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(Updated December 2011)
Developing new leads is crucial to expanding a successful real estate business. In this Field Guide, a wealth of resources are available to you including several toolkits from REALTOR® Magazine Online, relevant articles from various websites, plus books, eBooks and related Field Guides from Information Central. Updated information pertaining to telemarketing and the "Do Not Call" rules and regulations is also presented, as well as ways to utilize the internet in your prospecting efforts. (C. Dodge, Information Specialist)
Features from REALTOR® Magazine Online
Prospecting Toolkit, (REALTOR® Magazine Online, 2007).
Follow Up Toolkit, (REALTOR® Magazine Online, 2007).
Handouts for Consumers Toolkit, (REALTOR® Magazine Online, 2007).
Build a Better Website Toolkit, (REALTOR® Magazine Online, 2007).
Getting Started
Gardening vs. farming in luxury real estate, (Blog AAROnline.com, Nov. 28, 2011).
Lead generation: Try it, track it, ramp it!, (RISMedia, Nov. 15, 2011).
Creating your referral strategy, (Realty Times, Oct. 14, 2011).
Choosing the perfect prospecting strategies for you, (Realty Times, Apr. 21, 2011).
Getting the most from your prospecting, (Real Town, Apr. 4, 2011).
Tending the farm, (REALTOR® Magazine Online, Mar. 2011).
Why don't my prospecting letters get responses?, (activerain.com, Feb. 2, 2011).
7 Ways to Overcome the Myth That You Have to Be "Pushy" to Succeed, (Broker Agent Social, Oct. 12, 2010).
Ten Have-to-Haves for a Real Estate Agent, (Realty Times, Aug. 20, 2010).
10 Killer lead generation ideas: How to turn the 'faucet' on full blast for all the leads you need, (Broker Agent Social, Aug. 26, 2009).
Increasing sales production through quality of the prospect, (Realty Times, Aug. 21, 2009).
How to write an effective real estate prospecting letter, (activerain: Marte's Blog, Mar. 14. 2009).
Telemarketing
No More Cold Calling Selling Scripts? 5 Ways to be Yourself Again, (About.com, n.d.).
Straight Selling -- The Quickest Path to the Top 20%, (Broker Agent Social, Aug. 23, 2010).
Prospecting Scripts & Dialogues, (Broker Agent Social, Aug. 16, 2010).
National Do Not Call Registry, (donotcall.gov).
Warm up to cold calling, (Florida REALTOR®, 2009).
Free scripts to help you generate more business, (Broker Agent Social, July 27, 2009).
Fear: The ultimate career killer, (Realty Times, June 4, 2008).
Say Goodbye to Cold Calling—How to Compel Prospects to Contact You, (RISMedia, May 14, 2008).
Internet Techniques
No More Cold Calling Selling Scripts? 5 Ways to be Yourself Again, (About.com, n.d.).
Cold call marketing, (The Sideroad.com, n.d.).
How to stop struggling with lead generation, (Broker Agent Social, May 4, 2011).
Three ways to connect with your prospects, (Broker Agent Social, Aug. 23, 2010).
Straight Selling -- The Quickest Path to the Top 20%, (Broker Agent Social, Aug. 23, 2010).
Prospecting Scripts & Dialogues, (Broker Agent Social, Aug. 16, 2010).
National Do Not Call Registry, (www.donotcall.gov).
Warm up to cold calling, (Florida REALTOR®, 2009).
Free scripts to help you generate more business, (Broker Agent Social, July 27, 2009).
Fear: The ultimate career killer, (Realty Times, June 4, 2008).
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
42 Rules to Turn Prospects into Customers: How to build profitable relationships to closre more sales and drive more business (Kindle, Adobe eReader)
The 7 Biggest Mistakes When Making Sales Calls (Overdrive Digital Audiobook)
Beyond Traditional Marketing (Adobe eReader)
The Complete Idiot's Guide to Cold Calling (Kindle, Adobe eReader)
Customer-Centric Selling (Overdrive Digital Audiobook)
Easy Step By Step Guide to Telemarketing, Cold Calling and Appointment Making (Kindle, Adobe eReader)
E-Marketing (Adobe eReader)
Fool Proof Marketing: 15 Winning Methods for Selling Any Product or Service in Any Economy (Kindle, Adobe eReader)
Get More Referrals Now—The Four Cornerstones That Turn Business Relationships Into Gold (Adobe eReader)
Persuasion—The Art of Getting What You Want (Kindle, Adobe eReader)
The Power of Prospecting (Overdrive Digital Audiobook)
The Social Media Marketing Book (Kindle, Adobe eReader)
Success as a Real Estate Agent for Dummies (Kindle, 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.
Magnetic selling—develop the charm and charisma that attract customers and maximize sales, (New York, NY: American Management Association, 2006). HF 5438 B62
Dress your best ... , (New York, NY: Three Rivers Press, 2005). GT 5524 K28
The Fred Factor, (New York, NY: Doubleday, 2004). HF 5500 Sa5f
Dare to Be There—Power Prospecting, (David Knox Productions, 2004). DVD 012
Hard work: success made easy, (Phoenix, AZ: Henry Cooper Press, 2004). HF 5386 C85
Field Guides & More
These field guides and other resources in the Virtual Library may also be of interest:
Field Guide to Do-Not-Call, Do-Not-Fax and Do-Not-E-Mail Laws
Field Guide to Effective Online Marketing
Field Guide to Marketing Tips for REALTORS®
Field Guide to Sales Techniques
Field Guide to Social Networking for REALTORS®
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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.