[B718.Ebook] Ebook Free Instant Self-Hypnosis: How to Hypnotize Yourself with Your Eyes Open, by Forbes Robbins Blair

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Lose weight, fly without fear, end fingernail biting, stop smoking―Instant Self-Hypnosis will help you make the changes you have been trying to make for years. This new, easy-to-use method allows you to put yourself into a hypnotic state and use that state to improve your life.

Bonus PDF Includes over 35 hypnotic scripts that will teach you to:

Have great sex
Stop procrastinating
Feel more confident
Make more money
Feel more energetic
No longer fear public speaking
Eliminate allergies
Become more creative
…and more

With this fail-proof method, you remain aware of your surroundings and can bring yourself back to normal consciousness slowly and gently. This technique will make eliminating bad habits easier than ever.

• Sales Rank: #1226144 in Books
• Published on: 2014-11-18
• Formats: Audiobook, MP3 Audio, Unabridged
• Original language: English
• Number of items: 1
• Dimensions: 6.75" h x .50" w x 5.25" l,
• Running time: 6 Hours
• Binding: MP3 CD

About the Author
A professional hypnotherapist, Forbes Robbins Blair has a certification in clinical hypnotherapy from the American Institute of Hypnotherapy. He is also a dream consultant and facilitates dream groups and teaches classes on dream analysis and astral travel. He has made numerous appearances on radio and television programs for his expertise in both hypnosis and dream analysis. He lives near Washington, D.C.

Excerpt. � Reprinted by permission. All rights reserved.
Excerpt from the Introduction

If you are like many people, you've heard how hypnosis has helped others achieve their goals. You've even thought about different ways you might use hypnosis to change your own life for the better.

Maybe you'd like to be hypnotized to improve your physical body to get lean and trim, stay motivated to exercise, or to stop smoking once and for all.

Or maybe you're feeling stress in your life. You'd like to be hypnotized to let go of that tension and to feel more relaxed? Who wouldn't?

Perhaps you'd improve your mental abilities through hypnosis. Have you imagined how your life might change if you possessed Zen-like focus and concentration? Have you wished for a sharper memory? To ace that test coming up? Or maybe just to remember the names of people you meet?

Perhaps you've wondered if hypnosis could help you be more loving toward your mate or to spruce up your sex life?

So Why Aren't You Going to a Professional Hypnotist?

Again, if you are like many people, thinking about ways hypnotherapy might help you is as far as you've gone. Or you've gone once or twice to a hypnotist but you just didn't continue. The reasons people don't go to a hypnotist are often these:

- You don't have the time to go to the hypnotist's office.
- You don't have-or don't want-to spend the money.
- You're too timid. Is hypnosis safe? Are your issues just too personal to discuss with a hypnotist...or anyone?

Now You Don't Need to Go to a Professional
The good news is, now that you have this book, you don't need to go to a professional hypnotist. Just sit right there and read! Instant Self-Hypnosis enables you to hypnotize yourself to accomplish virtually any goals without ever putting down the book. The book does the work for you!

Even more startling, you will learn to hypnotize yourself with your eyes open! Unlike other forms of hypnosis, with Instant Self-Hypnosis there's no reason to close your eyes throughout the entire procedure.

The best part of all is that the can't-fail methods of Instant Self-Hypnosis are so easy to use. You'll succeed the very first time you try them. The procedures are so efficient, applying them to a goal takes as little as fifteen minutes.

Please do not confuse Instant Self-Hypnosis with any other books or audio programs about hypnosis or self-hypnosis. It's unlike anything you've read, heard about, or tried. It's a revolutionary book offering you an extraordinary technique with distinct advantages over traditional methods of self-help hypnosis. This user-friendly book can change your life in practical ways, and you'll be able to put it to work for you in just minutes...if you keep reading.

Get ready to learn about an innovative discovery in self-improvement-Instant Self-Hypnosis.

This book is about a breakthrough discovery in hypnosis and self-improvement. In 1997 I discovered an unusual method for inducing hypnosis. As a professional hypnotherapist, I've been teaching, testing, and refining it ever since. I call the technique Instant Self-Hypnosis. It involves the reading and writing of hypnosis scripts as a means of entering a state of hypnosis. This method of hypnosis may be used for a wide range of therapeutic purposes: removing bad habits, confidence building, goal attainment, and so much more. This can't-fail technique requires no experience or knowledge of hypnosis whatsoever. Plus, it's so simple that you may marvel that no one previously thought of it...or if they did think of it, why they never published the discovery. Or if they did publish it, how come no one knows about it?

Instant Self-Hypnosis is ingenious in its efficacy and simplicity. I call Instant Self-Hypnosis a discovery rather than an invention because the method has been "hidden in plain sight" perhaps for as long as hypnotherapy has been in existence. What I've done is recognize its potential value and develop it in such a way any intelligent person can put to good use.

Why is Instant Self-Hypnosis not your average self-improvement book? This publication does something that most self-help books cannot do. Most self-help authors give advice or enumerate steps to be followed after you've read their books. That is, only when you put those books down can you begin to put their advice into practice. But with Instant Self-Hypnosis, there is no delay.

You benefit fully from this book without ever putting it aside. It's designed to change you as you read it! With this innovation in self-improvement, there are no words of wisdom to remember. There are no skills to practice. There are no traits or steps of "highly perfect people" to emulate! This book and its techniques are self-contained. The help is immediate. The results materialize automatically.

