A comprehensive guide to winning and retaining real estate services clients

Elite real estate service providers--the top 5%--do well in good and bad markets. That's because they engage clients at a deeper personal and professional level: a Third Level. Where most real estate professionals are wasting time trying to force clients to recognize and value increasingly nuanced differences in their capabilities, elite Third Level service providers win in competition by finding and aligning to what is unique about the client, the property, client preferences, and each client's decision process. Selling Real Estate Services is the first comprehensive guide to helping real estate service providers compete and win with Third Level service.

Robert A. Potter (San Anselmo, CA) is a commercial real estate sales and strategy speaker, trainer, and consultant. His clients include some of the best-known real estate service firms, including Colliers, Cushman & Wakefield, Grubb & Ellis, GE, and Wells Fargo.