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(Updated April 2013)
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
The Prospecting Toolkit, (REALTOR® Magazine Online).
The Follow Up Toolkit, (REALTOR® Magazine Online).
Getting Started
National Do Not Call Registry, (www.donotcall.gov).
Creating Leads Versus Converting Leads, (Realty Times, Aug. 10, 2012).
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).
Tending the farm, (REALTOR® Magazine Online, Mar. 2011).
Why don't my prospecting letters get responses?, (activerain.com, Feb. 2, 2011).
Ten Have-to-Haves for a Real Estate Agent, (Realty Times, Aug. 20, 2010).
How to write an effective real estate prospecting letter, (activerain: Marte's Blog, Mar. 14. 2009).
Marketing Techniques
Three Systems Every Salesperson Needs To Fine-Tune Spring Into The New Quarter, (Realty Times, April 17, 2013).
Telemarketing, (Wikipedia, April 18, 2013).
Patience Is (Still) a Virtue with Your Internet Marketing, (Realty Times, Oct. 27, 2011).
Cold call marketing, (The Sideroad.com, n.d.).
No More Cold Calling Selling Scripts? 5 Ways to be Yourself Again, (About.com, n.d.).
Warm up to cold calling, (Florida REALTOR®, 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).
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 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.