Mastering the Art of Selling Real Estate

by Tom Hopkins

Thirteen years ago, Tom Hopkins, the top real estate sales trainer in the country, published How to Master the Art of Listing and Selling Real Estate--the industry's bible--which has consistently sold well despite information that has become somewhat outdated. But now Hopkins gives a cutting-edge revamp to his still- popular classic. Along with its new title, readers can expect a complete elimination of dated material and inclusion of the most...

• Format: Hardcover
• Language: English
• ISBN: 1591840406
• ISBN13: 9781591840404
• Release Date: August 2004
• Publisher: Portfolio
• Length: 380 Pages
• Weight: 1.36 lbs.
• Dimensions: 1.2" x 6.4" x 9.4"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

REALTORS: Buy this Book!

Buy this book! You will not regret it! This is one of the most helpful books I have ever read in dealing with Real Estate as an Agent. This book has opened my mind as to how to sell real estate and gain a competitive advantage in your market. Just buy the book! It is a CHEAP investment and if you follow Tom's principles, this book could net you Millions!! Also check out Keller's book: "The Millionaire Real Estate Agent". These two books I use as text books in real estate. I hope that helps. PS: Buy the book!! ;)

Hopkins Gives Agent a Gem!

This title is a must for every agent in the real estate community. Novices and pros can benefit from this selection. I'm on my second time reading it and my second copy. Hurricane Katrina sent my first copy into the Gulf of Mexico.

The best real estate sales book, period.

I've actually read this book 3 times and I'm currently memorizing the scripts. This book is great at offering answers to the common objections such as "It costs too much" and "This bedroom is too small". The FSBO section is amazing. I've cold called FSBO's before with little success...now it's a breeze. I understand that marketing is huge in any real estate career, but if you dont know the commmon objections and how to handle them, you're finished. Become an owner of the book, it's priceless.

Real Estate Sales for the Champion Waiting to Get Out

Tom Hopkins got his selling career started in real estate and he has given us the skills he developed then and put them in a book for us now. If you take what he says and really give it a go you can make a lot of money in real estate as an agent, and you can keep making money from happy people who have worked with you before. Marketing is an enormous part of selling anything in the 21st century. With information flying at us from all direction we in sales have to get our image in the mind of those who can use our service. But good customer service and putting value before sales, that is the real key to success in any selling, especially real estate. Buy this book and put into action what you know you should have done all along.

Great book for Real Estate Agents

I read alot of Real Estate Sales books and I really enjoyed this one. This book also takes into consideration many tools that people use today to make Real Estate agency more efficient. Tools in everyday life such as computers, email, and the like. What I like most about Tom Hopkins book is that he gets down to the nitty gritty of the thought process of your potential customer. Im a Real Estate agent that has gone under many Real Estate training seminars and read many books. Most of these training sessions focus more on scripts and handling the most common objections you'll come across as an agent. They focus on a particular way to prospect, present, and close. Thats fine and there's nothing wrong with that. However unless you understand the reason behind why those scripts work, or the reason your asking or responding in a certain way, then you wont know how to respond when you have a more aggressive customer that is also familiar with those same scripts that your blurting out and has built up defenses against them. Tom Hopkins book gives you the tools, ideas, and a deeper understanding of the Real Estate sales process so you can adapt more quickly to adverse sales situations or create your own style of salemanship that works with your personality. Many Real Estate Sales books and seminars fail at this by telling you exactly what to do and when to do it, not taking into consideration if whether or not their particular style fits your personality. I've seen many very successful agents with completely different styles of prospecting, presenting, and closing. Some styles are even contradictory to each other but both Real Estate agents are very successful. Why is this? Because beyond the obvious differences in style, the successful sales process all share the same things in common. Tom Hopkins shares those characteristics in this book.