The 4:2 Formula: 10th Anniversary Edition

by Jeff Shore

Something in your clients' lives isn't working for them right now and they need a fix. They're on a mission...a mission to improve their lives. Your job is to connect to that mission so deeply that the path to the sale literally roles out right in front of you. The 4:2 Formula gives you proven strategies for discovering your clients' needs and providing solutions that will change their world.

212 pages, Paperback

First published October 1, 2012

About the author

[There is more than one Jeff Shore in the GR database. This is Jeff^Shore, author of sales/marketing books.]

Reviews

[Kernan Lee · Rating 5 out of 5]

I went into a business development interview with this being my only preparation as a computer scientist and was all that was needed to get the role. Understanding dissatisfaction is universal across all sales roles and Jeff Shore did a really an extremely good job conveying why and how to do that with customers in a noninvasive manner.

The book's claim is that sales (in real estate) is about understanding dissatisfaction. If you can understand that dissatisfaction, then it will become immediately obvious how to best sell to the customer and provide them value. I found this to be true and easier to implement than other sales frameworks. It's also a great way to think about problems in general.

[Richard San Vicente · Rating 5 out of 5]

If you want to understand how to better sell homes in a new development, this is an excellent book. Jeff understands not only buyer’s perspective but also how to help the sales person ask the right questions to move everything forward. A must read for salespeople in the residential home building industry.

[Karen Briscoe · Rating 5 out of 5]

The best in the industry are life-long learners and have a growth mindset. "4:2 Formula" is a great resource on how to move clients through the buying process. It contains information and inspiration that will transform your business and life. Karen Briscoe, author and podcaster "5 Minute Success"

[Ren · Rating 4 out of 5]

Great book about helping people looking for homes find the real reason they are looking to move/buy another home.