I think Tom Hopkins and other sales trainers have a lot of good information to offer, both in sales as a profession and technically in how to handle objections and other techniqes. What's important to remember is that manipulating clients through sales methods might be a short term solution to an automotive or other retail sale, but it's not a good strategy for real estate. You'll do far better with more of a cooperative and candid relationship with your clients than any packaged sales approach. It's still good to know how to handle minor objections, though, and Hopkins' enthusiasm for prospecting, referrals, networking, etc. is all to the good. 

Hello Ulisis,

I had several of Tommy Hopkins courses and they are quite good. Is was an old standard. Learning methods from several trainers is excellent for you. Keeping focused on learning these skills is something we all do throughout our careers.

In time, a personal real estate coach should also be considered. Mentors ( local and as part of a mastermind group are all productive.

Learning the industry, not just sales approaches is also beneficial. It is quit broad and deep. Understanding real estate law ( at least being familiar with it and how it came about) -excellent.

Taking people skill courses and honing those will pay big dividends.

Seeking and acquiring designations will enrich you tremendously. GRI CRS e-PRO SRES ABR are some of the recognised standards.

This all adds up to all the years of your career. It is a learning process and we learn to deal with the technology and the changing needs and wants of consumers.

Commit as you have to this process and you will enjoy a magnificent career. Develop your passion and share it easily and comfortably with your clients. They will in turn share their loyalty with you and your career will always be wonderful.

There were some lyrics in a song and th words were Burn Baby Burn. Change them to learn Baby learn and you have a smashing career.

I have read his books and love them, he has some great approaches.