1,200 Great Sales Tips for Real Estate Pros

Perfect for brokers, agents, and other real estate professionals, this handy guide brings together the best ideas from years of incredibly practical lists and checklists published in REALTOR Magazine. This practical, one-of-a-kind guide is perfect for learning the business of real estate and perfecting the best and most effective tactics and techniques for helping your real estate career and business grow.

Foreword vii

Introduction: Your Seminar-to-Go ix

CHAPTER 1 Prospecting 1

Striking Real Estate Gold

CHAPTER 2 Selling 47

Gain Clients for Life

CHAPTER 3 Know Your Market 91

When You Keep a Pulse on What’s Happening,

You Spot Important Changes

CHAPTER 4 Stay Out of Trouble 109

No Joy in Getting Sued

CHAPTER 5 Personal Growth 137

What Would Miss Manners Do?

CHAPTER 6 Professional Development 165

The Well-Trained Shall Inherit the Business

CHAPTER 7 Time Management 197

Don’t Sweat the Unimportant Stuff

Additional Resources 215

About the NATIONAL ASSOCIATION OF REALTORS® 249

Index 253

REALTOR^® Magazine is the official publication of the NATIONAL ASSOCIATION OF REALTORS^®, the largest professional trade association in the United States. With 1.3 million regular readers, REALTOR^® Magazine is the central business tool for real estate professionals throughout the country.

Register for REALTOR^® Magazine Online's free daily or weekly e-mail news service, covering market and industry trends; and its monthly e-mail Business Tips Newsletter, featuring sales and marketing ideas, technology tips, interactive quizzes, and more, at REALTOR.org/realtormag.

Staying at the top of the real estate game is tough. That's why more than 1.3 million readers rely on the most trusted name in real estate— REALTOR^® Magazine—for valuable tips on achieving business success. Now, you too can benefit from the magazine's insider insights and handy checklists in one information-packed volume! 1,200 Great Sales Tips for Real Estate Pros brings together all the best and most practical business-building ideas from REALTOR^® Magazine's popular annual "list issue" in a simple, easy-to-use format. This unique guide is perfect for learning the business or mastering the most effective tactics and techniques for growing your business.

1,200 Great Sales Tips for Real Estate Pros is loaded with useful advice on everything from increasing sales activity, countering sellers' listing objections, and giving a great listing presentation to balancing your work and your off-hours life. It also provides strategies for getting positive PR, shaking off a sales slump, and much more. Complete with valuable tools, such as the bottom-line provisions of major real estate laws and a six-week guide to developing the perfect buyer seminar, this must-have book offers you practical guidelines to help you keep your career thriving.

1,200 Great Sales Tips for Real Estate Pros is divided into seven sections—prospecting, selling, knowing your market, staying out of trouble, time management, professional development, and personal growth—covering every aspect of real estate sales. This format lets you quickly and easily find just the information you need. If you want to get ahead and consistently grow your income, this quick-reference guide will instantly become your go-to resource for every day and every deal.