Sell with Soul by Jennifer Allan
Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect

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Synopsis

Even in so-called boom markets, rookie real estate agents almost always find their new careers to be harder than anticipated, but today, even experienced agents are failing in record numbers. Statistics quote figures ranging from 70% to 95% dropout rate for first year agents and it s common knowledge in the industry that only a small percentage of the licensed agents are making enough money to live on.
Why is the failure rate so high? Is it a matter of unrealistic expectations? Maybe. A lack of enthusiasm? Probably. A lack of support and training? Definitely.

What agents need is good solid training on how to competently sell real estate and Jennifer Allan s book Sell with Soul offers just that. The second edition of Sell with Soul has been updated to reflect the realities of today s more challenging real estate marketplace. The book takes on the tough issues of survival in a slowing housing market and provides a blueprint for success to help new agents navigate the critical first year and beyond. Sell with Soul comes complete with checklists to help agents keep on top of listings and contracts, step-by-step guidelines for building a thriving real estate practice as well as anecdotal examples of real world real estate dilemmas and solutions to them.

Yet the book is so much more than a rookie survival guide. The author discusses such touchy subjects as commission discounting (she s all for it), buyer agency (don t push it), prospecting at open houses (do so with caution) and generating bidding wars (it s your duty). Practical advice is offered on everything from building a loyal client base to marketing listings to negotiating inspections and even handling pricing objections.

Sell with Soul focuses on helping new agents become competent at their craft, so they can be confident with their prospects and clients. This confidence enables them to stay true to themselves because they will have no need for the Old School prospecting strategies and aggressive closing techniques that force many new agents out of their comfort zone.

Readers consistently praise the readability of Sell with Soul, commenting that it reads almost like a novel instead of just another business self-help book. The book is written in a casual voice, with a relaxed style that is noticeably different from the more authoritative voices of the competition.
 

About Jennifer Allan

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Jennifer Allan is a former top producing real estate broker, a published author, a speaker, and a trainer. From her first day on the job as a real estate agent, she resisted the efforts of her company trainers, her broker, and her fellow agents to persuade her to implement the traditional real estate prospecting techniques of cold calling, door knocking, and mass mailing. Instead, she focused her business-building efforts on the people she already knew or the people she met. Without ever pestering a soul, she built a business based almost entirely on business and referrals generated from her sphere of influence. Jennifer has is a regular columnist in Realty Times and a frequent contributor to RIS Media, a member of the RE/MAX Hall of Fame, and is one of the industry's most popular bloggers.
 
Published December 11, 2013 by BlueGreen Books. 233 pages
Genres: Business & Economics. Non-fiction

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