This book is for anyone who wants-or needs-a potent, valuable tool for positive personal change. If you are new to hypnosis or self-help media, Instant Self-Hypnosis gives you a fast and easy means for improving the quality of your life in many areas. If you are an avid consumer of do-it-yourself material, you will find Instant Self-Hypnosis a friendly alternative to some of the other techniques you might have tried. If you are a professional hypnotherapist or a psychologist, you will be intrigued by the powerful simplicity of Instant Self-Hypnosis. Its operative principles have many implications and applications for the fields of hypnotherapy, psychology, and psychoimmunology.
The Things You Will Learn

The heart of this book revolves around the hands-on learning of Instant Self-Hypnosis. The book takes you through a fun exercise that not only introduces you to the concepts of Instant Self-Hypnosis but actually hypnotizes you as you perform it! The exercise acts as a proactive primer to ensure success with all subsequent endeavors with Instant Self-Hypnosis. After that, you'll apply the method to your goals, using the appropriate scripts.
As mentioned, you don't have to know a thing about hypnosis to put Instant Self-Hypnosis to work for you. But some basic knowledge is certainly a good thing to possess in any endeavor you undertake. Part One of the book tells you what you need to know about the power of your subconscious mind and how it relates to hypnosis. You'll also learn about these things:

- what hypnosis and self-hypnosis are and whether you are hypnotizable;
- the misconceptions and ill-founded fears some people have about hypnosis and how safe it truly is;
- how hypnosis and traditional self-hypnosis work and the problems associated with conventional methods;
- my discovery: what it is, how it works, and how it automatically avoids the troubling pitfalls associated with traditional techniques; and
- a powerful hypnotic primer, which lets you experience its power and simplicity firsthand!

In Part Two, you'll be shown how to put the technique to work for thirty-five common hypnosis goals, using professionally prepared hypnosis scripts. In Part Three, you'll learn another aspect of Instant Self-Hypnosis that shows you how to customize the technique for virtually any self-improvement goal, no matter how unique it may be. I have taught this customization process for several years in a course called "How to Hypnotize Yourself with Your Eyes Open," and students have found it easy to master.

The book wraps up with some important tips to ensure success with Instant Self-Hypnosis. Additionally, it clarifies answers to some frequently asked questions regarding the techniques and their proper application. And don't forget to check out the Bonus sections toward the end of the book. For instance, you may want to take the Instant Self-Hypnosis Stress-Buster Challenge.

Most helpful customer reviews

345 of 365 people found the following review helpful.
Book that Changes Your Life! No Kidding!
By Laitinen Sami
I didn't title this review lightly to suggest: "This book changes your life". It truly does. Please recall a great movie you saw in the theater, and remember how you felt good, uplifted and excited afterwards. The movie produced that ecstatic feeling. What if you could feel the sameway all the time, and get two birds with a one stone by simultaneously fulfilling your dreams, improving your own life and becoming the person that you always wanted to be? Well, ultimately you will walk the talk.

When a friend suggested I purhcase this book; I felt sceptical. Thought there is nothing new under the sun - after all, I considered myself somewhat all-done dynamo when it concerns self-help literature. When the book arrived, I thought this is speaking of and refering to same things I am doing with creative visualization - so would it bring any benefits?

It proves out I was so mistaken. The book is more than I expected....and keeps bringing greater benefits into my life. The author's contemporary writing style feels like a friend who is visiting you, and talking to you in person.

It does not matter whether you are a professional or a beginner, this book is for everyone. And yes, you can hypnotize yourself for success, happiness and all good things with its guidance. And with eyes open there are several advantages. First of all, it is easy to stay focused. You are reading and imagining at the same time, so your mind does not wander around as much as with traditional creative visualization. Also, the author is a pro hypnotist and has carefully designed the techniques, for maximum effectiveness.

Let me tell you of my first experience with the method. After I had finished reading the introduction part, I followed the instructions for the first session. I started following instructions, and felt myself going into deep state of relaxation... My mind didn't wander around at all, and then something unbelievable happened. I felt tingles all over my body, not once, but twice. That has never happened with conventional creative visualization or meditation.

Also, during the first session, at one point, I had doubts whether I was really in deep state of hypnosis....but quickly continued with the method.. It was only after I had finished, 20 minutes later (it felt like 5 minutes)...that I realized it ACTUALLY worked. It truly felt rather like 5 minutes than all those 20 minutes it took.

I felt the same way as after the good movie I had seen, and that good feeling lasted for several hours.

After the initial work is done, the book provides many ready sessions -- you can choose which ones to use, or create your own. Also, I empowered this method by including some stuff from Neville Goddard's book "The Law And The Promise". It is a highly recommended companion to this book.

In short, the author Mr. Blair, has written a phenomenal book... I wonder why other professionals from this field have not recognized that you can self-hypnotize yourself eyes wide open -- and sometimes it can be more effective than anything.

I am not kidding you.. I have been doing creative visualization for past 6 years or so....and I honestly think the results I achieved through this book's instructions helped me to assume greater control over my own life.

This book gives you a superior tool for growth, and when combined with other self-help books you might enjoy, you get a powerful aide in creating a life that is everything you expect of life.

But there is a price to pay: you must do it, not once, or twice, but consistently. Your first results may or may not be as fantastic as mine, but it is like a muscle. There is a saying that implies: "As you train, so shall you fight". Your spiritual muscle will get stronger through practice, and in a little while you have gotten yourself a great tool.

I feel safe to recommend this book highly. Buy it... With the price of single pizza, you can get so much fun.. and life is supposed to be fun rather than dull.

Also, please consider buying "The Law and The Promise" - it is the best companion to this book. Godspeed!

141 of 148 people found the following review helpful.
Amazingly good book
By Inkhorn
If you are like me, you probably have had many preconceptions about hypnosis. In reality, we all access this state of consciousness frequently, for example, at a scary movie if you find yourself squirming in your seat while watching the movie you are probably in this state.

As you read this book, you realise that hypnosis really is the ability to use the power of your imagination, while minimising the interference of your conscious mind, to effect permanent and positive benefits in your mind and body, and to break free of those behaviors that do not serve you.

You are learning the skill of communicating with yourself on a deeper level.

This book is organised in a very easy to use manner. There are scripts for 35 different situations ranging from stress to procrastination, better sex, smoking, problem solving etc.

For example, if you were to use the rapid healing script, you read the induction which involves you going down in an elevator, and gradually feeling more and more relaxed till you get to the bottom, then if you wish you may use the deepening script to get into an even deeper state. Then you read out loud the script itself. I noticed that a cut I had, started healing much faster after I read this script. Then, as you practice it more and more, it gets easier to do and you can really feel the effects.

When I read the induction out loud, it worked very well. Then as I used the deepening script I went into the deepest state I believe I have ever consciously experienced. Amazing. There really is amazing power to this technique.

Naturally, you do need to practice this for a while before the changes become permanent. Can you imagine how great you would feel if you were to finally have mastery over your behavior and your emotions?

