Product Description

This imporant book provides the model for ethics-based, client-first service in the real estate industry. It shows you how to stay in step with technology and incorporate the Internet with the personal touch clients expect. You'll also learn a variety of strategies in deal-making, home staging, reverse farming, referral streams, and future income streams that will make you a more productive and more successful agent.

Product Details

• Amazon Sales Rank: #503333 in Books
• Published on: 2003-12-02
• Released on: 2003-12-02
• Original language: English
• Number of items: 1
• Binding: Paperback
• 368 pages

Review
...offers "real estate advice for aspiring agents" and does an excellent job. -- Dr. Kenneth W. Edwards, The Real Estate Professional Magazine, Nov/Dec 2004

This book is a must read.Ý On my scale of one to 10, it rates a sold 10. -- Bob Bruss, nationally syndicated real estate book review

About the Author
Marilyn Sullivan is an author, real estate broker with 24 years of experience, and lawyer. She has written several books on real estate and has been featured on national television. She also instructs through the California Department of Real Estate.

Customer Reviews

I found my mentor
I have been contemplating a change of career and on the top of my list has been becoming a real estate agent. I felt it was a field that I would really enjoy and that I had the people skills to do well. There was one thing holding me back from taking the plunge. The real estate agents that I had dealt with and any of my friends or business associates had worked with seemed to have such a pushy, hard sell attitude, with not very much respect for the client. I was afraid that this was a requirement to making it in this profession. Ms. Sullivan's book not only dispelled this erroneous assumption, but emphasizes why and how being ethical, acting out of integrity and putting your clients' wants and needs first will pay off on all levels and build a long standing, trustful reputation. I was so encouraged by her chapter on "The New Deal" which dealt with this issue. In fact there is a level of spiritual integrity that I haven't encountered in other books that I've read on this subject that really resonates with me. Because of this wonderfully organized and informative book, I have made my decision to enter this profession. I had a dream of finding a mentor in this field and now I have. I felt Ms. Sullivan wrote this book just for me and that I can't miss if I follow her advice. The FYI, Inside Scoop and Real Estate Lingo insertions scattered at strategic places throughout the book are so rich with interesting and helpful information. I really felt the depth of her wisdom from years of experience in practicing what she is sharing in this book. I am full of enthusiasm and appreciation.

Some good some bad some ugly
There is some great advice for the novice agent in this book. But I think the author/agent speaks from two sides of her mouth. She promotes good ethics and attention to detail in terms of contracts and client-care. BUT, her own business is based on facilitating For Sale By Owners and an a la carte approach to representation. Both of these approaches to Agency undercut our business and our income. We spend a lot of money in this business, and are at great risk of frivilous lawsuits, burn out, and even our personal safety. Undercutting the traditional 6% (or even 5%) commission by offering limited services for a reduced rate undermines our whole industry. Any author/agent who supports cut rate real estate services should be read with skepticism.

This is my new bible
This book is what I have been searching for. It covers the basics about how you get into real estate sales and whether the field is right for you. It details the very detailed information about the real estate exam and the best way to prepare for the exam. Then, it takes off into sophisticated and entrepreneurial ways of making real estate sales a professional, high dollar business. This author doesn't miss a thing while she takes you from the very beginning to the very end of the career of what she calls a Top Dog. Ms. Sullivan has entrepreneurship in her blood and she mentors you to become one too.

I was surprised to see that she also incorporates spiritual principles into her professional business model, making soul an important ingredient in a successful business. Maybe that's what we are all missing in our work. I have been a realtor for 12 years but now I know how to do it in a whole new way. This book is my new bible. Thank you, Ms. Sullivan.