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Practical advice for real estate agents

A Guide to Your First 30 Days as a Real Estate Agent

Real estate agent planning first month on a calendar

So you finished real estate classes, you’ve chosen a broker to work with, you’re sitting at your desk and thinking: Now what? to buy a home right now. Sure, they know that they want to and that

So you finished real estate classes, you’ve chosen a broker to work with, you’re sitting at your desk and thinking: Now what? to buy a home right now. Sure, they know that they want to and that special day may very well be on the horizon. But they could also be waiting for a job transfer to come through, or for more savings to hit their account. They could even be trying to improve their credit - a process that certainly isn't going to happen overnight. For most of the students that go through our real estate school, the potential for unlimited income played a large role in the decision to get licensed. Truly, there is no limit to how much you can earn thanks to the commission-based structure that the real estate industry provides. This, coupled with the fact that real estate agents can set their own schedules and the added satisfaction that comes with helping people achieve their dreams of homeownership, creates something of a perfect storm in the best possible way. But at the same time, the chasm between becoming a Realtor and becoming a successful Realtor is a deep one, indeed. Rising to the status of the latter is something that takes an incredible amount of hard work and perseverance - often more than people are expecting when they begin their first day on the job in real estate. In fact, the first 30 days as a real estate agent are critical for setting the tone for everything that transpires afterwards. Because of that, making sure that your career launches properly is mission critical to your long-term success in our business. TL/DR - What you should expect in your first 30 days: 1. Join the Association of Realtors 2. Get MLS access 3. Get your eKey 4. Tell your friends and family that you’re in the business 5. Update all your social media 6. Preview at least 5 properties a day for at least the first 30 days Getting the logistical stuff squared away Standing up the logistical tools needed to get your real estate career started might seem obvious but they are worth mentioning. Simple items like ordering your business cards, getting your Board dues paid, making sure you have MLS access and Zipforms should be done in the first week at most. Some companies may hold your hand through this process of onboarding but many real estate companies have so many new hires that these items could slip through the cracks. Take things into your own hands if needed and get them done quickly. You also will want to write a professional bio, get your headshot done, as well as update all your social media profiles. Registering and creating profiles on sites like Zillow, Yelp, LinkedIn and Facebook won’t take long but they need to be done. If someone should Google your name, you want the first thing to come up to be a professional bio (complete with that previously mentioned headshot) to instantly give off the impression that you mean business and have social proof that you’re in the game. I’d also recommend gathering the names, addresses, emails and other bits of contact information of everyone you know - this will act as the new sphere of influence that you will slowly build from over time. Once that database is complete, you'll want to create a short letter or email to send out to every last name on it. The goal is simple: you want to let as many people know that you're now in the real estate profession and it isn’t just a hobby. Unless you hit this list, you’ll never know whether they're looking for a house right now or whether they're considering selling at some point in the future. The worst feeling is seeing one of your friends post on social media that they are selling or buying and would have done the deal with you had they known you were an agent. This is also the period when you'll want to make an effort to truly understand your market. There are a lot of real estate agents who know how to help someone buy or sell a home. The key to your competitive advantage will be your ability to do so better than anyone else and become the local real estate expert in your community - which is why you need to do research, and lots of it. Venture out into the area and show yourself around a few homes on the market. Test out that eKey, get comfortable with the process. Drive by homes that are for sale in your MLS. Not only will this help you get more familiar with the area you'll be operating in, but it'll also help you get more comfortable with the very process itself. Speaking of the MLS, use the first 30 days as an opportunity to run real estate market reports to make sure you're aware of all current market conditions. At any given moment you should know how fast homes are selling, the average prices they're going for, the list-to-sales price ratios and more. You could also consider offering free home valuation reports to all of your friends, to both get comfortable with the process and to show as many people as possible how serious you are about your new career. Networking and Beyond Your first month as a Realtor will also be one where networking with other agents is critically important. Plan on attending every open house that you can and preview plenty of properties listed by other agents. Ask to shadow a seasoned veteran for a day. It doesn't matter - connect with as many people as possible, because you never know who will be able to help. You should also draft a business plan to set some straightforward goals (not to mention a budget) for your first 90 days and beyond. Make an effort to set realistic goals for each week over the next few months, both to make sure that you're always moving in the right direction and so that you avoid feeling too overwhelmed. Finally, you need to understand that even beyond your first 30 days, you need to take advantage of every opportunity to learn and grow as a real estate professional. Take classes with your local Association of Realtors. Determine and understand what your unique selling proposition is and be able to communicate why someone should care about it. Attend any new agent orientations you can find. Review as many real estate contracts as you can get your hands on and write some of your own. I remember when I was just starting in the industry, I would draft purchase contracts on random houses at night just so that I could learn the contract. If you're able to find time for all of the above, you'll have done more than just make excellent use of your first 30 days. You'll have created a rock-solid foundation that the rest of your career will be built upon. Good luck! Love, Kartik
Practical advice for real estate agents

What Kind of Car Should a New Realtor Drive?

Real estate agent getting in her car

As a new real estate agent, making the right first impression is critical . Details matter. That includes the way you look, your approach, and your personality. It also relates back to the type of

As a new real estate agent, making the right first impression is critical . Details matter. That includes the way you look, your approach, and your personality. It also relates back to the type of image you portray with your vehicle. Why Your Vehicle Matters First impressions matter to home buyers and sellers. They want to know that the person they are working with is successful, even if they are brand new. Having a car that is both functional and impressive enough is a key part of the process. Since most real estate agents will help buyers see a variety of homes often by driving them around, this can be an important decision to make. To be clear, packing everyone into the same car while COVID rages probably isn’t the wisest decision, however, COVID will be behind us and it will be back to business as usual. Most agents aim to find some balance between their image and the relatability of the vehicle. That is, while you want to have a nice and comfortable vehicle, you do not want something that’s too flashy that could scare away some of your most likely buyers. How do you do that? What Every Real Estate Agent’s Car Should Have One of the first things to start with is the basics. There are some features that are critical that every vehicle has. These make a difference in the type of experience the buyer and seller may have. Some key starting points include the following: Air Conditioning: Comfort matters. You want to be sure that anyone that is in your vehicle is comfortable. A nice feature to have is adjustable cooling for the backseat. That helps your buyers to be able to control their heating and cooling to find the right temperature of comfort. It helps keep them happy on a hot day. Radio: It’s a good idea to have a reliable radio. You may not need surround sound and top-of-the-line speakers, though. It is a good idea to have some music playing in the background when you pick up your buyers. When it is silent in the car, people feel uncomfortable. A big part of what you are doing now is keeping everyone enjoying the experience. You may even want to create a playlist for your car that is upbeat, positive music. 4 Doors: There’s no situation in which your buyers want to try to climb out of the backseat of a car. More so, it should be a roomy enough backseat that they are able to sit comfortably even if they are a bit taller or need more room. Be sure to choose a four-door vehicle that’s designed to accommodate your needs outside of work, too. Clean: Perhaps the most important part of your vehicle is how clean it is. People who are stepping into your vehicle expect it to be comfortable and sanitary. This is very important, especially in a pandemic world. If you are buying a car then, be sure to look for features that make it easy to keep clean. That may include leather or leather-like material. If you can choose a vehicle that has easy-to-remove or clean carpeting, that can help as well. Keep it litter free as well. What Kind of Car Should I Drive? New real estate agents are often overwhelmed by this decision. It does not have to be a complex process, though. You want to provide a positive experience for your buyers. They do not expect a top of the line vehicle, but they want something reliable. There is no benefit to you, especially as you are just starting, to have a too expensive car. If it has features that make a difference to you, such as a navigation system, that’s great. If not, you still have your smartphone you can use to help with getting around. What’s most important is not to overspend at the beginning of your career and to choose a car that fits into your budget as a new real estate agent . Over time, you can upgrade as you see fit. Choose a car that is not going to break the bank. It’s okay to buy a car that fits your personal needs, too, especially since most agents will use their car for this as well. Take the time to find a car that fits your personality and your client’s most likely needs. Then, be sure to take care of it to keep it looking sharp. Love, Kartik
Practical advice for real estate agents

Are People Really Moving Out of California? Reports Indicate - Yes

California resident packing boxes and moving to texas

Before I get deeper into this article, it is worth noting that I love California. I’ve lived in southern California nearly all my life so this article isn’t meant to sound cynical about the state

Before I get deeper into this article, it is worth noting that I love California. I’ve lived in southern California nearly all my life so this article isn’t meant to sound cynical about the state of affairs around here. I just thought this would be an interesting article to research amid rumors that COVID lockdowns, taxes and regulations are chasing Californians out of dodge. Just in case you were concerned that the reported exodus of California residents to other states has been exaggerated, it seems to not only be true, but perhaps it is gaining momentum. That in itself is maybe a bit surprising, and some of the other facts surrounding the reports will also surprise you. Just to clarify, according to the California Department of Finance, the population of the Golden State was still increasing, but ever so slowly, in the period between July 2019 and July 2020. The state showed a net growth of just 21,200 residents, translating to a percentage growth rate for the 12-month period of just one 1.5%. The growth rate has slowed over the past two decades, but this was a record-setter, something that had not been matched since 1900. During the same period, Los Angeles County reported a net loss in population of more than 40,000, and Orange County is said to have lost nearly 25,000 residents. If you're wondering how to reconcile those numbers, you must dig deeper. The United States Census Bureau confirms that in 2019, 653,000 residents left the state for what they considered greener pastures in other parts of the country. Only 480,000 U.S. residents traded zip codes for one within California. That represents a net loss of 173,000 residents. And that was pre pandemic. But foreign-born new residents were still arriving. The Facts Behind the Stats California, with a population nearing 40 million, grew dramatically for most of the 20th Century. With enviable weather, great natural beauty and plenty of space left for new homes and businesses, it seemed to be the land of opportunity, with a booming job market, lively culture, and great cities, food and entertainment. In the second half of the century, the population almost tripled, but for the last 20 years the growth rate has been relatively flat, and it slowed dramatically in 2017. Reasons include a higher than average cost of living, rising home prices, taxes and overall costs, and a slow but steady change in demographics. As in the rest of the country, California's population growing older, and its birth rate has also declined. But its average age is still young when compared to other states. Unlike the majority of states, however, California is heavily populated by immigrants and minority groups. According to the Public Policy Institute of California (PPIC), the state has unique diversity. Its share of foreign-born residents in 2018 was larger than any other state, estimated at 10.6 million. It is also a state with no single race or ethnicity constituting a population majority. Latinos now account for 37% of the population, surpassing the white population in 2014. Other substantial population groups include Asian-American at 15%, African- American numbering 6%, multi-racial groups at 3%, and American Indians or Pacific Islanders under 1%. Reasons for Relocating Out of California In order to understand why California residents are leaving, you cannot discount standard explanations. People relocate for many personal reasons, including new job opportunities, wanting to be closer to family and friends, or simply wanting to taste a new lifestyle. But why aren't people moving into the state? That may also not be difficult to answer. There is no doubt that traffic and weather play a part in the decision-making process. California has suffered more than its share of natural disasters in the past few years. Rising prices of goods and services, a scarcity of affordable housing -- particularly in major cities -- government regulation on business and rising taxes on individuals, and political considerations all have an effect. Rural areas lose residents primarily because jobs disappear, while cities seem to lose people due to rising prices and a lack of safe and affordable housing. California's operating farms have been decreasing for generations by some estimates, and its major cities have become known not for their cosmopolitan atmosphere but for their problems that include escalating prices, a culture of drugs, crime and homelessness, and questionable governance. The effect of COVID-19 also must be considered, and it is not insubstantial. The state has been viewed as a hotspot of infection, and has faced a lot of criticism for its handling of the crisis on local levels. It should be noted that some residents left and sold their home during the pandemic, but that the virus also prevented others from crossing the border into the state, which affects total population numbers. Where Are People Going? Favored destinations for California expats are Texas, Arizona and Idaho, for various reasons. Texas mounted a serious campaign to attract new business, especially from California, several years ago, and it has paid off. With no state income tax, a stable economy, a relatively favorable climate and a friendly vibe, new residents feel at home in Texas. Real estate agents are quick to point out the advantages of selling high and buying low, something that is entirely possible when moving to Texas from other places in the nation. That has helped sustain a building boom in Texas that began shortly after the crisis of 2008. Texas is a hot market for buyers from out of state. Austin and the Dallas-Fort Worth Metroplex are the prime areas. Other California residents, especially those who can continue to work remotely for their employers, head for Phoenix or to Boise, Idaho, which each have some of the same lifestyle, tax and housing advantages, and favorable climates. California real estate spokesmen are quick to confirm the trend. Some of them have even joined the expats, working remotely from new homes out of state, while continuing to represent sellers and buyers in California. What Does the Future Have in Store for the California Population? Will the trend be reversed in the future? It's hard to say, but right now it seems as if California is on the downward slope in terms of population. It will, however, no doubt retain its status as the most highly-populated state for at least the foreseeable future. Love, Kartik
Practical advice for real estate agents

Helping Your Clients Find 'The One' Dream Home

Real estate agent helping client find their dream home

As a real estate agent, one of your main jobs is to help people navigate through what will undoubtedly be one of the biggest financial transactions of their life: buying a new home. But keep in mind that

As a real estate agent, one of your main jobs is to help people navigate through what will undoubtedly be one of the biggest financial transactions of their life: buying a new home. But keep in mind that you need to approach this in more than just a literal sense. Yes, the "nuts and bolts" process of buying a home is as difficult as it is time consuming, so people are going to need someone they trust (read: you) to help make sure that everything proceeds exactly as it should. But there are a lot of agents out there who can help people BUY a house. They're also going to need your assistance in terms of FINDING that perfect house to begin with. They don't just want any old house - they want "the one" that is everything they've been searching for and then some. Therefore, in an effort to help your clients choose that home of their dreams and walk away as satisfied with the process as they'd always hoped they would be, there are a few key things you'll want to keep in mind. Provide Objective, Constructive Insight About the Home By far, the most critical thing you can offer your clients as they search for a new home involves objective, constructive insight whenever possible. Even if a client walks through the door and is immediately enthusiastic about the property, you still need to make sure that they're thinking clearly. Help Them Weigh the Pros and Cons of the Home This means helping them weigh both the pros and the cons. Consider things like the status of the property and even the age and let them know what they might expect five or even ten years down the line. No home is perfect by any means and part of being a homeowner involves dealing with unexpected issues. Use your experience to offer guidance about THIS property in particular and make sure they understand the situation from all angles. Determine the “Wants” and “Needs” of Their Dream Home Likewise, go through a checklist of "wants" and "needs" with your clients and see how a particular property aligns with those goals. What are the elements that a client's "absolute perfect" home MUST have? How any of those boxes does this particular property check? What are the odds that they're going to be able to find a home that meets every last qualification on their list? These are the things you need to be thinking about to help someone make the most informed decision possible. Assess How Your Client is Feeling About the Home Of course, there are certain questions you need to ask of yourself during this period, too. Chief among them is simply "how is the client feeling right now?" Are they excited to the point where they can't stop thinking about the property? Are they already to the point where they're thinking about furniture placement and they can see themselves building a life in this house? If they are, the chances are high that you might have helped them find "the one." If they're not, you'll likely want to continue your search, at least for awhile. Consider the Aspect of Time Finally, you need to consider things from the perspective of time - something there just isn't as much of as people want. How much longer can the client keep looking? What are the current market conditions, and how fast is a property like this one likely to stay on the market? Is inventory high enough where it's even possible to keep looking for a new home indefinitely? Even if someone looks at a home and doesn't consider it to be "the one," can they work with a general contractor and eventually get it to that point one day? This may be what you need to recommend if this property is likely to move fast. While it's possible to follow all of the best practices outlined above and STILL not locate "the one," doing so will still put you in an excellent position to offer as much value to your clients as possible and help them get over the house that got away. That's not just how you help someone buy the home of their dreams - it's also how you turn them into a loyal, lifelong client who will continue to return to you for years to come. Love, Kartik
Practical advice for real estate agents

The Fine Art of Handling Buyer and Seller Objections in Real Estate: What You Need to Know

Real estate agent listening to buyers objections

Without a doubt, real estate is primarily a sales-driven job. Regardless of how skilled a particular agent happens to be, getting objections from both buyers and sellers is a common part in the daily life

Without a doubt, real estate is primarily a sales-driven job. Regardless of how skilled a particular agent happens to be, getting objections from both buyers and sellers is a common part in the daily life of a Realtor . Sometimes they'll be completely legitimate concerns and it's part of your job to ease the client’s mind. On the other hand, on occasion there are instances where the client may be acting more out of emotion and not reason, and you'll need to figure out how to deal with those types of situations, too. How to Handle Common Real Estate Objections Still, HOW these objections are handled - and knowing what to say and how to say it - will no doubt lead to more sales moving forward. Therefore, if you want to get better at handling objections from both buyers and sellers, there are a few key things you'll want to keep in mind. Take the Time to Understand Their Point of View By far, the most important thing to keep in mind when fielding an objection from anyone is that you need to be proactive about trying to understand someone's position. Don't just think literally about what the objection is - try to go beyond the words and really get a sense of where this is actually coming from. Buying or selling a home is a major transaction (not to mention a significant moment in someone's life), and that's naturally going to put people on edge. Likewise, some people are simply more risk adverse than others. By really trying to understand someone's position and by getting a better sense of their point of view, it can help focus on exactly what you need to say to move forward with the deal, and how to best present it moving forward. Be Sure to Validate Their Opinions Similarly, you'll also want to make sure that the prospect feels validated. Don't simply write off their concern as irrelevant because that's only going to put you farther away from your goal, not closer to it. Even if an objection is coming up simply because of someone's fear of change, that's okay - you can't help that someone feels the way they feel. As an example I’m writing this six months into the Coronavirus pandemic and prior to a presidential election. Your buyer might want to wait until after the election to make a buying decision. This may or may not be a wise decision but I would dig deeper into their motivation for buying a home. Do they want to get wrapped up into a one year lease and pay a year worth of rent while they “wait it out”. Are they willing to risk interest rates increasing while they try and wrap their minds around the market? Are they willing to risk losing out on their dream home if one is available now? The major reason why all of this is important is because your ability to handle objections to everyone's satisfaction also helps build trust, an invaluable part of the relationships you're currently navigating. Remember that trusting someone isn't as simple as turning on a light switch - it ultimately takes time and care to build. Build Trust by Actively Listening By showing buyers and sellers that you're really listening to them and that you're paying attention to what they have to say, you're naturally in a better position to use trust to overcome the objection. Because at that point, they'll be able to see that you care about their success and that you clearly have their best interest in mind. Most of the time, that's all someone is looking for in the first place and sometimes objections happen when that sense of trust just isn't there yet. As Always, Remain Positive Whenever objections come up, try to remind both buyers and sellers of the positive side of what is going on. With rare exception, those positives will far outweigh the negatives and if you can just get them to say focused on those qualities that really matter, the situation will undoubtedly resolve itself and you'll be able to move forward in no-time. Love, Kartik
Practical advice for real estate agents

Top Qualities of a Successful Real Estate Agent: Breaking Things Down

Real estate agent shaking clients hand

In a lot of ways, the real estate industry is unique in that there are so many moving parts at play. Every property is different, and the same can be said for every buyer and seller. But the one common

