Copyright © 2002 Thompson Education Group This publication may not be reproduced, in whole or in part, in any form or by any electronic, manual, or other method now known or subsequently invented, without the express written permission of Thompson Education Group. REALTOR® is a registered trademark of the National Association of REALTORS®. Written by Alan B. Thompson, Sr. and Ann Thompson.
Chapters
Getting Ready to Sell
Knowing Who You Are and Where You are Going
Bob New Agent Single
Cindy Average Agent, $1.42 million first year Retired from first career
Jim and Janice Agent team, $3–S million per year Technology savvy
Oprah Experienced Agent, $5+ million per year Resourceful, Technology queen
Reviewing Agency Relationships
Knowing Your Audience
Gathering Your Tools
Tools of the trade are classified as essential or needed items, electronic items, and
software. In some areas, joining the local Board/MLS is essential if your broker is a
member.
Seeing Yourself as Others See You
Establishing a Good Business Plan
Setting Goals
Self Assessment, a Preliminary Plan
Prioritizing Your Time
Do’s and Don’ts of Time Priority Management
Get in the Me Zone
Habit Forming
Tracking Activity
Weekly Activity Log
Staying Motivated
Farming
Prospecting
How to Make Contacts in Your Farm Area
The old fashioned way / The new way to call on Lis pendens
Creating Prospect Categories
Prospecting Ideas
Servicing Customer’s Needs
Market ing Yourse lf
Create Brand Awareness
Unleash Your Creative Energy
Target Niche Markets
Creating a Web Presence
Marketing Gets Results
Communication
Personality Types
Overcom ing Objections
Ads for L istings
Writing Effective Ads
Open Houses
When the Open House Isn’t the Right Home
Closing Techniques
The ABC’s of Closing
Obtaining Listings
Creating a Marketing Plan
Sample Eight Week Master Marketing Plan
Working with FSBOs
Sample Eight Weeks to Success with the FSBO
Working with Expired Listings
Working Your Farming Area
Pricing it Right
Pricing it Right
Representing and Working with Buyers
Doing a Buyer Consultation
Forms
Interviewing the Buyer
Reporter on the Edge
Showing Houses to a Buyer
Showing Houses to a Buyer
Negotiating
Knowing How to Negotiate
Knowing How to Negotiate
Te lephone Techn iques
Reviewing the Floor Call
Overcoming Caller Objections
Logging Your Calls
Techno logy Trends
Generating Web Site Ideas
Managing Contacts, Prioritizing Time, and
Transactions with Technology
Looking to the Future
Changing Times requires
Changing Techniques
Which way is the ball going to bounce?
Staying together or falling apart like the
market
Meet Ben & Bonnie
Other Situations you May Encounter
Energy
Money E.M.T. Training
Time
Remember to take time to smell the roses
The Psychographics
Changing Lives Through the Use of Language
Training
What is social media marketing?
T h e M a r k e t p la c e i n y o u r
m i nd
Gaining the Competitive Edge
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