He also explains why affirmations often do not work. Affirmations can work well if they are done properly. If you do use them in conjuntion with the techniques in this book, then obviously they would be even more effective.

I also highly recommend EFT, Emotional Freedom Technique. Imagine letting go of issues such as stress, anger, sadness, anxiety, sadness, phobias, unforgiveness, by doing a simple acupressure technique which you can do in less than two minutes. You can research this further and download a free manual at [...], and buy various books at Amazon. I hope this was helpful, and I wish I had read this book years ago.

214 of 234 people found the following review helpful.
35 Useful Scripts for Self-Hypnosis
By Laura De Giorgio
This book is essentially a script book for self-hypnosis. At the beginning of the book is a general induction you can use to induce yourself into a trance state, followed by a selection of 35 scripts for dealing with common issues and helping you to improve your life. You'll find scipts for weight-loss, confidence, motivation, public speaking, lucid dreaming, better sex life and many others.

The book is marketed as using hypnosis while you're awake. This may seem to make it different from other hypnosis books, unless you understand that you are using hypnosis every time you use your imagination and get absorbed by your inner experience - and for that matter any time you read any book that transports you into another world, the world described in that book and you become oblivious to your environment to a certain degree, you are in hypnosis - much like you are in hypnosis when you are absorbed in the action of the movie you are watching on TV. The only difference is that with TV you get to watch the images, and while reading the book, you create them in your mind, according to your interpretation of the words.

You can use the scripts in this book either by reading them, but you can also record them on a tape and just relax and listen to them. You should use whatever method helps you to engage your imagination better and create a more vivid subjective experience.

This book was created for non-hypnotists - however even a professional hypnotist, particularly those who are new to hypnosis, may use this book as an additional resource - just as they would use any other script (patter) book.

Near the end of the book is a section on hypnotizing yourself while you write. This has brought to my mind another book "The Einstein Factor" and the method called "image streaming" which you may also experiment with; as well as mind-mapping, which is particularly useful for drawing the information out of your subconscious mind.

The next section, Suggestion Template, guides you through a process which will help you to create successful suggestions that will be customized to your personality, preferences and your specific outcome.

The book contains few additional sections with useful information on supercharging your affirmation and getting the best results out of your self-hypnosis session.

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[Y809.Ebook] Get Free Ebook Google Analytics, by Jerri L. Ledford, Joe Teixeira, Mary E. Tyler

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Get the most out of the free Google Analytics service—and get more customers

Google Analytics allows you to discover vital information about how end users interact with their Web sites by collecting vital data and providing tools to analyze it, with the intention of improving the end-user experience and, ultimately converting users into customers. This indispensible guide delves into the latest updates to the newest version of Google Analytics—3.0—and explains the concepts behind this amazing free tool.

You'll discover what information to track, how to choose the right goals and filters, techniques for reading Google Analytics reports and graphs, and, most importantly, how to compile this data and use it to improve your Web site and attract more potential customers.

• Takes an in-depth look at Google Analytics 3.0 and walks you through the possibilities it offers
• Explains how to read Google Analytics reports and graphs so that you can compile this data and use it to improve your Web site and attract more users
• Shares techniques for converting end users into customers
• Features tips and suggestions for getting the information you need from Google Analytics reports and then converting that information into actionable tasks you can use

With Google Analytics, Third Edition, you&'ll be well on your way to retrieving the information you need to convert visitors to your site into customers!

Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.

• Sales Rank: #1382696 in eBooks
• Published on: 2011-02-02
• Released on: 2011-02-02
• Format: Kindle eBook

From the Back Cover
With 2 billion sites on the Web, who's looking at yours?

Google Analytics can tell you. With great new features including advanced customization and segmentation capabilities, Analytics supplies information about your site visitors that helps you ramp up the value of your site. And like its two previous editions, this guide shows you what's new in Google Analytics, how to get the most from the program, and what to do with what you learn.

• Understand the concepts, set up your Google Analytics program, use the right goals and filters, and read the reports

• Learn to interpret and apply Analytics results, even if you're not a Web pro

• See how other companies use Analytics data

• Explore new features such as AdSense integration, cost data settings, motion charts, custom reports, and event tracking

• Apply the information you'll get from reports on traffic, visitors, content, site searches, and more

• Drill down deeper with advanced techniques, tips, and hacks

About the Author
Jerri Ledford has written more than 1,000 articles, news stories, and reports that have appeared in Network World, Information Security Magazine, CRM Magazine, IT Manager's Journal, and others.

Joe Teixeira is Manager of Web Intelligence for MoreVisibility, an online advertising agency, and a top contributor to the Google Analytics Help Forum.

Mary E. Tyler is a professional technology journalist and a former Web and software developer.

Most helpful customer reviews

5 of 5 people found the following review helpful.
Third Edition is Good But Not Great
By Mister Fenster
New technologies like Google Analytics change so fast. I purchased the third edition of this book from among a group of three or four books on this subject because it was the newest release. A second consideration, for me, was that I wanted a book specific to Google Analytics rather than a book focused on the larger subject of Web analytics. I wanted a book that would point me at the important features of this tool without reading an extra 300 pages of analytics theory.

This book delivers as a quick start guide and reference to Google Analytics, but it also has some minor flawed. The coverage of advanced applications of Google Analytics is good. It presents clear examples of how to use all the features of Analytics, and puts all those features in a larger context. The book is both a blueprint for setting up your site analytics, and a reference you can revisit later. That larger context of how to set up your first analytics program is what makes this book worth buying. There are plenty of topics on the Web about using Google Analytics, but you don't get a good guide to the big picture of how to set up your analytics program from a bunch of disparate topics scattered around the Internet.

This new edition has some flaws. Especially in the first third of the book, some topics aren't very well written. For example, in the introductory section of the book, where they compare Google Analytics to log file analyzers, some of what is said seems to be wrong, and the information on setting up your tracking code is a bit outdated. Minor problems but worse than what I would expect in a published book.

Bottom line, it serves the purpose of an introduction and guide to Google Analytics. I'm using it.

3 of 3 people found the following review helpful.
Google analytics back to back.
By Usama Qasem
A good book that explains Google Analytics in a really good way.

Two things i have against the book:
1- Doesn't really say much about web metrics.
2- Google Analytics is a product that move very fast and I don't think there is a book that can handle that.

