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The Complete Idiot's Guide to Success as a Real Estate Agent, 2E
416
by Marilyn Sullivan
Marilyn Sullivan
The Complete Idiot's Guide to Success as a Real Estate Agent, 2E
416
by Marilyn Sullivan
Marilyn Sullivan
eBook
$9.99
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9.99
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Overview
Getting infrom the ground floor to the attic!
The incredible growth of the real estate market over the past few years has more and more people looking to change jobs and get in on the action. Fully revised and updatedand written by a highly regarded real estate broker, author, and lawyerthis book covers everything from whether or not real estate sales is the right career move to how to master the skills necessary to be successful.
Includes a consideration of the pros and cons of a career in real estate sales, as well as hints for taking the exam and getting licensed
Updated information on websites, technology, and newly-popular discounted fee structure
Provides easy-to-follow, customizable business metrics
The incredible growth of the real estate market over the past few years has more and more people looking to change jobs and get in on the action. Fully revised and updatedand written by a highly regarded real estate broker, author, and lawyerthis book covers everything from whether or not real estate sales is the right career move to how to master the skills necessary to be successful.
Includes a consideration of the pros and cons of a career in real estate sales, as well as hints for taking the exam and getting licensed
Updated information on websites, technology, and newly-popular discounted fee structure
Provides easy-to-follow, customizable business metrics
Product Details
ISBN-13: | 9781440696893 |
---|---|
Publisher: | DK |
Publication date: | 12/05/2006 |
Series: | COMPLETE IDIOT'S GUIDE |
Sold by: | Penguin Group |
Format: | eBook |
Pages: | 416 |
File size: | 2 MB |
About the Author
Marilyn Sullivan is an author, real estate broker, and lawyer. She has written several books on real estate and has been featured on national television. She also instructs through the California Department of Real Estate.
Table of Contents
Part 1 | First Things First | 1 |
1 | The Attraction of Real Estate | 3 |
The Satisfaction of the Job | 4 | |
Qualifications for the Job | 5 | |
The Call to Real Estate | 6 | |
Real Estate Has No Hierarchy | 7 | |
Financial Reward | 8 | |
2 | The Spectrum of Careers | 11 |
An Overview of Career Choices | 12 | |
Personality Profiling | 12 | |
Residential Sales | 16 | |
Commercial Sales | 18 | |
Mortgage Brokers | 19 | |
Property Managers | 20 | |
Appraisers | 21 | |
Take Your Time | 22 | |
Research the Field | 23 | |
What's Your Passion? | 24 | |
Carving a Niche | 25 | |
3 | A Day in the Life | 27 |
Residential Sales | 28 | |
Commercial Sales | 33 | |
Mortgage Broker | 36 | |
Property Management | 38 | |
The Appraiser | 40 | |
Which Is It for You? | 42 | |
Switching Careers Within Real Estate | 42 | |
4 | Your Prelicensing Education | 45 |
The Terminology | 46 | |
Requirement Exceptions | 46 | |
Prelicensing Course Procedures | 47 | |
Determine Your State's Requirements | 48 | |
Prelicensing Courses | 48 | |
Timing and Surviving | 49 | |
Real Estate Principles | 50 | |
Course Challenges | 59 | |
5 | Preparing for and Taking the Exam | 61 |
A Checklist of Exam-Preparation Tasks | 61 | |
Apply to Take the Exam | 62 | |
Determine Exam Procedures | 63 | |
Gather Information on Exam Content | 64 | |
Take an Exam-Preparation Course | 65 | |
Simulate the Exam Conditions | 66 | |
Master Exam-Taking Strategies | 67 | |
Adopt the Right Attitude | 68 | |
Implement Good Exam-Taking Policies | 70 | |
Part 2 | Getting Started | 73 |
6 | Choosing Your Office | 75 |
Socializing with the Real Estate Country Club | 76 | |
Don't Believe All Agents | 76 | |
Understanding the Relationship | 77 | |
Supporting the Fable | 79 | |
Choosing the Right Office | 79 | |
Interviewing Firms | 87 | |
Regrets of New Agents | 88 | |
7 | Building Your Business | 91 |
A Dose of Reality Training | 92 | |
Obtain Office Training and Support | 93 | |
Participate with Your Realtor Associations | 94 | |
Know the Market | 95 | |
Manage Your Own Business | 99 | |
Take Construction and Architecture Courses | 105 | |
Take Continuing Education and Specialty Training | 106 | |
8 | Building Personal and Professional Power | 109 |
The Seven Principles of Power | 110 | |
Principle 1 | See Your Work as Your Passion | 111 |
Principle 2 | Develop a Burning Desire to Succeed | 112 |
Principle 3 | Be an Independent Thinker | 113 |
Principle 4 | Have a Positive Attitude | 114 |
Principle 5 | Be Self-Disciplined | 116 |
Principle 6 | Be Ethical | 118 |
Principle 7 | Have Good People Skills | 119 |
