June 8, 1976 - Don't know if I can remember that far back.  No training programs, no internet, no cell phones, no fax machine, no computer.  Yes we got the job done. I went to the library and checked out a book called "How to overcome objections in real estate sales", best book I ever read.  What it tought me was, your not born a great salesperson, but you can learn to be a great sales person.  After all these years, I still continue to learn something just about everyday, you will too.  Best of luck in your career, we know are profession is in great shape with your generation replacing us old timers.

1

FSBO Sellers just want to get as much money as they can.  You can give them what they want

2

Sellers want to be sold.  Don't be shy.

3

Buyers want to be helped - don't sell - just serve.

4

Learn scripts and dialogue - read books by Tom Hopkins and books about salesmanship.

5

Build bridges to a relationship with warm and personal effort.  Make a connection to the buyer or sellers heart and dreams before you try to sell a house.

6

Last but not least... Get them to sit down at the kitchen table : )

Get help! You can only go so far acting as your own assistant.

Specialize. Find a niche that you love and work it for all it's worth. Before you know it you'll find yourself turning away all kinds of business because you'll be too busy doing what you're good at.

Great tip Norm, I am working on that too. It is hard to let go, but I have found myself needing to. :)