Mastering the Art of Selling Real Estate

Full Name
Mastering the Art of Selling Real Estate: Fully Revised and Updated

From one of the top real estate sales trainers in the country who previously published How to Master the Art of Listing and Selling Real Estate - the industry’s ‘bible’ - Tom Hopkins gives a cutting-edge revamp to his still- popular classic. Mastering the Art of Selling Real Estate gives the most current information on the role of internet and computer software needed by real estate professionals. Equipped with anecdotes, sales script, and proven tactics, Hopkins provides readers with best listing prospects, earn the seller’s trust, work an unrealistic price down the market, and arrange the final agreement.

Table of Contents



  1. Portrait of a Professional Real Estate Salesperson

  2. What to Do When You Are New

  3. Selling with Emotions

Part One: Becoming a Listing Champion

  1. Why You Should Become a Listing Champion

  2. How to Acquire Listing Power

  3. Liquidating Your Listing

  4. The Typical Seller's Pricing Method

  5. Being Prepared and in Control During Your Listing Presentation

  6. Reflexive Listing Techniques

  7. Learning to Love Objections

  8. Getting Your Foot in the Door with For-Sale-by-Owners

  9. What to Do and Say at the By-Owner Home

  10. Be Ten Times More Successful Than Average with Effective Follow-up

  11. Real Estate's Royal Road to Riches is Called Prospecting

  12. When Knocking on Doors Works

  13. Developing Your Listing Bank into an Income Gusher

  14. Listing Preparation Techniques That Will Build Your Fortune

  15. The Mood of the Move

  16. Creating a High-Scoring Listing Presentation

Part Two: Your Selling Real Estate Career

  1. How to Handle the Telephone Effectively

  2. Open House Opportunities

  3. Qualifying the Buyer

  4. Demonstrating the Property

  5. How, WHen, and Where to Close the Sale and Get the Commitment

  6. Getting a Commitment on a Property

  7. Presenting the Proposal

  8. Building a 100 Percent Referral Business

  9. Implementation

  10. How to Defeat Failure and Create a Winning Attitude

Recommendations for Continued Training