My advice: read the book but keep your self busy with the tool it self for better understanding.

2 of 2 people found the following review helpful.
analtyics
By Dinah R. Berch
I purchased this book because I manage the analytics account for my company and really wanted some helpful assistance for using the more complex functions of analytics - like event tracking and custom reports. Unfortunately, this book assumes a higher level of knowledge of javascript and web-lingo than I currently have, and just doesn't break things down as much as I was hoping.

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[Z556.Ebook] Get Free Ebook Leadership For Evidence-Based Innovation In Nursing And Health Professions, by Sandra Davidson, Daniel Weberg, Tim Porter-O'Grady, Kathy M

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Leadership for Evidence-Based Innovation in Nursing and Health Professions addresses the core competencies and behaviors required to be an innovative leader. This text fulfills the market need for an advanced practice resource focused on how to address new and emerging sources of evidence-based practice that can inform, translate and scale the complexity of leading innovation in healthcare organizations. Leadership for Evidence-Based Innovation in Nursing and Health Professions takes a patient-centered approach, discusses the perspectives on the dynamic of innovation and evidence as well as emerging competencies for leaders of healthcare innovation. To address the core competencies the text is expertly organized into four sections: I. Addresses the current landscape of evidence in innovation II. Examines new sources of evidence including technology and big data III. Discusses strategies for measuring innovation at a variety of system levels IV. Provides strategies to synthesize and disseminate evidence to advance innovation in healthcare. Key Features: • Teaches students how to mine and manage large data sets • Connects the idea of evidence-based practice to leadership practice • Addresses the gap in the knowledge base around research

• Sales Rank: #71107 in Books
• Published on: 2016-03-11
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x 1.30" w x 6.00" l, .0 pounds
• Binding: Paperback
• 552 pages

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0 of 0 people found the following review helpful.
Four Stars
By JD Winfield
good book

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[J107.Ebook] Ebook Electra, Phoenician Women, Bacchae, and Iphigenia at Aulis (Hackett Classics), by Euripides

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The four late plays of Euripides collected here, in beautifully crafted translations by Cecelia Eaton Luschnig and Paul Woodruff, offer a faithful and dynamic representation of the playwright’s mature vision.

• Sales Rank: #884185 in Books
• Brand: Brand: Hackett Publishing Co.
• Published on: 2011-03-15
• Original language: English
• Number of items: 1
• Dimensions: 8.25" h x 5.50" w x .75" l, .85 pounds
• Binding: Paperback
• 326 pages

Features

• Used Book in Good Condition

Review

Excellent! Fine translations, useful introductory material, and invaluable notes. --John F. Makowski, Loyola University, Chicago

About the Author

Cecelia Eaton Luschnig is Professor Emerita of Classics, University of Idaho, and author of An Introduction to Ancient Greek, Second Edition (Hackett 2007).

Paul Woodruff is Dean of Undergraduate Studies, Darrell K. Royal Professor in Ethics and American Society, and Professor of Classics, University of Texas at Austin.

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5 of 6 people found the following review helpful.
A prologue to Homer's Iliad courtesty of Euripides
By Lawrance Bernabo
"Iphigenia in Aulis" was the last play written by Euripides and represents his most cynical depiction of the great heroes of Greek mythology. The subject of the play is the sacrifice of Iphigenia, ordered by her father King Agamemnon, to appease the goddess Artemis, so that the Achaen fleet can have fair winds to sail to Troy and bring back Helen. Of course is will be ten long years before Agamemnon returns, to be murdered in his royal home by his wife Clytemnestra, who spent those long years of separation waiting for the day she could avenge her daughter's death.
I have used "Iphigenia in Aulis" as part of large unit on the Trojan War right before proceeding on to Homer's epic poem the "Iliad." Not only does the play come at that point in terms of the chronology of the war, but it clearly foreshadows the initial confrontation in the "Iliad" between Agamemnon and Achilles over Briseis of the lovely arms. To get his daughter to come to Aulis and be executed, Agamemnon says she is to marry Achilles. This lie not only makes Achilles angry when he learns about it, but the prospect of her daughter's marriage brings Clytemnestra to Aulis as well and foreshadows the tragedy "Agamemnon" by Aeschylus, the first part of the famed Orestia, as well.
But it is the contrast with Homer's epic that is most manifest here. Euripides invests the beginning of Homer's saga with painful irony as Agamemnon rejects the pleas of Briseis's father; after all, has the Achean leader really forgotten the pain of sacrificing his daughter ten years earlier? In Euripides's play it becomes clear that Agamemnon does not care for his daughter; she is but a bargaining chip in his ploy for power. As her father and ruler Agamemnon could simply order his daughter to come to Aulis, but instead he concocts a fake marriage to Achilles, the most eligible of the young Achean heroes. When Achilles finds out he has been a pawn in this deadly little game he is incensed and promises to safe the maiden, but in the end he turns out to be as foolish and as wicked as the rest of the characters. All of the sympathy goes towards Iphigenia, the only true hero in the drama since she alone acts selflessly. For the greater glory of the Achean host she will accept her fate and thus be fondly remembered.
Any one teaching the "Iliad" should at least provide the gist of "Iphigenia at Aulis" as background material, along with the story of the judgment of Paris. The same would apply to the study of either the entire "Orestia" or just the first play in the trilogy, "Agamemnon." Of course, this task might be made a lot easier with the release of "Troy" next month, as Homer finally gets a first class treatment on the big screen. As for the "true" fate of Iphigenia as realized by Euripides in "Iphigenia at Taurus," which is certainly the least tragic of his tragedies, that can be briefly mentioned as well to bring the whole grand tale to a happy ending of sorts.

2 of 2 people found the following review helpful.
Excellent and playable translation
By Steven W. Bouler
The Don Taylor translation is one of the best because of its inherent playability. Unlike other "standard" translations of the play, Taylor seems to bring an understanding of the play as a piece of theatre. Certainly the powerful and moving production at the National Theatre proved it to be so.

0 of 0 people found the following review helpful.
An excellent translation
By The Eagle
The translation by Don Taylor is very easy to read. One of Euripides more interesting plays in that it challenges some of the stereotypes of Greek literature. Iphigenia exhibits some male characteristics that are counter to the traditional female roles. It is thought that Euripides did not finish the play and that it was completed by another author. This could account for the comment by Aristotle in The Poetics that Iphigenia is not the same person at the end of the play as in the beginning. The end may have been written to conform to the earlier play Iphigenia at Tauris.

