|This article was published on: 07/01/2006|
Your Summer Reading List
New books that help you succeed at work and at life
BY KELLY QUIGLEY
Good books are like good friends. They offer fresh perspectives and inspire you to be your best.
Because summer can be hectic in the real estate business, we sought to save you some time browsing bookstore shelves by compiling a list of new titles that provide tips on selling, relationship-building, and other skills central to your job. We also polled our online readers for their recommendations on classic reads.
If you find yourself wishing for more time to read, remember that the NATIONAL ASSOCIATION OF REALTORS® library at REALTOR.org has a broad selection of digital audio books — free to members. Most titles can be burned to a CD or downloaded to an MP3 player to listen to while in your car or at the gym.
SHARPEN YOUR SELLING SKILLS
The big secret to sales success? A simple truth: Motivated, positive, goal-oriented people are usually the ones who sell the most. Even if you don’t think you have these vital qualities, you can develop them in yourself — with the right help.
By Warren Greshes (John Wiley & Sons Inc., 2006)
Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling
The author shares his original system for getting more clients by following seven self-promotion strategies. You’ll gain the confidence to authentically market yourself and your services and tap into a bountiful supply of referrals.
By Michael Port (John Wiley & Sons Inc., 2006)
INCREASE YOUR WEB APPEAL
If you haven’t entered the blogosphere yet, this book might help you take the leap. By harnessing the power of the Internet’s most explosive marketing tool, you can create a buzz for your services, reach out to customers, incubate ideas, and garner media attention. By Andy Wibbels (Portfolio, 2006)
101 Ways to Promote Your Web Site Sixth Edition
Spending a lot of money to create a Web presence doesn’t guarantee visitors. The key is to promote the site and provide value. This guide includes hundreds of tips, tools, and techniques for boosting Web site traffic, as well as a password for the companion Web site, which offers Internet marketing news and even more ideas. By Susan Sweeney (Maximum Press, 2006)
The author’s research shows that techniques such as goal-setting, relaxation, visualization, and stress management don’t work for most people. To really ratchet up your performance, you need to change the way you think about pressure — welcome it, enjoy it, and make it work to your advantage. By John Eliot, (Portfolio, 2006)
Shine: A Powerful 4-Step Plan for Becoming a Star in Anything You Do
Some people always seem to have the spotlight trained on them. You can be one of those people, too. Thompson, a Hollywood producer and personal manager to the stars, explains how to stop self-defeating behavior and access your own star power. By Larry A. Thompson (McGraw Hill, 2006)
Simple methods, the authors promise, will help turn you into Prince — or Princess — Charming, thereby sweetening and swelling your social and business relationships. Learn to capture people’s trust and attention within the first few seconds of meeting, master your body language, and refine your negotiation skills. By Brian Tracy and Ron Arden (AMACOM, 2006)
The Consultative Real Estate Agent: Building Relationships That Create Loyal Clients, Get More Referrals, and Increase Your Sales More than likely, your clients are undergoing a major life transition, such as relocating for work or expanding their family. To remain competitive, you need to be one part entrepreneur, one part negotiator, one part problem-solver, and one part counselor. By Kelle Sparta (AMACOM, 2005)
To prove there are good real estate investments out there in any market, the authors challenged themselves to buy one home every week for an entire year. They used a variety of acquisition and financing techniques and present a mix of strategies all good investors should be ready to use. By Dolf de Roos, and Gene Burns (John Wiley & Sons Inc., 2006)
The Landlord’s Survival Guide: How to Successfully Manage Rental Property as a New or Part-Time Real Estate Investor
Discover a new way of managing properties and giving renters what they want. Step-by-step advice will help you fill vacancies quickly with qualified tenants, increase cash flow, and get residents to “work with you” so that you can more easily achieve your real estate goals.
By Jeffrey Taylor (Kaplan Business, 2006)
ON THE LIGHTER SIDE
The Sky’s the Limit: Passion and Property in Manhattan In this novel, outrageous behavior, outlandish displays of ego, status lust, blood feuds, and conspicuous consumption dominate the realm of New York City luxury real estate. Discover the amazing lengths to which some people will go to live in the right ZIP code. By Steven Gaines (BACK BAYBOOKS, 2006)
10 “Classics” to Revisit
These titles may not be fresh off the presses, but they’re still making a big impact with real estate practitioners. When we asked our online readers to name books they’d highly recommend to their colleagues, they highlighted these:
2. The Little Red Book of Selling: 12.5 Principles of Sales Greatness By Jeffrey Gitomer (Bard Press, 2004)
3.The Tipping Point: How Little Things Can Make a Big Difference By Malcolm Gladwell (Back Bay Books, 2002)
4. The Success Principles: How to Get From Where You Are to Where You Want to Be
By Jack Canfield with Janet Switzer (Collins, 2004)
5. The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book) By Don Miguel Ruiz (Amber-Allen Publishing, 1997)
6. The Traveler’s Gift: Seven Decisions That Determine Personal Success
By Andy Andrews (Nelson Books, 2002)
7. The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
By Steven R. Covey (Free Press, 1990)
8. Who Moved My Cheese? An Amazing Way to Deal with Change in Your Work and in Your Life By Spencer Johnson, M.D., with forward by Kenneth H. Blanchard (Putnam Adult, 1998)
9. Eats, Shoots & Leaves: The Zero Tolerance Approach to Punctuation
By Lynn E Truss (Gotham, 2004)
10. The Art of Possibility: Transforming Professional and Personal Life By Rosamund Stone Zander and Benjamin Zander (Penguin, 2002)
REALTORS® on Why They Love the “Classics”
Eats, Shoots & Leaves: The Zero Tolerance Approach to Punctuation
“Much of what we do as real estate professionals involves the written word. Grammar, syntax, punctuation, and spelling are an important part of our image.”
— Mike Prescott, ABR®, GRI, Prudential Northwest Properties, Lake Oswego, Ore.
21 Things I Wish My Broker Had Told Me
“When people say they want to work in real estate, I tell them to read this book first. It helps them understand what we do for a living.”
— Tom Cain, RE/MAX Realty Associates, Champaign, Ill.
The Success Principles: How to Get From Where You Are to Where You Want to Be
“Canfield challenges you to look at your life and see if you’re taking complete responsibility. From cover to cover, it’s one dynamite book.”
— Mary Burger, Coldwell Banker Residential, San Diego
The Traveler’s Gift: Seven Decisions That Determine Personal Success
“This author shares that everything you do in life, good or bad, has importance and consequences. People who have read it tell me it changed their life.”
— C. Michael Royce, CRS®, Realty World-Royce & Associates, Dayton, Ohio
Book discounts at REALTOR.org
Visit the Bookshelf at REALTOR.org/Store to browse and purchase popular titles. Remember to log in to receive member pricing.
Among the featured products are: Stage Your Home for Profit by Peggy Selinger-Eaton (Peggy’s Corner, 2006), a book-and-DVD package with tips on making every room in a home look its best, and Real Estate Advertising Made Easy, Seventh Edition by Mary Ellen Randall and Jamie M. Edwards (Plan-It For Profit and Fun Inc., 2005), a spiral-bound book filled with ideas for effective advertisements. At REALTOR.org/Store, click on the “Real Estate Bookshelf” link, or call 800/874-6500 and choose option 1.
NAR eBooks Collection
Browse a selection of nearly 600 popular books and reports that NARmembers can download free to their computer or handheld device. Digital audio versions of many titles are available. You’ll never accrue late fees because at the end of the loan period, eBooks are automatically “returned” to the Library. Go to http://eBooks.REALTOR.org.