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Main Category : Home Sales Financing Handbook, 2nd Ed.
Home Sales Financing Handbook, 2nd Ed.

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Item Id: 8716926
Price: $24.95
In Stock: 7
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Home Sales Financing Handbook – (Updated 2nd Edition) What every sales professional must know about selling and closing sales with financing!

Learn from the leading expert on new home sales … Tom Richey’s ‘Home Sales Financing Handbook” contains eleven chapters on the fine art of selling and closing sales with financing, written from the perspective of over fifty years experience in the housing industry.

A must-have for any person associated with selling homes in today’s market. Sales people need to know and understand the sales tools today’s financing gives them to differentiate from the competition and close more sales.


 
Summary of the Book’s 11 Chapters
 

Product Details:
• Chapter 1 - Fundamentals of Financing
The information in this chapter is the bedrock foundation to your financing knowledge. This, and the balance of this book, is what you need to know in today's competitive world.
• Chapter 2 - Application and Qualification
This chapter provides information on the sales application and mortgage approval process that sales personnel must know to create a comfort level with home buyers.
• Chapter 3 - Regulatory Questions and Answers
This chapter addresses little known questions salespersons are asked about coming to contract.
• Chapter 4 - What You Must Know to Help Purchasers Secure a Loan
This chapter outlines the bare essentials of financing qualifications.
• Chapter 5 - How to Counsell the Financial Analysis
This chapter addresses the nuances of helping buyers select the right loan, guidelines to income sourcing, determination of debt, and ways of counselling a financing and cost breakdown analysis.
• Chapter 6 - Financing Closing Tools
This chapter reviews the seven stages of financing Q-Counselling plus the world class 'Lowest Common Denominator' (LCD) and 'Value Base' closes.
• Chapter 7 - How to Cope With and Sell High Interest Rates
This chapter reviews the essentials of selling and closing with high interest negativity. It also focuses on the 12 L's of creating urgencies to close.
• Chapter 8 - How to Neutralize the Squeal for the Deal
This chapter deals with the absolutely indispensible words and phrases you must have to neutralize the discounter.
• Chapter 9 - How to Set-in the Loan Officer and Sell the In-house Company
This chapter focuses on home buyers' concerns and fears when financing a home. The critical nature of a smooth transition from salesperson to loan officer is emphasized as is the sales process when presenting the in-house mortgage company. Plus, how to achieve more loan capture by neutralizing the 15 biggest objections regarding the affiliated lending company.
• Chapter 10 - Federal Tax Implications of Home Ownership
The information herein will give the new home professional the comfort level and skills necessary when talking about or presenting the tax implications of home ownership.
• Chapter 11 - Your Financial Practical Applications Readers and Forms
This chapter contains miscellaneous tidbits of information which are relevant to new home financing and useful with discerning buyers.


**Please Note: All prices are subject to change without notice.

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Tom Richey is the acknowledged founder of sales training in the new home industry. He is the authority when it comes to new home sales training and new home sales management training. He has created the industry's first sales management training program called Top Gun Sales Management. He has authored numerous books and publications with the goal of helping builders, managers, and sales professionals fine tune their skills in order to sell and close more homes. For the best of the best, contact Richey Resources today for the ultimate in new home training. You will be a success!

Richey Resources, Inc. -- 1616 S. Voss Road, Suite 820, Houston, TX 77057 -- 800.346.3354 -- tom@richeyresources.com

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