New Books – April 2015

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.

successSuccess Under Stress
By Sharon Melnick, Ph. D.
American Management Association, 2013

From overflowing priority lists to power-hungry colleagues to nagging parental guilt, stress is the defining characteristic of most of our lives. Real help is here-an all-encompassing, stress-busting tool kit that goes far beyond breathing exercises and visualization techniques. Such one-size-fits-all methods are no match for the stressors we experience daily in our overcomplicated lives. Whether you have too many projects, your confidence is flagging, or you are clashing with a coworker, Success Under Stress provides a flexible array of strategies. All in all, Success Under Stress offers a veritable arsenal of “magic bullet” solutions-hundreds of situation-specific, quick-acting tips for defusing stress and boosting productivity. Complete with quizzes, examples, exercises, and more, this practical book helps you gain control, exude calmness and confidence amidst everyday chaos, and achieve the success you richly deserve.

zero resistanceZero-Resistance Selling
By Maxwell Maltz, Dan S. Kennedy, William T. Brooks, Matt Oechsli, Jeff Paul and Pamela Yellen
Prentise Hall Press, 1998

Zero-Resistance Selling is your guide to literally “reprogramming” your own self-image to help you attain your loftiest selling and career goals. You’ll find step-by-step strategies to harness the power of your imagination to wipe away resistance to your sales presentations … become an irresistible “master closer” … conquer self-defeating habits … and use stress to your advantage.

shiftShift Commercial
By Buddy Norman and Jay Papasan
KellerInk, 2011

Real estate shifts are easier to recognize than they are to acknowledge. One day job growth is beginning to stall and, seemingly overnight, vacancies are on the rise. Tenants start asking to downsize. Commercial property valuations level off. Negative news stories feed the worries of buyers and tenants. New development halts. Fear creeps in. Then, the market that was quietly losing ground goes into full retreat as tenant delinquencies turn into owner delinquencies and lenders sever lines of credit. Rents go into a free fall as owners scavenge for income to offset a rising tide of red ink. Deals unravel. Buyers and tenants hunker down to wait for a steal. Bankruptcies mount. Eventually, big commercial real estate owners start selling their companies or simply close their doors. Credit freezes up. Banks begin to shut down … Sound familiar? If you’ve been in the business for any length of time, it should. SHIFT Commercial provides proven models, tactics and insights from top commercial brokers who are thriving in this market.

askquestionsAsking Questions, Winning Sales
By Stephan Schiffman
Workshops on Tape, 1996

If you try to sell your product of service near the beginning of the first meeting, and ask for input based on that attempt or ask whether you contact is the person who handles the decisions in the area you’re selling in or structure your questions around the prospect’s “needs”, then this book is for you. These are the three strategies that represent the most common (and costly) errors in the interviewing phase! They lose sales, and you can’t afford that. Take your sales career to the gold-medal level.

Rosmartskey’s Guide to Smart Housing Choices
By Carol B. Roskey
Xlibris Corp., 2012

For generations, it has been an axiom that the purchase of a home is the greatest single investment the average person makes. The corollary has always been that if you take good care of that home it will inevitably be a good investment, permitting you to sell your home at a profit or allowing you to take out a large loan on the equity you ve built up. While the axiom is still true, the corollary is no longer true. Many Americans have lost their homes due to the Great Recession and still more owe more on their homes than the homes are worth. People once made a lot of money on flipping homes; now many wonder if they should buy homes at all. There are unmistakable signs that we are headed into an even worse recession, making any housing decisions more important than ever.

realestateSo You Think You Want To Sell Real Estate
By Michelle Overstreet
AuthorHouse, 2010

This book is designed to give you a realistic idea of the marketing, time and efforts that you will spend learning the real estate business. You’ll want to ask questions before choosing an employing broker about their training, marketing and record keeping requirements. You’ll come to realize that you’ll need to spend hours researching what role the title companies play vs. the role of the lender in your real estate transactions. Learn to read a Preliminary Title Report and ask about the prorations of taxes, insurances and interest from the title companies. Ask several lenders about loan programs and ask to sit in while your customer is shopping for their loan. Know the differences and requirements and learn to “pre-qualify” just by having a conversation with your potential buyer. This book gives several anecdotes as tools of what you might expect when dealing with the emotional aspect of the different personalities including your own reactions. More importantly, this book will give a simple understanding of real day to day experiences and the challenge of being a sales person vs. going out on your own to broker an office and the unlimited income potential real estate has to offer.

twowordClients First: The Two Word Miracle
By Joseph and JoAnn Callaway
Wiley & Sons, Inc., 2013

How honesty, competency, and caring will make you rich Throw out the sales manual. Get off the motivation elevator. Clients First is a two word miracle that can change your life. This book outlines a powerful path to riches that authors Joseph and JoAnn Callaway used to sell a billion dollars in real estate in just ten years–a feat never before achieved. Here, they explain the three keys to putting your clients first that helped them create one of the most successful realty firms in the U.S. Each of the three keys is important and can stand on its own. However, the success you can achieve when following the Clients First program can only be reached when all three keys are used in coordination. Explains how honesty ensures a strong client relationship Details the ways in which competency pervades all aspects of a client’s perception of you Shows how being a caring individual can win over a client on a personal level Unlock your potential by putting these to use in your life and your business.