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[M326.Ebook] Ebook Caves (Nature in Action), by Stephen P. Kramer

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The Nature in Action series captivates young readers, stirring their interest in science with dramatic photographs of the powerful effects of nature. Supports the national science education standards Unifying Concepts and Processes: Evolution and Equilibrium; Earth and Space Science; and Science in Personal and Social Perspectives as outlined by the National Academics of Science and endorsed by the National Science Teachers Association.

• Sales Rank: #50294 in Books
• Brand: Carolrhoda Books
• Published on: 1995-01-01
• Original language: English
• Number of items: 1
• Dimensions: 8.25" h x 9.25" w x .25" l, .36 pounds
• Binding: Paperback
• 48 pages

Features

• Used Book in Good Condition

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0 of 0 people found the following review helpful.
Five Stars
By lisham
Product as descibed and got it fast.

9 of 10 people found the following review helpful.
Caves are Fascinating!
By Elizabeth
I am currently putting together a curriculum about caves and have found this book very useful; it's very full of information and beautiful photographs. A wonderful resource for students and teachers alike!

0 of 0 people found the following review helpful.
this boy was not overjoyed, but that isn't the books fault
By aaaaaaaa
we excitedly expected the boy would want to read about the caves in this book, as he had just visited one. this boy was not overjoyed, but that isn't the books fault. we loved the pictures, though. sorry

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[R240.Ebook] Get Free Ebook Mastering the Art of Selling Real Estate: Fully Revised and Updated, by Tom Hopkins

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Thirteen years ago, Tom Hopkins, the top real estate sales trainer in the country, published How to Master the Art of Listing and Selling Real Estate—the industry’s bible—which has consistently sold well despite information that has become somewhat outdated. But now Hopkins gives a cutting-edge revamp to his still- popular classic. Along with its new title, readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional.

�

Full of anecdotes, sales scripts, and proven tactics, Mastering the Art of Selling Real Estate will show readers how to:

���•�Find the best listing prospects

���•�Win over "For Sale by Owner" sellers

���•�Earn the seller’s trust

���•�Work an unrealistic price down to market

���•�Arrange the final agreement

Anyone who’s serious about real estate can take charge with Mastering the Art of Selling Real Estate.

• Sales Rank: #42887 in Books
• Brand: Hopkins, Tom
• Published on: 2004-08-03
• Released on: 2004-08-05
• Original language: English
• Number of items: 1
• Dimensions: 9.30" h x 1.30" w x 6.20" l, 1.33 pounds
• Binding: Hardcover
• 400 pages

About the Author
Tom Hopkins is one of the world’s leading authorities on salesmanship and selling techniques. He has presented his seminars to more than three million people on five continents. He is the author of a number of bestsellers, including How to Master the Art of Selling, The Certifiable Salesperson, and Selling for Dummies.

Excerpt. � Reprinted by permission. All rights reserved.
Introduction

Welcome to the wonderful world of real estate! I began my career in real estate in the 1960s. It was wonderful then and has evolved into something even more wonderful today. What a joy it is for people to own real property�to have a place they can truly call home. And you get to delight in helping people achieve their dreams of home ownership, while earning a good income for yourself and your loved ones. It�s a truly satisfying career choice.

Back in the 60s, real estate was primarily an older man�s business. There were few young men choosing real estate as a career and even fewer women.

Fortunately for all of us, times have changed. I know of some young people these days who got their real estate licenses while still in high school and had a jump start on their careers on graduation day! Due to its flexibility of working hours, the field has provided excellent opportunities for thousands. I�ve seen many exciting changes over the years and congratulate you on your choice of a career in real estate.

When I wrote the first version of this material, it was actually two separate books. One just covered the listing aspect of real estate. The other, selling. They were first printed in the 1980s� back before computers, wireless phones, pagers, and the Internet. You are so fortunate today. Much of the research you need to do is available with the click of a few keys�and in minutes. I used to invest hours in researching data for Comparable Market Analyses, and reading through the Multiple Listing Service book (yes, it was a book, back then).

While the times have changed, some important aspects of buying and selling real estate have not. These include: the reasons people need your services; motivations for wanting a particular type of home; how husbands and wives relate to each other during real estate transactions; and how you must relate to them. That�s the power of this book. In it are step-by-step strategies for getting started in this business, for finding people who need your services, for helping them like and trust you and your expertise in the field, how to prepare for a listing presentation, what to expect from potential buyers, what to say when they give you the most common questions or objections, how to negotiate offers and counteroffers, and how to close people on either listing their property with you or buying the home you�ve helped them find that best suits their needs.

In this revised edition, I have kept the best of the original books, deleted old strategies that may not be as effective today as they once were, and have added strategies that work phenomenally well in today�s marketplace. I cover the use of technology to save you time and increase your appearance of competence with clients. This book is designed to help you achieve a certain level of comfort within the real estate industry�being comfortable with the knowledge of what to expect and how to succeed in this truly wonderful career. Treat it as a textbook. Read it with a highlighter, a pen, and a notebook. Let it become your quick reference guide and your study guide as you grow. There is enough material here to help you through many years in this business. And, to help you find the success you dream of more quickly than you would without it. My wish for you is to find as much joy and satisfaction from your real estate career as I did mine.

MASTERING THE ART OF SELLING REAL ESTATE

Chapter 1

Portrait of a Professional
Real Estate Salesperson
If you are reading this book, you may already have had a day that stands out as your worst day in real estate. If you�re new to the business and haven�t had such a day, don�t worry, you will. Just don�t let it deter you. Perseverance has made all the difference in my life.

My worst day is one I will always remember. I was new to real estate, nineteen years old, and I didn�t own a suit. So, I wore my black and silver high school band uniform to work. My car was a beat-up, old convertible with holes in the roof and springs popping through the back seat. Needless to say, I didn�t present the most professional image.

Like most new licensees, I didn�t know what to do with myself. The training program in my office consisted of the sales manager giving me the thumbs up signal and telling me to �hang in there.� I was warm and friendly with all my prospects, but didn�t know how to close a sale. In fact, I was so nice that sometimes when people didn�t buy from me, they would send apologetic notes to my broker, saying how nice I was.

