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• 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