Master the Real Estate Puzzle! Learn not only about the different aspects of the Real Estate Process but also how to effectively apply what you have learned with confidence when working with different types of people through examples and illustrations. Content includes: - A comprehensive study of people types and how each makes decisions as well as manages risk - How an agent adds value to the Real Estate Process - How to ask questions that establish trust and uncover how to meet client needs - Determining wants and needs and how each factors into decision making - How to negotiate the decision - Managing the decision making factors - Managing the unknown - Becoming the process leader with confidence - Addressing problems to produce solutions and keep the transaction on track - Understanding why clients do not understand the Real Estate Process and be prepared to diffuse the myths they think are truths - How to place the client first in a manner that increases confidence in your ability