Table of Contents
Foreword 1
Introduction 5
Chapter 1 Pricing black magic 9
Chapter 2 Best company for the agent and the client 13
Chapter 3 The commission $$$ games 17
Chapter 4 Better happy than sorry 21
Chapter 5 Listing, or selling, or both 25
Chapter 6 The square footage fallacy 29
Chapter 7 What comes first, the house or the lot? 31
Chapter 8 Mug shot of a good agent 35
Chapter 9 Best agent DNA 39
Chapter 10 Questions & answers 43
Chapter 11 Do you know what you don't know? 47
Chapter 12 Have you seen all the local listings? 51
Chapter 13 A cure for confusion 55
Chapter 14 Friend's advice vs. agent's advice 59
Chapter 15 How good a pro are you? 63
Chapter 16 Off-market controversy 67
Chapter 17 What we say and what we do 71
Chapter 18 How many bedrooms can you use? 75
Chapter 19 Mirror, am I good looking? 97
Chapter 20 Going for the gold 83
Chapter 21 Leadership and real estate 87
Chapter 22 Culture? what is it? what for? 91
Chapter 23 Is the tail wagging the dog? 95
Chapter 24 Realtors are their own worst enemies 99
Chapter 25 Too big, too small, or just right 103
Chapter 26 The dual agency hot potato 107
Chapter 27 Danger: hazardous material 111
Chapter 28 The short-term rental war 115
Chapter 29 Multi-million dollar open house 121
Chapter 30 The staging added value 125
Chapter 31 Living in the dog's house 129
Chapter 32 Local market focus 133
Chapter 33 How do you define "high-end"? 137
Chapter 34 The "global" fairytale 141
Author biography 145
Note to readers 149
