Sell Yourself
Be a tough negotiator

Negotiation skills are an important reason why buyers and sellers select a sales associate to represent their interests. They expect a professional to get them a “better deal” than they could negotiate for themselves. So, what does it take to become a successful negotiator? It involves lots of preparation: asking lots of questions, listening closely and using the power of silence to work on your behalf. Read more negotiating tips.

Manage Your Business
Get the habits of sales success

Real estate trainers and coaches focus on helping agents cultivate good habits to set them apart from the crowd. Take prospecting, for example. One top agent calls 10 people a day, five days a week, to talk about business, hobbies and family matters. She sold 450 homes in one year. Another agent makes it a point to ask tough questions at every listing engagement, such as, “Will you price the property so it will sell?” That habit helps him achieve great results with the listings he chooses to take. More tips from trainers.

Success Stories
Find riches in niches

In the Panhandle community of Marianna, Cecil Powell is known as “The Cowboy Real Estate Associate.” A sales associate for American Gold Realty, Powell drives a truck, wears a Western hat, understands horses and farms, and sells more than $5 million in properties a year. “I love talking to people who have an interest in horses,” says Powell. “I also know what they’re looking for in a property.” Start to create a niche for yourself by learning how Powell and several other Realtors cultivate their markets.Read more.

Learn to Earn
Build skills while the miles roll by

You can build your professional skills while driving to your next client meeting thanks to new tapes, CDs and DVDs from the Florida Association of Realtors (FAR). Of course, you can also listen at home. For example, you can pick up a complete set of 33 educational sessions presented at the 2008 FAR Convention & Trade Expo or watch a special video by real estate guru Steven David on “7 Proven Techniques To Succeed in Florida’s Challenging Real Estate Market (Plus 5 More I Forgot to Include in the 7).” Get on-the-go education.