Until I discovered that there was such a thing as sales training, my earnings averaged $42 per month. That was for my first six months! It doesn�t matter how you budgeted, even in the early 1960s, $42 a month didn�t make it.

My enthusiasm was beginning to fade. In fact, there was a low period during which I decided real estate wasn�t for me. Three sales had fallen out in one week. One day I walked into my broker�s office and said, �I�m thinking about quitting.� He had no answer for me�the thumbs up signal wasn�t good enough anymore.

I was so depressed that I went back to my desk and started looking at the classifieds. Then the telephone rang. To my surprise, through the receiver came, without a doubt, the most beautiful voice I have ever heard. It was an absolute melody. She said something that I had never heard before. �Sir, my husband and I would like to buy a home.� I thought someone was playing a joke on me. Then, she said, �Sir, we�d like to spend around $200,000.� This really shook me up because the area I worked in was Simi Valley, California, and then the average home sold for between $18,000 and $20,000.

I felt like saying, �Ma�am, would you like half of the valley, a quarter of the valley, or what?� I didn�t though. Somehow I kept my composure and set an appointment for 2:00 p.m. that day. To say I was nervous after this phone call would be a terrible understatement. I didn�t even know of a home that was worth that much in Simi Valley. After driving around for a few hours, I finally found the right home on the top of a hill. It was absolutely perfect! It had a phenomenal view. It was a $187,000 mansion. My career finally looked like it was turning around.

On the way back to the office, they announced on the radio that it was the hottest day of the year�105 degrees, 75 percent humidity. I didn�t care, though. My enthusiasm was zooming off the charts! Back in the office, I pulled out a piece of paper, like any starving real estate person, and figured out what 6 percent of $187,000 was. People around me could hear me say, �All right! I�m going to make some big money here!�

Right at 2:00 p.m., in walked this gorgeous creature. She had on a $300 outfit and diamonds everywhere. Her hair was beautifully styled, her makeup exquisite. It must have taken at least two hours to put it on. I jumped up to meet her.

Being such a nervous wreck, I don�t even remember how I got her into my car. As we drove down the street, I couldn�t think of a thing to say to her. I was embarrassed by my car and nervous about the possibility of selling such a high-priced property.

All of a sudden, my car started to jerk. In my excitement about finding the right home, I had forgotten to check my gas tank. It was empty! Rolling the car to a stop at the side of the road, I turned to my potential new client and said, �Ma�am, I�ve never had anything like this happen before. Please forgive me. There�s a gas station only half a mile away. I�ll be right back.�

There I was in my newly dry-cleaned, wool band uniform jogging down the street with my gas can. I wish you could have been there when I got back to that car. Not only was I a sweaty wreck, the woman had sat in that closed car at 105 degrees the whole time I was gone. Everything that had been on her face was now on her chest. Her hair even looked like it was melting. �Ma�am, I�m so sorry,� I said. �I�ve never had this happen. You can have all the air.� I turned all the vents on her and drove on to the house.

By the time we got to the house, I had decided nothing could be worse than selling real estate as a career. Trying to regain my composure, I thought I�d show her the beautiful view from the patio. She would have to be impressed with it and might forget what had happened with the car.

Walking over to the sliding door, I said, �Ma�am, I think you�ll enjoy this view.� I held the curtain back for her to see it. Well, she thought the sliding glass door was open and walked right into it. She hit her head hard and was obviously stunned. She looked at me for a split second with an expression I cannot describe and ran to lock herself in the bathroom.

Luckily, the sellers were gone. But now I had to get her out of the bathroom. I began knocking on the door, pleading with her to come out. Upon hearing a noise behind me, I turned to see that the sellers had returned ahead of schedule. Needless to say, they wanted to know what was going on. With the help of the sellers, the lady came out of the bathroom, and I got her back to my car. Not a word was spoken on the trip back to the office. When we got there, like a zombie, she got out of my car, walked to hers, and drove away.

I went into the office and took some aspirin. This was definitely the end of my real estate career. Nothing could be worse than what I�d just gone through. Out came the classifieds again. Then, there was a phone call for me. When I answered, the man on the other end said, �Yes, Mr. Hopkins, you just showed my wife a home. I just can�t believe what she�s told me. I want to see it, too.� I felt like fainting dead on the spot!

They were both coming to the office right then. This time I had a goal for when they arrived. My goal was to get them from the front door to my desk without incident.

Now, there are certain types of people that we instantly like�people we can build a rapport with very quickly. This lady�s husband was one of those types for me. After a few minutes, he and I were talking easily and getting along really well. All the while, his wife watched us both very carefully.

All of a sudden, this horsefly flew by. We had each shooed it away a couple of times during our conversation. This time, though, as a joke, I reached out for the fly, acted like I had it, and popped it in my mouth. Much to my surprise, I really did have it! It was moving around in there.

Now, I could do one of two things. I could swallow it and say something like, �Mmm, we love them here!� Or, I could spit it out. I chose the latter. When I looked up, that couple had this amazed look on their faces. The wife was nudging the husband with her elbow and saying, �I told you so.�

Needless to say, I didn�t make that sale. In fact, a letter came from them a day later that said, �Based on our short exposure to the people in Simi Valley, we�re staying where we live!�

Around that time, I found out there was such a thing as sales training. I invested my last $150 of savings on a seminar to learn how to sell. If that didn�t work, I was going to quit for sure. I was amazed by the things I learned at that seminar. Now that I could see where I�d been going wrong, I started getting my enthusiasm back. I took notes and memorized them until my brain ached. Once I was able to apply the material, I was thrilled with the results. My career really started turning around.

Hopefully, you will never have as terrible a day as I did. Unfortunately, some of your days may be just as bad or, even worse. What�s important is to anticipate those days and learn in advance the best ways to handle them. You�ve made the first important step just by picking up this book. By reading and internalizing this material, you can become more prepared to meet the daily challenges of a career in real estate and succeed.

As a real estate salesperson, you are paid in direct proportion to your ability to communicate with people and serve their needs. If you can�t do that, you�ll go nowhere in this business�fast. I�m assuming you�ve already learned that lesson the hard way and that�s part of the reason why you are now reading this book. You want to learn how to become a real estate professional.

