Heard MASTERING THE ART OF LISTING REAL ESTATE--written
and read by Tom Hopkins.

Don't be misled by the title; this program is appropriate for
anybody in any field of sales.

Hopkins, author of one of my favorite books on selling (HOW TO MASTER
THE ART OF SELLING ANYTHING), is considered one of the nation's
top sales trainers . . . I've had the privilege of not only reading his
books and listening to his CDs, but also hearing him speak . . . he
really knows his stuff and what's more, he presents it in a way that
is easy to digest.

I picked up many valuable tidbits from this real estate program;
among them:

* The very great listers--and salespeople--do very little talking.
The do lots of intensive listening.

* You can measure your desire by asking yourself this question:
How much pain can you endure before you quit?

* Leave the office and meet more people.

* Bring a small piece of danish to an Open House. Put butter on it
and keep it on low in the oven to have the smell permeate the house.

* When they tell you what they want for their house, show no emotion.

And this favorite of mine:

* A top seller gives people a quart of ice cream to get them off the street.

MASTERING THE ART OF LISTING REAL ESTATE benefits from the
fact that much of it was taped before a live audience . . . there was
much role-playing, and it never felt contrived . . . also, there's an
excellent accompanying CD that provided all the workbook
materials that Hopkins would give out at a live seminar.

Tom gives tons of suggestions and ideas for professionalizing a real estate agent's approach to the game. With years of both his personal experience and insight gained from industry leaders, he offers proven methods for becoming a top producer. As with any such book, the true sucess can only be measured by what people do with it. But without doubt, any ambitious agent can improve their presentations and income by following Tom's sage advice.

Taking from Tom's own personal advice to myself, read the book and then "GOYA - Get Off Your Anatomy!"

Tom gives tons of suggestions and ideas for professionalizing a real estate agent's approach to the game. With years of both his personal experience and insight gained from industry leaders, he offers proven methods for becoming a top producer. As with any such book, the true sucess can only be measured by what people do with it. But without doubt, any ambitious agent can improve their presentations and income by following Tom's sage advice.

Taking from Tom's own personal advice to myself, read the book and then "GOYA - Get Off Your Anatomy!"

Buy this book! You will not regret it! This is one of the most helpful books I have ever read in dealing with Real Estate as an Agent.
This book has opened my mind as to how to sell real estate and gain a competitive advantage in your market. Just buy the book! It is a CHEAP investment and if you follow Tom's principles, this book could net you Millions!! Also check out Keller's book: "The Millionaire Real Estate Agent". These two books I use as text books in real estate.
I hope that helps.
PS: Buy the book!! ;)

This title is a must for every agent in the real estate community. Novices and pros can benefit from this selection. I'm on my second time reading it and my second copy. Hurricane Katrina sent my first copy into the Gulf of Mexico.

I've actually read this book 3 times and I'm currently memorizing the scripts. This book is great at offering answers to the common objections such as "It costs too much" and "This bedroom is too small". The FSBO section is amazing. I've cold called FSBO's before with little success...now it's a breeze.

I understand that marketing is huge in any real estate career, but if you dont know the commmon objections and how to handle them, you're finished. Become an owner of the book, it's priceless.

The man who set a world record for real estate sales over 30 years ago, a record that still stands today and no doubt will never be broken by anyone!

There are many other sales authors out there. Some vary from good to poor. Many are based on theory and written by people who have never sold anything. Fewer still have any successful students.

Tom Hopkins speaks from experience. His methods work. They have worked for Tom and his millions and millions of students. If you are in real estate, you must read this book and even more importantly, use it.

Tom Hopkins got his selling career started in real estate and he has given us the skills he developed then and put them in a book for us now. If you take what he says and really give it a go you can make a lot of money in real estate as an agent, and you can keep making money from happy people who have worked with you before.

Marketing is an enormous part of selling anything in the 21st century. With information flying at us from all direction we in sales have to get our image in the mind of those who can use our service. But good customer service and putting value before sales, that is the real key to success in any selling, especially real estate.

Buy this book and put into action what you know you should have done all along.

Tom's sales strategy is a bit dated and probably most applicable in 1960's selling. His tactics are rather phony and disingenuous in soliciting today's educated buyers. Tom's book is all about pretending to be someone you're really not -- a phony, slick, used car salesman strategy. Although this might still work in parts of the U.S. that are still stuck in that era...maybe somewhere in small-town Nebraska. Gary Keller's "Millionaire Real Estate Agent" is more marketing-focused and less smiley glad-hand. Marketing is the new paradigm in real estate, not sales. Sorry, Tom. Time to hang it up.

I read alot of Real Estate Sales books and I really enjoyed this one. This book also takes into consideration many tools that people use today to make Real Estate agency more efficient. Tools in everyday life such as computers, email, and the like. What I like most about Tom Hopkins book is that he gets down to the nitty gritty of the thought process of your potential customer.

Im a Real Estate agent that has gone under many Real Estate training seminars and read many books. Most of these training sessions focus more on scripts and handling the most common objections you'll come across as an agent. They focus on a particular way to prospect, present, and close. Thats fine and there's nothing wrong with that. However unless you understand the reason behind why those scripts work, or the reason your asking or responding in a certain way, then you wont know how to respond when you have a more aggressive customer that is also familiar with those same scripts that your blurting out and has built up defenses against them.

Tom Hopkins book gives you the tools, ideas, and a deeper understanding of the Real Estate sales process so you can adapt more quickly to adverse sales situations or create your own style of salemanship that works with your personality. Many Real Estate Sales books and seminars fail at this by telling you exactly what to do and when to do it, not taking into consideration if whether or not their particular style fits your personality. I've seen many very successful agents with completely different styles of prospecting, presenting, and closing. Some styles are even contradictory to each other but both Real Estate agents are very successful. Why is this? Because beyond the obvious differences in style, the successful sales process all share the same things in common. Tom Hopkins shares those characteristics in this book.