In a lot of ways, the real estate industry is unique in that there are so many moving parts at play. Every property is different, and the same can be said for every buyer and seller. But the one common thread that runs through it all is that there is often a passionate industry professional involved. What kind of personality does best in real estate? But of course, this begs the question - exactly what makes for a good real estate agent anyway? What personality traits are required to move from real estate agent to “successful" real estate agent as quickly as possible? The answers to those questions are largely straightforward - they simply require you to keep a few key things in mind. 1. Having a Problem Solver Mindset By far, one of the most important personality traits to have as a real estate agent involves a true problem solver mindset. Every transaction you're a part of will have several "moving parts," and sometimes things can go unpredictably. You'll be asked to come up with creative solutions to interesting problems and issues on a daily basis. Likewise, something as simple as showing a home can be a challenge as every property is truly unique in and of itself. None of this is a problem at all if you're the type of person who genuinely loves coming up with solutions to these and other types of issues. What happens if you are on the listing side of a transaction and the buyer completes their home inspection and asks for a laundry list of repairs? How are you going to handle this and keep your deal together? How will you deal with a difficult client? What happens if you are in a divorce transaction and suddenly one spouse no longer wishes to sell the home after you’ve spent 30 days heavily marketing it? You can see that the ability to think on your feet and problem solve is paramount. 2. Being an Ambitious Self-Starter Likewise, the importance of being a self-starter is hard to overstate. Even if you're working in a firm with a lot of other agents, you're still the "master of your own domain," so to speak. You'll largely set your own hours and you'll need to be a driven, self-motivated person if you're going to make it work. 3. Tenacity This relates to another one of the most important personality traits to have as a real estate agent - the type of tenacity that will serve you well all throughout your career. In addition to a great work ethic, you need to understand that leads in real estate aren't just going to generate themselves. You'll have to market your clients' properties - sometimes in aggressive ways - in order to attract as much attention as possible from qualified individuals. There ARE buyers out there for every property, just like there is a home out there for every home buyer. It's just that they aren't going to suddenly land in your lap - you're going to have to go out and find them and some days that will be easier than others. 4. Be Engaging and Having a Winning Attitude Finally, a critical personality trait that all successful real estate agents share is that they have an engaging and winning personality. A big part of your success as a real estate agent involves marketing yourself every bit as successfully as you market those properties. Being personable, acting with integrity and having confidence as an agent are significant pieces of the puzzle. In the end it's important to note that despite all of the above, it's absolutely true that any personality will do well in the real estate industry provided that you know exactly what to expect. It's certainly not a profession for people who cherish the ability to work a standard "nine to five" job. It also may not be the best fit for someone who likes a rigid, predictable structure in terms of their professional life. While the above traits are certainly helpful, they are not a requirement to succeed as a real estate agent. Provided that you have a deep passion for what you do and relish the opportunity to help people in your area find the types of homes they've always dreamed of, you will absolutely be able to succeed and make a real career out of it. Love, Kartik
Practical advice for real estate agents

How to Negotiate a Higher Commission Split as a Real Estate Agent

A real estate agent negotiating a higher commission split with her broker

While this topic might be a little more advanced, especially if you are just starting real estate school online, it’s an important topic, nonetheless. Generally speaking, the way the real estate industry

While this topic might be a little more advanced, especially if you are just starting real estate school online, it’s an important topic, nonetheless. Generally speaking, the way the real estate industry typically works goes a little something like this: A real estate agent works for a broker (think any company like Century 21, Coldwell Banker, etc.) and together, they combine their resources to help sell a home. More often than not, the company keeps some percentage of the overall commission fees that are paid out after the transaction in question has closed. As a direct result of their hard work and dedication, the real estate agent gets to keep some percentage of that commission. This process repeats itself, again and again, as each home is sold. Over time, the real estate agent will sell more and more homes. Sometimes the average value of the homes they are selling increases. Sometimes their frequency increases. Regardless - this person continues to build experience and generate business for the broker and, as a result, the amount of money they get to keep should increase, too. However, this doesn't necessarily happen automatically. Typically, there will come a time when a real estate agent actually has to go into the broker’s office and negotiate to keep a higher percentage of the commission - something that can be particularly scary if you haven't been in the real estate industry for very long. But thankfully, the process itself is quite straightforward - provided that you're able to keep a few key things in mind along the way. Most companies are going to have a published schedule wherein the commission splits are very transparent but what if you want to move up quicker? What if you have a huge deal you are working on and want a special arrangement on that transaction? 3 Negotiation Steps to Getting a Higher Commission Split 1. Analyze your Progress What may be the most important thing to understand about this process is that before you even think about walking into the boss' office and asking for what amounts to a salary increase, you need to do your due diligence. Decide on a period of time and pour over the data about each transaction to essentially track the trajectory of your career. Use cold, hard numbers to show not only how you've improved in your position, but how the value that you've been able to bring to the broker has increased, too. Maybe you've been selling more homes than you were when you first started. Maybe the average transaction price has increased exponentially. Maybe it's both at the same time. Regardless, at a large company your broker might not “just know this” and they might not take your word for it. You need to be able to clearly illustrate the value that you're currently bringing to the operation and why that value is worth a higher commission split. You're not going to be able to get to that point without preparation, so this process begins here. 2. Do your Research Likewise, you need to make sure that you're well aware of what commission split plans are in place to see exactly what you qualify for to begin with. Not only is this a great way to enter into the conversation armed with as much information as possible, but it's also a way to proceed without seeming too demanding as well. So instead of going into someone's office and saying "I want X," start a conversation about your current split and why you have earned more. See which ones you qualify for and ask if there is one that will promote your growth within the company faster than the one you're currently on. 3. Review your Goals Finally, you always want to make sure you know where you're headed before asking for your next commission split increase. Essentially, you need to know what your goals are for your career in the next five years to determine what you should be asking for to begin with. If you know what the next "level" is and what you need to do to achieve it, suddenly something that was once overwhelming doesn't seem so insurmountable anymore. You've broken the process down into a series of smaller and more manageable steps, which will absolutely help you stay motivated at the same time. If you can find time to do this between managing your client expectations and meeting your broker’s, you can be sure that you’re on the right track to taking your career to the next level. Love, Kartik
Practical advice for real estate agents

Increasing Your Confidence as a Real Estate Professional: Your Guide

A confident real estate agent closing a sale on a home

If you had to make a list of some of the most important traits that any successful real estate professional should have, confidence would undoubtedly be right at the top. In a lot of ways, being a real

If you had to make a list of some of the most important traits that any successful real estate professional should have, confidence would undoubtedly be right at the top. In a lot of ways, being a real estate agent involves selling yourself every bit as much as you sell those properties in your area. There are so many real estate professionals in your area - people don't just need to know that you can get the job done. In a matter of moments, you need to be able to convince someone that nobody does what you do quite like how you do it, and why that will be such an advantage to them in the weeks and months ahead. Without confidence in yourself and your abilities, that won't just be difficult - it'll be impossible. But at the same time, a lot of people often come into the real estate business as a second or even a third career - making it a scary prospect for a lot of them. After all, there is no base salary. There are no health benefits. Most agents are independent contractors and, as stated, the competition is fierce. If you truly want to separate yourself from the pack, increasing your confidence is how you do it - and this is something you can accomplish in a wide range of ways, all of which are worth exploring. 3 Ways to Build Your Confidence as a new Real Estate Agent 1. Find a Real Estate Mentor to “Show You the Ropes” By far, one of the best opportunities you have to build confidence in your abilities as a real estate agent involves finding a mentor who can "show you the ropes," so to speak. They'll do more than just help build your skills and knowledge – real estate mentors also teach you how to better yourself in a way that you'd be hard-pressed to replicate on your own. If you work day in and day out with someone who is a proven success, you'll be able to see first-hand what works and what doesn't. You'll see everything that goes into each victory and how they deal with each failure. It's a process that takes years but it's also one that is more than worth it. 2. Be Patient – Give Yourself Time to Learn and Gain Experience Another one of the best ways to be more confident as a real estate professional involves giving yourself permission to be patient with your abilities. You're not going to come right out of the gate and be an overwhelming success in your field. You're probably not going to sell your first house immediately after you stage it. You will make mistakes and some days will be more difficult than others. All of this is more than okay, because each part of it is a big factor in determining your career trajectory. There's an old saying that tells us it takes a long time to become an "overnight success" - whoever coined that phrase was talking about real estate whether they realized it or not. In other words, try not to be too hard on yourself and just be patient. Slowly but surely, your confidence will build as a result. 3. Master Your Craft by Continuously Learning Finally, you need to understand that continuing education and a willingness to keep learning and keep improving is one of the core components of a confident real estate professional. Anyone who tells you they've "done enough" to develop their career or they've "learned all they can" about the industry or their local real estate markets is someone who lost a game they never truly understood in the first place. Any confidence they have is unearned at best. You should always look for new opportunities to improve your abilities. You should always capitalize on a chance to hone your skills, or develop a new trait. Your willingness to grow and learn will always impact your ability to do both. Once you acknowledge that, you'll see each incremental growth step - regardless of how small - as a victory in and of itself. Truly, the confidence that comes with that alone is more than worth the effort for most people and it certainly will be for you, too. Love, Kartik
Practical advice for real estate agents

Understanding What Unlicensed Real Estate Assistants Can and Cannot Do

Unlicensed real estate assistant working on her laptop

Generally speaking, it's common knowledge that real estate agents are required to be licensed in the state in which they practice. This is more than just a simple formality, of course. Taking the real

Generally speaking, it's common knowledge that real estate agents are required to be licensed in the state in which they practice. This is more than just a simple formality, of course. Taking the real estate classes and becoming a licensed agent proves that you've gone through the training and education necessary to do the job. It's also an example of your commitment to follow the industry ethics and standards of your specific state when it comes to marketing, sales, negotiations and the completion of transactions. But more than that, a real estate license is also proof of your dedication to all of these ideas in the eyes of your potential clients - thus allowing them to move into a deeper and longer-lasting relationship with you with as much peace-of-mind as possible. As you progress in your career you may have to hire an assistant one day who might not be licensed to help you manage some of the day-to-day aspects of your operation. Because of this, questions often arise as to exactly what these assistants can or cannot do. Are they a real estate agent in everything but the name? Are their duties limited in some other type of way, especially in the eyes of the law? Luckily, the California Department of Real Estate has issued a set of guidelines specifically for these unlicensed assistants who work in the real estate industry, shedding insight into exactly what is expected of them and, more importantly, what isn't. It's an invaluable resource for anyone involved in a real estate transaction and understanding it requires you to keep a few key things in mind. What Unlicensed Assistants CAN Do in California: An Overview In the state of California, unlicensed assistants are definitely allowed to assist in the performance of cold contacting potential prospects. Indeed, this is a large part of the reason why real estate agents may seek out their help in the first place. This includes not only making telephone calls, but also using electronic communication like emails or social media sites like Facebook and Twitter to try to generate as much interest in the services of the real estate agent as possible. The unlicensed agent can answer questions about what types of services that the agent can provide, and they can even schedule an appointment so that all parties can meet. It's important to note, however, that this type of canvassing can ONLY be used to develop general information about the person being called. An unlicensed agent can call to determine whether or not someone would be interested in the services of the real estate agent, for example. They can NOT try to induce the person to use the agent's services in any way. Another way that unlicensed agents often prove invaluable ultimately comes down to the role they play in open houses. Unlicensed assistants are absolutely allowed to place signs in public areas throughout the neighborhood, for example, and can provide factual information about the house in question either verbally or through pre-printed materials. They can greet the general public when they walk through the door and can even schedule times for further appointments. All of this can again save the agent an incredible amount of time, thus allowing them to devote more of their attention on those tasks that truly need them. They have to do all of this with the express consent of the owner however - they can't just decide to do it on their own. The Administrative Roles of the Unlicensed Assistant Unlicensed assistants are also allowed to help their agent in other ways, too, particularly when it comes to a lot of those "back office" duties that are important but that also require a tremendous amount of time. In the state of California, an unlicensed assistant can: Make, conduct and even prepare a comparative market analysis for a particular property. It's just that only the licensed real estate agent can actually use it when conducting business, and they have to approve everything contained within the document first. Unlicensed assistants can let a prospective buyer into a property to inspect some or all of it, so long as this activity is necessary for the preparing of a report regarding future repairs that will be made. So an unlicensed agent can give a home inspector access to a property prior to a sale, for example. It's just that they cannot provide them with any supplementary information to actually complete that report - that will need to come from the agent directly. Unlicensed assistants are not only allowed to prepare advertising relating to a transaction for their employer - they can actually have input on the design elements of those materials, too. Once again, the agent with the license will need to approve everything before it is published and made available to the general public. Unlicensed assistants are also allowed to both prepare and complete documents before and during a transaction, so long as they do so under the supervision (and at the direction) of the licensee. Unlicensed assistants can also mail, deliver and pick up documents relating to a transaction - including obtaining signatures. While they are doing this, however, they are not allowed to discuss the content or relevance of those documents. An unlicensed agent can bring something to a client's house to have them sign it, but the conversation isn't allowed to get any more detailed than that. On the subject of documents, it should be noted that the guidelines state that unlicensed assistants are also able to thoroughly review the types of materials commonly coming into and going out of a real estate brokerage - so long as their employer has specifically directed them to do so. Overall, they can review documents for completeness or compliance, for example. Finally, unlicensed real estate agents are allowed to not only accept but also account for and provide a receipt for any trust funds received from a client or other party to a transaction. Of course, this means they can also communicate with those same individuals in connection with the transaction about topics like when reports or other information will be delivered. In the end, it's important to think of an unlicensed real estate assistant in the state of California as exactly what they are: an assistant in nearly every sense of the term. Under Section 10131 of the California Business and Professions Code, the state government has made it very clear which activities actually require a real estate broker license to execute. Nothing in these guidelines supersedes them in any way, shape or form. But that's okay, because an unlicensed assistant isn't supposed to replace the need for a real estate agent at all. Instead, it's supposed to support and empower them - helping to relieve as many of the administrative tasks from their plate as possible so that they can focus their attention on actually running their business and executing real estate transactions. To that end, an unlicensed assistant in the real estate industry really might be thought of as a paralegal in the legal profession. Paralegals are usually employed by lawyers to devote their attention to specialty tasks like case planning, development, management and others. They research legal topics and provide support for any tasks that don't require a law degree. They're not a replacement for an attorney, but then again they were never designed to be and that's not what is expected of them. An unlicensed real estate agent really does operate in much the same way, albeit via an entirely different field. Finally, it’s important to remember that the rules can change on what the state allows an unlicensed assistant to do so it’s important to check your state’s rules periodically to ensure that you are following the rules. These guidelines are intended to help not only real estate agents but also the members of the public that they've dedicated themselves to serving - which is ultimately the most important goal of all.
Practical advice for real estate agents

6 Steps to Winning a Real Estate Listing in 2020

Agent talking to clients during real estate listing appointment

A question I get frequently from first year real estate agents is “How should I prepare for a listing appointment?” A real listing appointment. Not your mom’s house or your best friend from college

A question I get frequently from first year real estate agents is “How should I prepare for a listing appointment?” A real listing appointment. Not your mom’s house or your best friend from college but a genuine listing appointment from someone you don’t really know. I wanted to put together a quick guide that will help you as you move through the process of pitching your first seller client! While this is not exhaustive, it should get you closer to a signature than just winging it. 1. Make sure that the person you are meeting with is the owner The first step to having a great listing presentation is to ensure that the person you're meeting with is in fact, the true owner of the property. As an agent, you don't want to be on the wrong side of real estate fraud. While you don't necessarily need to see a driver license on the first meeting, use common sense. If the person on title is a female, for example, and you're meeting with a male who says they're the representative of the owner, it's important to dig deep and ask additional questions. In that case, that person may have power of attorney over the recorded owner, but your title insurance company and escrow company will need those documents anyway so ask for them upfront. 2. Research liens on the home The second step is to call your preferred title insurance company and have them pull title on the home to examine liens against the property. This is a prudent second step for a lot of reasons. First, you want to make sure that the market value of the home is greater than any existing liens. If not, this could turn into a short sale, which would trigger an additional set of documents and an entirely different process. Additionally, a search of the title will reveal if there are any notices of default recorded on the property, which in many states will require a different purchase agreement. A title search is also important because it shows the owner that you were prepared for the listing appointment and are able to work with title to eliminate any liens that may be showing on the property in error. 3. Have a well researched CMA The main reason that most properties expire out is an improper pricing strategy. A CMA will examine three aspects of the market: 1.The active listings 2.The expired listings 3.The recently sold listings. Clearly the most important part of this research are the properties that have recently sold as they represent a willing buyer and a willing seller doing a deal with one another. However, the active properties are also important because it shows the seller what the competition in the area is. Finally, the expired listings indicate a warning as to where you should not be pricing the property. 4. Have your documents ready All documents should be ready for the listing at the time of the listing. You should bring any state required forms you need to take a listing as well as a listing contract itself. The worst thing in the world is to have the seller say that they are ready to list, and you not have the appropriate documents. Bring multiple copies of the listing contract with you incase you need to make notes or changes. 5. Leave your judgement at the door If the seller has experienced a loss in income or a layoff requiring them to sell the property, it's important to be empathetic to the needs of the seller and listen while working diligently to try to maximize the net proceeds to the seller. Understand what your unique selling proposition is, have confidence that you and your company can get the property sold. And don't forget to smile. =) 6. Handle objections professionally and with ease It's quite likely that you'll face some objections when making your presentation. Invariably, you may get questions about whether you'll “do it for less”, “price it higher”, or “how many years you've been in the business”. It's important to research as many of these potential objections as possible, and have scripted and truthful responses to the seller’s concerns. There are a ton of free resources online to help in this if your broker doesn’t provide enough training. There are YouTube videos, blogs, and articles that can help you wade through the sea of a dozen or so objections that are most common in our real estate business. Remember that proper prior planning can prevent poor performance and the more you prospect, role play, and rehearse the greater the likelihood of you taking every listing appointment that you go on. Remember you have to list to last! Love, Kartik
Practical advice for real estate agents

How to Help Your Buyer Get Over the House That Got Away

For sale sign outside of a recently sold house

Generally speaking, helping a buyer purchase a home should be one of the most fun and exciting times ever. However, sometimes life has other plans for you and your client.. and they don't necessarily

Generally speaking, helping a buyer purchase a home should be one of the most fun and exciting times ever. However, sometimes life has other plans for you and your client.. and they don't necessarily line up with your own. Experienced agents have all been here - Imagine for a moment that you're helping your buyer shop for their dream home. You've done a tremendous amount of research and have put in significant time and effort into finding something that meets the needs of your client. You’ve written the strongest offer possible and the communication with the listing agent looks good. Things are finally starting to go your way... ... but you end up not getting your offer accepted. The sense of defeat you feel in that moment can be crushing, to say the least. But that DOESN'T mean your search for the perfect home should come to an end. As a buyer's agent, one of the most important things you can do in that moment involves helping the buyer get back on track so they can continue to shop and finally secure that home they've been waiting for. Getting to this point isn't necessarily difficult, but it DOES require you to keep a few key things in mind along the way. Let the Mistakes of the Past Inform the Decisions of the Future After getting outbid on a terrific home, it's natural for buyers to start to second guess nearly everything that led them to that point. Obviously, they don't want to make the same "mistakes" again in the future - regardless of what those mistakes happened to be. As a buyer's agent, part of your job is to instill confidence in your client to the point where they believe they won't fall into the same trap a second time. Of course, this involves taking a look back at what happened and helping them learn from the experience in the most positive way possible. If part of the reason why your buyer was outbid had to do with their insistence of lowballing, help them understand that buyers can often lose out on their dream home by engaging in exactly this type of behavior. Not only can a really low offer offend a seller - even unintentionally - but it can also make them less likely to negotiate upwards, even if your client is more than willing to do so. Let your client know that they should find out what type of situation they're entering BEFORE they make their bid. Don't be afraid to come right out and ask if there are other offers and where those offers stand. At the very least, this can help manage their expectations prior to engaging in another bidding war over a property. Encourage your buyer to consider things that go above and beyond a simple monetary offer. Let them know that they can write a letter to the seller, for example, outlining why they love the home and why it means so much to them. You'd be surprised by how much of a difference this can make when a seller is trying to decide between similar offers. Put in Backup Offers in the Future At the same time, you should also encourage your client to put in a backup offer on any home that they're serious about in the future. Even if a seller has indicated that they're going with someone else, this is still a great best practice to follow. You really never know exactly what is going on across the negotiating table. That "accepted offer" from another buyer could fall apart due to a myriad of different reasons. Maybe those buyers got cold feet, or they were unable to secure the type of financing they thought they could. In any event, let your client know that there are still ways to be the "first in line" if that current deal should happen to fall through. Have Them Believe Another “Dream Home” Is Out There But in the end, the most important thing you can do to help your buyer get over a house that they lost involves getting them to believe the simple truth that another "dream home" will absolutely come along. Don't forget that part of why they're working with an agent like you comes down to your negotiating skill. Not only do you have the knowledge from your real estate courses, you (or your company in the case of a newer agent) have been around the block more than a few times and at this point, you've likely seen it all. With the real estate market developing as it is the chances are high that you'll be able to find a similar home for your client to the one they lost. You'll probably be able to find one that's even better, provided that you're given enough time to do so. Indeed, that may very well be the most important piece of advice for this situation: tell your client that it's time to stop looking backwards and to return their attention to the future once again. Love, Kartik
Practical advice for real estate agents

A Look Inside: A Day in the Life of a Real Estate Agent

To do list written in notebook

Prepare for the day The first step in a great day as a Realtor is to prepare for the day itself. This includes going over your schedule, verifying and confirming appointments you may have for the

