I recently read, How to Become a Million Dollar Real Estate Agent in Your First Year, and was quite disappointed. While I have no doubt that Susan Smith Alvis was a very productive agent, I wasn't surprised, whitle reading the book, that Alvis left real estate career. Frankly, I'm surprised she lasted as long as she did. Implement many of her methods, and most people would burn out quickly.
Alvis advocates a lot of what I call "old marketing" techniques including cold calling i.e. telemarketing, and door knocking. She also seems to advocate shoving as many fliers ,and unsolicited, and often marketing communication pieces down people's throats as possible, while the book does advocate networking, it doesn't really get into a lot of detail about the how to build relationships to increase the possibility of getting results.
Two books I would recommend, for any real estate agent interested in building a long lasting career in the field, are Work By Referral Live the Good Life by Brian Bufffini and Joe Niego, and Real Estate by Referral by Gavin Weber. Both books discuss how to develop a real estate business model that relies on referrals. They go into a lot of detail on how to build lasting relationships, service your clients, feel good about what you do, and be successful in the real estate field.
When deciding how you want to run your business, look at how some of the top producers run theirs. Are they doing a lot of "cold calling' or "floor time" to get sellers and buyers? My bet is that while some of them may have started out doing these tasks, the bulk of them now rely primarily on word of mouth, and referrals.
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