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.