| Introduction.
Part I: Acquiring the Keys to Real Estate Success.
Chapter 1: Discovering the Skills of a Successful Agent.
Chapter 2: Residential versus Commercial: Deciding Which Type of Real Estate Is Right for You.
Chapter 3: Pairing with the Right Agency.
Chapter 4: Researching and Understanding Your Marketplace.
Part II: Prospecting for Buyers and Sellers.
Chapter 5: Prospecting Your Way to Listings and Sales.
Chapter 6: Mining Gold from Referrals.
Chapter 7: Winning Business from Expired and FSBO Listings.
Chapter 8: A Time-Tested Prospecting Tool: Planning and Hosting a Successful Open House.
Chapter 9: Presenting and Closing Listing Contracts.
Part III: Developing a Winning Sales Strategy.
Chapter 10: Determining a Home’s Ideal List Price.
Chapter 11: Getting the House Ready for Showing.
Chapter 12: Marketing Yourself and Your Properties Online and in Print.
Chapter 13: Negotiating the Contract and Closing the Deal.
Part IV: Running a Successful Real Estate Business.
Chapter 14: Staking Your Competitive Position.
Chapter 15: Keeping Clients for Life.
Chapter 16: Maximizing Your Time.
Part V: The Part of Tens.
Chapter 17: Ten Must-Haves for a Successful Real Estate Agent.
Chapter 18: Ten Tips for Working with Buyers.
Chapter 19: Ten Biggest Mistakes and How to Avoid Them.
Chapter 20: Ten Web Sites for Real Estate Agents.
Index.
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