Success as a Real Estate Agent For Dummies (eBook)

Dirk Zeller is recognized as the premier coach for the real estate industry. He has developed a system that takes "regular" agents and "regular" managers and transforms them into Champion Agents and Managers.

Introduction 1

Part I: Acquiring the Keys to Real Estate Success 5

Chapter 1: Discovering the Skills of a Successful Agent 7

Chapter 2: Selecting the Right Company 21

Chapter 3: Becoming a Marketplace Expert 45

Part II: Generating Leads for Buyers and Sellers 59

Chapter 4: Prospecting Your Way to Listings and Sales 61

Chapter 5: Using Facebook and Blogs to Create an Online Presence 79

Chapter 6: The ABCs of IDX 89

Chapter 7: Generating Referrals 99

Chapter 8: Traditional Lead Targets That Work: Expired and FSBO Listings 119

Chapter 9: Using an Open House As a Prospecting Tool 141

Part III: Developing a Winning Sales Strategy 159

Chapter 10: Conducting a Quality Listing Presentation 161

Chapter 11: Getting the House Ready for Showing 187

Chapter 12: Marketing Yourself and Your Properties 205

Chapter 13: Negotiating the Contract and Closing the Deal 233

Part IV: Running a Successful Real Estate Business 251

Chapter 14: Staking Your Competitive Position 253

Chapter 15: Keeping Clients for Life 271

Chapter 16: Maximizing Your Time 297

Part V: The Part of Tens 323

Chapter 17: Ten Must-Haves for a Successful Real Estate Agent 325

Chapter 18: Ten Bulletproof Tips for Listing Presentations 331

Chapter 19: Ten Tips for Navigating Short Sales 337

Index 343