Prepare for the day The first step in a great day as a Realtor is to prepare for the day itself. This includes going over your schedule, verifying and confirming appointments you may have for the day, and studying market statistics. The act of studying the market data can be especially helpful for a newer agent as they have time to check the Multiple Listing Service to see what new properties have come on the market, examine properties that have gone under contract, as well as properties that have closed escrow in their marketplace. This 30-60 minutes of quiet time will set the agent up for business success. Make sure you role play As the morning progresses, the second thing that a real estate agent should do is role play. Role playing scripts and dialogues can be extremely helpful for the newer agent, especially because most buyers and sellers have a consistent set of objections that they will give the agent, and understanding how to respond to these objections smoothly and confidently can help increase sales. For example, if you're calling for-sale-by-owners, and the seller doesn't want to pay you a 6% commission, or is hesitant to set the appointment, there are several things that an experienced salesperson could say to increase their chances of success. Consistent role play will help delivery as well as syntax to ensure greater success. Ensure that you are prospecting The third thing, once role playing has been done, is to actually prospect. Daily prospecting must be the cornerstone of the salesperson’s day. Finding potential buyers and sellers is the lifeline of your business. As you continue in your career, you will come to realize that income for December actually has to do with how committed you were in October. An October client leads to a November escrow which leads to a December closing. Understanding the longterm nature of our business means that prospecting must be the cornerstone of your day. High-performing real estate agents typically will spend a minimum of two hours on this activity. Lead follow up The fourth thing that should be in the schedule of every high-producing real estate agent is lead follow-up. Simply put, lead follow-up is, as the name implies, following up on the leads as a result of your prospecting. The worst thing that an agent can do is spend a lot of time, energy, and effort into prospecting only to cultivate leads that never get called back or followed up with. The nature of the real estate business is such that the sales cycle can take days, weeks, or even months. Consistently following up with your leads via email, phone, and text message will increase the chance of those prospects ultimately turning into clients and closings. Schedule time to go on appointments The goal of lead follow-up, of course, leads us to our fifth activity - going on appointments. Time should be in your schedule every day for face-to-face meetings with clients. This could be listing appointments or showing appointments for buyers who want to look at homes. Sticking to a strict schedule for showing can help you take control of your day. Many newer real estate agents will show property or meet with the client within minutes of them asking. This will lead to burnout because if you're always jumping without any direction, it's easy to get discouraged if deals ultimately don't happen. Having respect for your own time will translate into clients having respect for your time also, so put that appointment block in your calendar, and make sure to follow it as strictly as possible. Examine the prior day Finally, at the end of each day, 15 to 20 minutes should be spent reviewing the activities of the day prior and setting up for the next day. Ask yourself questions like, "How productive was I today? How much time did I spend actually and actively looking for business? Are there things that I could have done better today? How can I avoid making the same mistakes tomorrow?" At the end of the day, productive real estate agents ask these questions so they can improve daily. Incremental improvement on a day-to-day basis will help you ultimately achieve success in the long-term. Hope this helps. Love, Kartik
Practical advice for real estate agents

Smart Home Automation Trends for 2020

Grey google home mini on shelf

If you were looking for a single statistic that underlined why smart home and home automation technology has become so popular over the last few years, let it be the following: One recent study revealed

If you were looking for a single statistic that underlined why smart home and home automation technology has become so popular over the last few years, let it be the following: One recent study revealed that the average amount of money a person can save from using smart home products is about $98.30 per month, adding up to roughly $1,179.60 per year. Equipment like smart thermostats, connected sensors and "intelligent" security systems are more than just a "modest convenience" for many people. They're a true investment in every sense of the term - and one that will essentially pay for itself over time with the right application. But as is true with so many other areas of technology, smart home and home automation tech is evolving all the time. That's why there are a few important trends in this area that all real estate professionals should be paying close attention to in 2020 and beyond. The Top Home Automation Tech Trends to Pay Attention To 1. Standardization One of the most critical home automation trends for 2020 is also one that, for many people, couldn't have come along at a better time: standardization. A major pain point for so many real estate professionals and home builders trying to use home automation as a marketing tool always involved the fact that there were so many platforms to choose from. Ecosystems from Amazon, Google and even Apple all exist - but rarely do they work together in the way someone would want. Limiting users to one ecosystem also limits device compatibility, while trying to put together a system with a mishmash of ecosystems could easily lead to security vulnerabilities, among other issues. Thankfully, the major technology players have banded together to create a set of standards designed to make smart homes easier to embrace and more secure at the same time - which is something that professionals will absolutely want to keep a close eye on moving forward. 2. Improvements in Smart Home AI Another essential trend to watch out for involves the continued evolution of the relationship between smart home technology, home automation and artificial intelligence. A lot of smart home devices are already leveraging AI in impressive ways, like with smart thermostats that "learn" your daily usage habits and automatically make adjustments to regulate a home's temperature without the intervention of the actual homeowner. 2020 may very well be the year that this concept shifts to the next level, when things like facial recognition software driven by AI and machine learning allow security and surveillance systems to become more proactive. Rather than simply telling you "there's someone at the door," your smart doorbell may soon be able to tell you that "John Smith is at the door," thus creating an environment where both threat detection and regular alerts are more personalized than ever. Even going beyond that, smart devices powered by AI will be able to handle more complicated instructions than their current counterparts. This means that the average smart home user will be able to allow their devices to handle even more complex tasks than they can right now - thus freeing up more of their time and attention to focus on those activities that truly need them and that they're more invested in. This will likely drive a major boost in adoption in smart home tech across the board, too. The Impact of Smart Homes on the Future of Real Estate While it’s easy to be impressed by these home automation trends it's equally important to consider the impact they will have on both home building and the real estate industry moving forward. Reports indicate that 43% of all smart home technology users are currently between the ages of 18 and 34-years old. As those that fall into this demographic mature financially and begin looking for houses, home automation is naturally going to become more of a priority - making it more of a selling point for first-time home buyers too. Indeed, smart home tech is already having a major impact on people who fall outside of this category, too. There are reports that as many as 81% of people who already use some type of smart home tech said that they'd be more likely to purchase a home that already came with some level of connected technology that they could then add onto in the future. You're already seeing the inclusion of smart home and Internet of Things-connected devices included in a lot of home listings in markets both large and small across the country. This is one trend that shows absolutely no signs of slowing down anytime soon. All of this is to say that smart home equipment is more than just a novelty or another passing fad. It's already changed the way that many people think about what a home should include - to the point where it will impact the way real estate professionals think about how to market a property. All this is to say that if you're a real estate professional who isn't currently paying attention to the hottest trends in smart home and home automation technology, now would be an excellent time to start. Love, Kartik
Practical advice for real estate agents

5 Tips for Managing Client Expectations

Expectation spelled out using scrabble pieces

The process of buying a home can be complex. What’s even more complex is helping a person to make the best decision for their family. For most people, this is the single largest investment they’ll

The process of buying a home can be complex. What’s even more complex is helping a person to make the best decision for their family. For most people, this is the single largest investment they’ll make during their lifetime. It’s a huge financial commitment. As a real estate agent, it’s your job to help them through this process, ensuring they not only buy a home, but they buy one that’s right for their needs. It comes down to managing client expectations. From the start of your relationship with a client, it’s essential to create a clear understanding of what their needs are. Managing their expectations isn’t just about closing a deal. It often includes providing complete insight and guidance. Here are some tips to do that. 1. Be Honest, Every Step of the Way It is quite common for people to make decisions based on perceived thoughts or opinions. Sometimes, your client will be downright wrong. Other times, you need to share with them the other side of the coin. When you meet with your client, be honest with them from the start. Tell them you’re going to point out the good and bad, and always provide authentic information. 2. Don’t Overpromise When a client walks in the door with too little money, no mortgage pre-approval, and little in the way of a down payment, don’t promise them a home. This is particularly important with first-time home buyers. You’ll do your best, but they need to be realistic about what their money can buy. This is a hard talk to have, because you may feel as though you’ve failed to meet their needs. However, if you’re frank with them and show them data, they’ll understand how they need to adjust their budget. 3. Create Clear Goals To manage your client’s expectations, you need to know what those are. This often means sitting down and going over what their needs are and what they would like in addition to that. You also want them to know what you’re going to do for them, including the marketing, negotiations, and research you’ll put into the work. Then, outline what you need from them – accurate information, fast responses, and flexibility throughout the process. 4. Ensure Near-Constant Communication You don’t have to break away from an important meeting with your family to answer client calls every time, but be there for them. In the day and age of text messaging, it’s rather easy to do this. You want them to know you’re available to discuss. Talk about the best ways to communicate and how often is right for them and for you. 5. Provide Them with Reports Whether you are listing their home or helping them buy a home, you want them to know what you’re doing to support the process. Be sure to provide them with data on the market on a weekly basis. Offer insight into what’s taking up your time on their project and communicate what you’re doing to change things up as needed. Managing client expectations improves outcomes while also ensuring a more steady and smooth process is possible. You can’t please everyone every time but it’s important to understand that your ability to manage the client through the process is critical to long-term success. Love, Kartik
Practical advice for real estate agents

4 Ways a Realtor Can Connect with Past Clients

Realtor calling an old client to see how things are going

For real estate agents, past clients represent a wealth of new business in years to come if the relationship is nourished and kept up after the sale. The problem for some agents is that they lose touch

For real estate agents, past clients represent a wealth of new business in years to come if the relationship is nourished and kept up after the sale. The problem for some agents is that they lose touch with past clients after doing business with them, but there are a few reasons you should devote extra time to making sure you remain connected. In generations past, people often bought their home and stayed there for their entire lives, sometimes even leaving the property to following generations. Today, people are far more mobile than ever before. For real estate agents, there are two big reasons to maintain contact with past clients: They May Need Your Services in the Future. People rarely stay in the same home for the duration of their lives and many people also invest in other properties. Return business is great because you build an ongoing relationship of trust and friendship. It’s much easier to keep a current client happy than to try and obtain a new one. Happy Clients Recommend You to Others. Even for clients who will rarely, if ever, need your services again, it's important that you maintain a positive experience and connection. These clients will often have friends and acquaintances who are looking to purchase or sell homes and that can mean a great pipeline of referral business for you. We even see this with our real estate school. The great majority of our new students have been referred to us by a former one. 4 Ways to Rekindle a Connection with Past Clients If you haven't previously made it a point to market to past clients, you're not alone. Many agents lose or drop contact with one-time clients over the course of months or years since a sale. The good news is that it's never too late to reconnect. Here are a few ways you can reach out to old clients to build an ongoing relationship. Start By Going Through Your Past Client Lists. The first step to rebuild these relationships is setting some time aside to go through your past sales. Review notes and old emails on clients to give yourself a quick refresher on who they are and their lifestyle. As an agent, you deal with a lot of people throughout the day, so taking the time to review all the past information you have can be a great start. Remember, though, if a good deal of time has passed, that client has likely experienced some major life changes and may be in a different place financially so tread lightly. Send a Personalized Note. A great way to reconnect is by simply being honest. Send them a personal note. This can be through email or physical mail. If you do send a letter by mail, hand addressing it can be great because people are less inclined to see envelopes that are handwritten as sales material. The note can be a simple re-introduction, maybe an apology for not being in touch, and a personal note about something in their life. You can also include your personal social media accounts and contact information and let them know you'd like to stay in touch. Acknowledge an Anniversary. If sending a note out of the blue sounds a bit awkward to you, it's always great to go with the old stand by of sending a card or note for an occasion. This might be the anniversary of the purchase of their home or their birthday. Find Them on Social Media. Social media can often be the best way to resume contact with old clients. People often accept friend requests from a wide variety of contacts. Take some time to hunt for your past clients on your favorite platforms and use those channels to reconnect. You might include a personal note right when you reach out or once they've accepted your request to connect. Ways to Maintain an Ongoing Connection There are a lot of ways to reconnect with old clients, but maintaining that relationship is the real goal. Here are a few ways that you can cultivate an ongoing relationship with these contacts so that you stay in their thoughts if they ever need an agent for future real estate dealings. Send a Thank You for Referrals. If a past client referred you to someone, make sure you acknowledge that. You can send them a quick thank you note to show your gratitude for the trust and recommendation. Plan a Coffee or Small Gathering. Small events can be a great way to maintain a connection. You can host a small thank you event for past clients or offer a seminar on some aspect of property ownership. There are a million different ways to plan an event that make it worthwhile for contacts to attend and it gives you the opportunity to build an in person relationship. If your office has a large training room consider using that as free space to host your event. Send Them Updates On Property Sales in Their Neighborhood. Many people really appreciate knowing when a home goes on the market in their area. They may also be interested in knowing when one sold, so they can introduce themselves to new neighbors. Keep Them In Your Future Marketing Lists. Whether you send out email campaigns or routinely do newsletters to give your prospects worthwhile information, it's a great touch to keep past clients in the funnel on these efforts.  Past clients can represent a great market for future sales and you've already cultivated their goodwill by doing a great job on the property needs they've had so far. If you've let a lot of time lapse between contact, it's still worth your time to try to reconnect when possible. If you are considering taking online real estate classes call us at 888 768 5285 and we can help you get enrolled Love, Kartik
Practical advice for real estate agents

Real Estate Is About People, Personalities, and Emotions

Real estate agents shaking hands of clients and smiling

Real estate is most often thought of as being a numbers business. This is probably because it’s an intricate business that includes heavy regulations, lots of red tape, and major financial intricacies.

Real estate is most often thought of as being a numbers business. This is probably because it’s an intricate business that includes heavy regulations, lots of red tape, and major financial intricacies. For many people, their home purchase represents their largest investment. With that in mind, agents sometimes concentrate on the business and legal sides of real estate.  While you certainly don't want to overlook the hard and fast figures, real estate agents need to remember that the core of our industry is people. Unlike other investments, the home you buy is less about the money as it is about emotion. If you need a statistic to back up that premise, look no further than reporting suggesting that staging a home makes it sell faster. Of course, real estate agents know that the psychology of staging a home is all about helping prospective buyers imagine the life they would have once they purchased their home. It's not about the dollars. It's about the quality of life. How to Approach Real Estate in a People Centric Way Whether you're a new real estate school student, experienced agent or investor in properties, it's important that you understand that the end client is looking for more than a great financial investment. That's not to say that buyers and renters aren't looking at the bottom line at all. People have budgets they need to adhere to. But when they do make a final decision on where they're going to live, they're going to choose the best home that meets their lifestyle and emotional goals within a given price range. For a real estate agent, this means meeting your clients' needs in a proactive way. You have to recognize that they're not only investing in a property, they're planning the kind of life they want to have. The neighborhood and community will play into their decision almost as much as the actual structure of the home. This is why so many real estate agents use drones and spend a great deal of time learning as much as possible about the neighborhoods. These extra insights help you find the right community and neighborhood for your specific buyer. A couple with a young family may be more interested in a neighborhood with a lot of family friendly activities and amenities. On the other hand, a single professional might be more concerned with culture, nightlife, and easy access to travel. Finding the right home for a buyer is about finding the right atmosphere, too. A great agent will listen to the types of things their buyer is saying and ask pointed questions about the type of life they enjoy. A buyer might not know all the things they're looking for until they see it, but the right agent will have a great way of getting to know the buyer and showing them all the amenities in a property and area that they will love and appreciate.  It's Not Only About the Property, It's Also About the Experience Real estate is a bit of a juggling act. You have to know the ins and outs of contracts and loan documentation. You need to know the neighborhoods and market pricing. You need to be up to date on the latest construction and property trends. But the biggest piece of the puzzle is your ability to connect with your buyer. The home buyer's experience should be a primary goal for any agent. This includes listening to what they're looking for and having the knowledge and foresight to find the best properties that meet their ideal home needs. A great agent knows how important this purchase is for the buyer. A home is unlike any other purchase because, at the end of the day, you're investing in the place that you will raise your family and make your memories. An agent needs to place customer service as the highest priority. In any business, you want to be receptive to the client and always follow through on the things you agree to - like making sure you remember meetings and scheduled showings. In the real estate industry, you may also need to do a bit more hand holding with some clients.  It can't be overstated how important this purchase is to the client. They may want to view a property more times than average or have extra questions about the property history. Ideally, as an agent, it isn't just about getting the client to purchase. It's making sure that they are happy with their home for years to come. The big reason I wanted to write this blog post is because I want all our real estate license students to realize that the experience of buying a property is almost as important as the property itself. Love, Kartik
Practical advice for real estate agents

Is Buying a Foreclosure Still a Good Idea? We Break Down the Pros and Cons

Foreclosure for sale sign on front lawn of house

Many people who are in the market for a home consider purchasing a foreclosure for various reasons. The two most common motivating factors include getting an inexpensive place to live and purchasing so-called

Many people who are in the market for a home consider purchasing a foreclosure for various reasons. The two most common motivating factors include getting an inexpensive place to live and purchasing so-called "investment properties" that can be renovated and sold for a nice profit. There's nothing inherently wrong with these concepts, and a good number of buyers do indeed find major bargains. But like everything else in the world of real estate, there are pros and cons to purchasing a house that is in foreclosure. The best way to approach the question is to look at what it means for a property to be categorized as "foreclosed," and what the most common advantages and disadvantages are when it comes to buying foreclosed properties. Learning how to invest in real estate can be an important tool for any consumer. What is a Foreclosure? In the broadest terms, a property becomes a foreclosure when the original owners can no longer make the payments and the bank takes ownership and possession of the home. At that point, buyers aren't dealing with the former owners of the house. They're buying directly from the bank (different than a short sale discussed below). Banks don't like being in the home-selling business, so they're often anxious to unload whatever houses they are holding in inventory. There are lots of reasons a home can go into foreclosure, but the inability of the original owners to honor the terms of the original note is the most common scenario.  What are the Main Advantages of Buying a Foreclosure? Foreclosures can be attractive buys for a number of reasons: Low price: The most common advantage for buyers is a price that could be lower than market value. In some cases, banks are willing to accept offers that are less than you would pay if the home were being sold by its original owners. As far as banks are concerned, the high level goal of selling a home is to recoup their investment. If they can do that, and if there aren't several other buyers bidding the price up, then they're usually glad to get the asset off their books and into your possession through a sale. Prices on foreclosures can be lower than market value. Title can still be clear: If you are buying an REO from a real estate broker and there is a standard escrow you can often get title insurance on it guaranteeing that the title is free of clouds. Financing is virtually the same: In many cases, you can still use FHA, VA or conventional financing options to purchase a foreclosure. The only difference is that you're submitting your bid to a bank rather than a person. Expect the bank to make a counter-offer if they aren't happy with your first bid. Investment opportunities: If you don't plan to live in the house and have the funds for upgrading or repairing it, then a foreclosure can be a smart way to invest in a potentially profitable piece of real estate. Some people have slowly built up a small portfolio of homes for sale by acquiring low-cost foreclosures and having them repaired. What are the Disadvantages of Buying a Foreclosed Home? There's a downside to buying foreclosed homes. Here are common disadvantages: Closing can take a long time: Depending on the reason the home went into foreclosure, it might take you several months to close on the property after you decide to buy it. If you're in a hurry, or need to use the house as your main residence, time may not be on your side. This is more true with a short sale. A short sale is different from a bank-owned foreclosure because the seller is not the lender in a short sale. The reason that short sales can take a longer amount of time to go through is because in a short sale, the seller needs approval from their lender to sell the property for less than the amount owed on the home. This third-party approval can take time to process. Condition is usually "as-is": This is the main disadvantage of buying a foreclosed home. The condition is often quite bad and you have to do your best to figure out how much it will cost to bring it up to par. Generally banks selling foreclosures are exempt from providing a buyer with many of the disclosures that you would otherwise get from the prior owner. That means a thorough inspection at the very least. Next, you'll need to hire one or more contractors to give you estimates for repair work. Perhaps the roof needs to be replaced or there are plumbing problems. You'll need to be approved and have good credit: You need to check with your lender and see if you can get approved for financing on a foreclosure. That typically means you'll need at least "good" credit and perhaps much better than good. Like any real estate deal, do not venture into the foreclosure market until you get a go-ahead from your own lender. There's a reason it's still on the market: Foreclosed properties that have been up for bids for a may have "hidden problems." Think of it this way: why have so many other potential buyers passed on the chance to buy the house? By far, the most common reason is the condition and the potential cost to repair it. The Big Picture The key point to keep in mind is that buying a foreclosed property can be either a very good or very bad financial move. You have to perform your own due diligence and find out what the pros and cons of a specific property are. Are extensive repairs needed? Do you have the funds to bring the house up to a high standard of quality and sell it for a profit, or live in it comfortably? Will your lender approve your application to purchase a foreclosed property? Are you ready to have the home inspected and take care of the necessary repairs? Are there unknown facts about why the property has been on the market, with no buyers, for x number of days? Be sure to do a thorough analysis and try to get answers to all your questions. One thing that can be of great help is working with a Realtor who specializes in foreclosures. That way, you'll have the added advantage of expert advice every step of the way. What's the bottom line on buying foreclosures? If you take your time, work with a professional and do plenty of research, it's possible to find good deals. But never approach the process if you're in a rush, know nothing about the real estate market or are expecting to guarantee yourself a quick profit. If you are interested in learning more about the real estate market or becoming a real estate agent so you can invest on your own, call us at 888-768-5285. Love, Kartik
Practical advice for real estate agents