Every profession has certain tools, which, once mastered, will allow you the opportunity to become one of the great ones in that field. For example, a professional golfer is paid in direct proportion to his or her ability to take a piece of steel at the end of a stick and bring it down to touch a small, white ball at the right time and place to send it hundreds of yards, eventually dropping into a small hole. Someone like Tiger Woods is a very successful professional because he has mastered the use of his tools.

A professional fighter is paid for how well he uses his fists; a surgeon�a scalpel; a carpenter must master the use of saws, hammers, and power tools. The people in each of these lines of work develop their skills through years of study, practice, and experience before they consider themselves professionals. If they�re smart, they learn not only by their own experiences but through the experiences of others.

The same thing applies to you in real estate. You can�t become a real estate professional without learning what one does, can you? My goal in this book is to make you realize that you�re no different from any other professional. As a real estate agent, you must primarily learn how to use your eyes, ears, and mouth because one of your most important tools is your ability to create exciting, colorful images, thus leading people to the decision to own real estate.

You see, selling real estate is no different from any other profession. As I mentioned above, people in most professional fields are paid in direct proportion to the amount of service they give. You, as a real estate salesperson, are as professional as the income you earn. So, in other words, if you�re not making enough money, you�re not giving enough service.

To learn how to give more service, you must learn from a professional�someone who has done what you want to do: real estate. The problem with too many people is that they are taking advice or �training� from people who are not professionals. How can they teach you something they�ve never accomplished themselves? Why would you want to learn from someone who�s not a top producer? I�m not saying you can�t learn from someone else, but be aware that you are limited to their experience. If they�re already way ahead of you because you�re new, go ahead and let them help you. However, once you begin to master what they teach, you�ll likely find yourself needing to learn from someone who is better at this business�that is if you plan to achieve the most you can from it.

You might be concerned about how well you�ll do in this business because you�re not a natural born salesperson. You just don�t have that gift of gab. Trust me, there�s no such thing as a natural born salesperson. All you�re doing if you accept that myth is keeping yourself from achieving your true potential. We all start out with pretty much the same abilities. It�s what we do with them along the way that counts. In other words, great salespeople are not born, they�re trained. If you love the idea of helping people sell their homes and find new ones that are just right for them, you�ll do well. The first key to success in any sales position is that you must be enthusiastic about your product. Everything else can be learned.

You have the ability right now to learn what it takes to become one of the top salespeople the real estate business has ever known. You just have to be willing to change and grow beyond who you are now. Begin by finding successful people and surrounding yourself with them. Be with the people whom you�d most like to become. If you want to be average, then stick with average people. If it�s your desire to achieve greatness in real estate sales, then learn what the great ones do, and do it!

What Is a Professional Salesperson?

A professional salesperson is a person who earns more money than the average salesperson. If you are not earning two to three times more income than the average real estate salesperson, you are not as professional as you could be. If you are unwilling to make the changes necessary to achieve this level of professionalism, you should consider getting a job where someone pays you a salary.

In a salaried position, you have a lot of security. However, you also have someone else determining exactly how much money you will make. In most cases, that person is going to be working too hard at becoming rich to worry about whether or not you do.

The exciting thing about real estate is that you can get rich helping other people to get rich. You see, the people who own the real estate have more than you do. You get your brokerage, but they get to keep the real estate, the value of which is going up faster than inflation. So, they�re hedging inflation, building equity, sheltering income, and building estates�all because of you�the professional real estate salesperson.

I hope you want to become rich. You may not realize it, but there are people who don�t want to be rich. Maybe there are some in your office�people who are literally afraid of success. You hear them say things like this:

�I don�t want to be rich. Rich men are sick men.�

Believe me, I know a lot of healthy, wealthy people.

�Money isn�t important.�

It isn�t. Unless you don�t have any.

Money is the by-product of the service you render to other people. If you give no service, you get no money. When you give lots of excellent service, you get lots of money.

It is important you realize that when I say the word rich, I mean the fully matured, happy, and successful human being, who is striving to get rich in all areas of his or her life. A truly successful life has much more to it than money.

Let�s break the term rich down into four key areas:

1. EMOTIONAL RICHES.
This means coping with life�s daily challenges and crises. It includes keeping a balance in life between business and family priorities. Don�t booby-trap yourself into thinking that you could or should be happy all of the time. Things happen in everyone�s lives that make them unhappy. It�s how you handle those things that will matter in the long run. Experience everything life has to offer, but determine that you will pick yourself up after every downer, learn from it, and get back to being happy the rest of the time.

I know this may sound simplified. There�s much more to it that I just can�t cover in this book. For more help in this area, you might consider my book, The Official Guide to Success and audio series titled Balance Your Life.

2. FINANCIAL RICHES.
My definition of financial wealth is the ability to live comfortably, that means debt-free, off the monthly income generated by your net worth at a given date and time using the talents God has given you to be productive.

Earning a high income is truly possible in this business. What you do with that money after you earn it determines how financially rich you become. Be money smart. It pays!

3. PHYSICAL RICHES.
This means taking care of your body through exercise and proper eating habits and striving to live a long, healthy life overall. If you have a challenge with smoking, alcohol, or drugs of any sort� legal or illegal�set a goal to become free of the habit. Then seek out the best help you can find to start working toward that goal.

4. SPIRITUAL RICHES.
I strongly believe in the importance of having a satisfactory personal relationship with God, and that it has helped me achieve professional success. One thing I know is true. I was fortunate at a young age to achieve what most people consider material success and I can honestly tell you that things don�t make you happy once you have them. It is spiritual satisfaction, balanced with material gain, that brings total fulfillment.

It seems that too often today we see people who want more for less. Sure, they want more. Doesn�t everybody? But, they also want to know how they can get it the easy way.

Fifty years ago in America people thought differently. They wanted more, but they also understood that to get it, they would have to give more, to work harder, to work smarter. By understanding what people did fifty years ago, you and I have the opportunity to get rich today.

Common Characteristics of the Pros
There are many characteristics common to real estate professionals. To become more professional, adopt these traits. If you already have them, good for you. Consider what it would take to improve them.

