New Books – December 2014

NAR members and Association staff can borrow up to three books for 30 days from the Library for a nominal fee of $10.

Members and staff can also borrow up to six electronic books, digital audios and/or videos at no cost, through the Virtual Library eBooks Collection.

referralThe Referral Engine
By John Jantsch
Portfolio Trade, 2010

The small business guru behind “Duct Tape Marketing” shares his most valuable lesson: how to get your customers to do your best marketing for you.

The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company.

secretsSecrets of Closing Sales, 7th Edition
By Roy Alexander and Charles B. Roth
Portolio Hardcover, 2004

Ever notice that the upper 20 percent of salespeople tend to close more than 80 percent of the sales? Since 1940, Secrets of Closing Sales has helped thousands of salespeople rise to the top. Now in its seventh revised edition, this classic bestseller has been updated to meet the challenges of today’s competitive and changing sales environment. With detailed coverage of new selling methods, innovative strategies, and a treasury of real-life examples, this book will teach you, step by step.

sellingNiche Selling
By William T. Brooks
Irwin/McGraw-Hill, 1992

Shows how to increase sales by finding and marketing to your most likely consumer segments. This practical, straightforward approach directs the reader through the entire niche selling process, showing how to: develop workable sales strategies based on alliances; enhance your standing in the minds of prospects and customers using the power of personal positioning; conquer the problem of “institutionalized insulation” that mentally and physically removes the most salespeople from their customers.

successSuccess in Real Estate and the Art of Staying in Business
By Vicky Keeton
BookSurge, 2010

Professional with a hint of fun, Success in Real Estate and the Art of Staying in Business by Vicky Keeton is a particularly engaging business guide on how to get in the real estate game and how to stay there. In seven succinct and thoughtfully crafted chapters with titles such as “Working with Buyers,” “Working an Open House,” and “Working a Lease Purchase,” Keeton proves to be a straight-from-the-hip shooter. She shows readers how to set up their businesses, how to work with buyers, how to work with sellers, and how to establish one’s self in their area so that each transaction leads to referrals—referrals that last a lifetime. Never before has one author made it so easy to understand the art of being a personal realtor—and how it is one can dominate their communities’ marketplace by providing exceptional service.

paintingPainting with Numbers
By Randall Bolten
John Wiley & Sons, Inc., 2011

Whether you are distributing a report or giving a presentation, you have a lot of numbers to present and only a few minutes to get your point across. Your audience is busy and has a short attention span. Don’t let an amateur presentation bog you down, confuse your audience, and damage your credibility. Instead, learn how to present numerical information effectively—in the same way you learned how to speak or write. With Painting with Numbers, you’ll discover how to present numbers clearly and effectively so your ideas and your presentation shine.

safeguardYour Home Safe Home: Smart Ways to Safeguard your Home and Everyone in It
By Nancy Harvey Steorts
Capital Books, Inc., 2009

Adapted from leading consumer protection expert Nancy Harvey Steorts’ popular “Safe Living in a Dangerous World” (Capital, 2003), “Your Home Safe Home” takes you on a room-by-room inspection of a house with checklists of safety tips and things to watch for. Follow the advice on these pages to guarantee the safety of everyone in your family—from the youngest to the oldest. Pass it along to a new owner, or use it to judge whether you want to buy a particular house—based on its safety. As an added bonus, “Your Home Safe Home” gives tips for safe food handling, holiday celebrations, weather protection, even disaster planning.

socialCorporate Social Responsibility: Definitions, Core Issues and Recent Developments
By Brent D. Beal
Sage Publications, 2013

Corporate Social Responsibility: Definition, Core Issues and Recent Developments offers a well-structured and thorough introduction to corporate social responsibility (CSR). Author Brent D. Beal introduces the basic concept of CSR, briefly discusses the challenges of defining it, and summarizes important conceptual models. CSR is examined in the context of the perfect competition market model, market failure, and social dilemmas. Three different types of CSR—systemic, strategic, and philanthropic—are highlighted. Finally, arguments both for and against CSR are outlined and several conceptual frames are proposed.  Readers are encouraged to think about what businesses should be responsible for in society and how a society’s economic system should be structured, bounded, and ultimately, controlled. This text is appropriate for any business course in which the introduction of CSR would complement other course content.