Field Guide to Tips For New REALTORS®
(Updated February 2007)
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, finding your first clients, overcoming objections, negotiation strategies, and more. (C. Dodge, Information Specialist)
Contents:
Getting Started in Real Estate | Finding Your First Clients | Negotiation Skills | Cross-Cultural Negotiation | Negotiation Strategies | Branding and Marketing | Books, eBooks & Other Resources
Getting Started in Real Estate
For rookies, (REALTOR® Magazine Toolkit).
The keys to building lasting business relationships, (Texas REALTOR® , July 2006).
Education alone does not equal success, (Realty Times, Dec. 2005).
The new agent phenomenon, (Realty Times, Sept. 2005).
Build your real estate business fast by making contacts, (Realty Times, May 2005).
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).
Are you sold on real estate?, (REALTOR® Magazine, Feb. 2004).
Finding Your First Clients
How new agents can get more listings w/o a lot of experience, (Realty Times, Jan. 30, 2006).
Six easy questions to ask an expired listing to make it yours, (Texas REALTOR® , May 2005).
How does a new agent get listings?, (Realty Times, May 16, 2005).
8 ways to strike customer gold, (REALTOR® Magazine, Jan. 2004).
Who falls within your sphere of influence?, (REALTOR® Magazine, Aug. 2002).
Farming a neighborhood, (REALTOR® Magazine, Sept. 2000).
Negotiation Skills
Negotiation Tool Kit, (REALTOR® Magazine Online).
Negotiation skills, (www.bizhelp24.com).
How to negotiate successfully using ten basic tactics, (Enterprise, May 13, 2005).
Improving negotiation skills, (The CPA Journal, May 2004). Q
Is that your final offer?, (American Printer, Feb. 2004). Q
Negotiation skills - the gift of gab, (Accountancy, Oct. 2002). Q
No-fail negotiating, (Commercial Investment Real Estate, June 2002).
Management briefs: negotiation skills, (CIO, Oct. 15, 2001). Q
Cross-Cultural Negotiation
Avoid business faux pas with Chinese, (Machine Design, Jan. 6, 2005). Q
Cross cultural negotiation - how do negotiation styles and techniques differ across cultures?, (www.buzzle.com).
Cross-cultural negotiations present special challenges, (Enterprise, Dec. 2004).
Culture and negotiation strategy, (Negotiation Journal, Jan. 2004). Q
Negotiation Strategies
Negotiation Tool Kit, (REALTOR® Magazine).
Practice persuasion, (Texas REALTOR®, Aug. 2006).
Negotiating Points Sells Houses, Benefits All, (Realty Times, Jan. 30, 2006).
Modern influence, (Texas REALTOR®, Dec. 2005).
Deal like a pro, (REALTOR® Magazine, Oct. 2005).
Negotiating as a team requires strategic planning, (Phoenix Business Journal, May 6, 2005).
Strategies to negotiate any sale, (Agency Sales, Jan. 2005). Q
Negotiation strategy: planning is critical, (The CPA Journal, Dec. 2004). Q
Let's make a deal: how to counter tough negotiation strategies, (Texas REALTOR®, Aug. 2004).
The key to negotiation: anticipation, (Real Estate Weekly, July 28, 2004).
Do you negotiate or manipulate?, (REALTOR® Magazine, July 2004).
Sales coach: Tough Love, (REALTOR® Magazine, June 2004).
Improve your negotiating style, (Realty Times, Oct. 9, 2003).
15 top negotiating strategies, (Texas REALTOR®, Dec. 2003).
The art of give and take, (REALTOR® Magazine, Aug. 2001).
If you're not a good negotiator, you're not a salesperson, (REALTOR® Magazine, June 1996).
Branding and Marketing
E-Market yourself, (Florida REALTOR® , Oct. 2006).
Branding made easy, (Realty Times , May 2006).
How much should I spend to market myself?, (Texas REALTOR® , May 2006).
The biggest presentation mistakes you can make, (Texas REALTOR® , Apr. 2006).
5 things you didn't know about branding, (Texas REALTOR® , Jan. 2006).
13 ways to botch your marketing, (Texas REALTOR® , July 2005).
Coming attractions, (Texas REALTOR® , Mar. 2005).
Scratch that niche: targeting marketing goes beyond farming, (Texas REALTOR® , July 2004).
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
No lie - Truth is the ultimate sales tool, (Adobe eReader)
The new science of selling and persuasion, (Adobe eReader)
Guerrilla marketing, (Adobe eReader)
Opportunities in real estate careers, (Adobe eReader)
Easy step by step guide to telemarketing, cold calling & appointment making, (Adobe eReader)
The Complete Negotiator (Mobipocket)
Improvisational Negotiation (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 idiot's guide to success as a real estate agent, (Indianapolis, IN: Alpha, 2003).
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
The only negotiating guide you'll ever need: 101 ways to win every time in any situation, (Chicago, IL : Random House, Inc., 2003). BF 637 St2
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 Mentoring
Field Guide to Marketing Tips for REALTORS®
Field Guide to Effective Online Marketing
Field Guide to Stress Management
Field Guide to REALTOR® Safety
Field Guide to Career Advice for REALTORS®
Field Guide to Ideas for Success
Field Guide to Farming and Prospecting
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