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(Updated September 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)

E - EBSCO articles available for NAR members only. Password can be found on the EBSCO Access Information page.

Your First Years

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Skills & Strategies Every Agent Should Have 

The Safety Talk You Need to Have With Clients, (REALTOR® Magazine, Sept. 2014).

4 Things Agents Should Never Say, (RISMedia, 2014).

How to Answer the Commission Question, (REALTOR® Magazine, May 5, 2014).

Julian Treasure: How to speak so that people want to listen, (TED, Feb. 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, (The Sideroad, 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.).

Getting Started in Real Estate

Announcing the 30 Under 30 Class of 2014, (REALTOR® Magazine, Mar. 2014).

Prosperity or Perdition? My First Year in Real Estate, (REALTOR® Magazine, Sept. 22, 2014). 

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

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

Four tips for future agents to jump start their career, (The American Genius, 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).

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

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

Finding Your First Clients

How to Get Your First Listing As a Real Estate Salesperson, (wikiHow, n.d.).

100 Ways to Create Real Estate Leads, (Karen’s Perspective, n.d.).

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

5 Ways to Keep in Touch with Past, Current, and Future Clients, (YPN Lounge Blog, Oct. 26, 2011).

6 Powerful Prospecting Tips That Will Help Grow Your Business, (RISMedia, 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.).

Working With​ Multicultural Clients

Julian Treasure: 5 ways to listen better, (TED, July 2011).

10 Strategies for Overcoming Language Barriers, (The Curiosity Group, LLC, n.d.).

Teaching International Students, (University of Brighton Centre for Learning & Teaching, n.d.).

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

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

Guidelines for cross-cultural and international negotiations (part 1), (My Purchasing Center, Feb. 3, 2011).

Guidelines for cross-cultural and international negotiations (part 2), (My Purchasing Center, Feb. 10, 2011).

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

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

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

Branding and M​arketing

Tech Company Targets You With Cookies, (REALTOR® Magazine, Sept. 15, 2014).

4 Basics for Building (or Repairing) Your Personal Brand, (Entrepreneur, Aug. 18, 2014).

The Brand Called You, (Fast Company, Aug. 31, 1997).

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).

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 & Othe​r Resources


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

The Global Etiquette Guide to Africa and the Middle East, (Kindle, Adobe eReader)

The Global Etiquette Guide to Mexico and Latin America, (Kindle, Adobe eReader)

E-mail Etiquette(Adobe eReader, OverDrive)

Multicultural Manners, (Kindle, OverDrive, Adobe eReader)

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 Services. 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 Services 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 Digital Cameras & Photography

Field Guide to Direct Mail

Field Guide to Do-Not-Call and Do-Not-Fax Laws

Field Guide to Effective Online Marketing

Field Guide to Facebook for REALTORS®

Field Guide to Farming and Prospecting

Field Guide to Marketing Tips for REALTORS®

Field Guide to Mentoring

Field Guide to REALTOR® Safety

Field Guide to Social Networking for REALTORS®

Field Guide to Twitter

Field Guide to Using Digital Video as a Sales Tool

Field Guide to Writing a Business Plan

Young Professionals Network

Information Services 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.