Table of Contents
Introduction 1
Part I: Getting Started with Real Estate Sales Success 7
Chapter 1: Discovering the Skills of a Successful Sales Agent 9
Chapter 2: Selecting the Right Company 25
Chapter 3: Becoming a Marketplace Expert 47
Part II: Generating Leads for Buyers and Sellers 59
Chapter 4: Prospecting Your Way to Listings and Sales 61
Chapter 5: Using Social Media to Create an Online Presence 83
Chapter 6: Generating Referrals 97
Chapter 7: Traditional Lead Targets That Work: Expired, Withdrawn and FSBO Listings 119
Chapter 8: Using an Open House as a Prospecting Tool 143
Part III: Developing a Winning Sales Strategy 161
Chapter 9: Conducting a Quality Listing Presentation 163
Chapter 10: Getting the House Ready for Showing 191
Chapter 11: Marketing Yourself and Your Properties 211
Chapter 12: Negotiating the Contract and Closing the Deal 239
Part IV: Running a Successful Real Estate Business 257
Chapter 13: Staking Your Competitive Position 259
Chapter 14: Keeping Clients for Life 277
Chapter 15: Maximising Your Time 303
Part V: The Part of Tens 327
Chapter 16: Ten (Almost!) Must-Haves for a Successful Real Estate Agent 329
Chapter 17: Ten Bulletproof Tips for Listing Presentations 335
Chapter 18: Ten Tips for Navigating Distressed Sales 343
Appendix: Useful Resources and Websites 351
Index 353