3 Things That Productive Real Estate Agents Understand

Real estate agent drinking coffee to stay productive during day

Whether you are a brand-new real estate agent trying to launch a career or are a seasoned agent looking to increase production I wanted to write a quick article for you. The below is a list of some of

Whether you are a brand-new real estate agent trying to launch a career or are a seasoned agent looking to increase production I wanted to write a quick article for you. The below is a list of some of the common traits I have observed in successful real estate agents. Whether you are considering enrolling in a real estate class or are about to take a crash course to prepare for the real estate license exam the below list should prove useful 1. Manage Your Energy Level Being able to run at a high level for a sustained period is critical to your success as a Realtor. It isn’t enough to just say “Work smarter and not harder.” You have to do both. Managing your energy level throughout the day is critical so you can work as hard as possible and continue to push. The reason that this is so important is because many real estate agents and other outside salespeople tend to eat poorly, work long hours and lack consistent exercise. The highest producing real estate people consciously try and escape this trap. How do they do this? A consistent eating schedule of things that (for the most part) fuel their energy long-term - meaning plenty of vegetables, fruit and water. This also means a consistent program of vigorous exercise for at least 30 minutes a day on a ritualistic basis. 2. Focus on Improving One Area at A Time There is a famous proverb that says “If you chase two rabbits, you will catch neither.” The best businesspeople attack and focus on one target at a time, reach it and move to the next goal. The secret is to cut up each goal into bite sized pieces that you can accomplish in short bursts so that you can rapidly move on to reaching the next one. For example, if your goal is to have a better listing presentation, you might cut the entire presentation into 1/3 pieces. The first third might be the verbal presentation itself. The second third might be the physical presentation and other collateral material. The final step might be objection handling practice. The best agents don’t move on to tweaking their physical presentation until their verbal presentation is right. Breaking the broad goal of “I want to have a better listing presentation” into pieces like this will result in the broader goal being achieved but in a shorter period of time. 3. Start with Baby Steps, Then Accelerate It’s an interesting thing when I talk to newer real estate agents about their goals. I will often ask students why they want to get into real estate and what they plan on getting out of the course and their new career. Often they will say things like “I want to be rich!” Or “I want to make $250,000 my first year!” I never want to crush someone’s dream or tell them that the thing they seem to want so badly isn’t possible. I think back to when I was a young 20 year old starting out in the business and if someone told me that my goals were unrealistic I would have dismissed them as being too negative and pessimistic. With that being said, setting goals just for the sake of sounding overly ambitious can be dangerous and not useful. The best businesspeople set rational and attainable goals with specific deadlines. In the context of real estate sales this process might involve initially calculating how much you need to live on a monthly basis. Next, determine your average sales price in your area and the average commission per deal. Finally, ask yourself how many deals you need to do to achieve that income amount. Example: Average sales price = $600,000 Average commission = 2.5% Average commission= $15,000 My expenses = $7,000 per month Needed income = $84,000 per year I need to sell 6 homes per year to survive. My goal = 6 homes per year Once you have proven that doing 6 deals a year is possible, you can then set loftier goals. Remember that being great doesn’t happen by accident and a process must be followed. I would encourage you at this early stage of your real estate career to adopt habits and set goals that give you the greatest chance of success in a highly competitive industry. Love, Kartik
Practical advice for real estate agents

5 Ways to Making a Great First Impression: A Real Estate Agents Guide

New blog3

When you're in sales, the first impression can be the gateway to success. For real estate agents, it's the first step down a long and potentially lucrative path. The good news is that working on your first

When you're in sales, the first impression can be the gateway to success. For real estate agents, it's the first step down a long and potentially lucrative path. The good news is that working on your first impression will serve not just your career, but every other relationship you have in life. I wanted to write a blog post to take you through what a solid first impression looks like, how it helps you better relate to your clients, and what their takeaway will mean for your bottom line. How to Create a Great First Impression 1. The Basics Most of making a good first impression is common sense. However, just because it's easy to understand, doesn't mean it's easy to do. Even natural extroverts have to continually practice their manners and mannerisms before they get it right. Smile: Nearly half of all Americans say that the smile is the most memorable feature after meeting someone new. A fresh-faced smile sends a signal to people that you're happy to work with them and you're ready to get the work done. Focus: When it comes to meeting new clients, the nervousness of making a good first impression can be enough to force your head down. Eye contact is both polite and helps forge an instant connection with clients. Listen: Anyone who's ever dealt with a salesperson knows how frustrating it can be to feel as though your words are going straight into the wind. Active listening means paying attention, asking questions, and responding to the clients' real concerns. 2. Dig a Little Deeper A first impression is more than just following the basics. Picture the guy with the comically huge grin plastered on his face, the woman with off putting eye contact, or the agent who effusively responds to every statement as if it's the most fascinating thing they've ever heard. In the strictest sense of the word, they're smiling, listening, and focusing, but they still aren't leaving the right impression. To really master the directions, you need to practice sincerity with each step. Express genuine emotion when appropriate, but remember that subtlety can also go a long way. Give a small grin when meeting people and save the teeth for the last minute. Follow-up on client statements that are vague or need further information. Blink normally when making eye contact and don't be afraid of looking down for a second if the conversation is getting too intense. 3. Practice Makes Perfect Practicing your first impression doesn't necessarily mean going to your local bar and talking to endless strangers. It can be as simple as setting up role-playing with people you already know and trust. Have them provide honest feedback and constructive criticism about the sincerity of your smile, the volume of your voice, and the firmness of your handshake. These comments can go a long way if you're trying to understand how other people see you during their first interaction. When you're shaking someone's hand, look into their eyes and strike a balance between death grip and limp. Use the first name as quickly as possible during the conversation so you're less likely to forget their names halfway through. Make sure that you’re annunciating your words and the volume of your voice is appropriate for the context of the environment. 4. Do Your Prep Work Once you've taken care of some of the more subjective aspects of the first impression, you should have a much easier time addressing the more practical work of meeting someone. Being prepared can be as simple as getting to a meeting early or donning a sports coat or blazer to make your outfit just a touch more professional. Before you meet with clients, it helps to know as much as possible about what they're looking for. Even if it's as simple as knowing they want a duplex rather than a single-family. The art of sales can get complicated, so it helps to hit the ground running. 5. Express Yourself As tempting as it can be to remain neutral during your meeting, blandness will ultimately not help you be memorable. The truth is that even the most successful real estate agent may turn off a client or two with their personality, but it's ultimately better than being seen as forgettable. You can still be polite and respectful while expressing your personal opinions. To stay on topic and to maximize the first few seconds with a client, some agents may give a short elevator speech where they emphasize their particular brand. So whether you're a bulldog in negotiations or the master of the short escrow, letting clients know upfront can be a good way to stand out. Unlike most traditional sales, successfully navigating a property sale can take months or longer. If you hope to maintain your reputation and relationship with your clients for that long, you need to get off on the right foot. Use these tips to stand out from the crowd, so you're the one who ends up growing customer base. This may be a slightly different blog post than I normally write, but so many of our real estate school students express their nervousness in meeting clients early in their careers. Hope this helps. If you are interested in taking online real estate courses please visit our website or call us at 888 768 5285. Love, Kartik
Practical advice for real estate agents

What to Do When You Have a Difficult Client

Realtor shaking hands with client over coffee

Welcome to the world of people. Some clients you have are going to be just terrific. Others can make you regret getting into the real estate business altogether. Most are probably going to be somewhere

Welcome to the world of people. Some clients you have are going to be just terrific. Others can make you regret getting into the real estate business altogether. Most are probably going to be somewhere in between. With that said, one of the benefits of working in our real estate business is the ability to work one-on-one with people. Not only are you helping to fill their needs, but also create positive, long-lasting relationships in many cases. Remember that after you finish real estate school with us and get out into the real world you’re going to find that not all people are as easy to deal with as you might like. Sometimes, you’re going to have a client that is.. well.. let’s just call them challenging. Whether you are a seasoned real estate agent or a new Realtor who just passed the real estate license exam, there are a few simple things you can do to make these difficult relationships easier to manage. #1: Keep Your Calm No matter how awful the things are that the client may be saying, it’s essential to remain professional. If you have to rant and get some of your frustrations off your chest do so in private (not with agents or other clients). It is always important to keep the focus on the transaction. Remember, you do not have to work with them again. Consider this. When a client is difficult, you may feel as though they are not worth your time or energy. Keep in mind that some difficult clients may be self-aware enough to recognize this about themselves. If you stick with them long term, they are more likely to continue the process and transact. They may even surprise you and refer you other business. It’s not always going to be easy, but it can be necessary to stick it out and maintain your composure and professionalism. #2: Listen to Their Underlying Concerns What happens if you encounter is a client that’s seemingly always unhappy? They complain about every property even though they’ve just asked to see it. They may say that the price is too high and the neighborhood isn’t good enough. A true leader can recognize that constant negative behavior like this may point to a larger, underlying problem. Sit down with your client and talk about what you’ve looked at and the concerns you have had thus far. Then, ask them what they really want. Try to uncover their concerns. Are they truly ready to buy? Perhaps they are not sure if they have their finances teed up. In other cases, they may be be a fear of completing the purchase and make this type of commitment. Their complaints are just symptomatic of another issue. Bear in mind that there are situations where their concerns will be valid. Perhaps they don’t feel you’re putting enough time into them or that you aren’t giving them what they need. It’s important to get them to clarify the root of the problem so that you can address it and move on. #3: Respond to Them Sooner Let’s say a client contacts you at 9 pm. What he or she said is irritating to you. You want to clarify the situation, but it’s already so late. Are you going to spend the night tossing and turning as a result of this situation? If so, it’s better to respond now and get it over with, so you can sleep. The key here is when a client raises a concern about any factor, make it a priority to get it figured out as soon as you can. This helps to validate the client’s concerns. That doesn’t mean you are agreeing with them or even accepting any type of blame. Rather, you are simply moving things forward to the next step in the process. Be sure to restate their claim or concern. For example, you might say, “Thank you for your email. I understand you are concerned with the timing of this sale….” You do not have to provide a solution right away, but you can tell the client you’re working on it or set up a time to talk about it. #4: Let Go of Fear Let’s say there is a client that just downright doesn’t understand the rules of the game. The buyer may want to underbid every property you show them. What about a seller who is adamant about overpricing the home? Worse yet, what about a seller who is refusing to make proper disclosures to a buyer? In these situations, you may be afraid to lose the client, but you have to step outside of that fear. Be frank and honest with your clients all of the time. Tell them what is going to happen in any given situation. “If we underbid this by that much, we’re going to lose it to a competitor’s bid. Here’s what I think we should do.” Or, state, “It’s legally required to communicate this information. If you are not willing to do that, I need to step away from this relationship to protect my real estate license.” Sometimes, you have to say what they need to hear frankly. Taking charge like this doesn’t mean being aggressive, but it means reminding them, in a positive way, that you know what you are doing. #5: Find a Solution as a Priority When clients are difficult, there is generally a reason for this. Your goal is not to ignore that concern. Rather, it is to find a compromise or solution that works for them. We are in the business of helping people, and that often means figuring out what they want and need without them clarifying this. There will be times when you will miss the mark or make a mistake. The great real estate agent will admit those mistakes and find a solution to recover the client. How can you improve this situation if you were wrong? On the other hand, if the client is wrong, you may want to throw your hands up and walk away. Before you do that, explain what’s happening. Then, offer more than one solution. By giving your client an option, you put the ball in their court. They now remain in charge of the outcome. Difficult clients happen in every business. As you work to build your real estate career, you will find that there are 10 good clients for every bad one. Those are good odds, and it can mean that that one individual is pushing you to become a better agent, one that has to step outside of their comfort zone to support their client and your real estate sales business. I’m always looking to bring our readers value. If I can be of service, please let me know. Feel free to reach out on Instagram or by phone at 888 768 5285. Side note - If you read this and aren’t scared away at the prospect of real estate sales and want to enroll in our real estate school, feel free to do so here. We would love to have you as our newest student! Love, Kartik
Practical advice for real estate agents

Are The Holidays A Good Time To Sell A Home?

Christmas tree with presents in living room

Happy holidays! Did you finish your real estate license courses as yet? Have you prepared for the real estate exam? In a way, I almost feel bad for our real estate school students who get their real

Happy holidays! Did you finish your real estate license courses as yet? Have you prepared for the real estate exam? In a way, I almost feel bad for our real estate school students who get their real estate licenses during the holidays. Becoming a Realtor in December can be a tough thing. A common objection that real estate agents get around this time of year is that sellers and buyers say they want to “wait until after the 1st”. While potential clients are waiting you aren’t earning. I wanted to write an article to answer the question of “Is selling your home during the holidays, a good idea?” Traditionally, home selling during November and December can be a bit slower depending on your market. People often put it off until the New Year for no real reason other than the perception might be that the first quarter of the next year is better than the fourth quarter of the prior one. It’s important to recognize that there is no “best time” to sell a property - the best time is when your client is ready to move. There are a few key reasons why selling during the holidays could be the ideal choice.  If you have clients that are on the fence about moving now, communicate the following as to why this could be the perfect time to list. There Are Far Fewer Homes on the Market Perhaps the most compelling reason to list during the holidays is that there tends to be less competition. Depending on where you live, inventory can be a concern. People are buying homes throughout the year – including the final quarter. At the same time, fewer sellers list at this time, creating more opportunities for your listing to sell faster and for more money. Compare this to the spring and early summer when there are more listings that tend to hit the market. This increase in supply can contribute to more of a buyer’s market as supply increases which can drive marketing times up and prices to soften. When your home hits the market during the holidays and it fits a buyer’s needs, and it’s the only one that does, buyer don’t have that luxury of tire-kicking. This can work in your favor as a seller every time. You Might Sell Faster, Too Along with that increased demand for your property is the likelihood that your home will sell faster. Redfin did a study back in 2013 that found homes listed during the fall and winter months sold 65 percent of the time – which is more than any other time of the year. They also found that homes that sold between December 21st through March 21st sold closest to their listing price. For sellers, this means a sale more likely closer to list price. Holidays Buyers Are More Committed When selling a home during the spring and summer months, you’ll find that many of the showings rarely write offers. While that may be for many reasons, one key fact is that many people looking at homes during summer might not be ready to buy. They are browsing or window shopping during the summer. The weather is nicer and open houses can be a “thing to do” on a lazy Sunday afternoon. However, buyers looking for a home during the winter months are likely to be far more serious. They are ready and tend to be qualified buyers, too. Consider why this may be. A person buying a home in December probably does not want to spend all of their extra time going from home to home – there’s much more to do. Family might be in town during the holiday season, the kids may be off of school - personal time is at a premium this time of yet. Net-net wintertime buyers are often serious buyers and ready to go. You Can Create Some Holiday Magic to Show Off Your Home Though you shouldn’t overdo it, adding a bit of holiday magic to your listing can be an excellent way to move buyers into action. For example, if you live in an area where people routinely decorate for the season, adding a few holiday decorations and creating a formal, but elegant display can help people see themselves in that home next year, doing the same. In other words, the holidays can work for you here. As a real estate agent, the holidays present an opportunity to light up the fireplace and to bake some cookies, too. Why go to this trouble? You’re setting the stage and creating an opportunity for the potential buyers looking at your listing to see what life could be like if they buy from you. What other time of the year is your home as inviting? The holidays can be magical. People Moving for Jobs Need Homes Before January Many people switch positions and relocate around the beginning of the year meaning they might be forced or at least incentivized into buying a home in December. You may find that this creates an influx of buyers for you in the last few weeks of the year. If you live in an area where job growth is plentiful and high-paying positions are common, this is a key reason to take listings now rather than wait until the New Year. When Is The Best Time To List A Home for Sale? There’s no right answer to this question. We should be ready to help our clients whenever they need it and do what’s in their best interest. The perceived benefit of waiting until the spring months to list might not be real. Remember that the spring and summer periods are when sellers may have increased competition to sell. If you are considering enrolling in our real estate license school, please feel free to reach out on Instagram or call the office at 888 768 5285. We are always happy to help! Just like selling a home, starting real estate school to get your real estate license doesn’t have a “best time”. The best time is when you are ready. There’s no time like the present! I'm looking forward to having you as our newest student! Love, Kartik
Practical advice for real estate agents

How to build a real estate website

Person building a real estate website using wordpress

I don’t think that anyone can deny that nearly every business should have a website of some sort.  To the extent you can, it’s far better to control your own digital footprint rather than have the

I don’t think that anyone can deny that nearly every business should have a website of some sort.  To the extent you can, it’s far better to control your own digital footprint rather than have the world do it for you.   According to one recent study, an incredible 93% of all interactions between a business and its customers begin in the exact same way: with a search engine like Google. For that reason alone, the quality and execution of your real estate website is of paramount importance - especially in those fragile early days of your career. OK so you finished real estate school and have passed the real estate license exam and obtained your real estate license. Your career can begin in earnest. But without the right, thoughtfully designed website to make your presence known, you're not going to get as far as quickly. Thankfully, designing the perfect real estate website - one that is compelling, that properly speaks to what you do and your value proposition - isn't necessarily as difficult as you might think. All it requires is the right approach, and for you to keep a few core things in mind. Understand Your Goals Before you think about the actual design of your website, you need to come to terms with exactly what that design needs to do. Yes, there's a certain element of marketing at play here in that your website is supposed to be selling something. Only instead of pitching your products and services, in our real estate business you're really selling the most valuable asset of all: yourself. But even more than that, you need to understand that your website is more than just an advertisement. It's a way to make people aware of your unique perspective on the real estate industry, it's an opportunity to establish yourself as an authority in your market and it's a way to begin building trust - essentially all at the same time. If your site comes off as little more than an expanded advertisement that someone might see when searching through Google, you're not going to be able to do any of those things. Therefore, your real estate website needs to be genuine, honest, informative and legitimately helpful - all in equal measure. These four qualities need to inform every decision you make moving forward, from design all the way down to the type of content you create and share. Get Specific With It There's a common misconception out there that the right real estate website needs to appeal to the largest audience that it can. But the truth is that your visitors will rarely come to your site looking for a home across an entire state, or even in a larger city. They're going to be looking for information on current listings in specific neighborhoods, and you need to be able to capitalize on that. All of this is to say that you shouldn't build your site in a way that claims you're an authority on "real estate in California" or even "real estate in San Diego, California." Hone in on specific neighborhoods and communities that you have the most experience with. Integrate Multiple Listing Service (MLS) and Internet Data Exchange (IDX) search capabilities into your site in a way that allows people to focus their efforts on those places they really want to live in. Establish yourself as an authority at first in a few specifically targeted areas and work on building your reputation - and your client list - over time. You can always expand your focus later as your business does the same, but in those early days don't be afraid to get as granular as you possibly can. It's Also About Supplementary Features Remember that the goal of your real estate website shouldn't JUST be to offer listings for homes in those areas, though. Listing sites are a dime a dozen - the chances are high that people will have seen information about a lot of those current homes in other areas before they ever stumble across your domain. Instead, you need to go above and beyond that idea - turn your site into a true informational and educational resource in every sense of those words. You should absolutely be writing blog posts that give insight on current trends in the industry. Poke around my blog.  I’ve been in our business for almost 20 years and I have written over 200 articles and recorded over 1,400 videos on real estate topics.  This helps to establish me as an industry expert.  Remember, however, that I started out just like you - 0 followers and 0 content.  It takes time and consistency to make it work.  The sheer volume of content being produced every second is making it harder and harder to get noticed.  This underscores the fact that you have to pump out as much high quality content as possible to get known. So what to do?  As a new agent take the time to write a few hundred words that take an important real estate topic and break it down in a way that is easy for anyone to understand. Write about what people should look for in a first home and what they shouldn't be focusing so much of their attention on, for example. Try and integrate videos, a comment section, mortgage calculators and other things that will make the house hunt as easy as possible. Don't forget that you're not just trying to get someone to buy or sell a home. You're trying to convince them to buy or sell a home with YOU. To get to that point, people need to see you as an authority - articles and videos go a long way towards establishing precisely that. Reviews, and Lots of Them Last but not least we arrive at the concept of reviews - something that is particularly important in terms of your long-term success in real estate. People aren't just going to take your word for it that you know what you're talking about. Real estate has always been built on relationships - someone wants to buy a new home and they immediately turn to their friends and say "hey, do you know anybody I can call for help?" The Internet operates in exactly the same way, to the point where a massive 90% of people who responded to a survey who read online reviews claimed that those positive reviews absolutely influenced their eventual buying decision. When you close on a deal with a client, ask them to write you a review. Then, get that review up on your website as soon as you can. Then, share those reviews on social media sites like Facebook and Twitter - which should also be integrated into your site. Do this as often as you possibly can. This will help you establish social proof, which truly is the currency of the modern era. The more someone sees that others value what you do, the sooner they'll start to value it, too. At that point, you'll have a steady stream of hot new leads headed straight to your door. At the end of the day don’t be afraid to shine and show off a little.  If you can add value somewhere by earning a 5 star review or writing a blog or recording a video do it!  Don’t be afraid to show the world that you are a real estate expert and you know what you’re doing.   If I can be of service, please let me know.  You can connect on Instagram here or reach out by phone at 888 768 5285. Love, Kartik
Practical advice for real estate agents

