You may have aced your licensing exam, but there’s still so much to learn about prospecting for leads, cultivating strong relationships with clients, negotiating the sales process, and guiding a transaction smoothly to the closing table. For those starting out, REALTOR® Magazine’s Rookie Tool Kit provides timeless guidance on topics such as how to choose a brokerage and how to begin generating business. Also, subscribe to our e-newsletters to be sure you are getting the latest practical tips and trend information for your business. And be sure to check out the REALTOR® Benefits Program for discounts and offers available exclusively to NAR members.

Starting Your Career (2018)

Starting Your Career Topics


We've already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require a password.

Skills & Strategies Every Agent Should Have 

What Clients Value in Real Estate Agent Skills and Qualities, (The Balance, Aug. 2, 2017)

Real Estate Business Letter Templates, (National Association of REALTORS®, n.d.)

5 Things You Didn’t Learn in Real Estate Class, (REALTOR® Magazine, Nov. 2015)

9 Ways to Keep Data Secure, (REALTOR® Magazine, Aug. 2015)

The Safety Talk You Need to Have With Clients, (REALTOR® Magazine, Sept. 2014)

7 Timeless Skills for Any Real Estate Market, (REALTOR® Magazine, June 2010)

The Negotiation Tool Kit, (REALTOR® Magazine Toolkit)

Getting Started in Real Estate

Introducing the 2017 30 Under 30 Finalists, (REALTOR® Magazine, Mar. 8, 2017)

Starting a Career in Real Estate: What You Need to Know, (Signs Blog, n.d.)

Sales & Marketing: My First Year Articles, (REALTOR® Magazine, n.d.)

First Year Real Estate Advice: 17 REALTORS® Go Back in Time!, (Raleigh Realty, Nov. 13, 2015)

The Listings Tool Kit, (REALTOR® Magazine Toolkit)

The Rookie Tool Kit, (REALTOR® Magazine Toolkit)

Finding Your First Clients

6 Strategies to Get Clients as a Rookie Agent, (Homeside, July 18, 2016)

10 Tips to Help Potential Clients Choose You As Their Real Estate Agent, (iHOUSEweb, Aug. 27, 2014)

Six Powerful Prospecting Tips to Build Your Business, (realtor.com®, May 28, 2013)

10 Things You Should Be Doing As a New REALTOR® in Your First Few Weeks in the Business, (Real Estate Career Mentor, May 25, 2010)

How Does a Rookie Get Listings?, (REALTOR® Magazine, June 2005)

The Prospecting Tool Kit, (REALTOR® Magazine Toolkit)

Quiz: Prospecting, (REALTOR ® Magazine, n.d.)

Working With​ Multicultural Clients

Sensitivity to Social Cues Essential in Cross-Cultural Real Estate Negotiation, (Georgetown University, n.d.)

Understanding the Four Cs of Global Real Estate Negotiations, (Georgetown University, n.d.)

Tips to Help Build Cross-Culture Business Skills, (National Association of REALTORS®, Aug. 20, 2013)

The Next Wave Of Buyers: Prepare Now To Meet The Needs Of Multicultural Clients, (National Association of REALTORS®, Feb. 5, 2013)

Julian Treasure: 5 Ways to Listen Better, (TED, July 2011)

The Multicultural Client Tool Kit, (REALTOR® Magazine Toolkit)

Ten Myths About Multi-Cultural Real Estate Clients, (S.E.C. Real Estate Observer, n.d.)

Branding and M​arketing

8 Tips for Building Your Personal Brand in 2017, (Entrepreneur, Jan. 9, 2017)

7 Sins of Personal Branding, (REALTOR® Magazine, June 2016)

Ten Rookie Digital Marketing Mistakes You Might Be Making, (Forbes, May 30, 2016)

6 Simple Steps to Skyrocket Your Website, (REALTOR® Magazine, Feb.  2015)

The Personal Marketing Tool Kit, (REALTOR® Magazine Toolkit)

The Property Marketing Tool Kit, (REALTOR® Magazine Toolkit)

Self Promotion: How to Sell Yourself, (Coaching for Change, n.d.)

eBooks & Othe​r Resources


The following eBooks and digital audiobooks are available to NAR members:

42 Rules to Increase Sales Effectiveness, (Kindle, eBook)

42 Rules to Turn Prospects into Customers, (Kindle, eBook)

Artful Negotiation in a Global Economy, (Audiobook)

The Blueprint: Strategic Plan for Brand New, First Year and Struggling Real Estate Agents, (Kindle, Audiobook, eBook)

Book Yourself Solid, (Audiobook)

Branding for Dummies, (Kindle, eBook)

Chinese Business Etiquette and Culture, (Kindle, eBook)

Easy Step by Step Guide to Telemarketing, Cold Calling & Appointment Making, (Kindle, eBook)

E-mail Etiquette, (eBook, Audiobook)

Everything I Know About Marketing I Learned From Google, (eBook)

The Global Etiquette Guide to Africa and the Middle East, (Kindle, eBook)

The Global Etiquette Guide to Mexico and Latin America, (Kindle, eBook)

If You're Not Having Fun Selling Real Estate, You're Not Doing it Right (Kindle, Audiobook, eBook)

Improvisational Negotiation, (Kindle, eBook)

Japan: Doing Business in a Unique Culture (Kindle, eBook)

Marketing Demystified, (eBook)

Multicultural Manners, (Kindle, Audiobook, eBook)

The New Science of Selling and Persuasion, (eBook)

No Lie—Truth Is the Ultimate Sales Tool, (eBook)

Opportunities in Real Estate Careers, (eBook)

Social Media Marketing, (eBook)

Your First Year in Real Estate, (Kindle, eBook)

Books, Videos, Research Reports & More

The resources below are available for loan through Member Support. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Member Support at 800-874-6500 for assistance.

The honest real estate agent: a training guide for a successful first year and beyond as a real estate agent, (CreateSpace, 2012)

Sales and Marketing 101 for Real Estate Professionals, (Chicago, IL: Dearborn Real Estate, 2007)

The Real Estate Agent's Business Planner, (New York, NY: AMACOM, 2005)

So, You're a Real Estate Agent? Now What?!, (Maximum Potential, 2004)

The Skilled Negotiator: Mastering the Language of Engagement, (Chicago, IL : Jossey-Bass, 2004) HF 5438 R23s

The Complete Guide to Your Real Estate Closing: Answers to All Your Questions—From Opening Escrow to Negotiating Fees to Signing Closing Papers, (Chicago, IL : McGraw-Hill, 2003) HF 5438 G11

Your First Year in Real Estate, (Roseville, CA: Prima Publishing, 2001)

The Internet companion: a beginner's guide to global networking, (Reading, MA: Addison-Wesley Pub. Co.,1994)

How to succeed in selling real estate: a guide for real estate rookies, (Phoenix, AZ: Golden West, 1982)

Have an idea for a real estate topic? Send us your suggestions.

The inclusion of links on this page does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this page complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.


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