®
Blue Ridge Association of
REALTORS
Phone: 540-667-2606  Fax: 540-662-5986  Email: shiggins@brarva.com
Blue Ridge Association of REALTORS®
 181 Garber Lane, Winchester, Virginia 22602
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‘The premier authority for real estate in the Northern Shenandoah Valley.’
    For Rookies

 New to the real estate business? This Field Guide can help you get started on the road to success with tips, hints, ideas, and helpful advice. Learn what other rookies have done to jumpstart their careers, find first clients, overcome objections, and discover negotiation strategies. (C. Dodge, Information Specialist)
Getting Started in Real Estate
Listings Tool Kit, (REALTOR® Magazine Toolkit).
Rookie agents: Too new to have satisfied past clients?, (Realty Times, Jan. 19, 2009).
For rookies, (REALTOR® Magazine Toolkit).
Managing contacts, (Realty Times, Mar. 27, 2009).
Persistance, (Realty Times, Feb. 20, 2009).
Five do's and don'ts for new agents, (Broker Agent Social, Dec. 3, 2008).
Your first 60 days, (Broker Agent Social, Nov. 24, 2008).
Finding Your First Clients
Prospecting Tool Kit, (REALTOR® Magazine Toolkit).
How to prospect expired listings, (Realty Times, Mar. 12, 2010).
Prospecting is a key skill for those seeking sales success, (Houston Business Journal, Mar. 6, 2009).
Desire and discipline, (Broker Agent Social, Jan. 23, 2009).
What is prospecting?, (Broker Agent Social, Dec. 3, 2008).
Musts of a successful prospecting system, (Jacksonville Business Journal, July 11, 2008).
Negotiation Skills and Strategies
Declining the monkey without alienating your client, (Realty Times, Feb. 22, 2010).
Agents: Avoid becoming emotionally involved in a deal, (Realty Times, Feb. 8, 2010).
6 rules to boost your negotiation skills, (REALTOR® Magazine Online, Jan., 2010).
Negotiation Tool Kit, (REALTOR® Magazine Online).
Negotiating tips: the people side of negotiating, (The Sideroad.com, n.d.).
Parleying with these principles will punch up negotiation skills, (Kansas City Business Journal, Nov. 14, 2008).
Cross-Cultural Negotiation
Servicing Your Multicultural Clients Tool Kit, (REALTOR® Magazine Toolkit).
What is the biggest barrier in cross-cultural negotiations, (Articlesbase.com, Jan. 11, 2009).
Your guideline for successful first time cross cultural negotiations in any culture, (Articlesbase.com, Jan. 3, 2009).
How to prevent most cross cultural miscommunication by examining your own English, (Articlesbase.com, Jan. 2, 2009).
Breaking the barriers of intercultural communication, (The Sideroad.com, n.d.).
Cross cultural communication: basic tips, (The Sideroad.com, n.d.).
Branding and Marketing
Personal Marketing Tool Kit, (REALTOR® Magazine Toolkit).
Property Marketing Tool Kit, (REALTOR® Magazine Toolkit).
Relationship selling begins with databased marketing, (Realty Times, Mar. 4, 2010).
Making your presentation useful and interesting, (Realty Times, Feb. 13, 2009).
Dominating your competition by creating a target, (Broker Agent Social, Jan. 27, 2009).
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
Opportunities in real estate careers, (Adobe eReader)
No lie - Truth is the ultimate sales tool, (Adobe eReader)
The new science of selling and persuasion, (Adobe eReader)
Book yourself solid, (OverDrive Audiobook)
The complete negotiator (Mobipocket)
Improvisational negotiation (Adobe eReader)
Branding for Dummies, (Adobe eReader)
Easy step by step guide to telemarketing, cold calling & appointment making, (Adobe eReader)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.
The Real Estate Agent's Business Planner, (New York, NY: AMACOM, 2005).
The original new agent's guide to starting & succeeding in real estate, (Mason, OH: South-Western Publishing, 2004).
So, you're a real estate agent? Now what?!, (Maximum Potential, 2004).
The skilled negotiator: mastering the language of engagement, (Chicago, IL : Jossey-Bass, 2004). HF 5438 R23s
The complete guide to your real estate closing: answers to all your questions - from opening escrow to negotiating fees to signing closing papers, (Chicago, IL : McGraw-Hill, 2003). HF 5438 G11
Your first year in real estate, (Roseville, CA: Prima Publishing, 2001).
Up and running in 30 days, (Chicago, IL: Dearborn, 2001).
Field Guides & More
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to Mentoring
Field Guide to Marketing Tips for REALTORS®
Field Guide to Effective Online Marketing
Field Guide to Farming and Prospecting
Field Guide to REALTOR® Safety
InfoCentral Blog
Young Professionals Network
The inclusion of links on this Field Guide does not imply endorsement by the National Association of REALTORS® OR Blue Ridge Association of REALTORS®. NAR and BRAR makes no representations about whether the content of any external sites which may be linked to this Field Guide complies with state or federal laws or regulations or with applicable NAR or BRAR policies. These links are provided for your convenience only and you rely on them at your own risk.