Selling Real Estate Services Third-Level Secrets of Top Producers [Paperback]

Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success.
—Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company

It's not just about selling; it's about winning. Just in time for one of the most competitive markets in a generation. Be prepared to win.
—Robert A. Ortiz, Executive Managing Director – U.S. Operations, Cushman & Wakefield Inc.

Bob Potter's Third-Level Selling offers a progressive, advanced approach to building trust, demonstrating value, and winning. Whether you are new to real estate or a seasoned veteran, it will take your career to the next level.
—Craig Robbins, Chief Knowledge Officer, Colliers International

Business development never stops for successful real estate companies. Bob Potter gets it, and his simple strategies and techniques can be implemented immediately across a sales-oriented organization. This book is a gem.
—Tom Donnelly, President and COO, ValleyCrest Landscape Development

Rarely do books capture the essence of success in our industry. Third-Level Selling helps one understand how you build long-term committed relationships with clients. This book is a road map to becoming a top producer; I only hope that my competition doesn't read it!
—Dan Winey, Managing Principal, Gensler

Airbag versus Differentiator

Chapter 1 Third-Level Selling

Vendor DifferentiatilÓÈ