One particular quality that separates the average from the great can be expressed by one simple word�desire. Most of the great ones have an overwhelming desire to prove something to someone. They know they can be the best in their field and are out to prove it to the world, or maybe just to themselves and their families. This desire burns so strongly within them that it keeps them moving in the right direction. It keeps them cheerful with their clients and fellow salespeople. It�s the fuel that keeps their engines running in top condition.

Now, I can�t tell how much desire you have to make it in this field. Only you know that. The question is how much stress, anxiety, and pain can you handle before you quit? Do you have a low threshold for rejection? Think about what you�re willing to give or do to achieve what you really want. Can you accept ten or twenty nos in order to get the one yes that earns you a big fee? If you�re not sure, consider looking at it differently. Take the ten nos and divide them into one fee you�ll receive from a listing sold or a sale you make yourself.

For example, let�s say you end up with $5,000 in your personal bank account after a sale. And, let�s say you were rejected in some way or another by ten people before making that sale. That makes each no you received worth $500 to you. Each no brought you $500 closer to the final yes and your fee.

Selling is a game. You must make a game of the negative aspects of it in order to be a winner in the long run. Learn ways to brush off the negatives, the rejection, and the canceled sales in order to stay focused on the gold ring�the closed sale that does eventually come about if you stick with it. That�s how to increase your desire to succeed in this business.

Professionals pay close attention to details. They ask questions that help them get a better understanding of what their clients are looking for in a home. They have their paperwork in order. They return phone calls promptly. They keep their promises and have answers ready when questions are asked.

Professionals are highly goal-oriented. They strive for a certain number of homes listed and sold each month, a certain income, a trophy, or an award. They know exactly what they�re working for and when they�ll achieve it.

Do you have your goals in writing? If not, you are a wisher and a dreamer. You haven�t really committed yourself to achieving anything. You�re like those average people in your office who say, �Sure, I want to make more money, but after the day I had yesterday, I�m not leaving the office today.�

You see, the successful ones, the true professionals, begin where the failures stop. They do what the failures are afraid or too lazy to do.

The great ones understand that they must strive daily to improve their skills. I hope you�re not one of those people who says, �If I don�t make it at this, I can always ...� That�s a plan for failure. If you anticipate it, you will probably get it. Instead, be one of the great ones who says, �If I don�t do well enough this time, next time, I�ll try ______ to do it better.� Have a plan for success instead of one for failure.

Top professionals in real estate give excellent service. They know they are paid in direct proportion to the amount of service they give their clients. They understand they are in the people business. They don�t sell homes. They get people happily involved in owning property by satisfying their real estate needs.

Steps to Professionalism
There are ten basic, overall steps to professionalism I�d like to share with you. Follow them and you will be able to achieve the level of success you desire.

STEP 1. Professionals keep a positive attitude when the world crumbles around them. A little bit of the world crumbles around each of us at times, and we must learn to anticipate it. If you allow life�s challenges to get you down, you won�t be ready for the next positive thing that happens to you, and you just might miss a fantastic opportunity.

STEP 2. Professionals have a certain look about them. What�s your vision of what a professional real estate salesperson looks like? Envision every detail from the hairstyle down to the shoes. Now, look at yourself in a mirror. Do any of the details in your ideal picture fit you? If not, maybe it�s time to make some changes. Start with minor changes and watch yourself grow into that professional image you have in mind.

STEP 3. Customers and clients relate business success with competence. A professional surrounds himself or herself with images of success. Do your car, briefcase, desk, and office communicate a successful business career?

STEP 4. Organization is an important image to clients. This means being on time, having answers ready, handling details, and following up diligently. All these things tell people that you are a person worthy of their confidence. How organized are you?

STEP 5. Talk like a professional. Avoid shop talk at all costs. Ask questions about your clients. You must show an interest in them and their needs to get them to open up to you. Choose your words carefully so as not to offend. Plan your presentation from your prospect�s point of view.

STEP 6. Stay in tune. The real estate profession is constantly changing. Devote a regular part of your week to learning of new developments in the field and sharpening your skills.

STEP 7. Respect your fellow salespeople. Others in this profession have the same challenges you have. They deserve the same credit and recognition when they succeed and the same help and encouragement when they fail. Everyone wins when the team gets stronger.

STEP 8. Remember your family and friends. They want and need a high-quality relationship. Be sure to plan time for family and social needs. It will help you gain their understanding when business takes you away evenings and weekends.

STEP 9. See the people. There are literally thousands of people in your area who need and deserve professional assistance with their real estate needs. If you don�t take it to them, they might be shortchanged by someone less professional. The more people you meet, the more you can serve.

STEP 10. Keep your integrity intact. Almost every day an opportunity to take unfair advantage of someone arises. A professional knows that a dissatisfied customer today will cost him or her several possible transactions in the future. A professional knows how important selling with the facts is. Stretching the truth, omitting information, and avoiding present problems by stalling or blaming someone else is for amateurs. Sell with the facts, and you only have to sell them once.

If you�ll use these ten steps as a guideline, when someone asks what you do for a living, you can say: I am a real estate professional!

"

Most helpful customer reviews

10 of 10 people found the following review helpful.
Great for Beginner's
By Brian O
I have read 3 quarters of this book treating it like a text book that means taking notes high lighting sentences, ear marking pages and I have started using about dozon different tatics and they do work I have had great results with this. Also my company provides alot of extra training and alot of what I read in the book was brought up more than once in the seminars and classes so I know it does work but just like you'll see in the book that even with alot of people telling you stuff there are few agents that actually use these tactics that is why I plan to become the top lister and seller in my office.

Thanks Tom Hopkins for taking the time to write this book and share your knowledge with the rest of use who want to succeed in this market.

3 of 3 people found the following review helpful.
Worth your time and money.
By JuanV
Excellent career blueprint for those entering the wonderful profession called Real Estate.

Tom Hopkins may be from the era of the dinosaurs, but his material will be relevant as long as we deal with other people.

Hesitant on buying this book? Don't be! This is an critical career investment.

1 of 1 people found the following review helpful.
Book was delivered in great shape! Great read for anyone wanting to improve ...
By Amazon Customer
Book was delivered in great shape! Great read for anyone wanting to improve their real estate business.

See all 38 customer reviews...

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