Sales and Marketing 101 for Real Estate Professionals


8-1/2″ x 11″, softcover, 320 pages.

SKU: ESM001 Category:


This authoritative book will improve your sales results by showing you how to employ a complete and professional sales and marketing strategy. You’ll develop the tools you need to list the right properties at the right price and to attract prospects that are ready, willing, and able to buy.

There are many marketing books but few that explain marketing principals from a real estate agent’s perspective. Here you will find:

  • Comprehensive coverage of marketing strategies that draw the right clients to you, from the theories of product, promotion, price, and place to practical advice on how to segment the market and implement a marketing plan.
  • Complete coverage of the selling skills you need to close the sale, including time management, ethics, professionalism, and closing techniques.
  • Current coverage of internet marketing tactics to help improve sales, featuring personal web sites, social media, and email.
  • Tools to ensure learning. Multiple choice questions in every chapter test your knowledge, with answers and rationals provided so that you can check your work, while open-ended exercises allow you to apply what you’ve learned to real-world scenarios.

Developed, tested and refined in an academic setting, this book brings the classroom to you.

Table of Contents

  1. Real estate marketing
  2. The marketing concept
  3. Market research
  4. Data analysis, drawing conclusions, and motivation
  5. Target marketing
  6. Technology in Real Estate
  7. Online marketing techniques
  8. Social media marketing
  9. Product pricing strategy
  10. Pricing your services
  11. Place and promotion strategy
  12. The marketing plan
  13. Ethics and real estate professionalism
  14. Understanding your clients
  15. Insights into a successful sale: No trust, No need
  16. Insights into a successful sale: No help, No hurry
  17. Personal selling
  18. The interview and close


Read Chapter 1

About the Author

A former real estate broker, Chris Grover is the Department Chairman for Business-Real Estate at Victor Valley College in Victorville, California.


Your purchase is guaranteed. If you are not 100% satisfied, you may return it within 30 days for a full refund.