Field Guide to Tips For New REALTORS®
(Updated April 2009)
Are you new to the real estate business? This Field Guide can help you get started on the road to success with tips, hints, ideas and helpful advice. Learn about what other rookies have done to jumpstart their careers, find first clients, overcome objections, discover negotiation strategies, and more. (C. Dodge, Information Specialist)
Getting Started in Real Estate 
For rookies, (REALTOR® Magazine Toolkit).
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).
New agents and managing your time, (Realty Times, June 13, 2008).
Before you transact, (California Real Estate Magazine, May 2008).
90 days to real estate success: a week-by-week guide, (REALTOR® Magazine Online Exclusives, Feb. 2005).
Top 10 tips for new agents, (Realty Times, Nov. 2004).
Finding Your First Clients
Prospecting is a key skill for those seeking sales success, (Houston Business Journal, Mar. 6, 2009).
Desire and discipline, (Broker Agent Social, Jan. 23, 2009).
What is prospecting?, (Broker Agent Social, Dec. 3, 2008).
Musts of a successful prospecting system, (Jacksonville Business Journal, July 11, 2008).
The one-word strategy to becoming a top producing real estate agent, (Virginia REALTOR®, n.d.).
Negotiation Skills and Strategies
Negotiation Tool Kit, (REALTOR® Magazine Online).
Negotiation skills, (www.bizhelp24.com, n.d.).
Negotiating tips: the people side of negotiating, (The Sideroad.com, n.d.).
Parleying with these principles will punch up negotiation skills, (Kansas City Business Journal, Nov. 14, 2008).
Become an ace negotiator by listening, using common sense, (Kansas City Business Journal, Nov. 7, 2008).
Cross-Cultural Negotiation
What is the biggest barrier in cross-cultural negotiations, (Articlesbase.com, Jan. 11, 2009).
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).
Breaking the barriers of intercultural communication, (The Sideroad.com, n.d.).
Cross cultural communication: basic tips, (The Sideroad.com, n.d.).
Branding and Marketing
Making your presentation useful and interesting, (Realty Times, Feb. 13, 2009).
Dominating your competition by creating a target, (Broker Agent Social, Jan. 27, 2009).
What makes you different, (Florida REALTOR® Magazine, Dec. 2008).
Branding basics for the brand rookie, (Houston REALTOR® Online, Mar. 2007).
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
Opportunities in real estate careers, (Adobe eReader)
No lie - Truth is the ultimate sales tool, (Adobe eReader)
The new science of selling and persuasion, (Adobe eReader)
Book yourself solid, (OverDrive Audiobook)
The complete negotiator (Mobipocket)
Improvisational negotiation (Adobe eReader)
Chinese business etiquette and culture (Adobe eReader)
Japan: Doing business in a unique culture (Adobe eReader)
Branding for Dummies, (Adobe eReader)
Easy step by step guide to telemarketing, cold calling & appointment making, (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.
Practice persuasion, (Texas REALTOR®, Aug. 2006).
How much should I spend to market myself?, (Texas REALTOR®, May 2006).
5 things you didn't know about branding, (Texas REALTOR®, Jan. 2006).
13 ways to botch your marketing, (Texas REALTOR®, July 2005).
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 Marketing Tips for REALTORS®
Field Guide to Effective Online Marketing
Field Guide to Farming and Prospecting
Field Guide to REALTOR® Safety
>> Have an idea for a new Field Guide? Click here to send us your suggestions!
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.
E-mail 
