If you’re tired of the same old sales scripts or if you’ve done away with them all together, I know how you feel because I’ve been there. I was tired of seeing the same B.S.(bad sales) approaches and I wanted something that felt more natural for me. So I started creating my own scripts, for the simple reason that I hated being told, “No.” For me nothing was worse than that feeling of rejection. I was determined to figure out the perfect thing to say in every situation, and how to say it in a way that would cause sellers and buyers to want to say “Yes!” to me every time. This book is the result of that quest. And I’ve broken it in two unique parts so you can spend less time reading it, and more time using the life changing scripts inside. Part 1 will give you the foundation for making the scripts work for you. Not just some of the time, but every time! You’ll master how to inspire sellers to say “YES” to you giving you the magic key to unlock the success you want as a real estate agent. Part 2 Is the actual scripts that allow you to have smooth, choreographed conversations that lead you down the path to more success and more income. included in this section are… Prospecting Scripts for sellers that lead up to the listing appointment. My Unique Listing Presentation Scripts with examples of exactly how to deliver them for maximum impact. The Buyer Scripts that I’ve personally used for years to build my own real estate business from scratch. The Objection Scripts that will show you how to overcome any objection with ease and never be scrambling for words when a client throws you a curveball. In all there are 27 scripts in this book that will show you how to handle any situation, conversation, and objection that might come your way. And each script has been tested, tweaked and perfected. How do I know this? Because I’ve used each and every one of them to close millions of dollars worth of real estate in my nearly 2 decade career. I’ve also taken the time to include things I’ve picked up over my career that will help take you beyond the scripts… How to identify resistance and influence triggers so you can naturally use the right words and phrases that gets more clients saying YES to you. My practice techniques for memorizing and using these scripts to their full impact. You won’t just be pulling words from your memory, you’ll be speaking from the heart so you come across as genuine. The “tiny tweaks” that turn a regular script into something powerful. These seemingly little differences can have a huge impact in the way a prospect or client responds to what you say. The 9 Keys to more powerful conversations that go way beyond just the words you say to a client. I’ve mastered all 9 of these techniques and each one has made a huge difference in how I present myself to clients. The Book of YES is an action guide, not a book of theory. Think of it as YOUR PLAY BOOK for the key conversations you have with sellers and buyers.

    Arguing that the cause of this failure to control addiction is that treatments have focused too single-mindedly on the afflicted individual addict, this book presents a radical rethink about the nature of addiction.

    The Power of Focusing shows readers how they can train themselves to learn this vital technique of self-exploration and self-discovery.

    . . Berns artfully blends social critique with technical expertise.”—The Washington Post Book WorldIn a riveting narrative look at the brain and the power of novelty to satisfy it, Dr. Gregory Berns plumbs fields as diverse as neuroscience, economics, and evolutionary psychology to find answers to the fundamental question of how we can find a more satisfying way to think and live.We join Berns as he follows ultramarathoners across the Sierra Nevadas, enters a suburban S&M club to explore the deeper connection between pleasure and pain, partakes of a truly transporting meal, and ultimately returns home to face the challenge of incorporating novelty into a long-term relationship.In a narrative as compelling as its insights are trenchant, Satisfaction will convince you that the more complicated and even downright challenging a life you pursue, the more likely it is that you will be satisfied.

    An exploration of contemporary advances in social learning theory with special emphasis on the important roles played by cognitive, vicarious, and self-regulatory processes.

    Authors John Briere and Catherine Scott articulate a nonpathologizing, phenomenological perspective on trauma and recovery--one that emphasizes both specific therapeutic techniques and the general but critical role of the therapeutic relationship.

    Rather, other factors can be even more crucial such as identifying our passions and following through on our commitments.Drawing on her own powerful story as the daughter of a scientist who frequently bemoaned her lack of smarts, Duckworth describes her winding path through teaching, business consulting, and neuroscience, which led to the hypothesis that what really drives success is not genius, but a special blend of passion and long-term perseverance. As a professor at the University of Pennsylvania, Duckworth created her own character lab and set out to test her theory.Here, she takes readers into the field to visit teachers working in some of the toughest schools, cadets struggling through their first days at West Point, and young finalists in the National Spelling Bee. She also mines fascinating insights from history and shows what can be gleaned from modern experiments in peak performance. Finally, she shares what she's learned from interviewing dozens of high achievers; from JP Morgan CEO Jamie Dimon to the cartoon editor of The New Yorker to Seattle Seahawks Coach Pete Carroll.Winningly personal, insightful, and even life-changing, Grit is a book about what goes through your head when you fall down, and how that not talent or luck makes all the difference.

    In controlled doses, stress helps individuals to think faster and perform better, but left unchecked and unbalanced, it leads to fatigue, helplessness and a variety of unfortunate health complications.The Little Book of Stress Relief is a practical book that changes the fundamental thinking and habitual lifestyle choices contributing to heightened stress levels. There are helpful tips for making informed choices, adjusting how we think and taking the necessary steps to regain control.Organized in 52 short chapters -- one for each week of the year -- the book isolates specific causes of stress and provides detailed yet useful advice and tips for overcoming them. Easy-to-follow activities and exercises lead to the right amount of sleep, deal with procrastination and perfect the art of setting priorities.The Little Book of Stress Relief explains how small changes to relieve stress have a positive effect on quality of life.Of particular importance in high-pressure environments is advice for isolating other people's stress.

    Six detailed descriptions of day-to-day exchanges between a therapist and his patients demonstrate the events and processes that occur during the course of humanistic psychotherapy.

