Who Should Read This Book

If you are considering real estate as an occupation, I have written this book for you. When I entered the profession a couple of decades ago I looked for a source of information that would give me a straightforward and reliable insight as to what the business was all about and what I would need to do to succeed in it. Most of what I encountered was basically recruiting information designed to reassure anyone who wished to become a real estate agent that they could succeed and make big money. That convinced me there was a need for a book of this nature. When I submitted my original manuscript to one publisher, the reply was: "Sorry, I doubt there's a market for an honest book about selling real estate." Fortunately, folks on the Editorial Staff of the American Management Association (AMACOM Books) believed there was a market, reader response has been extremely positive, and we're now in our fifth edition.

If you have recently entered the field, the book should help get you headed in the right direction and ensure that you stay on track. If you have been in the profession for a while, it can provide a helpful "return to the basics" review. It is a comprehensive, candid, and practical career guide that will assist you in deciding whether to enter the field and will help you to be successful if you do. It deals with the opportunities and obstacles you are likely to face, presented in the order you are likely to face them. I describe an effective method of conducting your business affairs that emphasizes professionalism, hard work, long-term achievement, and personal satisfaction.

The overwhelming majority of people who work in real estate concentrate their efforts on listing and selling residential property, because that is where most of the opportunities for employment exist. Therefore, I have organized this book to be of maximum assistance to people who are starting out as residential sales agents in general real estate brokerage companies. That will means that in all states and the District of Columbia, you will need to be licensed, which entails passing a written examination and formal course work. I provide detailed guidance on getting your license and starting your career, and I discuss extensively the opportunities available for specializing or broadening your career as you gain experience.

One thing that makes real estate such an interesting field in which to work is the widely divergent backgrounds of those who enter the profession. Real estate is truly a melting pot of practitioners. You will encounter everyone from former plumbers to Ph.D.'s. At the outset, however, everyone needs reliable career information. If you have extensive previous business experience, you may not require as much information as I present on some topics, but my aim is to be as thorough and helpful as possible and take nothing for granted.

I had three specific groups in mind as I wrote this book. One is composed of those who are entering the general job market for the first time. I have tried to be particularly sensitive to the needs of these individuals. Although they represent a distinct minority of the total workforce in the profession, more and more new workers are choosing careers in real estate, resulting in the general upgrading of the profession and the expanding availability of quality licensing programs.

The second group consists of women reentering the workforce after an absence, often one of an extended duration. For these individuals, real estate has traditionally been a very popular occupation. Licensing programs can be rigorous, but otherwise the field of real estate is comparatively easy to enter, offers true equality of opportunity, permits a flexible work schedule, and promises good income potential. In writing for women readers, I drew heavily on knowledge of my wife's experience as a real estate professional and those of several of my female associates and former students.

The final group for whom I wrote this book includes those who are in some other occupation and are now considering real estate as a career change or as a second career after retirement. Real estate was a second career for me, so I have a good understanding of the attraction it holds for people looking for a new field to enter.

In Chapter 16, "Special Messages for Special People," I offer specific suggestions to individuals from each of these groups to make their entry into real estate as smooth and productive as possible.

While the book is written as a career guide for people considering real estate as a profession or for those already in it, I've received positive feedback from readers who simply want to learn as much as they can about the real estate profession and how it operates to make them better investors, but who do not want a real estate license. That's a plan I've seen implemented very successfully by several students who have taken my real estate courses, so I will elaborate on that in Chapter 16.

Real Estate Investment Secrets

Real Estate Investment Secrets

Discover the Jealously Guarded Insights of Real Estate Tycoons and Hot Dealers! Back in the days of the wild, Wild West, when easterners traveled across this vast country looking for opportunity in the newly opened territories, they were often referred to as a ‘tenderfoot’.

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