The New Real Estate Agent

“The New Real Estate Agent” is specifically tailored for the new real estate licensee, who has passed, or soon will pass, their state exam, and who is ready to launch their new career. It is about making money and having fun along the way.

The author has been a Florida real estate licensee since 2002 and a Broker and State Instructor since 2004. He has taught all Florida real estate licensing courses from start to finish. Having taught tens of thousands of real estate students over the years, and with practical brokerage experience, he has witnessed the passage of many from beginner to millionaire. 

It is this experience and knowledge which is incorporated into this book with the hope of helping you make that successful passage from the “starting gate” to the "luxury yacht". Yes, in real estate brokerage, those dreams can be achieved.

But success requires a sharpened work ethic, a desire to succeed, and knowing how to get started. The many pitfalls and wasted time and money that many beginners will experience will be explained so that you may avoid these perils along your journey.

In this publication there will be “success stories” of those in the classroom who have gone on to make millions of dollars in their real estate career. We’ll discuss working with buyers and sellers, contracts, sales skills, time and territory management, “farming”, and many other topics. Having this kind of knowledge and inspiration can contribute mightily to your future triumph.

Published in both Electronic and Paperback forms, this guidebook allows you to get started immediately and to “carry it” with you wherever you go in order to help you succeed with your new real estate sales challenges (link below to Amazon). It can be a quick reference, or refresher, or provide an idea; but above all its intent is to help you to stay on course and to arrive at your destination with prosperity and success.

I hope you enjoy the book and that it may contribute significantly to your great success.

Rich Henderson

Pembroke Pines, Florida 

Part I—Getting Started

The New Real Estate Agent

Why You Got a Real Estate License

Keeping Your License

Your Role as a New Real Estate Agent

Achieving the Dream

Part II—Developing Your Success Structure

You’re Licensed—Now What?

The Concept of Real Estate “Farming”

Time & Territory Management

Understanding Opportunity Costs

"Career Visualization" and Getting Focused

Part III—Sales and Marketing

     A--Marketing, Sales, and Business Development

          Marketing versus Sales

          Business Development versus Sales

          Defining Your Marketplace

          Advertising

          The Will to Win

    B--Working with Sellers and Buyers

          The New Agent's Brokerage Tools

          Understanding Product Sales versus Services

          Real Estate is a Personal Business

          Liability-Free Communication

         The Customer is Always Right--Wrong

          What Motivates Sellers and Buyers

          Working with Sellers

          Working with Buyers

          Buyer Wisdom Learned the Hard Way

          Buyer Case Studies

     C--From New Agent to Professional

          The Ten Biggest Rookie Mistakes

          "Closing" Techniques

          Why Successful Agents Don't Have to Prospect

Part IV--It's Time to Launch

Your Road Map for Jump-Starting Your Real Estate Career

Solidifying Your Market

Postscript

Reference Vault--Resources for Career Success

         Brokerage Basics--Law, Principles, and Practice

         Federal Laws Impacting Real Estate

         Florida Statute 475, Part I, Violations & Discipline

         The Florida Real Estate Commission

         Escrow Violations--Easiest Way to Lose Your License

         An Escrow Disaster Story

         Published Articles on LinkedIn

Disclosures