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SOLD: Every Real Estate Agent's Guide to Building a Profitable Business - Paperback | Diverse Reads

SOLD: Every Real Estate Agent's Guide to Building a Profitable Business

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Only 13 percent of real estate agents make it past five years in the industry. Set yourself apart with the skills experts use to succeed!

Real estate sales can be a lucrative and flexible way to earn a great living—but it’s not as straightforward as a W-2 job. Most agents lack the necessary mentorship, guidance, and training to succeed in the competitive and independent world of real estate.

SOLD provides a much-needed look at how successful real estate agents build their business, close deals, and generate commissions. Bestselling author and expert real estate agent David Greene shares everything he wishes someone had shared with him—including the exact processes he used to become rookie of the year and top agent in his office.

Whether you’re a newcomer to the real estate world or a seasoned agent that never got mentorship, this is the book you've been waiting for. Learn from the best, refine your business, and become a top-producing real estate agent in record time!

Inside, you'll learn:

  • Why most agents don't succeed and how to overcome those common hurdles
  • How to approach lead generation with confidence and authority
  • The steps to building a sales funnel to keep a steady stream of clients
  • Methods to maintain your business by building and managing a database
  • Negotiation tips to hold your own against other agents
  • How mindset and mentorship can supercharge your growth
  • The best ways to work with clients and stand apart from other agents in your market
  • All the fundamentals you need—like showing homes, writing offers, the financing and escrow process, using your MLS, and more!
    •

    ISBN-13: 9781947200371

    Media Type: Paperback

    Publisher: BiggerPockets Publishing

    Publication Date: 02-02-2021

    Pages: 200

    Product Dimensions: 6.00(w) x 9.00(h) x 0.40(d)

    David Greene is the host of the BiggerPockets Podcast and a real estate investor with more than ten years of experience. He has bought, rehabbed, and managed more than fifty single-family rental properties, and he owns shares in three large multifamily apartment complexes, notes, triple-net, and short-term rental properties. He runs the top-producing David Greene Team with Keller Williams and also owns The One Brokerage, an award-winning mortgage company with a nationwide presence. David is the author of five books—including the best-seller titled Buy, Rehab, Rent, Refinance, Repeat (BRRRR)—which have sold more than 450,000 copies combined. David loves basketball, Batman, being an uncle, and helping people achieve total financial freedom through real estate investing.

    What People are Saying About This

    From the Publisher

    “As the person who brought David into real estate sales, I've watched his growth in this area from zero to hero. David's explanations and systems for how to become a top-producing agent are unquestionably effective... I can't think of a better person to write a book this needed in the industry.”

    —David Osborn, New York Times bestselling author of Wealth Can’t Wait


    “David opens up his entire playbook here and doesn't leave anything out. A must-have for any agent who takes their business seriously.”

    —Aaron Amuchastegui, host of Real Estate Rockstars podcast and author of Bidding to Buy


    “I wish this book had existed when I was selling real estate! David has done a fantastic job of breaking down what it takes to be successful into simple, easy to follow steps that help agents master their craft and become top producers. I love this book!”

    —Pat Hiban, former #1 agent for both Keller Williams and Re/Max, New York Times bestselling author of 6 Steps to 7 Figures

    Table of Contents

    Chapter 1 Introduction 12

    What No One Tells New Agents 13

    The Math to $100,000 14

    Why Most Agents Don't Succeed 16

    Common Mindset Mistakes 18

    Chapter 2 New Agent Questions 24

    New Agent Intimidation 24

    Choosing a Broker 25

    Things Brokers Will Tell You That Don't Matter 28

    Things That Matter in a Brokerage 29

    Talking to Clients as a New Agent 30

    Talking to Other Agents 31

    How to Dress 33

    Common Real Estate Terminology 34

    Where to Find Answers to Commonly Asked Questions 37

    The Benefits and Drawbacks of Being a Part-Time Agent 38

    The Benefits 38

    The Drawbacks 39

    Chapter 3 Your First Thirty Days 42

    Time Blocking 43

    Software 43

    Database Creation 44

    Social Media 45

    Initial Lead Generation 47

    Scripts 47

    The Benefits of Showing Homes 48

    Training 50

    Creating Strong Habits 52

    Chapter 4 Introduction to the Sales Funnel 54

    Everything Is a Funnel 55

    Sales Funnel Stages 56

    Funnel Tools 69

    Tool 1 Lead Generation 72

    Tool 2 Appointments 76

    Tool 3 Psychology 78

    Tool 4 Knowledge 82

    Closing Mastery 87

    Motivation 89

    Chapter 5 Lead-Generation Strategies 92

    Sphere of influence 93

    Open Houses 101

    Using Referrals from Other Agents 111

    Meetups 113

    Social Media 114

    Farming 116

    Clients 117

    Chapter 6 Lead Follow-Up 121

    Tracking Contacts 123

    Low-Touch Nurture Campaign 123

    Listing Alerts 124

    Market Reports 124

    Lead Follow-up Criteria 124

    CRM Lead Follow-up Support 125

    Whiteboard Follow-up Support 127

    Spreadsheets 129

    Support Products 132

    Chapter 7 The Fundamentals of Real Estate Sales 138

    Writing Offers 138

    Using the MLS 146

    Drip Campaigns 148

    Showing Homes 148

    Understanding Paperwork 154

    Comparative Market Analysis 156

    Always Working/Never Working 159

    Chapter 8 Mindset 164

    Motivation 165

    Your Clients' Motivation 165

    Your Motivation 170

    Focus 175

    Confidence 179

    The Story of the Lumberjack 182

    Chapter 9 Application 189

    The Four C's 189

    Expectations 192

    Whom to Shadow 195

    Database Importance 196

    Concluding Thoughts 197

    Acknowledgments 201