Field Guide to Tips For New REALTORS®
(Updated May 2011)
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 discover negotiation strategies. (C. Dodge, Information Specialist)
Getting Started in Real Estate
For rookies, (REALTOR® Magazine Toolkit).
Listings Tool Kit, (REALTOR® Magazine Toolkit).
Four tips for future agents to jump start their career, (Agentgenius.com, Mar. 27, 2010).
If I Were a Newbie... What Nobody Told Me When I Started, (Broker Agent Social, July 6, 2009).
What Every New Agent Needs to Know, (Broker Agent Social, May 1, 2009).
Managing contacts, (Realty Times, Mar. 27, 2009).
Persistance, (Realty Times, Feb. 20, 2009).
Five do's and don'ts for new agents, (Broker Agent Social, Dec. 3, 2008).
Your first 60 days, (Broker Agent Social, Nov. 24, 2008).
Get Started as a New Real Estate Agent, (About.com, n.d.).
Finding Your First Clients
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 Reframe "Asking for the Business", (Broker Agent Social, Sept. 8, 2010).
How to prospect expired listings, (Realty Times, Mar. 12, 2010).
Internet Prospecting That's 16 Times More Effective Than Ordinary Methods?, (RISMedia.com, Jan. 13, 2010).
Prospecting is a key skill for those seeking sales success, (Houston Business Journal, Mar. 6, 2009).
What is prospecting?, (Broker Agent Social, Dec. 3, 2008).
Negotiation Skills and Strategies 
Negotiation Tool Kit, (REALTOR® Magazine Toolkit).
5 Closing Questions You Must Be Asking, (Broker Agent Social, Apr. 8, 2011).
7 Tips to Help You Succeed at Negotiation, (RISMedia.com, Mar. 4, 2010).
Declining the monkey without alienating your client, (Realty Times, Feb. 22, 2010).
Agents: Avoid becoming emotionally involved in a deal, (Realty Times, Feb. 8, 2010).
6 rules to boost your negotiation skills, (REALTOR® Magazine Online, Jan., 2010).
Top Ten Negotiation Rules for REALTORS®, (Broker Agent Social, June 8, 2009).
Negotiating tips: the people side of negotiating, (The Sideroad.com, n.d.).
Cross-Cultural Negotiation
Servicing Your Multicultural Clients Tool Kit, (REALTOR® Magazine Toolkit).
The Success Series: Cross-Cultural Communicaitons, (RISMedia.com, n.d.).
Your guideline for successful first time cross cultural negotiations in any culture, (Articlesbase.com, Jan. 3, 2009).
How to prevent most cross cultural miscommunication by examining your own English, (Articlesbase.com, Jan. 2, 2009).
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).
Breaking the barriers of intercultural communication, (The Sideroad.com, n.d.).
Cross cultural communication: basic tips, (The Sideroad.com, n.d.).
Branding and Marketing
Personal Marketing Tool Kit, (REALTOR® Magazine Toolkit).
Property Marketing Tool Kit, (REALTOR® Magazine Toolkit).
Powerful Print Marketing Tools, (Broker Agent Social, Apr. 22, 2011).
When it Comes to Branding, Get Real, (RISMedia.com, Aug. 2, 2010).
Relationship selling begins with databased marketing, (Realty Times, Mar. 4, 2010).
Converting Internet Leads Properly: Another of the Keys to Online Marketing Success, (RISMedia.com, Feb. 2, 2010).
Making your presentation useful and interesting, (Realty Times, Feb. 13, 2009).
Dominating your competition by creating a target, (Broker Agent Social, Jan. 27, 2009).
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).
The original new agent's guide to starting & succeeding in real estate, (Mason, OH: South-Western Publishing, 2004).
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
21 things I wish my broker had told me, (Chicago, IL: Dearborn, 2002).
Your first year in real estate, (Roseville, CA: Prima Publishing, 2001).
Up and running in 30 days, (Chicago, IL: Dearborn, 2001).
Field Guides & More
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to Business Etiquette When Working with Other Cultures
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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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 to 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.
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