January 3rd - 2011

New year’s sales tips from the experts

The new year often inspires people to make a fresh start, spurring a rush to the self-help section of bookstores everywhere.

The new year often inspires people to make a fresh start, spurring a rush to the self-help section of bookstores everywhere. If your resolutions include brushing up on your sales skills, you can learn from several top real estate professionals by reading up on their strategies. Here are three bestsellers.

1,200 Great Sales Tips for Real Estate Professionals
by REALTOR® magazine, Christina Hoffmann Spira and Mariwyn Evans (John Wiley & Sons, 2007)
One of today’s most popular real estate sales tip books, this text is so highly sought that NAR’s bookstore at www.realtor.org is completely sold out. However, it is still available to buy on www.amazon.ca.

1,200 Great Sales Tips contains useful advice on everything from increasing sales and countering sellers’ listing objections to giving a great listing presentation and seeking work-life balance. It also provides strategies for getting positive PR, shaking off a sales slump and more. Complete with valuable ideas and a six-week guide to developing the perfect buyer seminar, the book offers practical guidelines for a thriving career.

Created by the editors of NAR’s REALTOR® Magazine, this volume brings together the best and most practical business-building ideas from the magazine’s popular annual “list issue.” Divided into seven sections — prospecting, selling, staying out of trouble, knowing your market, time management, professional development and personal growth — the book covers every aspect of real estate sales. Its format enables you to find what you need quickly and easily. If you want to get ahead and consistently grow your income, this quick-reference guide will instantly become your go-to resource.


SHIFT - How Top Real Estate Agents Tackle Tough Times
by Gary Keller (McGraw Hill, 2009)

SHIFT is the latest book by Gary Keller, author of The Millionaire Real Estate Agent. This book’s premise is that real estate is a cyclical business and shifts happen. “Shifts are never unexpected but rarely predictable,” writes Keller. We know a shift is coming, he suggests, but we don’t know when. Even though a shift is inevitable, we act surprised and behave as if it never happened before. Then when the shift is over, we act as if it will never happen again, he argues.

The author examines how markets change and how REALTORS® can too. “Sometimes you'll shift in response to a falling market, and other times you'll shift to take your business to the next level. Both can transform your business and your life. You can change your thinking, your focus, your actions and, ultimately, your results to get back into the game and ahead of the competition. The tactics that jump-start your business in tough times will power it forward in good times -- no matter the market-shift!”

SHIFT explores 12 proven strategies for achieving success in any real estate market. They include: Create urgency: Overcoming buyer reluctance; Re-margin your business: Expense management; Find the motivated: Lead generation; and Expand the options: Creative financing.


How to Become a Power Agent in Real Estate:
A Top Industry Trainer Explains How to Double Your Income in 12 Months
by Darryl Davis (McGraw Hill, 2003)

From this book, real estate professionals can glean powerful sales techniques and practical management tips the author says will double their income via more transactions. Based on the success of Darryl Davis's seminar "The POWER Program," this motivational guide utilizes POWER principles to help both new agents and experienced top producers increase listings and sales dramatically.

These pages contain Davis's “sure-fire” methods for managing the sales process, including time management for REALTORS®, prospecting for listings, handling seller and buyer concerns, maintaining a winning attitude and generating more sales in less time. The author describes how clever use of the Web can provide a competitive edge and how top producers work smarter­­, not harder.

Twenty potent time-management techniques are listed for working with clients and getting the most out of each day. The book also features key concepts for prospecting, advice on conducting a successful listing presentation and the 10 commandments of objection handling. Davis provides insider tips on how to market your listings, show properties, present offers to your seller and facilitate negotiations skilfully. He also offers battle-tested, agent-proven secrets including: key reasons why listings are so important; winning dialogues for handling objections; effective ways to work with buyers; essential concepts of self-promotion; and tips and techniques to expand your referral base.

Look for these books on www.amazon.ca.

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For more information contact

Ontario Real Estate Association

Jean-Adrien Delicano

Manager, Media Relations


416-445-9910 ext. 246