IF YOU WANT TO BE A GREAT SALESPERSON IN THE COMPETITIVE RESIDENTIAL REAL ESTATE MARKET OF NEW YORK CITY, THIS BOOK IS YOUR KEY! Written by Neil Binder, co-founder and co-owner of the Bellmarc Companies, one of the largest residential brokerage firms in New York City, it contains critical information and insights, including: • Understanding the product alternatives • The role of the salesperson in the transaction process • Effectively handling the board-approval process • Dealing with the initial customer encounter • Setting up an appointment to show apartments • Developing a selling strategy • How to get an offer • Advertising and promoting your business • Techniques for becoming an exclusive agent for a seller • The essential ingredients of business law that you should know • Clarification and meaning of the standard-contract clauses • Justifying price • Analyzing your business performance