Mastering the Art of Selling Real Estate: Fully Revised and Updated (Hardcover)

by Tom Hopkins (Author)
Key Phrases: strong lister, listing champion, champion listers, Tom Hopkins, Champions Unlimited, Pathetic Realty (more...)

Editorial Reviews

Product Description
Thirteen years ago, Tom Hopkins, the top real estate sales trainer in the country, published How to Master the Art of Listing and Selling Real Estate—the industry’s bible—which has consistently sold well despite information that has become somewhat outdated. But now Hopkins gives a cutting-edge revamp to his still- popular classic. Along with its new title, readers can expect a complete elimination of dated material and inclusion of the most current information on the role of the Internet and computer software needed by every real estate professional.

Full of anecdotes, sales scripts, and proven tactics, Mastering the Art of Selling Real Estate will show readers how to:

• Find the best listing prospects
• Win over "For Sale by Owner" sellers
• Earn the seller’s trust
• Work an unrealistic price down to market
• Arrange the final agreement

Anyone who’s serious about real estate can take charge with Mastering the Art of Selling Real Estate.

About the Author
Tom Hopkins is one of the world’s leading authorities on salesmanship and selling techniques. He has presented his seminars to more than three million people on five continents. He is the author of a number of bestsellers, including How to Master the Art of Selling, The Certifiable Salesperson, and Selling for Dummies.

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Product Details

• Hardcover: 400 pages
• Publisher: Portfolio Hardcover (August 5, 2004)
• Language: English
• ISBN-10: 1591840406
• ISBN-13: 978-1591840404
• Product Dimensions: 8.9 x 6.3 x 1.4 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars See all reviews (9 customer reviews)
• Amazon.com Sales Rank: #237,244 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

56 of 57 people found the following review helpful:

5.0 out of 5 stars Great book for Real Estate Agents, August 12, 2004

By	T. Villarubia (California USA) - See all my reviews (REAL NAME)

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.

4 of 4 people found the following review helpful:

5.0 out of 5 stars Hopkins Gives Agent a Gem!, January 9, 2007

By	Frank Beckendorf "Frank from Chalmette and no... (Abilene, TX USA) - See all my reviews

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.

6 of 7 people found the following review helpful:

5.0 out of 5 stars The best real estate sales book, period., July 25, 2006

By	Bradley S. Smotherman (Tennessee) - See all my reviews (REAL NAME)

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.