Why weekends matter to the entrepreneur

Cup of coffee next to laptop and notepad

It’s Saturday and I’m at a local coffee shop banging away on the keyboard.  I like working on stuff like this on Saturday and Sundays.  It’s quiet.   Yes i have a few people in the office today,

It’s Saturday and I’m at a local coffee shop banging away on the keyboard.  I like working on stuff like this on Saturday and Sundays.  It’s quiet.   Yes i have a few people in the office today, but it’s nothing like the sometimes pandemonium associated with a weekday.   I wanted to write a quick article about why weekends matter to the entrepreneur because it’s not hard to argue that there’s never been a better time to start your own business. Between the ability to reach a large audience and access to technology, individual people with great ideas and a solid work ethic have a better chance to succeed in today's market. However, that does not make success an easy thing to achieve. Statistics indicate that around 62% of adults think that becoming an entrepreneur can be an excellent career. When you break down those numbers, though, you'll find that nearly 50% think they themselves are equipped to become an entrepreneur and 40% believe it's easy. Let's just cut to the chase — the people who think it's easy are mistaken. Ask any entrepreneur who has even a modicum of success and they have likely taken ridiculous risks and worked very hard to make their baby fly. Notwithstanding those “entrepreneurs” who have “Phds”.  If you're wondering, a PhD means “Papa Has Dough”.  For the most part, I’m not talking about those who had a family member give them money to “start their own thing”.  I’m talking about the real entrepreneurs who started from nothing and actually built something great.   Entrepreneurship sounds like a great business because Instagram and other social media outlets inundate us with information about the benefits of being self-employed. Some of this propaganda includes an excitement about the work you're doing, the ability to make a living doing the things you love and being your own boss. What you might not be aware of is that small business owners often work longer much longer hours than their employees. At least they do if they're building a successful business. I'm not totally complaining about the glamour that the Internet has put on the business of real estate.  It's helped push lots of people to enroll in our real estate license school and pass the real estate exam. Still, it's important to remember that there is only so much time in a day and time is your most valuable commodity. This is why many entrepreneurs work every day and set their schedules so that they can optimize the time when they're working. If you have a great idea and are launching your business, here are some reasons you should consider working weekends. Why Entrepreneurs Don't Follow the Typical Weekend Schedules For a typical employee, there are set number of days where  work is required and specified days off. The most common model by far is Monday through Friday, 9-5. This may vary but, for the most part, Saturday and Sunday are days off to catch up on personal errands or spend time with family and friends. These are the reset days for the typical working world. For an entrepreneur, taking these days off completely may not be possible if they want their business to thrive. Because the rest of the businesses they deal with are likely closed on one or both of those days, the weekend becomes a fantastic time for entrepreneurs to catch up, refocus, and innovate. This doesn't mean that you have to work around the clock to run a successful business. In fact, doing that can easily lead to burnout. A work/life balance is important for healthy relationships outside of your career. But most entrepreneurs do find ways to use their hours creatively to improve their productivity. This might mean taking downtime on a weekday so that you can work through the weekend. It might also mean working part of the day on a weekend so that you can participate in social events around your work schedule. Benefits to Using Weekends for Work Time There are a few reasons that entrepreneurs work through many of their weekends. Here are a few benefits to working through other peoples' downtime: • Fewer Distractions. Working on a weekend allows you more time to focus uninterrupted. This is true whether you're a business owner or work on a team. Because your clients and other professionals usually don't work on Saturday or Sunday, you won't have to spend time fielding calls from clients, attending conference calls, or attending to different things that might pop up during a regular business day. This gives you the uninterrupted time you need to focus on a single task. • Time to Plan. Weekdays tend to fly by with many demands and few chances to catch up. This is especially true for small business owners who often take charge of multiple aspects of their company. With the rest of the world off the clock, the weekend gives you time to assess your previous week. You can check to make sure you've stayed on schedule with assigned tasks (and catch up on tasks you didn't get to). This time is also a great way to plan ahead for the following week. If you choose a day over the weekend to plan and assess your progress every week, you'll be more likely to keep your benchmarks in mind and achieve short term and long term goals. • Less Rigid Schedule. Working on weekends doesn't have to feel like you never get a day off. You don't necessarily have to work from the office and you can even plan your hours to suit your mood. I’m sitting in a coffee shop right now with my laptop and a latte.  It feels little less like work when I’m in a pair of Jordan’s and jeans as opposed to a suit and tie.  There Are Down Sides, Too Successful entrepreneurs build their businesses to a large degree because they've put in the work and effort. That does come with sacrifices. While it's true that many small business owners use weekend hours to help them get ahead, that doesn't mean it's always easy. For lots of us including myself the work is something we love and are excited about. We often enjoy putting in long hours and have a sense of pride and purpose in what we are doing. However, that doesn't mean it's always easy to spend your Saturdays and Sundays working when the rest of the world is getting that time to take care of their personal needs. Here are a few negative points to working weekends that you should be prepared to navigate: • Loved Ones May Not Understand. If your significant other is on the “regular” world schedule, they may not understand the long hours you put in at your company and it can lead to arguments. • Most Personal/Social Obligations Are On Weekends. This is especially true if you have children but even single people will find their social calendar is mostly full of events on weekends. • You Miss Out On Some Great Events. It's not all about obligations. Working those hours also means you'll miss out on fun events that you'd enjoy attending.  A football game in the middle of a Sunday might be something that is playing on the TV or online in the background as opposed to you being able to physically attend the game.   Building a thriving business means working longer hours than you would as an employee. That's simply a truth. Weekends offer you hours to catch up and get ahead of your competition. I’m always looking to bring you value.  If there is anything I can do to help, please reach out on Instagram or call the office at 888 768 5285.   If you are interested in becoming a real estate agent, please call me or my team. We are happy to be of service. Love, Kartik 
Practical advice for real estate agents

How to Write Winning Ad Copy for Real Estate  

Real estate agent typing ad copy on her laptop

A little different type of blog from me this time. I wanted to write something for those that have already finished our real estate license courses and are working in the field.   I was browsing some

A little different type of blog from me this time. I wanted to write something for those that have already finished our real estate license courses and are working in the field.   I was browsing some listings on the MLS recently and was horrified at some of the pictures agents were uploading but even worse was of the copy used to describe the listings.  Problems with syntax, punctuation and tense were not uncommon.  If you have a listing now or are going to take one soon, I would recommend making sure your ad copy is extra tight.  Remember that besides pictures, the ad copy is the most important part of your listing marketing material.   There are really no hard and fast rules for writing real estate ad copy, but guidelines exist to help you capture reader attention and generate responses. The goal is to highlight enough desirable features to prompt an online visitor to click through to the full listing, or to prompt a reader to call for additional information.  The prime directive is to avoid the temptation to "oversell." Use superlatives in moderation and be sparing when including value judgments in your descriptions. Remember that only one home can be the "best value" in a neighborhood, and even that is subjective to the point that it has little meaning to a prospective buyer.  Readers tend to gloss over phrases like value-priced, priced to sell and won't last long. Common terms like amenity-filled, chef's kitchen, memorable views, and stunning architecture are overused and ineffective. The goal is to be descriptive in a manner that is meaningful, while still leaving something to the imagination so that the reader wants to know more. Writing Real Estate Copy 101 Writing ad copy that gets results isn't difficult, but it can require thought. Here are specific elements you can employ to make your efforts more effective. First, define your target audience: Online property descriptions will have a different focus, and a different tone, than a printed brochure or an open house handout. But all copy should include, at minimum, a headline or title. It might be as simple as the property address; however, if you can use a catchy descriptive phrase, do so. Something like "Come Home to a View of the Ninth Hole" would appeal to someone looking for golf course property. Then, add gas to the fire of imagination: Place yourself in the potential buyer's shoes and provide a "hook" that makes them want to continue reading. Focus on the lifestyle that can be theirs if they move into the home. "Enjoy a refreshing cool drink on your expansive poolside patio as you look forward to your next tee time at the award-winning course adjacent to your property." A brief description of the overall appeal of the community and the home's general description can be included here. It can be as brief as you wish, or it might run to several paragraphs, depending on actual space and your purpose. Say something like: "This 3-bedroom, 4-bath, 3-car garage contemporary offers everything necessary for living the good life -- privacy, convenience to schools, shopping and entertainment, an easy commute to the business center, and abundant leisure time enjoyment options with neighbors and friends." Finally, highlight the most important home features: This is where you should strive to paint meaningful word pictures. Be descriptive, but not overly detailed. Leave some specifics out. You might say something like "Old-world craftsmanship is evident in the finishes used throughout the home's 4,200 square feet, especially in the fine wood paneling and bookshelves of the home's private office."  Or, you can point to the evidence of upscale options and trendy finishes that "include an eco-friendly, sustainable choice of recycled glass countertops in the kitchen, low-VOC paint throughout, and main-level flooring crafted from reclaimed timbers." Whatever you write in words is always better when accompanied by professional photographs that graphically illustrate the same features. It's not necessary to include a book's worth of photos, but words and pictures are better when they go hand in hand. There is little more disheartening for a prospective buyer than to read a glowing description of a home spa retreat only to find that there is no photograph of the space included with the listing or in the brochure. Coordinate your efforts with your photographer and your marketing team. Keywords and Buzzwords Define your potential market. Imagine what prospective buyers would type in to an online property search: Don't simply toss around phrases like "high-end finishes, family-friendly neighborhood, or spectacular views." Instead, utilize popular keywords to generate interest, adding filters and qualifiers as needed, such as the city or subdivision. Examples include: • Beachside Cottage • Ski Retreat • Urban Condo • City Lights • Mountain Views • Polished Wood Flooring • Gated Community Know Your Market The copy you write about a high-end home will naturally be different from the copy that describes a mid-price starter home, but the same principles apply. However, don't make the mistake -- in either case -- of believing that buyers on one end of the price spectrum are any less concerned about quality and value, energy savings and sustainability, style and safety, or built-in features and community amenities.  Make every effort to describe a lifestyle rather than listing specific features. Weave specifics into general descriptions of rooms and spaces. While studies have confirmed that online readers appreciate skimmable copy and bullet points, lists can be overused. Typically, 8 to 10 bullet points are sufficient. Always stop short of making your property description simply a "laundry list" of features. To write meaningful copy, acknowledge that there are some home features that should be specifically mentioned:  • A backyard pool, because it can be either a selling point or a deal killer, depending on the buyer; • An eat-in kitchen; • Ensuite baths for each bedroom; • A detached garage, casita or other type of auxiliary building; • Specialty spaces, including an exercise room, home theater or media room, finished attic, in-law or au pair quarters; and oversize lots or adjacent acreage or public land. • Solar panels, or alternative energy provisions, including 240V electric car charging stations. Use your in-depth knowledge of the local market to determine what other features deserve mention, knowing that your decision might vary substantially from one neighborhood to the next, and even from one season to another. Monitor reactions and responses you receive, and adjust the way you write your next property description based on the feedback offered by clients.  Finally, never forget to include your contact and broker information (along with Department of Real Estate license number) and a call to action. You never know who will become your next client, or when and how they will appear. Ensure that you can be reached by anyone in need of your services! Of course if there’s anything I can do for you, including helping you get started in our real estate license courses, please let me know or call 888 768 5285. Love, Kartik
Practical advice for real estate agents

Characteristics Of The Most Successful Real Estate Agents

Model display of new housing development project

For those starting in our great real estate business it’s natural to ponder the best way to go about becoming successful. A well-known shortcut between starting a new career and achieving success is

For those starting in our great real estate business it’s natural to ponder the best way to go about becoming successful. A well-known shortcut between starting a new career and achieving success is to model what others before you have done. Observing the most successful people and implementing the best of their strategies is going to ensure your success more quickly than trying to reinvent the wheel altogether.  This is especially true in a simple business like real estate sales. It’s important to recognize that I said “simple” not “easy”. Our real estate sales business is a simple one as long as you do the things daily that are required to succeed. Again, this is a simple process but one that is not always easy. I wrote down a few characteristics of the most successful real estate agents. As you embark on the journey of obtaining your real estate license I would encourage you to be cognizant of how you are implementing the following: THE BEST AGENTS UNDERSTAND THEIR LOCAL MARKET There is an old saying in real estate that “All real estate is local”. To the newer agent this might not make sense but let me explain. Essentially this means that the real estate salesperson that has the most intimate market knowledge and is most deeply connected to the neighborhoods they serve will generally win. Great real estate salespeople tend to be known in the community. They may sponsor the local little league, help out with local garage sales or door knock frequently. They send direct mail postcards every month or post frequently in local Facebook groups or on nextdoor.com. Whether this connection is established through physical marketing or digital makes little difference. Net-net: The best real estate agents are known in their local marketplace. THEY UNDERSTAND THEIR CLIENTS' NEEDS This one might sound a little too broad to be helpful. You might read the above sentence of “understanding your clients’ needs” and think - “Great but what does this actually mean?” When representing a buyer, for example the best agents have their client requirements nailed down. If the client requests a property with a bedroom and full bathroom downstairs, don’t bother to show them homes that do not. If they are deeply against having a pool, make sure you check this on the MLS and verify with the listing agent before emailing it to them. Getting to know your client and being able to anticipate their needs will go a long way to helping you become a successful real estate agent. THEY HAVE A SYSTEM PERFECTED Do you have a particular time of the day when you're checking emails? Spending time with clients? Marketing your business? Having a schedule for your routine and daily activities will help keep you organized and be sure that nothing falls through the cracks. THEY KEEP THEIR SALES PIPELINE FULL It's one of the things you hear with any real estate sales business. Always be selling. If marketing and prospecting for new clients is a part of your every day routine, you'll never have to worry about a seasonal slow down or slump, because you know that the marketing system you have in place will have the next client through the door soon. Also, if your Facebook ads aren’t doing as well as they normally do A/B test the ads to ensure that you are staying on top of social media trends. Don’t ignore door knocking and telephone prospecting either. These activities might not be the most relished by the real estate professional but they are sure to give you more control over your pipeline. Hit a slump? Talk to more people. DEVELOP RELATIONSHIPS AND MAKE CONNECTIONS WITHIN THE LOCAL COMMUNITY Successful real estate agents take the time to build a large network of people in the market that they serve. They don’t limit themselves to creating a database of only past, current, and potential clients. Great real estate agents should also make contacts with other experts within their industry, including appraisers and mortgage loan originators. You’ll have a ready list of vendors to refer your clients to and potentially be on the receiving end of referrals when the time comes. You should also consider building a network of other brokers and agents in outside areas. Remember, it is customary for one broker to pay another broker a referral fee for a client upon closing. (Not among service providers though, that would be. RESPA violation) THEY USE SOCIAL MEDIA PLATFORMS AND THE INTERNET TO THEIR ADVANTAGE The impact that social media platforms like Facebook, Twitter, Instagram, and YouTube have on business are undeniable. Formerly, these platforms were looked at as only a way to connect with friends and family or share photos but they have made their way into the fabric of our society. According to Statista, 91% of U.S. businesses will use social media for marketing purposes. Some of the largest companies in the world are using social media as a way to connect with their customers and potential customers. Why would the individual real estate agent be any different? As a real estate agent, if you aren't using social media, you are missing out on a huge opportunity. At a minimum, each agent should have a Facebook page to reach their potential audience. If you have the budget, a highly-targeted Facebook ad can provide additional reach to new potential clients you may not be able to find through your more traditional marketing mechanisms. THEY ARE PARTICULAR ABOUT THE DETAILS When it comes to selling real estate, the smallest details can make the biggest difference. Things like staging a home or how to position a property in certain markets can be the difference between a good and a great real estate agent. Also the intricate details of the purchase contract or the listing agreement are critical to ensure that your client’s interests are protected. THEY ARE AWARE OF SPEED TO LEAD A saying that I live by in business is that “Time kills all deals”. The best agents know that the sooner they can get back to a lead the more likely they are to convert that lead to a contract. This is especially true regarding Internet leads. Whether you are selling residential or commercial real estate, the best agents know that the sooner they respond to an inquiry the more likely deals are to close. I can’t emphasize this enough - in this day and age speed is probably the most important aspect of sales. The faster you move the more likely you are to win. I’m always looking to bring you value. If I can be of service to you please let me know on Instagram or Facebook. Of course if you are looking to get enrolled in real estate license school, reach out here. Feel free to also call the office at 888 768 5285. Love, Kartik
Practical advice for real estate agents

How Real Estate Agents Can Retire

Green car driving along the coast

Those considering a career in the real estate field are frequently drawn to the amount of money they can make on each property they sell. Each commission check can be upwards of $10,000, $20,000 or even

Those considering a career in the real estate field are frequently drawn to the amount of money they can make on each property they sell. Each commission check can be upwards of $10,000, $20,000 or even more. This is great for today because it means when you do work hard you will be rewarded handsomely. But what about tomorrow? What about when you get a little older or lose a little bit of that drive? When you become a Realtor, it’s important to remember that you are in business for yourself and should have a solid financial plan in place that provides for your post-retirement needs. It's exciting to finish real estate school and obtain your real estate license. The early phase of your career is a time to build relationships, learn the trade, and earn money while you establish yourself as a professional. But it's always wise to remember that time waits for no man woman or Realtor. At that point, all your financial planning and regular saving will pay off in the form of a stable, secure retirement income. What about retirement? To be clear, there are a lot of great real estate salespeople and brokers that have absolutely no intention of ever retiring. But there’s a difference between wanting to work and having to work. I think we can all agree that not having to actually show up at some place at some time and have money coming in and available to you would be a great thing. With that said, many Realtors often wonder how secure their retirement will be. After all, if you become a Realtor and work for yourself then you'll need a financial plan in place to take care of your retirement years. Earning a real estate license is simply an early milestone in your career. But what about life after real estate school and your sales career? You'll need to create the right kind of retirement plan for yourself. You can do this alone with some help from a CPA and Google or hire a financial planner to lay out the plan for you and keep you disciplined. Here are some things to bear in mind when thinking about long-term financial security: Consider investing in real estate. Early in my career I heard brokers tell me “Kartik you have to become your best client.” Since then a stated goal of mine has been to buy one piece of real estate each and every year. Imagine over a 20 year career in our business owning 20 properties, each with a positive cash flow of just $200 per month. That amounts to $200 per month x 20 properties = $4,000 per month. Over time the values on these properties are quite likely to rise and the loans will eventually be paid off - adding to your wealth in retirement. Of course in order to buy one property per year, you have to ensure that your income is sufficient to obtain financing - a solid real estate sales career will make this easier. Properly managed, a "nest egg" of real estate can be a smart way to diversify your retirement income resources. There are other ways to set money aside in retirement funds: You can opt to put money into a traditional IRA, a Roth IRA, a solo 401(k) or a SEP IRA. All have their pros and cons that should be discussed with an appropriate professional. For example, traditional IRAs have no income limit but there is an annual contribution limit. If you pull finds out before retirement, there is a stiff penalty in most cases. Traditional IRAs are funded with your pre-tax earnings, so you'll get a nice deduction and lower your tax bill in most cases. Roth IRAs are funded with your after-tax earnings, so you get no deduction right now. The upside to a Roth is that you can take out the contributed funds any time for any reason without paying a penalty. It's also possible to set up a solo 401(k) for yourself, even if you have no employees and work as a sole proprietor. Contributions come from your pre-tax earnings but there's currently a pretty high annual limit on what you can put in. SEP IRAs are a little more complex but are a good option for real estate professionals who have a few employees. You can contribute up to 25 percent of your earnings but keep in mind that you have to do the same for each employee you have. If you withhold 10 percent, for example, from your earnings for the SEP IRA, you'll need to withhold 10 percent of each employees' earnings as well. A one-hour consultation with a reputable financial planner can resolve most questions you have about which is the best kind of retirement savings plan for your particular situation. It’s also important to remember that I’m not a financial planner and laws and rules can and do change. Make sure you’re planning properly and not relying on my blog alone to plan for your retirement. =) Please call my office at 888 768 5285 or send me a message if I can be of service. For information on real estate classes visit www.adhischools.com Always looking to bring you value. Love, Kartik
Practical advice for real estate agents

Bad Real Estate Agent Habits

Ipad with calendar app open next to keyboard and apple computer

Once you complete our real estate school and pass the real estate exam you’ll be out on your own to start your career. Hopefully you’ll be ready to land your first client and take home a big commission!

