Whether you are an ambitious realty agent or are considering becoming one, reading “Make Millions Selling Real Estate” by Jim Remley explains how the “superstar” agents earn high sales commissions without forfeiting their normal lives. This new book, filled with many examples of successful realty sales agents, explains tactics of high-earning agents who maximize their potentials.
This is not a book for average realty agents. Only the best real estate sales agents should read this intense book. Jim Remley, a realty sales trainer as well as a super-successful Realtor, explains the techniques he teaches his students to become more successful.
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Throughout the book, the author refers to superstar agents who are far above average. He shares their success techniques, such as creating a sphere of influence and keeping in touch with former and prospective buyers and sellers.
This “how to” book written for serious realty agents who want to earn high incomes should only be read a chapter or two at a time. The reason is there are so many success ideas to be absorbed. Remley shares how he started selling real estate at age 20 and, 15 years later, now owns the largest network of independent realty brokerages in his state. He says he had the PSD designation: poor, smart and driven.
The author explains the facts of the real estate sales business, such as emphasizing how a typical realty agent’s earnings grow for the first five years and then slack off as the agent becomes less motivated. Next, Remley explains what it takes to become an above-average-earning realty sales agent.
This is not an old-fashioned real estate sales book, such as those that advocate farming a neighborhood by knocking on a quota of doors each day. Yes, Remley advocates new agents establish a neighborhood of expertise. But he advocates a different approach of first being of service to the homeowners before expecting to gain their sales listings.
Although the book starts out a bit slow and predictable, toward the end it becomes “cutting edge” with information on the latest technology Remley recommends for ambitious realty sales agents. He suggests sales agents work with both home sellers and buyers, contrary to the strategy of traditional realty sales books which advocate working primarily with home sellers and leaving buyers to fend for themselves.
The author doesn’t hesitate to tackle the tough topics, such as discounting sales commissions, controlling home buyers who are likely to wander to other agents, and conserving agent time by hiring one or more assistants to increase profits. Remley’s goal is to make realty agents dependent on their referrals from satisfied buyers and sellers, rather than being dependent on walk-ins.
One of the best chapters, “Results-Focused Personal Marketing,” explains how realty agents can track their marketing dollars to gain attention and produce results. Remley shares his 10 question headlines, as well as his nine “superstar strategies” to offer unique services which other agents don’t provide.
His most effective technique is the “seller pledge” where he offers to show sellers what he will do for them. “We promise to provide you with the services listed below, and if for any reason we do not provide these services, we agree you can fire us and hire another firm,” he says. Not many agents dare put such a promise in writing.
Chapter topics include “The Earning Curve”; “Building a Business Strategy”; “Painless Prospecting”; “The 100 Percent Seller Solution”; “Breaking the Buyer Boundary”; “The Referral-Driven Agent”; “Building a Technology Plan”; “Hiring a Personal Assistant”; “Staying Ahead of the Curve”; and “Raising Your Standards.”
The book concludes by offering readers four weeks of free online coaching. By the time realty agents finish reading this book they will either enthusiastically sign up or realize they don’t really want to become superstars. On my scale of one to 10, this outstanding real estate sales training book rates a solid 10.
“Make Millions Selling Real Estate,” by Jim Remley (Amacom-American Management Association, New York), 2005, $18.95, 305 pages; Available in stock or by special order at local bookstores, public libraries, and www.amazon.com.
(For more information on Bob Bruss publications, visit his
Real Estate Center).
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