Efnisyfirlit

• Cover
• Introduction
  • About This Book
  • Foolish Assumptions
  • Icons Used in This Book
  • Beyond the Book
  • Where to Go from Here
• Part 1: Showing Up for Your Own Success Story
  • Chapter 1: Skills and Strategies of a Successful Agent
    • Having Goal Objectives and Sales and Income Targets
    • Acting Like a Top Producer from Day One
    • Securing Customers and Clients
    • The Reasoning and Rationale for Being a Strong Listing Agent
    • Choosing Your Avenue to Success
  • Chapter 2: Selecting the Right Company
    • Real Estate Office of the Future
    • Weighing All Your Options
    • Creating Your Agency Short List
    • Getting Off to a Fast Start
  • Chapter 3: Mastering Any Marketplace
    • A Seller’s Marketplace Seems Easy
    • Buyer’s Market? No Problem
    • Shift Happens
• Part 2: Creating Leads in Our Online World
  • Chapter 4: Facebook: An Online Lead Juggernaut
    • Personal or Business? Using Facebook Effectively
    • Using Facebook Marketing Strategies
  • Chapter 5: Creating Leads with Online Search
    • The ABCs of Online Leads
    • DIY Mentality and Misconceptions
    • There Is No Substitute for Speed to Lead
    • Knowing the Psychology of an IDX Lead
    • Making the Most of Your IDX System
  • Chapter 6: Creating a Larger Online Presence
    • Building a Quality Website for Long-Term Success
    • Understanding Real Estate Blogging
    • Integrating a Customer Relationship Management (CRM) Solution
  • Chapter 7: Creating Leads with Third-Party Websites
    • The Elephant in the Room: Third-Party Real Estate Sites
    • Zillow, the White Whale of Real Estate
    • Realtor.com: It’s Not Ours Anymore
    • Trulia: The Third Spoke in the Wheel
• Part 3: Creating Leads through Timeless Channels
  • Chapter 8: Sales Prospecting to Generate Listings and Sales
    • Knowing Why Prospecting Still Works
    • Understanding the Four Pillars of Prospecting
    • Building Momentum in Your Prospecting
    • Knowing the Numbers and Ratios
    • Staying in Touch
  • Chapter 9: Generating Referrals, Recommendations, and Introductions
    • Knowing the Referral Truths and Consequences
    • Building Your Referral Base
    • What’s Up? Referral Strategy
    • Developing and Expanding Referral Relationships
  • Chapter 10: Expired and FSBO Success in Any Marketplace
    • Three Reasons to Work Expired and FSBO Listings
    • The ABCs of Expired Listings
    • For-Sale-by-Owners Think Selling Is Easy
  • Chapter 11: Open Houses: New Agents’ Bread and Butter
    • Online Buyers Have Helped Open Houses
    • Setting Your Prospecting Objectives
    • Planning Your Open Houses to Gain Maximum Exposure for You
    • The New Strategy of Mega Open Houses
    • Being the Host with the Most: Effectively Managing the Open House
• Part 4: Winning the Business and Getting Paid
  • Chapter 12: Making Your Listing Presentation a Masterpiece
    • Qualifying Your Listing Prospects
    • Presenting to Qualified Prospects
    • Dealing with Sales Objections
    • Asking for the Business
    • Bringing the Presentation to a Natural Conclusion
  • Chapter 13: Getting the House Ready for Showing
    • Getting the Home Ready for Pictures and Virtual Tours First
    • Counseling Clients on Home Improvements
    • Passing the Curb Appeal Test
    • Prepping the Interior of the Home
    • Making a Great First Impression: Final Ways
  • Chapter 14: Marketing Yourself and Your Properties
    • Shifting from Print to Online
    • The Importance of Photographic Images
    • Choosing Internet Strategies That Work
    • The Art of Persuasion: Getting Prospects to Buy into You
    • Using Technology to Market Yourself and Your Properties
    • Targeting Your Marketing Message
    • Creating and Placing High-Impact Ads
    • Enhancing Exposure via Virtual Tours
  • Chapter 15: Negotiating the Contract and Closing the Deal
    • Preparing for the Task Ahead
    • Advancing or Accepting an Offer
    • Closing the Deal
• Part 5: Creating Ongoing Success in Real Estate Sales
  • Chapter 16: Keeping Clients for Life
    • Achieving Relationship Excellence
    • Creating After-the-Sale Service
    • Establishing Awesome Service
  • Chapter 17: Maximizing Your Time
    • Spending Less Time to Accomplish More
    • Applying Pareto’s Principle: The 80:20 Rule
    • Managing Your Day
    • Time Blocking Your Way to Success
    • Killing the Time Killer Called Procrastination
    • Carpe Diem: Seizing Your Day
• Part 6: The Part of Tens
  • Chapter 18: Ten Must-Haves for a Successful Agent
    • Good Contact Management System
    • Online Lead-Generation Software
    • Enhanced CMA Software
    • BombBomb
    • Tablet Computer
    • DocuSign or Dotloop Software
    • Facebook Business Page
    • Personal Website
    • A Phone Headset
    • Sales Scripts
  • Chapter 19: Ten Tips for Listing Presentations
    • Winning the Seller with Preparation
    • Knowing Your Competition
    • Sticking with Your Strategy
    • Forgetting about a “Be Back” Listing
    • Using Technology to Impress a Prospect
    • Conveying Your Benefits Clearly
    • Inserting Trial Closes Strategically
    • Talking about Value Rather than Price
    • Being Willing to Walk Away
    • Clarifying Service and Next Steps
  • Chapter 20: Ten Advantages of Teams
    • Increased Skill Improvement
    • Lone Wolf Syndrome
    • Lead Coverage
    • Quality of Life
    • Stability of Income
    • Leverage
    • Specialization
    • Coaching and Training Others
    • Increased Income and Increased Leads
    • Saleable Business
  • Chapter 21: Ten Tips for Agent Safety
    • Trust Your Gut
    • “Talk Time” Leads to Higher Security
    • Create Your First Appointment Strategy
    • When You Meet at a Home
    • Trail Behind When Showing a Home
    • Inform Others and Check In
    • Distress Code for Safety
    • Taking a Self-Defense Class
    • Arrive Early and Plan for Your Exit
    • Practice Your Excuse
• About the Author
• Advertisement Page
• Connect with Dummies
• End User License Agreement

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