The Sum of the Parts | 120 | |
9 | Building Your Power Team | 123 |
Choosing Your Power Team Members | 124 | |
Partnering with Another Agent | 125 | |
Arranging the Partnership | 126 | |
Using a Professional Stager | 127 | |
Finding Power Team Members | 127 | |
Qualifying Power Team Members | 128 | |
Team Motivation | 131 | |
Transaction and Quality Control | 132 | |
Part 3 | Building an Unbeatable System | 133 |
10 | Making Your Market | 135 |
Tap Your Sphere of Influence | 136 | |
Specialize | 138 | |
Market to Your Neighborhood | 139 | |
Do More of What You Like | 139 | |
Join Organizations | 140 | |
Remind Past Clients | 140 | |
Give Free Seminars | 140 | |
List on Others' Websites | 141 | |
Use Your Own Website | 142 | |
Send Mailers | 144 | |
Advertise Effectively | 145 | |
Broadcast Your Career | 146 | |
Prospect for Gold | 147 | |
11 | Managing the Time Demon | 151 |
Use Your Time Well | 152 | |
Beware of High-Maintenance People | 153 | |
Peer Pressure | 154 | |
Hire a Helper | 155 | |
Partnering with Another Agent | 156 | |
The Loan and Inspection Contingencies | 156 | |
The Title Contingency | 157 | |
Work with the Closing Professional | 157 | |
12 | Computer Technology | 159 |
No More Alibis | 160 | |
Your High-Tech System | 160 | |
The Hardware You Will Need | 161 | |
The Software You Will Need | 165 | |
Connectivity | 171 | |
Obtaining Computer Training | 172 | |
Part 4 | Putting It All Together | 175 |
13 | A Master of Organization | 177 |
Make Your Computer Your Business Partner | 178 | |
Becoming a Calendar Wizard | 181 | |
Organizing Your Computer Files | 183 | |
Synchronizing and Backing Up Data | 184 | |
Establishing Your Home Office | 185 | |
Setting Up a Vehicle Office | 188 | |
Working Anywhere in the Field | 189 | |
14 | Building a Referral Stream System | 191 |
Meeting People and Keeping Their Information | 192 | |
Keeping Organized and Caretaking | 192 | |
Step 1 | Setup | 194 |
Step 2 | Input | 197 |
Step 3 | Processing | 198 |
Reviewing the Referral Stream | 200 | |
Examining the Philosophy | 201 | |
Tips on Making the System Work | 201 | |
15 | The New Ideal | 203 |
The Times, They Are a-Changin' | 204 | |
Performing Our Fiduciary Duty | 204 | |
Recognizing the Sales Scripts | 205 | |
Participating in the Transformation | 206 | |
Relating to the Competition | 213 | |
Predicting the Result | 213 | |
16 | A Winning Listing Presentation | 215 |
Qualifying Sellers | 216 | |
Listing Presentations | 217 | |
Listen to Your Clients | 221 | |
Allow for Rejection | 223 | |
Part 5 | The Parts of the Transaction | 225 |
17 | Representing the Seller | 227 |
Professional Staging | 228 | |
Evaluating Property Problems | 228 | |
Listing on the MLS | 230 | |
Hosting the Broker's Open House | 230 | |
Holding the Open House for the Public | 231 | |
Responding to the Offer | 235 | |
Handling Multiple Offers | 236 | |
Facilitating the Transaction to Closing | 237 | |
Dealing with a Stale Listing | 238 | |
Reporting to Your Clients | 239 | |
18 | Representing the Buyer | 241 |
Qualifying the Buyer | 242 | |
Presenting to the Buyer | 243 | |
Touring Buyers | 245 | |
Reporting to Your Client | 246 | |
Preparing the Offer | 246 | |
Offer Presentation | 247 | |
The Transaction Timeline and Steps | 247 | |
Dealing with All-Important Contingencies | 252 | |
Closing | 254 | |
Acting as a Deal Agent | 256 | |
19 | Using the Transaction Documents | 257 |
The Primary Documents | 258 | |
The Listing Agreement | 258 | |
Agency Disclosures | 260 | |
The Purchase Agreement | 262 | |
Seller Disclosures | 266 | |
Agent Inspection and Disclosures | 267 | |
The Settlement Statement | 268 | |
Part 6 | Becoming a Top Dog | 269 |
20 | Cutting-Edge Top Dogs | 271 |
The Top Dog's Motivation | 272 | |
Destination Websites | 272 | |
E-Mail Productivity and Professionalism | 278 | |
Specialized Training and Professional Designations | 279 | |
21 | Giving and Getting Support | 283 |
The Top Dog Plan | 284 | |
Hiring a Business Coach | 284 | |
Monitoring Personal and Professional Power | 285 | |
Obtaining Technology Support | 287 | |
Administrative Assistance | 289 | |
Obtaining Virtual Assistance | 295 | |
Virtual Assistance Versus Live Assistance | 296 | |
Receiving Spiritual Support | 297 | |
Giving Support Through Mentorship | 298 | |
22 | Staging Your Listings | 299 |
The Stage for Home Staging | 299 | |
Staging Is a Sensitive Subject | 300 | |
Convincing Clients to Stage | 301 | |
What Is Staging? | 302 | |
Staging Is an Investment | 306 | |
23 | Future Income Streams | 309 |
Creating Future Income Streams | 310 | |
The Rich Dad Books | 310 | |
Investing in Real Estate Continually | 311 | |
Take Commissions as Equity Interests | 311 | |
Facilitating Stock Market Transition | 313 | |
Selling Your Business | 317 | |
Glossary | 323 | |
Index | 329 |
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