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(Updated June 2013)
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
The Confident Rookie Series: Admit You're New & What to Say When You Don't Know the Answer, (Realty Times, Oct. 7, 2009).
The Rookie Tool kit, (REALTOR® Magazine Toolkit).
The Listings Tool Kit, (REALTOR® Magazine Toolkit).
Four tips for future agents to jump start their career, (Agentgenius.com, Mar. 27, 2010).
Managing contacts, (Realty Times, Mar. 27, 2009).
Persistance, (Realty Times, Feb. 20, 2009).
Finding Your First Clients
5 Ways to Keep in Touch with Past, Current, and Future Clients, (ypnlounge.blogs.realtor.org, Oct. 26, 2011).
The Prospecting Tool Kit, (REALTOR® Magazine Toolkit).
Choosing the Perfect Prospecting Strategies for You, (Realty Times, Mar. 12, 2010).
6 Powerful Prospecting Tips That Will Help Grow Your Business, (RISMedia.com, Oct. 16, 2010).
How to prospect expired listings, (Realty Times, Mar. 12, 2010).
The Confident Rookie Series: Secret 5, Cheerfully Waste Your Time, (Realty Times, Sep. 16, 2009).
Negotiation Skills and Strategies
Common Mistakes New Real Estate Agents Make, (sideroad.com, n.d.).
Negotiation Know-How: 6 Keys to Masterful Deal Making, (Realty Times, Nov 28, 2011).
The Negotiation Tool Kit, (REALTOR® Magazine Toolkit).
7 Tips to Help You Succeed at Negotiation, (RISMedia.com, Mar. 4, 2010).
Agents: Avoid becoming emotionally involved in a deal, (Realty Times, Feb. 8, 2010).
Negotiating tips: the people side of negotiating, (Sideroad.com, n.d.).
5 Ways To Negotiate More Effectively, (About.com, n.d.).
Cross-Cultural Negotiation
When it comes to dealing with multicultural clients – what’s in a name?, (RISMedia.com, July 31, 2008).
The Multicultural Client Tool Kit,, (REALTOR® Magazine Toolkit).
10 Myths about Working with Multicultural Real Estate Clients, (RISMedia.com, May 13, 2008).
Marketing Real Estate to a Multicultural Clientele, (Realty Times, Feb. 13, 2008).
Cross cultural communication: basic tips, (Sideroad.com, n.d.).
Quick Culture Tips, (About.com, n.d.).
Branding and Marketing
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).
When it Comes to Branding, Get Real, (RISMedia.com, Aug. 2, 2010).
Relationship Selling Begins With Databased Marketing, (Realty Times, Mar. 4, 2010).
eBooks & Other Resources
eBooks.realtor.org
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)
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.
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 Marketing Tips for REALTORS®
Field Guide to REALTOR® Safety
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