Additional information
by Michel Friedman (Author)
Star agent mission statement:
To create a tool for every real estate practitioner that wants to increase their production and income in a comprehensive book that includes planning, techniques and strategies to guide them on how to achieve 50+ real estate transactions per year.
It is my vision that the readers will use this book to build their systems and apply the strategies in their practice; that they will take this book every year to their favorite vacation place, read it again to refresh their memory, analyze their business and set goals for the following year - to continuously refer to the book if they wish to add a way of doing business or to remind them on scripts.
I wrote this book to guide. Not to coach and not to train.
When coaching or training, the coaches and the trainers usually focus on limited techniques and have a fixed script which they advocate it is their way or no way.
For instance, a trainer will tell you "farming is a waste of time", or "doing open house is passive activity and you should avoid it". As a guide, I show you in the book that farming, too, is a great source of business when done correctly. Also, how to do open house as an "active" rather than "passive" activity that will produce predictable excellent results.
When guiding, I give a wide range of techniques for doing business, and also a wide range of scripts and objection handling to situations. My idea is that the practitioners have to be comfortable with the script or the handling of the objection and can adjust it to their level of comfort. This way there is a better chance for the script or technique to be applied and used by the practitioner.
This book is 30 years in the making: selling real estate, attending seminars of the greatest R.E. trainers in the world, doing office presentations at the request of my broker to the brokerage's agents under the title: "This is how I do it".
I have presented at my real estate board, managed and taught thousands of Realtors(R), written articles in a national real estate magazine - I thought it was time to put all my experience and knowledge in one book.
