The Complete Idiot's Guide to Success as a Real Estate Agent
This imporant book provides the model for ethics-based, client-first service in the real estate industry. It shows you how to stay in step with technology and incorporate the Internet with the personal touch clients expect. You'll also learn a variety of strategies in deal-making, home staging, reverse farming, referral streams, and future income streams that will make you a more productive and more successful agent.
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This imporant book provides the model for ethics-based, client-first service in the real estate industry. It shows you how to stay in step with technology and incorporate the Internet with the personal touch clients expect. You'll also learn a variety of strategies in deal-making, home staging, reverse farming, referral streams, and future income streams that will make you a more productive and more successful agent.
Part 1First Things First11The Attraction of Real Estate3The Satisfaction of the Job4Qualifications for the Job5The Call to Real Estate6Real Estate Has No Hierarchy7Financial Reward82The Spectrum of Careers11An Overview of Career Choices12Personality Profiling12Residential Sales16Commercial Sales18Mortgage Brokers19Property Managers20Appraisers21Take Your Time22Research the Field23What's Your Passion?24Carving a Niche253A Day in the Life27Residential Sales28Commercial Sales33Mortgage Broker36Property Management38The Appraiser40Which Is It for You?42Switching Careers Within Real Estate424Your Prelicensing Education45The Terminology46Requirement Exceptions46Prelicensing Course Procedures47Determine Your State's Requirements48Prelicensing Courses48Timing and Surviving49Real Estate Principles50Course Challenges595Preparing for and Taking the Exam61A Checklist of Exam-Preparation Tasks61Apply to Take the Exam62Determine Exam Procedures63Gather Information on Exam Content64Take an Exam-Preparation Course65Simulate the Exam Conditions66Master Exam-Taking Strategies67Adopt the Right Attitude68Implement Good Exam-Taking Policies70Part 2Getting Started736Choosing Your Office75Socializing with the Real Estate Country Club76Don't Believe All Agents76Understanding the Relationship77Supporting the Fable79Choosing the Right Office79Interviewing Firms87Regrets of New Agents887Building Your Business91A Dose of Reality Training92Obtain Office Training and Support93Participate with Your Realtor Associations94Know the Market95Manage Your Own Business99Take Construction and Architecture Courses105Take Continuing Education and Specialty Training1068Building Personal and Professional Power109The Seven Principles of Power110Principle 1See Your Work as Your Passion111Principle 2Develop a Burning Desire to Succeed112Principle 3Be an Independent Thinker113Principle 4Have a Positive Attitude114Principle 5Be Self-Disciplined116Principle 6Be Ethical118Principle 7Have Good People Skills119The Sum of the Parts1209Building Your Power Team123Choosing Your Power Team Members124Partnering with Another Agent125Arranging the Partnership126Using a Professional Stager127Finding Power Team Members127Qualifying Power Team Members128Team Motivation131Transaction and Quality Control132Part 3Building an Unbeatable System13310Making Your Market135Tap Your Sphere of Influence136Specialize138Market to Your Neighborhood139Do More of What You Like139Join Organizations140Remind Past Clients140Give Free Seminars140List on Others' Websites141Use Your Own Website142Send Mailers144Advertise Effectively145Broadcast Your Career146Prospect for Gold14711Managing the Time Demon151Use Your Time Well152Beware of High-Maintenance People153Peer Pressure154Hire a Helper155Partnering with Another Agent156The Loan and Inspection Contingencies156The Title Contingency157Work with the Closing Professional15712Computer Technology159No More Alibis160Your High-Tech System160The Hardware You Will Need161The Software You Will Need165Connectivity171Obtaining Computer Training172Part 4Putting It All Together17513A Master of Organization177Make Your Computer Your Business Partner178Becoming a Calendar Wizard181Organizing Your Computer Files183Synchronizing and Backing Up Data184Establishing Your Home Office185Setting Up a Vehicle Office188Working Anywhere in the Field18914Building a Referral Stream System191Meeting People and Keeping Their Information192Keeping Organized and Caretaking192Step 1Setup194Step 2Input197Step 3Processing198Reviewing the Referral Stream200Examining the Philosophy201Tips on Making the System Work20115The New Ideal203The Times, They Are a-Changin'204Performing Our Fiduciary Duty204Recognizing the Sales Scripts205Participating in the Transformation206Relating to the Competition213Predicting the Result21316A Winning Listing Presentation215Qualifying Sellers216Listing Presentations217Listen to Your Clients221Allow for Rejection223Part 5The Parts of the Transaction22517Representing the Seller227Professional Staging228Evaluating Property Problems228Listing on the MLS230Hosting the Broker's Open House230Holding the Open House for the Public231Responding to the Offer235Handling Multiple Offers236Facilitating the Transaction to Closing237Dealing with a Stale Listing238Reporting to Your Clients23918Representing the Buyer241Qualifying the Buyer242Presenting to the Buyer243Touring Buyers245Reporting to Your Client246Preparing the Offer246Offer Presentation247The Transaction Timeline and Steps247Dealing with All-Important Contingencies252Closing254Acting as a Deal Agent25619Using the Transaction Documents257The Primary Documents258The Listing Agreement258Agency Disclosures260The Purchase Agreement262Seller Disclosures266Agent Inspection and Disclosures267The Settlement Statement268Part 6Becoming a Top Dog26920Cutting-Edge Top Dogs271The Top Dog's Motivation272Destination Websites272E-Mail Productivity and Professionalism278Specialized Training and Professional Designations27921Giving and Getting Support283The Top Dog Plan284Hiring a Business Coach284Monitoring Personal and Professional Power285Obtaining Technology Support287Administrative Assistance289Obtaining Virtual Assistance295Virtual Assistance Versus Live Assistance296Receiving Spiritual Support297Giving Support Through Mentorship29822Staging Your Listings299The Stage for Home Staging299Staging Is a Sensitive Subject300Convincing Clients to Stage301What Is Staging?302Staging Is an Investment30623Future Income Streams309Creating Future Income Streams310The Rich Dad Books310Investing in Real Estate Continually311Take Commissions as Equity Interests311Facilitating Stock Market Transition313Selling Your Business317Glossary323Index329
