Selling real estate involves communication - serving your customers needs after you determine what those are. You start by listening to your customers to determine any issues they are facing, what type of a new home they are seeking, and how they want to proceed with going about their search. You need a way of eliciting this information from your customers so that you can effectively design an acceptable approach that meets their physical and financial requirements and needs. Therefore, you must become quite proficient at asking the right questions. There's a reason newspaper reporters or other types of journalists write a story by beginning with who, what, when, where, and why - the so-called 5-W's. They want to capture the essence of what is going on or about to happen in a concise way. From there they can elaborate with more details. This book approaches selling real estate (including listing homes for sale) in the same way so that important details can be obtained from your customers and then an effective approach can be offered and achieved. Learn what your customers want to accomplish and then help them do just that.