Table of Contents
TABLE OF CONTENTS
ACKNOWLEDGEMENTS.................................................................1
INTRODUCTION..............................................................................3
ONE The Magic Formula "Overview"..................................................9
TWO The Magic Formula: Step One "The Numbers Game".................15
THREE The Magic Formula: Step Two "Three Pillars".........................24
FOUR The Magic Formula: Step Three "Lead Follor Up"......................87
FIVE Lead Generation: "Prospecting"................................................94
SIX The Listing Presentation............................................................106
SEVEN Handling Objections.............................................................114
EIGHT Managing Your Time.............................................................121
NINE Pre-Qualifying.........................................................................128
TEN Pricing.....................................................................................134
FINAL THOUGHTS..........................................................................140