Table of Contents

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Create an Online Presence 83 Chapter 6: Generating Referrals 97 Chapter 7: Traditional Lead Targets That Work: Expired, Withdrawn and FSBO Listings 119 Chapter 8: Using an Open House as a Prospecting Tool 143 Part III: Developing a Winning Sales Strategy 161 Chapter 9: Conducting a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

About the Author

Terri M. Cooper has been a highly successful sales agent for over 17 years, and is the principal and founder of Real Estate Mastery (Australia and NZ), which offers customised nationally accredited real estate courses. Dirk Zeller is a bestselling author and one of the leading real estate agents in North America. He is the founder of Real Estate Champions a well-respected real estate coaching company with clients worldwide.