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Foreword ix <p>Acknowledgements xi</p> <p><b>Part I: The Business of Real Estate</b></p> <p><b>Chapter 1: Is Real Estate for You? 3</b></p> <p>Qualities of a Top Realtor 5</p> <p>What Type of Real Estate Is Right for You? 9</p> <p>Commission Structure 11</p> <p>Developing Your Own Style 13</p> <p>The Regulatory Bodies 14</p> <p><b>Chapter 2: Finding a Brokerage that Fits 17</b></p> <p>Commissions and Fees 18</p> <p>Support and Training 19</p> <p>Type of Brokerage and Community It Serves 20</p> <p>How a Brokerage Operates 24</p> <p>How a Brokerage Makes Money 27</p> <p>Online Brokerages 27</p> <p><b>Chapter 3: How Do You Make Money and Find Clients? 29</b></p> <p>The Money Part 29</p> <p>The Clients Part 31</p> <p>Creating Relationships and Making Connections 33</p> <p><b>Part II: Representing the Seller</b></p> <p><b>Chapter 4: When Meeting with a Client 39</b></p> <p>Putting a Client at Ease 39</p> <p>Helping a Client with the Fine Print 43</p> <p><b>Chapter 5: Pricing Strategies 49</b></p> <p>Factors to Consider in Establishing an Asking Price 49</p> <p>Motivating a Seller to Accept an Offer 52</p> <p><b>Chapter 6: Preparing a Home for Sale 57</b></p> <p>Home Staging 57</p> <p>Should You Consider Being Certified as a Home Stager? 61</p> <p><b>Chapter 7: Using Digital Tools for Branding and Marketing 63</b></p> <p>Digital Media 63</p> <p>Digital Photographs 64</p> <p>Social Media 65</p> <p>Social Media Branding 66</p> <p>Social Media Strategy 67</p> <p>Twitter 67</p> <p>Facebook 69</p> <p>LinkedIn 70</p> <p>Realtor Websites 72</p> <p>Search Engine Optimization (SEO) 72</p> <p>Researching Keywords 73</p> <p>Using Keywords in Titles 74</p> <p>Continuing to Write More Content 74</p> <p>Including Images 74</p> <p>Getting External Links 75</p> <p>Integrating Social Media 75</p> <p>Other Advertising and Marketing 75</p> <p><b>Chapter 8: From Showing to Offer 77</b></p> <p>Working with Other Realtors 77</p> <p>Holding an Open House 78</p> <p>Keeping the Seller Client Calm during the Sale Process 79</p> <p>Dealing with Multiple Offers 80</p> <p><b>Chapter 9: Getting to Closing 85</b></p> <p>Negotiating a Deal 86</p> <p>Helping the Client beyond the Deal 88</p> <p><b>Part III: Representing the Buyer</b></p> <p><b>Chapter 10: Knowing What Your Buyer Client Really Wants 93</b></p> <p>Meeting Face to Face 93</p> <p>Questions to Ask the Client 95</p> <p>Use the Funnel Approach 96</p> <p>Taking the Emotion Out of Buying a Property 100</p> <p><b>Chapter 11: Showing Properties to Your Clients 105</b></p> <p>Preparing to Show Properties 106</p> <p>Negotiating Lock Boxes and Showing Etiquette 108</p> <p>Useful Links 118</p> <p><b>Chapter 12: Explaining the Terms of a Listing to Your Client 119</b></p> <p>Explanation of Terms 119</p> <p><b>Chapter 13: The Offer to Purchase: It’s a Contract 127</b></p> <p>Terms and Explanations 129</p> <p><b>Chapter 14: For Sale By Owner versus a Full-Service Brokerage 137</b></p> <p>Commissions and Values 141</p> <p><b>Chapter 15: Tips for Working with Listing Agents, Dealing with Multiple Bids, and Meeting Conditions 143</b></p> <p>Working with a Listing Agent 143</p> <p>Managing Multiple-Bid Situations 145</p> <p>Conditions: Always a Balancing Act 147</p> <p>What If a Home Inspection Digs Up a Problem? 150</p> <p><b>Chapter 16: Guiding Your Client through the Final Closing Process 153</b></p> <p>Closing Costs and Related Expenses 153</p> <p>Waiving of Conditions 154</p> <p>Title Insurance 155</p> <p><b>Part IV: Setting Up a Network of Experts</b></p> <p><b>Chapter 17: Professionals You Need to Have in Your Circle 159</b></p> <p>A Real Estate Lawyer 159</p> <p>List of Other Professionals 160</p> <p>Where Can You Meet Other Professionals? 163</p> <p><b>Chapter 18: Building Relationships with Other Realtors 165</b></p> <p>Create an Atmosphere of Cooperation with Other Realtors 167</p> <p><b>Part V: Tales from the Trenches</b></p> <p><b>Chapter 19: Real-Life Stories about Deals 177</b></p> <p><b>Chapter 20: Words to the Wise: Pitfalls and Tips to Avoid Them 185</b></p> <p>Real Estate Professionals’ Answers to Common Questions 187</p> <p>Appendix A: Helpful Tools and Further Reading 201</p> <p>Appendix B: Glossary 203</p> <p>About the Author 207</p> <p>Index 209</p>

<p><b>Claude Boiron</b> is co-author of <i>Commercial Real Estate Investing in Canada: The Complete Reference for Real Estate Investors and Professionals</i>. As a real estate broker, he has transacted deals ranging from a couple purchasing their first home to complex commercial deals involving many millions of dollars, to residential, commercial, and industrial rentals. Boiron teaches a course entitled "Commercial Real Estate Investing" at the University of Toronto's School of Continuing Studies and a series of courses on residential real estate at York University. He is also retained by real estate brokers to teach a ten-week course entitled "Real Estate Sales Training" to their salespeople.</p>

<p>From the introductory chapter of <i>Make More Money, Find More Clients, Close Deals Faster</i></p> <p>I believe there are three components involved in "qualifying" to be a realtor. First, you need to have, or be willing to learn and develop, certain attributes and skills. Second, you need to become licensed to practice real estate brokerage in your province. Finally, but perhaps most important, you need to buy into the philosophy that you are your own business. A realtor provides services, and therefore you need to continuously learn, improve, and upgrade your qualifications. Although this is the second real estate book I have written and I teach commercial and residential real estate at the university level (University of Toronto Continuing Education for commercial, and York University for residential), I learn something new with just about every deal I work on.</p> <p>I absolutely love what I do for a living. There are very few professions in which you can be a combination of entrepreneur, salesperson, friend, advisor, negotiator, and dealmaker, while also having the freedom to create your own schedule and have the potential to earn a substantial income. If you bring the right attitude and discipline to the table, even if you are not a natural salesperson the "job" of a realtor can provide a great deal more for you than you can imagine—both financially and in lifestyle.</p> <p>I don't believe in mincing words, so I will be blunt from the beginning of this guide to the end. My hope is that this book will enable realtors to improve in their career, be motivated to aim higher, and earn more money.</p>

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