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Success as a Real Estate Agent for Dummies - Australia / NZ, Australian and New Zealand Edition



Success as a Real Estate Agent for Dummies - Australia / NZ, Australian and New Zealand Edition

Terri M. Cooper, Dirk Zeller

ISBN: 978-0-730-30912-3 July 2014 384 Pages


Your no-nonsense guide to becoming a successful real estate agent in the Australian and New Zealand markets

As the Australian and New Zealand housing markets begin to recover, now is the time to make the jump to your new career as a real estate agent. If you're already an agent, it's a great time to sharpen your skills and increase your commissions. Success as a Real Estate Agent For Dummies provides the foundation and advice you need to become a real estate superstar. Written specifically for agents and potential agents in Australia and New Zealand, this handy, plain-English guide gives you all the tools you need to bring in new prospects, close sales, build a referral base, plan open houses, present and close listing contracts, and give yourself a leg up on the competition. Whether you want to get involved in commercial or residential real estate, you'll find all the guidance you need to do it right.

  • Includes handy tips and tricks for working with buyers
  • Offers practical advice on prospecting and generating leads online, including how to use social media
  • Presents tried-and-true tactics and fresh ideas for closing deals

Whether you're looking to get started in real estate, or you're a working agent who wants to up your game, Success as a Real Estate Agent For Dummies gives you the tools and insight you need to compete—and succeed.

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Chapter 7: Traditional Lead Targets That Work: Expired, Withdrawn and FSBO Listings 119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