    That resilience inspired her to write 13 Things Mentally Strong People Don't Do, a web post that instantly went viral, and was picked up by the Forbes website.Morin's post focused on the concept of mental strength, how mentally strong people avoid negative behaviors--feeling sorry for themselves, resenting other people's success, and dwelling on the past. Instead, they focus on the positive to help them overcome challenges and become their best.In this inspirational, affirmative book, Morin expands upon her original message, providing practical strategies to help readers avoid the thirteen common habits that can hold them back from success. Combining compelling anecdotal stories with the latest psychological research, she offers strategies for avoiding destructive thoughts, emotions, and behaviors common to everyone.Like physical strength, mental strength requires healthy habits, exercise, and hard work. Morin teaches you how to embrace a happier outlook and arms you to emotionally deal with life's inevitable hardships, setbacks, and heartbreaks--sharing for the first time her own poignant story of tragedy, and how she summoned the mental strength to move on. As she makes clear, mental strength isn't about acting tough; it's about feeling empowered to overcome life's challenges.

    He’s a sociopath. And your boss, teacher, and colleague? They may be sociopaths too.We are accustomed to think of sociopaths as violent criminals, but in The Sociopath Next Door, Harvard psychologist Martha Stout reveals that a shocking 4 percent of ordinary people—one in twenty-five—has an often undetected mental disorder, the chief symptom of which is that that person possesses no conscience. He or she has no ability whatsoever to feel shame, guilt, or remorse. One in twenty-five everyday Americans, therefore, is secretly a sociopath. They could be your colleague, your neighbor, even family. And they can do literally anything at all and feel absolutely no guilt. How do we recognize the remorseless? One of their chief characteristics is a kind of glow or charisma that makes sociopaths more charming or interesting than the other people around them. They’re more spontaneous, more intense, more complex, or even sexier than everyone else, making them tricky to identify and leaving us easily seduced. Fundamentally, sociopaths are different because they cannot love. Sociopaths learn early on to show sham emotion, but underneath they are indifferent to others’ suffering. They live to dominate and thrill to win. The fact is, we all almost certainly know at least one or more sociopaths already. Part of the urgency in reading The Sociopath Next Door is the moment when we suddenly recognize that someone we know—someone we worked for, or were involved with, or voted for—is a sociopath. But what do we do with that knowledge? To arm us against the sociopath, Dr. Stout teaches us to question authority, suspect flattery, and beware the pity play. Above all, she writes, when a sociopath is beckoning, do not join the game. It is the ruthless versus the rest of us, and The Sociopath Next Door will show you how to recognize and defeat the devil you know.

    Some say they are an extended adolescence. Others call them an emerging adulthood. But thirty is not the new twenty. In this enlightening book, Dr. Meg Jay reveals how many twentysomethings have been caught in a swirl of hype and misinformation that has trivialized what are actually the most defining years of adulthood. Drawing from more than ten years of work with hundreds of twentysomething clients and students, Dr. Jay weaves the science of the twentysomething years with compelling, behind-closed-doors stories from twentysomethings themselves. She shares what psychologists, sociologists, neurologists, reproductive specialists, human resources executives, and economists know about the unique power of our twenties and how they change our lives. The result is a provocative and sometimes poignant read that shows us why our twenties do matter. Our twenties are a time when the things we do--and the things we don't do--will have an enormous effect across years and even generations to come.

    For persons with this prevalent and difficult-to-treat dual diagnosis, the most urgent clinical need is to establish safety--to work toward discontinuing substance use, letting go of dangerous relationships, and gaining control over such extreme symptoms as dissociation and self-harm. The manual is divided into 25 specific units or topics, addressing a range of different cognitive, behavioral, and interpersonal domains. Each topic provides highly practical tools and techniques to engage patients in treatment; teach "safe coping skills" that apply to both disorders; and restore ideals that have been lost, including respect, care, protection, and healing. Structured yet flexible, topics can be conducted in any order and in a range of different formats and settings. The volume is designed for maximum ease of use with a large-size format and helpful reproducible therapist sheets and handouts, which purchasers can also download and print at the companion Web page. See also the author's self-help guide Finding Your Best Self, Revised Edition: Recovery from Addiction, Trauma, or Both, an ideal client recommendation.

    schools have experienced trauma, violence, or chronic stress. In the face of this epidemic, it falls increasingly to teachers to provide the adult support these students need to function in school. But most educators have received little training to prepare them for this role. In her new book, Tish Jennings—an internationally recognized leader in the field of social and emotional learning—shares research and experiential knowledge about the practices that support students' healing, build their resilience, and foster compassion in the classroom. In Part I, Jennings describes the effects of trauma on body and mind, and how to recognize them in students' behavior. In Part II, she introduces the trauma-sensitive practices she has implemented in her work with schools. And in Part III, she connects the dots between mindfulness, compassion, and resilience. Each chapter contains easy-to-use, practical activities to hone the skills needed to create a compassionate learning environment.

    The good news is that you can break free from this “reassurance trap”—this book will show you how.In this unique guide, you’ll find proven-effective tips and tools using CBT to help you tolerate uncertainty, face specific worrying scenarios, and gradually reduce the compulsion to incessantly seek reassurance. Most importantly, you’ll learn to deal with those pesky “doubt attacks” and trust your own judgment.Asking for reassurance is a self-reinforcing behavior—if you do it, you’re less likely to handle stressful situations without needing further reassurance. And so the cycle continues. The CBT skills in this book will help you break this exhausting and painful pattern, so you can build self-confidence and improve your life.