet

Chapter 8: Finance Qualifying
    Working with Financial Institutions Ballpark-finance Qualifying

Chapter 9: Objections & Closings
    Closing the Sale & Testimonials
    Buying Signals
    Closing Tips and Techniques

Chapter 10: Advertising
    Setting up an Advertising Budget
    Developing Ad Copy
    Do’s & Don’ts of Advertising
    Advertising Sources

Chapter 11: Sales Activities
    Home Show Selling
    New-home-planning seminars
    House Raising, Parade of Homes
    Promotional Activities that Generate Traffic

Chapter 12: Public Relations
    Benefits of a PR Campaign
    What Makes a Story
    Writing Press Releases

Chapter 13: Business Plans
    Setting up a Business Plan
    Marketing Plan Checklist
    Determining Home-buyer Needs
    Game-plan Worksheet
    Fast Track Sales & Marketing Plan
    Sample Eighteen-month Plan

Chapter 14: Miscellaneous
    Customer Service
    Time Management
    Time Robbers
    Controlling Procrastination
    Goal Setting
    Four Elements of a Goal
    Types of Goals
    Hiring Sales Personnel
    Resume & Interviewing Tips
    Hiring Pitfalls
    Job Performance Review
    Sales Job Description

Chapter 15: Resources