Success as a Real Estate Agent for Dummies - Australia / Nz (Paperback, Australian and)

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Chapter 7: Traditional Lead Targets That Work: Expired, Withdrawn and FSBO Listings 119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