Rosenauer's Effective Real Estate Sales and Marketing provides the reader with an overview of the relationship between marketing and sales and has a logical sequence of preparation steps for successful selling. These proven techniques can serve as an effective tool for beginners in the field and as a reminder for the sales veterans looking to review approaches that work. The author explains the marketing of real estate, the uniqueness of the sales process, and some of the advantages and disadvantages to being a real estate salesperson. Rosenauer offers information on understanding consumer behavior, effective communication, marketplace specialization, self-motivation, time management, record-keeping, prospecting, qualifying, and presenting and negotiation offers.

About the Author

Johnnie Rosenauer is a professor of Real Estate and the Real Estate Program Coordinator at San Antonio College. Educationally he holds a B.B.A from Southwest Texas State University, an M.A. from the University of Texas at San Antonio, and an Ed.D. from Texas A&M University. His doctoral studies focused on the adult learner and testing, especially as related to real estate exams in Texas. Dr. Rosenauer is a frequent speaker and writer on several real estate topics. He has presented programs on real estate exam preparation since 1981. He has served as a subject matter expert for the National Assessment Institute (NAI) in the writing of exam questions for the Texas real estate exams. Dr. Rosenauer has an active farm and ranch brokerage and wildlife management practice in south Texas.

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