Table of Contents

Overview

1. Real Estate Professionalism and Ethics

2. Characteristics of Successful Salespeople and Time Management

3. Technology in Real Estate

4. Psychology of Marketing

5. Marketing and Advertising

6. Law of Agency and Alternative Representative Agreements

7. Prospecting for Seller Appointments

8. Seller Listing Procedures

9. Prospecting for Buyer Appointments

10. Buyer Listing Procedures

11. Objection Handling Techniques

12. Client Follow-up

13. Contract Writing

14. Negotiating and Closing

15. After Acceptance

16. Financing

17. Referrals

18. Deceptive Trade Practices Act and Consumer Protection Act

Appendix

Glossary of Terms