Once you complete our real estate school and pass the real estate exam you’ll be out on your own to start your career. Hopefully you’ll be ready to land your first client and take home a big commission! =) After doing well on your real estate license exam, you'll get your desk set up with your broker and start working some leads. You’re probably going to start reaching out to your sphere of influence and let them know you’ve started a real estate career. As a newer real estate professional, the goal should always be to compress the time between finishing real estate school and cashing your first commission check. To this end, I wanted to write a quick article exposing some bad habits that real estate agents can develop if they’re not careful. Remember That Self-Employment Is Vastly Different From a 9-5 A self-employed person is solely responsible for his or her workday. In the real estate industry, it’s a common misnomer that once you pass your real estate exam, you’ll have leads pouring in and homes to sell. That’s not what happens. Instead, you need to work to create your own business. This often means spending time daily working to drum up business, cultivate leads, market, and respond to internet inquiries. Here are a few of the bad habits real estate agents create that virtually prevent them from becoming a successful Realtor quickly. You’re Doing "Busy" Work You’ve ordered business cards. You cleaned up your desk. You have talked to a dozen other agents today about what’s going on in their business and personal life. You may have even touched up your LinkedIn profile and posted a picture of the salad you had for lunch on Instagram.  All of these “tasks” might feel necessary but the bigger question is what did you ignore by doing these things? Are you prospecting for buyer and seller leads? Are you following up on existing ones? In short, it’s easy to “feel busy” without actually building your pipeline, which ultimately cuts into your income. You’re Frustrated with Your Workday There are a dozen calls you have to make today for various reasons. Each one of them could be a lead. Perhaps you have some really good leads, but there’s so much on your plate to do right now that you miss those key opportunities to connect. You’re in and out of the office, forgetting appointments, and not seeing the kids. And, you thought this career was flexible? This is a common concern. The problem is that without any oversight into your activities and a consistent schedule, it’s easy to lose track of what’s important. To be successful as a real estate agent, you have to be organized. You also have to create a schedule that works for you and stick with it. This discipline is actually the key to freedom.  Make time to plan for every task that matters during your course of the day. Remember - The number one calendar item is prospecting. Other Bad Habits Costing You Your Career After completing real estate school, it’s easy to become overwhelmed. Here are more of the common bad habits agents have: You aren’t communicating with your prospective clients fast enough. This is especially true for internet leads.  Speed to contact makes a big difference in results.  Make every client believe that they are your most important client. Work to return calls as quickly as possible.  Try and email back as fast as you can. Failing to marketing adequately. If you’re not seen in the local industry, you’re unknown to prospective clients. Make marketing a component of your day, every day.  Remember that there are over 400,000 real estate licensees in California alone - You have to make noise to stand out! You’re not looking as professional as you should be. Consumers expect agents to look professional at all times. If you look disheveled, that could indicate you’re less organized and not “with it.” Not updating your website or social media accounts in quite some time.  Remember, if you haven't posted in a year people will wonder whether or not you are still in business. Send a contract to be signed electronically and tell the client to sign without explaining what they are signing. Being "too busy" to call other agents back. Working 24/7 and not taking care of your health. Getting paid your commission and not setting aside money for taxes. If you finished at our Orange County real estate school don't forget that this is only the beginning.  As Warren Buffett says "The chains of habit are too light to be felt until they are too heavy to be broken."  The best way to break bad habits is to avoid them in the first place. For information on getting a real estate license, call us at 888 768 5285.   Love, Kartik
Practical advice for real estate agents

Legally Removing Items From Your Credit Report

Mortgage lender reviewing a credit score for a new home loan1

As you complete your real estate classes with us, you may come across a buyer client who is looking to “fix their credit” before buying a property. You may also represent a seller who is in escrow

As you complete your real estate classes with us, you may come across a buyer client who is looking to “fix their credit” before buying a property. You may also represent a seller who is in escrow with a buyer and the buyer’s loan starts to go sideways because of an error on their credit report. What do you do? One of the most common questions that consumers ask credit counselors is, "How can I get negative items removed from my credit reports?" The accurate, short answer to that question is this: It's relatively easy to get incorrect information removed from a credit report but can be quite difficult to legally remove items that are reported accurately. In other words, if a debt is yours, and if all the particulars listed on the credit report are correct, they your options for legal removal are limited. The good news is that there are several ways to potentially eliminate negatives from an official credit report, even when the debt is yours and when it's listed correctly. Here are the strategies that many consumers have used to clean up their credit reports: Paying to delete negative items: If you contact a creditor and agree to pay the debt in full right away, then they might consider removing it from your report. This technique is especially successful when the amount owed is rather large and the delinquency is not very old. Many creditors are happy to have a large debt paid off quickly and taken off the books. They'll often agree to remove the item from your report if you ask them nicely, in writing and as soon as possible after it has been reported to the bureaus. Asking for a goodwill removal: After you've paid a debt and the listing is still on your credit report, it's possible to contact the creditor and request that they remove it. It helps to explain that you have otherwise good credit and have been current on any other accounts you have with them. If there were special circumstances that led to the delinquency, be sure to explain the situation to the creditor. This is basically a "hardship" request and doesn't always work, but it's worth a try. Asking for verification of the debt after several years: Bureaus can keep negative items on a report for up to seven years. After one or two years have passed, you can contact the creditor and ask for the debt to be verified. It's often the case that creditors can't verify older debts that have been paid off and closed out. If they can't verify it, then you can have it legally removed by contacting the credit bureau in writing and disputing the debt. Without verification from the creditor, the bureau will have to remove the listing. It's important to remember that only the creditor has the power to remove a legitimate listing from your credit report. In fact, they are supposed to leave items on for up to seven years so that other lenders can get an accurate view of your credit-worthiness by reading your report. But, as in the situations noted above, creditors are sometimes willing to remove a negative item if you approach them with the right attitude. Separately, inaccurate information can potentially be removed by invoking the last strategy mentioned. If you are interested in taking live real estate classes or preparing for the real estate exam, call us at 888 768 5285 or visit www.adhischools.com Love, Kartik
Practical advice for real estate agents

Tips For Real Estate Agents on Social Media

Man holding white iphone logging into instagram app

Tips For Real Estate Agents on Social Media Businesses can’t ignore social media if they want to remain relevant and competitive in today’s busy online marketplace and the real estate business is

Tips For Real Estate Agents on Social Media Businesses can’t ignore social media if they want to remain relevant and competitive in today’s busy online marketplace and the real estate business is no exception. Social media platforms like Facebook and Instagram can be powerful outlets that help real estate professionals position themselves as industry experts while connecting with their audience and building confidence in their experience and services. I practice what I preach. Our real estate school has had a Twitter account since early 2009 and a Facebook page for almost as long. Even our original YouTube channel has had content since 2009. That’s 10+ years of going hard on all these platforms. So how do you win considering that more and more content is being added each and every second to Twitter, Facebook/IG and YouTube? It is getting more and more difficult to get noticed. The key to getting the most out of your social media presence is utilizing tactics that help you build stronger connections with your audience and inspire them to work with you. Below, I’ve put together my top 4 social media tips for real estate agents, particularly in the residential space as I figure most of our real estate school students are going to start there. 1. Educate your buyers on the market. Buying or selling a home is a major life decision for most people, and they want to know that they are working with a Realtor that can guide them through the process and answer all their questions as they move through the process. The best way to build this confidence with your audience is by educating them about the real estate market. In addition to sharing educational articles from your own blog, curate some content from reputable, third-party sources to help your audience understand important parts of the buying and selling process. In addition, you can post your own honest tips and advice to your social media pages based on the questions that you are most often asked by new buyers or sellers. 2. Share information on a particular neighborhood. When promoting your listings (or those of your company) on social media, go beyond just sharing the features of the homes you are selling. Most homebuyers want to know more about the neighborhood or surrounding areas. Real estate professionals can use their social media channels to educate buyers on the benefits and unique characteristics of local neighborhoods to help them make a more informed decision about where they want to buy. In addition to sharing your own content about the neighborhoods you sell in, share content from local organization pages. For instance, you might link to an event calendar from the city’s Facebook page or share a tweet from a local restaurant. This is especially true in areas like Downtown Los Angeles or coastal Orange County where the nightlife and social aspects of the community are a lure for buyers. 3. Start a conversation. The social aspect of social media is often forgotten when professionals use social media channels for marketing. However, if you really want to get to know your audience and build trust, it’s vital that you chat with your fans and followers. Get active in the comments section of your social media posts and pay attention to what others are saying on your pages. With the instantaneous nature of social media, most users expect an instant response to their questions or concerns. In addition to being active in the comments section, you’ll need to be diligent about checking for and responding to direct messages across platforms. When someone reaches out with a question or concern, make sure that you are available to answer these questions and get them the help they need when they need it. 4. Don’t forget video! Many real estate professionals will skip video content when it comes to managing their social media pages. However, with the visual nature of home buying, it’s important that real estate agents utilize video to showcase their properties when possible. Most people reading this article have a television broadcasting system in their purse or pocket with their iPhone or Android device. It’s easy to quickly do a live on Instagram or post a quick story to your page. Just get out there and start. I posted a video of all of my equipment here, but I didn’t start with this much stuff. All I had back in 2009 was one camera with an internal microphone and just started recording videos on HD cassettes. I always knew video was going to be huge across the Internet and would be a valuable marketing tool. The faster you can start engaging with an audience the faster you can monetize. Video content also helps create an emotional connection with viewers in a way that images alone cannot. Providing a video tour of a property allows the real estate agent to give their audience a better idea of what it is like to experience this home instead of seeing the space out of context. If you are interested in taking real estate classes online or in one of our classrooms, please call us at 888 768 5285 or visit www.adhischools.com. Love, Kartik
Practical advice for real estate agents

Do Open Houses Work?

Open house sign on front lawn outside of house

Before the question of whether or not open houses actually “work” is answered we should probably define what the word “work” actually means. If you are a real estate agent and believe that a

Before the question of whether or not open houses actually “work” is answered we should probably define what the word “work” actually means. If you are a real estate agent and believe that a successful open house is one where the agent found a buyer for that property on the day of that open house then very few open houses actually “work”. However, if you define a successful open house as a chance to network with neighbors in a particular farm area, an opportunity to show the owners that you are doing something that is almost expected, and a way to find buyer clients for other homes, then nearly every open house has the potential to be a success. Like many things in business, a substantial amount of time and effort is necessary to ensure that an open house will attract the right kind of traffic and result in at least a few interested and qualified potential buyers. Sometimes, sadly, even with a high traffic count, the net result might be less than satisfying. While it’s also true that on occasion, "the buyer" will walk into an open house and make it all seem easy, if not preordained - but this can sometimes be attributed to pure chance. Folks who are not quite ready to buy immediately frequently visit open houses as a way to solidify their preferences and explore the market. An open house can be the best way for an agent to meet people "up close and personal," demonstrate market knowledge, hand out cards, and take names. You never know when you're going to meet a buyer. It's best to always be prepared. How to Do a Successful Open House Use all the tools available to you to stand out from the crowd. You don't have to spend big bucks on advertising, or on refreshments. Use technology to your advantage. Here are some ideas: • Livestream the Open House on Facebook, Instagram and YouTube: Give quick snippets of information as you walk through the rooms. Talk about the neighborhood, the easy commute to downtown, the community pool, the schools or a nearby shopping mall. Show the house at the same time. • Invite the neighbors: Count them as your allies to "sell" the good points about the area, rather than as "tire-kickers." • Consider Unconventional Hours: If the home has spectacular sunset views, schedule the open house for late afternoon. Or, alternatively, be slightly ahead of the normal 1-3 or 2-4 schedule, and offer coffee or fresh-squeezed orange juice. If you are going to serve alcohol at an open house, other rules can apply. Proceed with caution. I did a video and an article on this as indicated by the prior link. • Creativity Counts: Employ an iPad as a digital sign-in sheet and encourage visitors to ask questions. Get back to them via email with specific answers. You'll boost your chances of developing new relationships. Perhaps most importantly, be there for everyone who walks through the front door. Meet and greet every visitor with a smile and a card. Never simply sit behind a desk or on a kitchen stool. But, be sure to give visitors a chance to walk through the house at their own speed and in their own way. View an open house as an opportunity to sell yourself as well as the property and then every open house is, indeed, totally worth it! If you are interested in online real estate school or even classroom oriented real estate courses, call us at 888 768 5285 or visit www.adhischools.com Love, Kartik
Practical advice for real estate agents

How likable are you?

Female real estate agent smiling while conducting meeting

With hundreds of thousands of real estate salespeople in California alone, clients have choices. The million dollar question is “On what basis will the client decide?” This can be a hard thing to predict,

With hundreds of thousands of real estate salespeople in California alone, clients have choices. The million dollar question is “On what basis will the client decide?” This can be a hard thing to predict, especially If there are two real estate salespeople that are equally competent, have similar experiences and both work for reputable companies - the client might make a decision on who to hire based on pure “likability”. If one agent is more “likable” than another who do you predict will get the business? It’s not hard to assume that the agent that can win the heart and mind (in that order) of the client is going to get the contract signed. Because clients are often concerned or nervous through the real estate process, the agent should strive to be the kind of salesperson that brings good energy and enthusiasm into every presentation they go on. It has long been said that sales is simply the "transfer of energy from the salesperson to the customer”.  The more energy and enthusiasm you exude, the more likely the client will sign. Still, there are some real estate salespeople that are the personification of negativity and create roadblocks through the sales process. We have all met people like this. You know the type - they walk into a room and all the plants begin to die and when they exit they spring back to life. I would urge all of our readers to examine which of these describe them. Are you the kind of person that brings vibrance and energy to every interaction or are you the exact opposite? When you walk into a room is there a big grey rain cloud over your head? If you aren’t sure how to answer this, have a look at people that you would characterize as being in each of the two groups. Positive and energetic or negative and draining? Consider the group of people that you know. Think of five or ten people that you know who are real energizers. You probably can think of a few right off the bat. Who do you know that when they show up, when they call the energy is better because of their presence? Who are the few people that you know when they walk into the room the energy shifts to the “dark side”? Believe me. People notice. This is important because your likability impacts how much business you're able to do. So what are some things that we can do to immediately increase likability? The first thing I would urge is to be interested in other people. If you have ever read the classic book How to Win Friends and Influence People by Dale Carnegie a recurring theme is to try and make other people feel special by being interested in them and their story.  It’s pretty simple - be interested. Be interested in other people and who they are and what they are about. People that are interested in others are infinitely more likable than those that are not. In a nutshell:  Try harder to be interested than be interesting. Another thing to increase that “L” factor is to always leave people better than you found them. In the case of real estate, that could be a critical market update to a buyer or seller. It could be an escrow update to one of your current deals but always look to add value at each and every interaction. There’s plenty of pessimism in this environment - you don’t need to look hard to find it. Be the person that's optimistic and lights up a room each and every time they are in it. Not only will this be better for your physical health, it’ll be better for your wallet. If you are interested in real estate classes in Los Angeles or online real estate school call us at 888 768 5285. Love, Kartik
Practical advice for real estate agents

How to Dispute Erroneous Information on a Credit Report

Mortgage lender reviewing a credit score for a new home loan

Errors can happen on a credit report. What causes these errors? Sometimes it can be something as simple as a father and a son who have the same name and the only difference is a “Sr.” or “Jr.”

Errors can happen on a credit report. What causes these errors? Sometimes it can be something as simple as a father and a son who have the same name and the only difference is a “Sr.” or “Jr.” What if son paid a few bills late and this incorrectly appears on Dad’s credit report? Worse than the above scenario is a customer who may have been the victim of identity theft. Perhaps their social security number and date of birth were compromised on a website and sold to criminals. Each year we read of many major corporations who have had their databases compromised. Equifax, eBay and JP Morgan Chase are just a few examples of large corporations that have been targeted by hackers. Where then does a customer turn? The Federal Trade Commission has several recommendations for those that genuinely believe that false and erroneous information appears on their credit report. The Fair Credit Reporting Act mandates that the credit bureau and creditor have a collective responsibility to correct and update any incorrect information in the customer’s credit report. The individual with erroneous information on their credit report should send correspondence to the credit bureau that has displayed this erroneous information. This could be either Experian, Transunion, or Equifax or could potentially be all three. Mail correspondence isn’t required, however, as the individual can file their dispute online. If the customer is sending their dispute via mail, the Federal Trade Commission has a sample dispute letter available on their website and this letter can act as a starting point for anyone seeking to eliminate inaccurate information from their credit profile. In order to increase the chances of incorrect and incomplete information being deleted from the credit report individuals are encouraged to support the claim with any proof that the data is incorrect. Examples of this proof could be cancelled checks or bank statements showing that the bills were paid on time or the fact that the debt is no longer even valid. In some cases, the customer might have paid off the debt and it is still reporting as open on the credit report. Combining the letter or online dispute with substantiation that the information is inaccurate will increase the chances of having incorrect information deleted from the credit report. The FTC recommends that this substantiating documentation not just be sent to the credit bureau but also to the creditor with whom the customer is disputing the incorrect information. This may increase the chances of incorrect information being deleted from the credit file. If this doesn’t work the customer is able to leave a note in their credit file next to the “incorrect” trade line stating that the customer disputes the accuracy of this information. Generally, the credit reporting agency must investigate the disputed items within 30 days of the dispute being filed. However, the law has an exception for the credit agencies wherein they don’t have to investigate a dispute that they deem to be frivolous. in the event that a credit bureau is going to investigate a disputed item, they are required to forward everything received from the customer over to the creditor. Once the investigation is complete, the bureaus are required to give the customer notification of the outcome of the dispute in writing. They are also required to provide a copy of the credit report to the customer in the event that the dispute resulted in a change to their credit report. Statute also requires that the credit bureau provide one copy of a credit report to everyone for free each and every year. A customer who is disputing information on their credit report that results in a copy of their credit file being sent to them will still be allowed their one free credit report per year. What this means is that a customer who is disputing credit information in their file may end up with multiple credit reports per year at no charge. Because credit scoring can affect so many aspects of a person’s life, the government has a system in place to ensure that incorrect information on a report can be disputed and ultimately deleted. Hope is not lost in the event of identity theft or an incorrectly reported late payment. There is a dispute process in place and will work if done properly. The Federal Trade Commission’s sample dispute letter can be a great place to start. As always, if you are considering getting into our great real estate business, you'll need to go to real estate school first.  Need help passing the real estate exam?  Check out our test prep site here.   Love,   Kartik
Practical advice for real estate agents

How to Improve Credit Scores

High score excellent credit report on desk

So you’ve finished up at our real estate school and passed the real estate exam. You're stoked because you have your first buyer client but their credit is less than perfect. The buyer badly wants a

So you’ve finished up at our real estate school and passed the real estate exam. You're stoked because you have your first buyer client but their credit is less than perfect. The buyer badly wants a home and you’re asking yourself: What advice can I give them to improve their credit score? The reality is that credit scores today have a profound impact on quality of life. It determines the rates you pay on all sorts of things from mortgage interest rates to whether or not you can rent a car. The difference between good credit and bad credit can also determine where and how you live. Make sure that only accurate information appears on the credit report It makes sense that a borrower would want to be sure that their credit report contains accurate information. Any inaccurate data can be disputed with the credit bureaus. Equifax, Experian and TransUnion are the three bureaus and can be contacted to dispute erroneous information. If your borrower isn’t sure how to start the dispute process there are third party providers that can help quarterback this with the credit agencies. I would recommend checking online or with other folks in the business that can give you a good referral to a vendor that can help. Pay down revolving debt Assuming that all the data on the credit report is accurate, the next question is “What else can we do to bump up the score?” One thing that can quickly impact the FICO is to advise the borrower to pay down as much revolving debt as possible. This is known as the “credit utilization” ratio. This ratio is a big deal as it accounts for about a third of the FICO algorithm. The less credit you have available the worse your score will generally be. In other words if all your credit cards are maxed out, your score is probably going to be low. Do your best to get credit card debt paid down quickly to improve the credit utilization ratio and get that score up. Try to get added as an authorized user Another thing that can help bump the credit score is if the borrower can convince a family member or a loved one to add them to one of their credit cards. If mom or dad has a credit card that has a solid payment history and they are willing to add the borrower as an authorized user, this can help piggyback their on-time payments to boost the score. Make sure bills are paid on-time A central aspect of good credit is ensuring that the borrower pay their bills on-time. An easy way to do this is to calendar all required payments on a cell phone or Google calendar. Better yet - back up the calendaring with autopay. Autopay eliminates the aspect of human error and also eliminates wasted money spent on a bunch of late fees. Better still - auto pay eliminates the worst case scenario of an altogether missed payment. One missed payment means a catch-up scenario for the borrower and forces them to make two or more payments at once. Letting bills pile up can make it really hard to dig out of a deep hole. Think long-term with your buyers Remember that selling real estate inherently involves a very long sales cycle. Even if your prospect can’t buy a property immediately, they may be able to with some future planning. A year is going to go by quicker than you might think. Do you plan on being in the business in 12 months? I would think so. Sticking with a prospect even when it looks like they might not be able to buy immediately will create loyalty and your deal will eventually come to fruition. As a real estate professional, it’s important to be a valued resource for your clients. Giving great advice can help foster loyalty among your customer base. This can be priceless and irreplaceable. As always, if you are interested in online real estate courses or even live classroom courses, call us at 888 768 5285 or visit www.adhischools.com. Love, Kartik
Practical advice for real estate agents

Can a Realtor Serve Liquor at an Open House?

