Any suggestions? I bought and watched Tom Ferry's 12 DVD set and was very disappointed with it. It was geared more toward becoming a listing agent. I'm looking for more of a salesmanship program for REALTORS geared toward buyers agent's.

Go to the public Library and borrow the books and CDs, its free.

I like Gary Keller books. I also like Jennifer Allen (she is a member of the forum), I like Brian Buffini.

Jennifer Allan's book Sell With Soul is excellent. You can buy it on her website, (http:/www.sellwithsoul.com)or at Amazon.com.

As to DVD's - I really like David Knox though some of his methods are not quite what I would do - but overall, he's very entertaining and inspiring at the same time....his DVDs for home owners, "Pricing Your Home to Sell" and "Preparing Your Home to Sell" are both excellent to loan out but they are expensive (IMHO).

I second the recommendation of the Gary Keller "Millionaire" series.

Get the Red Book, Blue Book, and Black Book. I think their website is millionairesystems.com if I'm not mistaken. That is what helped me learn this past couple years as a new agent, and I've sold 22 homes in 18 months since getting licensed.

Real estate schmeal estate. Real estate isn't all about real estate. Real estate is the easy part. Better get your relationships/balance/priorities in order, and there's no better book for that than Stephen Covey's "7 Habits of Highly Effective People." Read it twice.

Well maybe for seasoned vets in the business. But for newbies the Real Estate side of things is the most important thing.

I worked my butt off and had little to no life for the first year so that I could learn how to work the business itself, now I'm doing the life balance, priorities, etc.

I recommend the Brian Buffini 100 days to greatness. Very good referal system. I believe you have to take the course though, doubt it's available on CD.

Needle - when you say "salesmanship" are you referring to go-out-and-get-buyers techniques (e.g. prospecting skills) or more technical how-to-work-with-buyers (e.g. finding houes, writing offers, negotiating inspections) skills?

Quite the opposite. That book is about an operation foundation. It makes more sense to get your foundation built first before using a brute force method in managing real estate tasks. For example, if you are not aware that you are treating people poorly (this book is an eye opener for that sort of thing) then you could read all the real estate books you like but you will likely fail. It's like trying to start college without having grade school first.



I worked my butt off in my first year as well. Things would have been a whole lot smoother if I had read, understood, and applied what is taught in that book.

Here is a great blog that has a ton of free real estate training. You can find some great audio interviews with top agents sharing their secrets of success.

KW Agent Training and Education Blog