Kenneth W. Edwards - Your Successful Real Estate Career, 3rd Edition

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title	:	Your Successful Real Estate Career
author	:	Edwards, Kenneth W.
publisher	:	AMACOM Books
isbn10 | asin	:	0814479316
print isbn13	:	9780814479315
ebook isbn13	:	9780585040257
language	:	English
subject	Real estate business--Vocational guidance--United States.
publication date	:	1997
lcc	:	HD1375.E33 1997eb
ddc	:	333.33/023/73
subject	:	Real estate business--Vocational guidance--United States.

Your Successful Real Estate Career Third Edition Kenneth W. Edwards New York Atlanta Boston Chicago Kansas City San Francisco Washington, DC Brussels Mexico City Tokyo Toronto

This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Edwards, Kenneth W., 1928 Your successful real estate career / Kenneth W. Edwards. 3rd. ed. p. cm. Includes bibliographical references and index. ISBN 0814479316 1. Real estate businessVocational guidanceUnited States. I. Title. HD1375.E33 1997 333.33'023'73dc2196-51466 CIP 1997, 1992, 1987 Kenneth W. Edwards. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5

Page v Contents Preface vii Acknowledgments xiii 1. Is Real Estate for You? It's a Great Life If It's the Life You're Suited For 1 2. Getting Your License Fun or Folly: Your Choice 12 3. Choosing a Company For Better or Worse, for Richer or Poorer 20 4.Getting Started on the Job Getting Organized and Beating the Drums 33 5. In the Beginning There Was Agency The Real Estate Profession's Identity Crises 49 6. Listing Residential Property Finding the Sellers and Moving the Merchandise 56 7. Selling Residential Property Finding the Buyers, Listening to Them, and Satisfying Their Needs 73 8. Listing and Selling Specialized Properties Custom-Built Homes, Investment Properties, Rural Properties, and More 92 9. Avoiding Problems Things to Watch Out For From Day One 100 10. Dealing With Difficult People and Difficult Situations ChallengesNot Problems 109

Page vi 11. Client Follow-Up and Referrals Your Insurance Policy Against Lonely Days, Sleepless Nights, and a Penniless Old Age 122 12. Surviving Strategies for Staying Solvent and Staying Sane 130 13. Where to From Here? Long-Term Options for Your Career 143 14. The Roads Less Traveled Other Real Estate Career Possibilities 151 15. Special Messages for Special People From Fast Trackers to Retirees

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