Thousands of real estate agents, men and women, newcomers and oldtimers, can improve their lives and their livelihoods by using the information in this concise, how-to-do-it book on real estate selling. Every problem is covered: Do you want to invest your own money? What do you do when the customers don't come? How do you sell a "white elephant?" what should you listen for when you attend an open house showing? How much do your own personal characteristics influence your sales record? There's a "how to say," "what to say," "when to say," for every thorny situation in real estate selling, along with advice on closing a sale, organizing your time, sharing commissions, coping with competitors, selling to friends, and a host more.