Alcoholic cocktai s served in backyard of open house

OK – So you took our real estate classes in Los Angeles or maybe you took our real estate classes online. Now you have your license and it’s time to do your first open house! You’re hoping to make

OK – So you took our real estate classes in Los Angeles or maybe you took our real estate classes online. Now you have your license and it’s time to do your first open house! You’re hoping to make some great connections with potential clients and you want visitors to roam through the home a little longer. What do you do? Bribe them with ice cream? Booze? Both? If you decide to serve alcohol at your open house and you don’t have a liquor license (no agent is going to have one) it’s important to ensure that the open house is not open to the public. If you are serving alcohol and your open house is open to the public you need to have a liquor license to do it. Want to serve liquor at an open house? There are other rules too: There can’t be any sale of alcohol It’s important to make sure that there’s no actual sale of alcohol happening at the open house. Agents typically don’t charge for liquor at an open house so this isn’t something that most real estate agents have to worry about. The premises cannot be maintained for the purpose of keeping, serving, consuming, or disposing alcoholic beverages. If you’re doing an open house at a residential property, it’s pretty unlikely that the premises are going to be maintained for the purpose of serving liquor. It’s a residential property, it’s not zoned commercial, it’s not zoned retail restaurant or bar. So this second rule isn’t going to be a problem for most real estate agents. The event should not be open to the “general public” at the time alcoholic beverages are served. In the hospitality world, this is known as a “private party exception”. For the private party exception to be invoked, the person doing the open house has to have a list of guests prior to the event. Only people on the list are permitted to be admitted to the event and it would become a “private party”. This means that if somebody does show up at your open house and they’re not on the list, you have to turn them away. If you’re serving alcohol and you let them in the event could be interpreted as being “open to the public” which could trigger a licensing requirement. The list of attendees is important to maintain and should be respected. Finally, it’s hard to overstate the amount of liability that the agent can incur in the event the agent allows alcohol to be served to someone that is underage. Agents can also be liable in the event that they continue to serve alcohol to someone who is obviously intoxicated or is “habitual drunkard”. So be smart about it. Make sure that if you are serving wine you need to have proper protocol that’s being followed to make sure we limit our liability at these open house events. As always, if you are interested in taking real estate classes in Los Angeles or in Orange County please visit www.adhischools.com. Feel free to call the office at 888 768 5285.Love, Kartik
Practical advice for real estate agents

Social Media is Not Real

Cell phone on desk with social media likes and hearts icons

I recently received an email that went like this: "Dear Kartik: “I'm addicted to social media and I can't get over how successful all these real estate agents on Instagram seem to be.  I see every

I recently received an email that went like this: "Dear Kartik: “I'm addicted to social media and I can't get over how successful all these real estate agents on Instagram seem to be.  I see every other realtor on 'the Gram' closing what seems like an endless amount of real estate transactions and I can't seem to keep up. I've done eight deals so far this year and I compare myself to other realtors online and it seems like I'm doing so much worse than they are. How do I break my addiction because I keep comparing myself to other people online?" This is a very good question, actually. I think that a lot of people these days are addicted to their cell phones and specifically to social media. I mean, the addiction to our phones and technology has gotten so bad that the latest version of the iOS operating system actually has a screen timer showing the user how much time was spent on their phone. Anyway, there was actually more to this email. The writer had actually listed a few agents that seemed to be doing really well on Instagram and I used a system called Broker Metrics to look up how many deals these agents had done. Turns out that he author of the email had actually done MORE deals than the agents that he was comparing himself to! Now, I know that there's different ways that you can count how many deals you did. I understand that sometimes transactions can be co-listed or maybe you're on a team and the offer was written in the name of your "team leader" and you didn’t get credit through the MLS. I understand all that. But, it's important to remember that the things people put on Instagram or Facebook or Twitter are the most pleasant parts of their lives. Society picks and chooses what they want to share with the rest of the world. All these posts to is try and control your perception of their reality. Remember to keep the following in perspective: 1.  Much of society is addicted to technology. Particularly their cell phone. 2.  A subset of that society is admittedly addicted to social media. 3.  Not everything that you see on social media is real. So, it's important that we stop comparing ourselves to people online because more than half of it is fake. So, go back to work. Focus on what makes you successful. Closing real estate transactions, helping clients, stacking cash and building a career. Forget what everybody else is doing online. You could spend your whole life on the sideline watching what other people are doing, or you can get in the game, play and win. Love, Kartik
Practical advice for real estate agents

How to Use Social Media to Get Business as a Realtor

Real estate agent showing their social media apps on an iphone

How to Use Social Media to Get Real Estate Business Social media is one of the most important ways to get business today. Most people are on their phones interacting in the digital world at least as

How to Use Social Media to Get Real Estate Business Social media is one of the most important ways to get business today. Most people are on their phones interacting in the digital world at least as much as they are with the physical world. Nurturing relationships online through outlets like Facebook and Instagram can help build trust and brand recognition between you and a prospective client. To better understand how people in the real estate business use social media I recently met with a good friend who works at a large mortgage company in Orange County. When I met with her for a recent interview she was working with an escrow company and helped build their business using the power of Instagram and Facebook.  She was kind enough to share some insider tips on how she uses social media, specifically Instagram, to gain followers and new prospects.In this interview, I was able to find out three key things: • What she posts • When she posts • How she decides what to post Danielle Benevides has done a great job building this escrow company using Instagram. Here is the gist of our interview, which you can also watch in full here on my YouTube channel.The main takeaways from our interview are these strategies: 1. Merge your personal and professional accounts into one. 2. "Like" other people's posts and engage with them. 3. Reach out to your followers by sending them messages. 4. Post at times when people will be more engaged with social media, such as before work, during lunch, after work and before bed. 5. Post updates that present you as a productive and successful professional, such as you going to an open house, you meeting with clients, you selling a house and so on. Be personable and relatable through these posts. 6. Find an Instagram account in your field that you admire. What makes it so successful? Ask yourself are there models that you can copy before you start doing your own thing? It’s important to not blatantly rip off others and be authentic as you consider this strategy. 7. When you build a following, you can do more and gain an even bigger following. It’s easier to go from 15,000 followers to 20,000 followers than to go from 0 followers to 5,000. Scale is important. How Danielle Benavides Uses Instagram to Gain Business Danielle: "Basically, I'm very intentional with what I post on Instagram. I'm very intentional about who I add. It's all a very methodical process. Something I encourage agents to do is to merge their personal profile with their business one. So far, that's really worked to my benefit. By merging accounts, I'm exposing what I'm doing in my daily routine, such as being out with new clients, visiting an open house or doing anything related to business. I'm posting these things and people recognize it. I'm also liking other people's photos, which establishes an online relationship." Kartik: "Some people think that the business page and personal page should be separate. You don't think so. Why?" Danielle: "I think it should be all in one. It's time-consuming to go back and forth and log into different accounts ... I hear from agents that they don't even log into either their personal or business profile. When you're trying to juggle two accounts, you won't have the best results." Kartik: "What about people who didn't grow up with technology or those who may think that social media isn't relevant to their business?" Danielle: "I work with some clients who aren't really into social media. I encourage them to at least try it out because it is something that they should put into their business. Social media can be a huge part of their success." Kartik: "What is a good engagement strategy for those who want to get started?" Danielle: "What I have found myself doing is that I will purposely go on Instagram and start liking pictures of real estate agents that I follow. I even go into my search bar and find real estate agents I know. I seek them out and message them if I want to, like send a DM about my escrow services. You're not working that hard to send a message online. It cost me more gas and time to visit friends than to touch my phone and start sending messages." Kartik: "A lot of people struggle about what content to post and when they should post it. What do you do?" Danielle: "It's important to post at certain times of the day when people are more likely to look at their phones or check social media. • Before 9 am: Lots people get to work between 7:30 and 9 am and check their social media with a cup of coffee. • Noon during lunch. • After 5 pm: Work is over and people have some downtime. • Between 8 and 9 pm: The day is usually done and there's some wind-down time before bed. Kartik: "What are your end goals with social media?" Danielle: "My goal is to continue building my following and use it as a tool to get business. I also want to be a leader in my field. I want people to use me as an example, just like the people I look up to on Instagram. I try to follow their methods and implement them into my strategy."   Learn More About Real Estate and Social Media Once you build an audience around yourself, you can monetize and build your brand even more. I'm so thankful to hear some expert tips from someone who has used Instagram for her business with real results. If you’ve considered taking online real estate classes visit our website here. If you want to take real estate classes in Los Angeles or in Orange County we have you covered also! To learn more about using social media for real estate, subscribe to my YouTube channel here. Love, Kartik
Practical advice for real estate agents

5 Things I Love About Home Ownership

White modern home sold

5 Things I Love About Home Ownership No matter what you’re selling a basic belief in it is critical. It’s hard to sell something that you yourself don’t see value in. I genuinely love real estate,

5 Things I Love About Home Ownership No matter what you’re selling a basic belief in it is critical. It’s hard to sell something that you yourself don’t see value in. I genuinely love real estate, and there are countless reasons why. Because of this, I have no problem talking about it with everyone I meet. However, for this blog, I’ll limit myself to just a few reasons.Here are five things I love about homeownership.1. Fixed PaymentsWhen you get a home loan with a fixed interest rate, you lock in your payment for the next 15 to 30 years. Your payment is locked – even if the world around you changes. This means your payment will stay the same even while the cost of living is guaranteed to increase over time. This predictable and stable payment will help you plan financially without the fear of increased living expenses.On the other hand, if you rent, your payments are virtually guaranteed to increase as demand and population increase.When you own your own home, your housing expenses are locked in, which only gives you more margin because you’re not continually paying more to live at the same property.2. Likely AppreciationOver time, the value of your home is likely going to increase. Just how much won’t be the same every year, but on average California real estate goes up 4 to 8 percent annually.In some years, values may rise more than 20 percent, and in bad years values can go down — but everything ultimately averages out to a steady rate of appreciation between 4 and 8 percent.Without any effort you’re going to get richer through appreciation.3. StabilityOwning a home gives you a measure of stability and certainty in your life. You also get more control over basic lifestyle decisions without having to ask a landlord for permission. Do you want to paint your walls? Go ahead! If you want a dog, you don’t need to ask your landlord or pay a pet deposit — after all, it’s your house.Also as I mentioned before, fixed payments provide a static housing expense that won’t go up with inflation. In an uncertain world, this is a good thing.4. Forced SavingsIt doesn’t matter if you’re frugal or not — owning a home forces an increase in net worth over time.Even if the value of the home never goes up, the mortgage balance is going down through the process of amortization. This forces you to build some level of net worth even if your property isn’t appreciating.In California, you’ll gain more equity by an ever-decreasing mortgage balance, which will give you access to funds in the future. If your home appreciates, so you’re getting richer on both ends — with both a decreasing balance and higher home value to give you more equity.5. Your Home Is an AssetYour home and other real estate form part of your estate, which can be left behind for future generations. The fact that your house is passable to others helps leave behind a legacy and keep wealth within your family.As a renter you are getting value in that you have a place to live temporarily, but the big picture is that you are helping pay off your landlord’s mortgage with ever-increasing monthly payments.I understand that in some markets people have the position that it is cheaper on a monthly basis to pay rent compared to a mortgage and that (in theory) that difference could be reinvested elsewhere but the truth is that so few people actually do that. For most of us, if we have money in our pockets we tend to spend it.Learn How to Buy and Sell Homes in CaliforniaDo you want to take real estate classes and get into the exciting world of buying and selling homes? Are you ready to share the benefits of home ownership with others? Then find out more about real estate classes in Los Angeles or even online real estate school today!
Practical advice for real estate agents

Are We in a Real Estate Bubble?

Houses inside bubbles

Are We in a Real Estate Bubble? A topic of debate in our industry these days is whether or not we are in a real estate bubble. With supply still relatively low, housing starts that don’t keep pace

Are We in a Real Estate Bubble? A topic of debate in our industry these days is whether or not we are in a real estate bubble. With supply still relatively low, housing starts that don’t keep pace with demand and prices inflated, my impression is yes. What do you think? First, I want to follow up on a video I recorded earlier this year. I reflected on a tour I did of some new construction where Lennar homes had built homes within homes – sort of like an in-law suite. I then discussed what I suspected to be a real estate bubble brewing, even back then. Back to the Mini Homes These mini houses were built because Lennar might have suspected that housing prices in California had become so unaffordable that buyers would actually need demised space inside their homes so buyers could have their parents, children or tenants rent out the smaller space to offset the mortgage payment. The builder might also have predicted that joint families are becoming more likely for a greater number of buyers. I spoke of an affordable housing crisis that had to come to a head somehow. Read on for some California market statistics that have me concerned: The Numbers Say It All In San Francisco County, the median home price as of Feb 2018 was $1.73 million. There was a strong increase in appreciation in San Francisco county because in January 2018, the median home price was just $1.33 million. I’m located in Southern California, so naturally, I was interested in local statistics too. As of March 2018, the median home price was $805,000, but in January 2018 the median price was $780,000. Frankly, I’m a big believer that we are in a bubble. It’s no secret that many in the real estate business don’t want to admit that the economic environment for housing might be in bubble territory. But I’ve been saying that we’ve been in a bubble for the past year. Why Are Prices Increasing? Prices are always some interplay of supply and demand. Supply could be defined as the number of houses on the market at any given time and demand refers to the number of qualified buyers. We have had constraint in supply for the last few years relative to demand. The number of houses on the market in most areas just isn’t enough to satisfy the demand. This has caused prices to increase and a reduction in marketing times. According to the California Association of Realtors the average time to sell a home in California has recently been as low as 18 days! Low supply coupled with relatively high demand because of low interest rates and other factors have resulted in an extreme amount of appreciation. I believe that this isn’t sustainable and the market must balance out eventually. Why the Correction Might Not Be as Extreme as the Previous Recession Despite the fact that I am a believer in the law of entropy I’m fairly confident that the next real estate market correction is unlikely to be as pronounced as the 2008 crash. This is not to say that another correction might not be worse, but I predict that the upcoming one should be a softer landing. It’s no secret that underwriting standards are pretty conservative these days. People generally have to qualify for financing and submit a bunch of documents to prove their financial ability to repay. There aren’t as the same number of stated income and stated asset loans out there that precipitated the 2008/2009 crash. What will happen and when? We can’t be sure. Maybe it will be an international geopolitical event, maybe a domestic event or something else significant that will cause the market correction. Maybe interest rates edging up will cause the market to shift. I just know that these prices aren’t sustainable. A Brief Update: July 2018 This blog was based on statistics I found in earlier in 2018. Current stats from the California Association of Realtors state that the median price for homes in San Francisco have decreased to $1,620,000 as of the time of this writing. However, this is still a 7.9 percent increase of what the median was in May 2017. In Orange County, the median home price has risen to $838,000, which is a 5.4 percent increase from its value in May 2017. In short, the numbers still support my theory that we’re in a bubble. What Do You Think? Leave a comment on my YouTube video on this topic here. I would love to know what you think. Do you think I’m right? Am I wrong? Do you think these prices are just the new normal? If you are interested in real estate classes in Los Angeles or even an online real estate school, check out our website here.
Practical advice for real estate agents

Ways to Market in the Real Estate Business

Group of women strategizing about marketing

Ways to Market in the Real Estate Business   It's impossible to build a successful real estate business without developing and maintaining a healthy sales pipeline. One obvious way to drive

Ways to Market in the Real Estate Business   It's impossible to build a successful real estate business without developing and maintaining a healthy sales pipeline. One obvious way to drive sales is to have a deliberate marketing effort, but with so many ways to market yourself as an agent, it can be daunting having to choose between so many marketing channels. In this post, I’ll go over a few of the most effective to help build your marketing roadmap. As always if, you are interested in online real estate classes or a live real estate school, visit adhischools.com. Networking One of the easiest and least expensive ways to market and raise awareness about you and your business is to start networking. In the physical world, this could be something as simple as handing out your real estate business card to people you meet and letting them know what you do. Although the person to whom you gave your card many not have an immediate real estate need, consistent networking can lead to a long line of referrals. The best part: This word-of-mouth promotion is free, and you never know who they will meet with real estate needs.You can also participate in local community events, particularly if you are in residential real estate. Whether you hang out at the farmers market or have a booth at a street festival, being involved in the area in which you sell will make people more inclined to work with you. Set a goal to recognize as a resource for local real estate.But what about networking in the digital world? This could mean maintaining social media accounts on popular platforms like Instagram, Twitter and Facebook. There are different ways to reach people once you're signed in. Don’t forget to post helpful and interesting content (like I do with our blog *cough* *cough*) adding friends, liking other people's posts, sending direct messages and more. After you meet someone in person, don’t be shy about asking to connect on Facebook, or following one another on Instagram. Make a conscious effort to reach out online, especially after making a personal contact. Setting a Marketing Budget While not a law, realtor.com says that you should be spending 10 percent of your commission income on marketing. Overall, have your spending match the caliber of what you're trying to sell. Compare the marketing associated with a starter home and a luxury mansion - they are totally different. If you’re interested in learning more about the luxury real estate market, check out my YouTube video.In most real estate markets nationally, the starter home is going to get plenty of interest solely based on price, so you may just need to create a listing in the MLS to get interest and have a few nice photos up. The luxury market, however, can be more competitive and particular, so save your money for extravagant and decadent open houses, professional photography/videography and promotions you will do throughout the listing period. Paid Promotions While on the subject of a marketing budget, there are plenty of ways to promote yourself that are worth the investment. Here are just a few ways to use your marketing budget to the max. Boost your SEO According to the National Association of Realtors, 90 percent of people searched for their home online. Increase your online search rankings in a local home search. ◦ Consider pay-per-click Google Ads to get your page higher in the paid search results. ◦ Hire someone with SEO knowledge to make your website organically rank higher. ◦ Increase your presence online by paying for premium memberships on listing sites like Zillow and Realtor.com. You can gain more visibility as potential buyers browse what's available because your profile will be featured while they are swiping through. • Pay to boost your social media posts to reach people outside of your normal friends list on platforms like Facebook. • When it comes to direct mail, utilize the services of a professional postcard marketing company like www.farming.cards to get your name and message into the homes of potential customers. Be Memorable Great marketing that is consistent will keep you fresh in the minds of your leads and contacts. When you are out there promoting your business and winning the trust of your sales pipeline, guess who your contacts are going to call when they have real estate needs? Don’t Neglect the Direct Sales Approach Also Marketing is great, but don’t forget direct sales. Work the phones, door knock and directly engage your customer. All of the aforementioned are totally F-R-E-E. =) Learn More at ADHI Schools Effective marketing is key to becoming a successful real estate agent. At our real estate school, we'll teach you strategies for becoming an excellent self-promoter and a real estate powerhouse! Register for ADHI Schools today! - Kartik
Practical advice for real estate agents

How to Dominate a Farm in Real Estate

Bus stop bench with blank advertising space

How to Dominate a Farm in Real Estate   You've finished your real estate classes and passed all the tests. It's official: You're now a licensed real estate agent. All those sleepless nights

