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Straight-talking advice for new and veteran agents navigating today's real estate market
Success as a Real Estate Agent For Dummies helps you create leads, close deals and everything in between. This updated edition covers changes to interest rates, inventory, and the impact of recent class action lawsuits on agent compensations. With tried-and-true tactics and fresh ideas from one of North America's top agents, this book contains all you need to know about the real estate business. Inside, you'll find tips and tricks on selecting a company that works best for you and your goals, marketing yourself and your listings with influence, and communicating effectively with clients. The actionable content in this Dummies guide is your ticket to thriving in a wide market.
For new licensed real estate agents, those switching careers into real estate agenting, or seasoned agents looking to refine their prospecting and selling skills, this book is a valuable source of information and techniques.
Dirk Zeller is the President of Real Estate Champions (REC), where he coaches agents and managers to improve their performance. Through REC, he has also developed an international network of professional real estate coaching offices. Dirk runs a weekly newsletter, Coaches Corner, which has more than 215,000 subscribers.
Introduction 1
Part 1: Showing Up for Your Own Success Story 5
Chapter 1: Cultivating Skills and Strategies for Success 7
Chapter 2: Selecting the Right Company 23
Chapter 3: Mastering Any Marketplace 51
Chapter 4: Positioning Yourself as a Marketplace Expert 65
Part 2: Creating Leads in Our Online World 79
Chapter 5: Using Facebook and Instagram: Online Lead Juggernauts 81
Chapter 6: Uncovering Leads with Online Search 93
Chapter 7: Building a Larger Online Presence 111
Chapter 8: Creating Leads with Third-Party Websites 121
Part 3: Creating Leads through Timeless Channels 133
Chapter 9: Prospecting for Gold: Generating Listings and Sales 135
Chapter 10: Generating Referrals, Recommendations, and Introductions 153
Chapter 11: Working Expired and FSBO Success in Any Marketplace 177
Chapter 12: Hosting Open Houses: New Agents' Bread and Butter 199
Part 4: Winning the Business and Getting Paid 217
Chapter 13: Making Your Listing Presentation a Masterpiece 219
Chapter 14: Converting Buyers and Selling Your Value 247
Chapter 15: Getting the House Ready for Showing 263
Chapter 16: Marketing Yourself and Your Properties 281
Chapter 17: Negotiating the Contract and Closing the Deal 303
Part 5: Creating Ongoing Success in Real Estate Sales 321
Chapter 18: Keeping Clients for Life 323
Chapter 19: Maximizing Your Time 349
Chapter 20: Owning It Is Better Than Selling It 369
Chapter 21: Selling New Construction 391
Part 6: The Part of Tens 403
Chapter 22: Ten Must-Haves for a Successful Agent 405
Chapter 23: Ten Tips for Listing Presentations 411
Index 417
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