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(Updated August 2016)

New to the real estate business? This Field Guide can help you get on the road to success with tips, ideas, and 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 

Real Estate Business Letter Templates, (National Association of REALTORS®, n.d.).

Best Business Tips We Picked Up This Year, (REALTOR® Magazine, Dec. 29, 2015).

9 Ways to Keep Data Secure, (REALTOR® Magazine, Aug. 2015).

The Single Most Revealing Sales Question, (REALTOR® Magazine, July 2015).

5 Ways to Improve Your Vocal Impact, (REALTOR® Magazine, Oct. 2014).

5 Reasons You Won’t Make it Selling Real Estate, (REALTOR® Magazine, June 2014).

10 Tips for Overcoming Procrastination, (RealTrends, Jan. 2, 2014).

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

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

Getting Started in Real Estate

Starting a Career in Real Estate: What You Need to Know, (Signs Blog, n.d.).

Sales & Marketing: My First Year Articles, (REALTOR® Magazine, n.d.).

Meet the 2016 30 Under 30 Finalists, (REALTOR® Magazine, Mar. 9, 2016).

10 Things to Do Before Starting a Career in Real Estate, (Basic Training for Real Estate, Feb. 12, 2015).

Four tips for future agents to jump start their career, (The American Genius, Mar. 27, 2010).

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

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

Finding Your First Clients

Success as a Real Estate Agent for Dummies, (For Dummies®, n.d.).

6 Real Estate Prospecting Ideas, (Mainstreet Organization of REALTORS®, Mar. 2, 2015).

Six Powerful Prospecting Tips to Build Your Business, (Realtor.com, May 28, 2013).

10 Things You Should Be Doing As A New REALTOR® In Your First Few Weeks In The Business, (Real Estate Career Mentor, May 25, 2010).

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

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

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

Working With​ Multicultural Clients

Cross-Culture Communication in Businesses, (Houston Chronicle, n.d.).

Sensitivity to Social Cues Essential in Cross-Cultural Real Estate Negotiation, (Georgetown University, n.d.).

Understanding the Four Cs of Global Real Estate Negotiations, (Georgetown University, n.d.).

Toward Cultural Diversity, (National Real Estate Investor, Feb. 24, 2015).

Tips to Help Build Cross-Culture Business Skills, (National Association of REALTORS®, Aug. 20, 2013).

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

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).

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

Branding and M​arketing

The Complete Guide to Building your Personal Brand, (Quicksprout, n.d.).

7 Sins of Personal Branding, (REALTOR® Magazine, June 2016).

Ten Rookie Digital Marketing Mistakes You Might Be Making, (Forbes, May 30, 2016).

6 Simple Steps to Skyrocket Your Website, (REALTOR® Magazine, Feb.  2015).

5 Personal Branding Strategies Every Entrepreneur Needs to Know, (The Huffington Post, Aug. 4, 2015).

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

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

eBooks & Othe​r Resources

eBooks.re​altor.org

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 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 REALTOR® Safety

Field Guide to Twitter

Field Guide to Using Digital Video as a Marketing 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.