How to Master the Art of Listing & Selling Real Estate [Hardcover]

Tom Hopkins (Author)

Book Description

Publication Date: March 12, 1991

Tom Hopkins' career is the quintessential American success story, from a $42-a-month failure to millionaire, through the real estate sales techniques he developed and perfected. He has taught these techniques to more than one billion real estate pro on four continents, and now shares them with readers, revealing how to succeed in virtually any market.

Product Details

• Hardcover: 402 pages
• Publisher: Prentice Hall Press (March 12, 1991)
• Language: English
• ISBN-10: 0134022564
• ISBN-13: 978-0134022567
• Product Dimensions: 9 x 6.2 x 1.4 inches
• Shipping Weight: 1.8 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #1,103,091 in Books (See Top 100 in Books)

More About the Author

Tom Hopkins is world-renowned as The Builder of Sales Champions. His selling skills and sales strategies have helped millions of sales professionals and business owners in industries from A to Z to serve more clients, make more sales and earn millions in income.

Tom got his start in real estate sales when he was just 19 years of age. After an initial period of abject failure, he started learning the communication skills that made him the #1 real estate agent in the US within 7 years.

Since 1976 he has been teaching others his simple, yet powerful strategies and tactics through live events, books, CDs and video. Millions have turned their cars into classrooms, listening to Tom's advice on the way to appointments with potential new clients.

His client list includes the likes of AFLAC, 24 Hour Fitness, Best Buy, State Farm Insurance, Kavo, Eli Lilly, REMAX and many others. He also offers live public seminars in cities throughout the US and Canada on a regular basis.

He has authored 16 books including: How to Master the Art of Selling, Selling for Dummies and his latest release, Selling in Tough Times (February 2010).

Customer Reviews

Most Helpful Customer Reviews

25 of 26 people found the following review helpful:

5.0 out of 5 stars Sure-fire strategies to build a great business!, May 17, 2002

By 

Robert Pearson (Milpitas, CA USA) - See all my reviews

This review is from: How to Master the Art of Listing & Selling Real Estate (Hardcover)

Whether you are new to the business or are a seasoned pro, this book will give you all the techniques, strategies, scripts, ideas and more to build a great and lasting real estate business.

Probably the best feature about this book is that Mr. Hopkins doesn't just tell you what to do, he tells you EXACTLY how to go about doing it -- step by step, including the exact language to use. (My only issue with the book is that, even though it was written in 1991, it is a bit dated. But this is a minor point at best.)

This book covers essential real estate business development activities such as:

* Canvassing
* For Sale By Owner
* Expired listings
* Listing banks (farming)
* Listing Tools
* Listing Presentations
* Closing

Chock full of scripts to handle each situation, necessary charts and graphs for presentations, letters and notes, plus essential descriptions of how to be and what it means to be a real estate professional versus a run-of-the-mill real estate person, this book is worth its weight in diamonds for anyone willing to study it and put its ideas into action.

For the SERIOUS real estate professional ONLY, this book will kick your business into high gear!!

20 of 20 people found the following review helpful:

5.0 out of 5 stars Makes you want to leave your desk and hit the streets!, September 19, 1999

By 

[e-mail] (Florida) - See all my reviews

This review is from: How to Master the Art of Listing & Selling Real Estate (Hardcover)

From someone who recently passed the Real Estate exam, this book gets you motivated, eager to get started and the confidence to do it right! Mr. Hopkins shares his success right down to the small details. He practically provides a road map to success. This book is all the training in Real Estate you'll ever need.

23 of 25 people found the following review helpful:

4.0 out of 5 stars A little bit dated, but SO worthwhile, July 19, 2002

By 

Rebecca M. Makas "vitaminrm2" (West Hartford, CT USA) - See all my reviews
(REAL NAME)   

This review is from: How to Master the Art of Listing & Selling Real Estate (Hardcover)

As a new real estate agent, I bought a number of books on the subject, hoping to get a few different points of view. Mr. Hopkins has been in real estate for many years, and because this book was written in the early '90s when the market was VERY different, some of the commentary is dated. The concepts for generating business and how to build a clientele are timeless however. As with any book on "how to" I have taken some of the suggestions as gospel and others with a grain of salt, to best fit my style and my marketplace.
Overall it is a very worthwhile book, which discusses everything from why it is important to dress a certain way to why it is so critical to maintain a certain attitude.
There are agents with 20 years of experience in my RE/MAX office, and there are copies of this book on their shelves. Hmmmm. Makes you think it might be worth your money doesn't it?