This book is organized as follows: Chapters 1-4 discuss our progression through coaching and declining commissions. Chapters 4-8 discuss recruiting, hiring, compensating and training employees and creating company culture. Chapters 9-12 discuss how to divide your business into divisions, which numbers to track and which work to delegate. Chapters 13-18 discuss how we use our inside sales staff to screen calls and book appointments as well as how to recruit, train, and compensate agents. Chapters 19-22 discuss the organization of our REO and short sale divisions. Chapters 23-25 discuss technology that will make your business more efficient. Chapters 26-28 discuss ways to advertise and get referrals from the people you know. Chapters 29-31 discuss sharing.
This book will help anyone in Sales establish systems, recognize change, and adapt quickly, just as we have. Many people share their successes, but you can learn far more from their failures. Throughout this book, I've shared many ideas that have worked, but also the things that didn't work. Knowing what doesn't work should help you achieve results faster than we did and you will soon be on the fast track to success.
