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Field Guide to Being a New REALTOR®

(Updated March 2014)

New to the real estate business? This Field Guide can help you get on the road to success with tips, ideas, and helpful advice. Learn what other rookies have done to jump-start their careers, find first clients, overcome objections, and develop negotiation strategies. (C. Dodge, Information Specialist)

Getting Started in Real Estate

Eight Essential Tips for New Real Estate Agents Looking to Ignite Their Career, (29doors.com, Mar. 12, 2013).

Networking: How You Do It, (REALTOR ® Magazine, Jan. 2013).

Four tips for future agents to jump start their career, (Agentgenius.com, Mar. 27, 2010).

The Confident Rookie Series: Admit You're New & What to Say When You Don't Know the Answer, (Realty Times, Oct. 7, 2009).

4 lessons from a 97-year-old real-estate agent, (msn.com, n.d.).

The Listings Tool Kit, (REALTOR® Magazine Toolkit).

The Rookie Tool kit, (REALTOR® Magazine Toolkit).

Finding Your First Clients

Breaking Into a Tough Real Estate Market, (REALTOR ® Magazine, July 2012).

How Does A New Realtor Get Clients?, (realtor.com, Jan. 16, 2012).

5 Ways to Keep in Touch with Past, Current, and Future Clients, (ypnlounge.blogs.realtor.org, Oct. 26, 2011).

6 Powerful Prospecting Tips That Will Help Grow Your Business, (RISMedia.com, Oct. 16, 2010).

The Confident Rookie Series: Secret 5, Cheerfully Waste Your Time, (Realty Times, Sep. 16, 2009). 

The Prospecting Tool Kit, (REALTOR® Magazine Toolkit).

Quiz: Prospecting, (REALTOR ® Magazine, n.d.).

Negotiation Skills and Strategies 

Don’t Make Eye Contact When Negotiating, (REALTOR ® Magazine, Oct. 22, 2013).

Why Being Liked Matters, (REALTOR ® Magazine, Nov. 2012).

Negotiation Know-How: 6 Keys to Masterful Deal Making, (Realty Times, Nov 28, 2011).

7 Tips to Help You Succeed at Negotiation, (RISMedia.com, Mar. 4, 2010).

Common Mistakes New Real Estate Agents Make, (sideroad.com, n.d.).

The Negotiation Tool Kit, (REALTOR® Magazine Toolkit).

Top 7 Things to Tell Your Real Estate Buyer Clients Early On, (about.com, n.d.).

Cross-Cultural Negotiation

Avoid Cross-Cultural Pitfalls When Interacting with Other Cultures, (etiquetteoutreach.com, June 12, 2013).

Go Global: 5 Tips to Get Started, (REALTOR ® Magazine, Jan. 2013).

Guidelines for cross-cultural and international negotiations (part 1), (mypurchasingcenter.com, Feb. 3, 2011).

Guidelines for cross-cultural and international negotiations (part 2), (mypurchasingcenter.com, Feb. 10, 2011).

When it comes to dealing with multicultural clients – what’s in a name?, (RISMedia.com, July 31, 2008).

10 Myths about Working with Multicultural Real Estate Clients, (RISMedia.com, May 13, 2008).

The Multicultural Client Tool Kit,, (REALTOR® Magazine Toolkit).

Branding and Marketing

Social Media Advice That Will Never Go Out of Style, (REALTOR ® Magazine, Dec. 30, 2013).

Marketing: Keep It Real, (REALTOR ® Magazine, Mar. 2013).

Make Your Personal Mark, (REALTOR ® Magazine, July  2013).

Why Direct Mail In a Digital World?, (Realty Times, Apr. 8, 2013). 

Three Core Messages for Building Value with a Buyer, (Realty Times, Apr. 23, 2012).

The Personal Marketing Tool Kit, (REALTOR® Magazine Toolkit).

The Property Marketing Tool Kit, (REALTOR® Magazine Toolkit).

eBooks & Other Resources


The following eBooks and digital audiobooks are available to NAR members:

42 Rules to Increase Sales Effectiveness, (Kindle, Adobe eReader)

42 Rules to Turn Prospects into Customers, (Kindle, Adobe eReader)

Artful Negotiation In A Global Economy, (OverDrive Audiobook)

Book yourself solid, (OverDrive Audiobook)

Branding for Dummies, (Kindle, Adobe eReader)

Chinese business etiquette and culture (Kindle, Adobe eReader)

Easy step by step guide to telemarketing, cold calling & appointment making, (Kindle, Adobe eReader)

Everything I Know about Marketing I Learned from Google, (Adobe eReader)

Improvisational negotiation (Kindle, Adobe eReader)

Japan: Doing business in a unique culture (Kindle, Adobe eReader)

Marketing Demystified, (Adobe eReader)

The new science of selling and persuasion, (Adobe eReader)

No lie—Truth is the ultimate sales tool, (Adobe eReader)

Opportunities in real estate careers, (Adobe eReader)

Social Media Marketing, (Adobe eReader)

Books, Videos, Research Reports & More

The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800-874-6500 for assistance.

Sales and marketing 101 for real estate professionals, (Chicago, IL: Dearborn Real Estate, 2007).

The Real Estate Agent's Business Planner, (New York, NY: AMACOM, 2005).

So, you're a real estate agent? Now what?!, (Maximum Potential, 2004).

The skilled negotiator: mastering the language of engagement, (Chicago, IL : Jossey-Bass, 2004). HF 5438 R23s

The complete guide to your real estate closing: answers to all your questions—from opening escrow to negotiating fees to signing closing papers, (Chicago, IL : McGraw-Hill, 2003). HF 5438 G11

Your first year in real estate, (Roseville, CA: Prima Publishing, 2001).

Field Guides & More

These field guides and other resources in the Virtual Library may also be of interest:

Field Guide to Cross-Cultural Business Etiquette

Field Guide to Effective Online Marketing

Field Guide to Farming and Prospecting

Field Guide to Mentoring

Field Guide to Marketing Tips for REALTORS®

Field Guide to REALTOR® Safety

Young Professionals Network

InfoCentral Blog

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The inclusion of links on this field guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this field guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.