How to Dominate a Farm in Real Estate   You've finished your real estate classes and passed all the tests. It's official: You're now a licensed real estate agent. All those sleepless nights filled with studying alluvium soil and the laws of the land have added up and paid off. After you put the blast the good news on Instagram, the question hits you: What next? Starting off in real estate is at once the most exhilarating and scary times you'll find yourself in. After all, real estate agents aren’t in short supply, especially if you’re in Los Angeles or Orange County. The question becomes how do you pick a specific market area and get the majority market share in that community? Breaking into high-end, luxury real estate isn't for the faint of heart nor for those who are off put by the idea of getting their hands dirty. This market is especially challenging for those with no prior experience, connections or repertoire. However, this doesn't mean there isn't a way to to get the job done. I’m warning you: It's will take work. (But hey, nothing worth having comes free — or in this case, without immense effort on foot.) In order to get your name out there for those in your target market, your first step is to farm that area. What Is Farming in Real Estate? Farming a market is when you select a geographic or demographic area to focus on in hopes of growing your brand and ultimately your market share in that area. As time passes, you consistently nurture the market you've selected to farm through various marketing tactics that, over time, allow you to be seen as a trusted member in the community. Though geographic farming (as opposed to demographic farming) is generally thought of as the more common of the two forms of farming, both can lead to big breaks for newcomers to the realty world. Consistency Is Key To successfully break into your target market by farming, you need to be consistent. Farming is a long-term investment — not just financially. It's all about building and maintaining relationships with those in the community, and that takes consistency on a regular basis. While you strive to make your name a well-known one in your selected area, you can work on building trust and connections by means of consistent communications. You can keep members of your selected community up to date with any new trends or events in their neighborhood by sending biweekly postcards — appropriately branded. Knowledge is King It's now a basic job requirement to stay on top of any and all changes that may occur in the market you're farming. Know if there’s a new shopping center being built in the area. Understand any new zoning changes that might be taking place in the near future. Keeping up on these changing market dynamics can be critical in continuing to bring value to your farm area. For example, door knocking with the latest pumpkin pie recipe is great around Halloween, but what about communicating recent sales in the area? If prices have risen or fallen it would be valuable to share this with owners in your farm area. People love talking real estate - especially if it directly impacts their community. Plan For Return On Investment (ROI) When you're first starting out, it can seem like you're constantly dodging bullets and climbing hills. Needless to say, things can seem pretty daunting with a minimal client pool and little experience. Hey, that's why you're farming, after all! There's nothing to be ashamed of about being the new agent in town, but that's no reason to remain stagnant.The great real estate agents know that having a plan and executing it properly is mission critical. Make a budget and set achievable ROI goals. While time, progresses and your year march on, you can alter your initial plan with the insights you've gained thanks to new connections within your farming area and a better understanding of the people within the market.It's also important to bear in mind that farming by definition is a long-term thing. Awareness Is Key Being seen as the go-to source of knowledge in the area you're farming is the end goal. It means you're trusted and respected within the community, and have proven to be a reliable source. Once you've established your role as the neighborhood's professional real estate agent, you'll have direct lines to various homeowners in the area. By coming around consistently and sharing valuable neighborhood and household insights, you're raising awareness about you, your brand and the service you provide. Also possible - the more people you know the more referrals you are going to get. Keep in mind the law of numbers is alive and well - especially in real estate sales.At times, your real estate journey may seem daunting, but with proper farming, you'll have a positive rapport in the community and numerous satisfied clients in your phone. Follow up with them with intent and determination. The biggest lesson I’ve learned from nearly 20 years in this business is that consistency is king. Want to take real estate classes? We offer online real estate education as well as live classroom real estate courses. Let us know how we can help. =)   -Kartik
Practical advice for real estate agents

The Importance of Follow-Up in Sales

Real estate agent calling clients and prospects to follow up

FOLLOW UP IN SALES   If you have ever sold anything, you know that it’s extremely rare that a sale is made on the first contact. Even for something as benign as a shirt or bag, the customer

FOLLOW UP IN SALES   If you have ever sold anything, you know that it’s extremely rare that a sale is made on the first contact. Even for something as benign as a shirt or bag, the customer may need to come back to the store or review the item online a few more times before committing to the purchase.  Before you enroll in a real estate school, it's important to be aware that real estate sales is just that - sales.  Follow up is probably the most important aspect of the sales business. Much of the time, it will take at least 3-4 contacts before your customer signs. In the case of real estate sales, it might take even more contacts as the sales cycle can be longer given the transaction size. Even though this is a fact of business, most sales people don’t follow up nearly enough or as hard as they should.Reaching out to customers after an initial contact makes several positive impressions at once.   Here are just a few of them. Follow-up and follow-through show your client: • You're trustworthy. • You're available. • You care about their experience. • You think they're special. Mastering the art of the follow-up helps you become a more successful salesperson. • You learn what the customer expects or wants. • You give a customer the chance to be heard. • You can convert a contact into a lead. • You make the contact more inclined to work with you over other agents. • You stay fresh in the customer's mind. Even if they're not ready to buy/sell right now, they may be later. With so many benefits, you should definitely pursue following up as a key prospecting strategy to help you nurture leads and build more business.   How Many Times? Statistics about agents who followed up more frequently versus those who didn’t are staggering. A recent report shows that agents who follow up on their leads five or more times made at least $200,000 per year. Those who followed up less frequently, even three times, reported significantly less earnings.To many of you, three times seems like a lot already, but it looks like five times is the magic number. Real estate depends on many tenacious sales tactics like this one. If you need to overcome the fear of prospecting, remember that the sale is made in the follow through, not in the initial contact. The Nature of an Effective Follow-Up If you're not following up with customers, you're setting yourself up to fail. The real estate game is all about gaining new prospects and leads. As such, you must constantly build your sphere of influence, your pipeline and ultimately gain the trust of new people.But before you pick up the phone or hop on the computer, you should take some time to review the best practices of a follow-up. It's more than just randomly calling people you meet. You need to contact people intentionally. • First, have the right attitude. Sit up straight and exude confidence in your body language and voice. Your customers can sense if you're not sure about what you're selling. • Follow up with hot leads first. These are the people who are most likely to become clients. You will get a higher success rate when you prioritize hot leads. Plus it’s easier to build your confidence with warm and hot leads rather than “leads” that are unlikely to buy. ◦ Segmenting your contacts is a valuable habit that will help you determine which contacts are more likely to lead to a sale — and therefore more worth your prospecting hours. Try cutting your prospects into groups of “hot” “warm” and “cold”. You must define what “hot” “warm” and “cold” mean. To me, a hot lead is one that will sign a contract in the next five to seven days. ◦ Follow up with a new lead within the first day. ◦ A hot lead should be reached every day ◦ Contact cold leads on a less frequent basis, between monthly and annually, depending on the nature of their real estate needs. Hit multiple channels Some people prefer one kind of contact method over the other, so being present on multiple channels can do wonders in reaching them. Here are a few to try: ◦ Phone calls ◦ Emails ◦ Text messages ◦ Social media DMs ◦ Event invites ◦ Direct mail postcards (check farming.cards as a valuable tool). Vary your approach You can make direct calls some days or use softer marketing techniques at other times. Sometimes offering informational content reaches leads without seeming too "salesy," such as sharing home-buying tips on a blog or advice on HVAC repair in a video. Learn Real Estate Marketing and More at ADHI Schools This is just the tip of the iceberg when it comes to a great real estate marketing strategy. When you take our online real estate classes, you'll learn the ins and outs about becoming a great agent who can nurture great client relationships.  Follow up is a critical part of that.   -Kartik
Practical advice for real estate agents

I'm a Successful Realtor! Should I Hire My First Assistant?

Realty company members breaking hand over hand after a meeting

I recently received an email from a former student who asked me a question that every agent is bound to ask after getting busy. Whether you are taking real estate classes in Los Angeles or going to our

I recently received an email from a former student who asked me a question that every agent is bound to ask after getting busy. Whether you are taking real estate classes in Los Angeles or going to our real estate school in Orange County the below is applicable.   The email goes like this: "Dear Kartik, I'm doing well in real estate and I think it's time to hire my first assistant. How do I go about finding someone, and when did you hire your first assistant?"   I'll answer his questions here.   How Do You Go About Finding an Assistant? Overall, to hire someone, you need to take the following steps: • Create a job description of the tasks you need performed. • Properly screen candidates. Don't make impulse hires! There’s a great saying “Be slow to hire and quick to fire!” Good advice. • Offer them a fair wage to reduce turnover. After you hire someone, you should ... • Train them well. • Stay on the same page with your goals. • Run your business by the rules created at the beginning but be willing to bend. My Experience To fully answer my student's question, I'll also explain my first hiring experience. I hired my first assistant four years after starting real estate, mainly because I had a lot of plates in the air at once. I was running my real estate brokerage business and working at the real estate school at the same time. Naturally, I was feeling overwhelmed.I actually feel like I got lucky with my first assistant. In fact, she's still working with us as the manager of our real estate school. I never screened an applicant before hiring her, but just ended up with a great assistant who stuck with me for the years to come.However, after gaining some experience in hiring more employees, I can now give you some real pointers. Write It Out The first thing I'd advise you to do is write out the job's description. What do you personally feel overwhelmed with? Do you need a personal assistant who can get your car washed one time a week and pick up your dry cleaning? Or, do you need a real estate assistant who can organize your files, input your listings into the MLS or oversee photographers and videographers? Hire someone who has experience doing these tasks or get someone who is willing to learn them well. Properly Screen Candidates In reality, hiring someone is always a little bit of a crapshoot. You’re going to do all you can to examine resumes and make applicants take personality tests, but there's always an element of luck in the hiring process. However, properly screening your candidates can reduce the chances of making hiring mistakes. Here are some basic rules to follow: • Don't randomly hire. Too many agents hire friends or friends or a spouse who was laid off, and then five months later they wonder why it didn't work. • Avoid impulsive hires, even if you're in a rush. • Check out their resume and make sure they have a background in the tasks you are giving them or are a good fit to learn. • Use personality tests and other assessments, but don't let the scores define their destiny. I've seen someone who was told he didn't fit the agent personality profile become a successful broker and start his own company!   Prevent Frequent Turnover Good talent usually sticks around with good pay, so offer a fair wage to eliminate turnover. After all, who will stick around if you offer just minimum wage? I've had people stay with me for five years, 10 years, even 14 years. Why? It's because I always think about how I can put more money in their pocket.I ask myself how I can make them more money ... because when they're making more money, I'm making more money, and the company's making more money. Pay your employees a fair wage and they'll not only work hard for you — they'll stick around. Train Them and Have Accountability After you hire someone, you'll need to do some degree of training. You should also hold them accountable for staying on task. Many agents like to have periodic meetings or phone calls to set goals and objectives because being on the same page is important. Whatever frequency you feel you need to communicate is up to you. I have some members of my sales team that I literally call three or more times per day. This might be a bit much for some of my readers, but it is what it takes when you are getting something off the ground from scratch. Play By The Rules Now that you're a boss, you need to make sure that you have all your legal ducks in a row. Have worker's compensation insurance for your assistant and withhold the right amount of taxes. Make sure the people you hire are properly classified as either independent contractors or employees. Learn From the Best Congratulations on getting to a point where you can hire your first assistant! I wish you the best of luck in the hiring process and hope you find the right person to join your growing business.If you are looking for the right real estate school, check out our website for real estate classes, or call us at 888-768-5285.
Practical advice for real estate agents

Starting a Successful Podcast

Female real estate agent in purple dress recording a podcast

Lots of people ask me how I find time to write as much content as I do and record as much video content as I have over the last many years.  A lot of people have viewed our YouTube channel at my real

Lots of people ask me how I find time to write as much content as I do and record as much video content as I have over the last many years.  A lot of people have viewed our YouTube channel at my real estate education company and want tips on how to create video content and podcasts.  I decided to write an article about this from the perspective of the real estate salesperson.  Since the vast majority of people reading my blog or watching my videos aren't really looking to start an education company, rather they are looking to get into the real estate brokerage business.   It's important to remember that real estate sales is just that - it’s sales! The more customers and clients you have the more money you’ll ultimately make. But how many potential clients can you reach a day by cold calling and door knocking? No matter your answer, podcasts can increase that number exponentially and expand your reach. Consider the facts: • Over a quarter of Americans listen to a Podcast monthly. • In 2018, over 50 billion episodes were downloaded and/or streamed. • Podcast listeners are wealthy, educated and loyal. • The average podcast listener tunes in to seven episodes per week. • California has the highest number of podcast subscribers of any U.S. state. Recording a branded podcast is a distinctive and effective way to tap into this potential market — even more than paid advertising. Your podcast will put your voice and message in the homes and cars of potential clients in a way no other tool can. Podcasts position you as an expert in a given field. Choose Your Topic and Message You have something unique to offer listeners: your real estate experience and expertise. Buying and selling a home or building can be stressful, and most people see high-end real estate as daunting, too difficult to manage or something "other people" do. Your podcast can bring transparency to the process and clients to your doorstep.Choose a topic for your show that is specific to you and sounds great. A narrative or talk-show format can work well. It should be something you can discuss for 100+ episodes. Once your podcast becomes popular, you can broaden your topic. To get started, however, a frame to work within will help you stay focused.Your topic should also support the underlying message you are trying to convey. Always ask yourself what you want your listeners to leave your show knowing or wanting. Find Your Voice There are lots of different styles of podcasting. Choose one that aligns with you. Will you interview guests on your show? Maybe interview past clients or your broker? Converse with your co-host about real estate trends? Take your audience on audio tours of designer homes? Talk about investing in real estate? Regardless of what you decide to go with, it should sound natural and practiced. Give It a Name Listeners will decide whether to listen (or not!) by your name. It should be something that captures the topic as well as the message you are trying to send. A clever or witty name will grab your audience's attention. Is there a word or phrase that captures your mission? A regional phrase that is recognizable to potential local clients?Avoid names that are too specific. Instead, select something that is memorable, searchable and available as a domain. Your listeners will want to engage in your content across platforms. Your Podcast can drive your listeners to your YouTube channel, your Instagram or other platforms. If you don’t have these created - do it now! These will provide additional ways for you to attract clients and listeners and give you more credibility and provide additional ways for your audience to connect with you. Respect your audience Podcasts convey your message directly to your subscriber. They are intimate and create a connection between listener and host. Treat this relationship as though each listener is a client. Hopefully they will be! Practice, practice, practice.  Just hitting record isn't enough to make your show worth turning in to hear. You may find that writing a script gives structure to your recordings. Or, if a more informal style is what you are after, try to stay on topic.Your audience will expect consistency. If you are going to produce a weekly podcast, don't skip a week!  Choose a format and schedule that works for you. On the ADHI Schools’ YouTube channel, sometimes I will record 3-6 videos per week and leave these stacked away in a Google drive. This way, I always have content to bring to the community. Invest the Time and Money Buy proper recording equipment. This doesn’t have to be a big expense, and it's worth it in the long run. Nobody wants to listen to a muddied recording. You will need to edit your podcast for long pauses, errors or content that isn't relevant. One of the affordable and easy to use software options on the market will help. I recorded a Podcast about the audio equipment we use, but your setup doesn’t have to be this elaborate. Join the Community The podcasting community is tight-knit and supportive. Listen to other podcasts. These shows aren't your competition — they're your biggest resource. Inviting guests from other podcasts onto your show can help you make connections to potential listeners or clients. Take Real Estate Classes If you are interested in taking real estate classes in Los Angeles click here. Our real estate class schedule can be found here. If you want to call the office, please do so at 888-768-5285.
Practical advice for real estate agents

How to break into the luxury real estate market

Million dollar home in newport beach

It's nice to get a piece of a pie, whatever the size. But let's be honest: Would you prefer 3 percent of a $300,000 listing or of an $18 million mansion? The luxury real estate market is where you can

It's nice to get a piece of a pie, whatever the size. But let's be honest: Would you prefer 3 percent of a $300,000 listing or of an $18 million mansion? The luxury real estate market is where you can earn the big bucks — but breaking into it isn't easy. Fortunately, one of my former students Jason Peteler recently sat down with me and discussed how he got into this lucrative market. Newer real estate agents can successfully transition into the luxury business by embracing these four points: Be good at marketing. Be good with people. Know your area. Don't start out alone! 1. Master the Art of Marketing: Your image is everything in the high-end market. That's why marketing is the key to putting your best foot forward and spreading awareness about your brand. You need to be where your potential clients are looking. The current trends are overwhelmingly in mobile and social media. If you're not on Facebook and Instagram yet, you need to create accounts today. If your website isn't mobile optimized, get some help to update it ASAP. Every time you post, you should present yourself in a way your clients want to see you. Do you want to look negative and unmotivated? Of course not! Instead, post about your current successes and create the image of a confident and competent professional. Get creative and post infographics, pictures and videos. You can even go "live" for a behind-the-scenes tour of a new listing! 2. Remember It's All About People! Peteler briefly touched on being a "therapist" in his interview, and he's spot on. Imagine the stress buyers experience when buying or selling average-priced homes. Now multiply the commitment and risk by 10, and you have a client who's parting with or purchasing a high-end property. Great real estate agents can help their clients cope with the stress and pressure involved with one of the biggest financial moves of their life. This interpersonal skill can make or break a transaction, because maintaining a good agent-client relationship keeps the ball rolling. 3. Know Your Area!< Who wants to work with an agent who doesn't know anything about the local area? When high-end clients approach an agent, they're looking for expertise. When you know the area well, you can sell the listing well. Acquaint yourself with the area by spending time there: Eat at the local restaurants, talk to residents, walk around and soak in the sights and mood of the district. The more you know about the area, the more your clients will trust you. 4. Don't Start Out Alone! Real estate agents who have successfully broken into the luxury market virtually agree on one point: Don't try to do it alone. You'll need to learn the ropes from agents who have real experience in the high-end market. This can mean co-listing with another agent, being part of a team or even becoming someone's "apprentice." In fact, Peteler says that you should first follow a template: Copy what you see has worked for someone, and later you can expand upon it and innovate. 5. Get in Touch! Another indispensable quality a luxury real estate agent needs is a solid education. To find out more about our real estate courses, contact me today.  You can call the office at 888-768-5285 and we would be happy to help get you enrolled in California real estate license courses!
Practical advice for real estate agents

Landscaping to Your Environment

Batch of succulent plants in front yard of home

With much of the Western United States experiencing extended droughts, some homeowners are turning to alternative landscaping methods to save resources. Recently REALTOR® Magazine1 (pg 34-35) wrote

With much of the Western United States experiencing extended droughts, some homeowners are turning to alternative landscaping methods to save resources. Recently REALTOR® Magazine1 (pg 34-35) wrote about owners who are “rethinking the traditional American landscape” by moving toward yards that require less water and maintenance. The “desert landscaping” method, popular in much of the Southwest, is probably what comes to mind when picturing drought-resistant landscaping, but depending upon your locale there are other options to save water without compromising the aesthetics of a property. Besides aesthetics, cost can be a deterrent when re-landscaping. It takes money to tear out a lawn, buy new plants, or truck in gravel. While these upfront costs are cause for legitimate concern, a move towards drought-resistant landscaping has the potential to save a homeowner money over time. The overall savings will depend on water prices in a given area, but expert estimates claim up to 75% less water is needed and maintenance bills could be lowered by 50% in Southern California when desert landscaping is implemented. It would be wise to investigate rebate opportunities from your city or county water authority in your area to help offset the upfront cost. There are opportunities throughout the western United States for rebates for everything from removing grass lawns and installing more efficient watering and irrigation systems to more general rebates for conversion to a drought-tolerant landscape. With hundreds of dollars in rebates oftentimes available, the investment can be manageable. Houses with great curb appeal are easier to sell and it is never too soon to plan ahead. While the traditional, perfectly green yard will likely never go out of style, trends in design can impact prices. Landscape economist John Harris states that good landscaping can add up to 28% to home value. A Clemson University study says that taking landscaping from good to excellent “in terms of design, condition, and placement” can add 6-7% to a home’s value. These statistics show that execution and design are important. If you choose to move away from a more traditional landscape design, but do it poorly, you may miss out on the opportunity for increased value or worse – even see your property value lowered. Choose the right layout, plants, and accessories, from gravel to a suitable gate to the backyard or courtyard. Seek professional landscaping help or gather the opinions of those you trust about what works. The U.S. Department of Agriculture also publishes information on “hardiness zones” that help people understand which plants can survive in which conditions. Remember, if your landscaping is already good, making it “excellent” could add 6-7% in value. Some owners resist the thought of a drought resistant yard because they fear that their children won’t be able to play as much. One option is to maintain a lawn in the backyard for room to play, while the landscaping for the rest of the property reflects alternative design. Some choose to pursue this goal with artificial turf in the place of a genuine grass. The distance to a good, safe park can also be a factor here. A nearby park can reduce the amount of green space you personally need and many newer developments are built with parks in the neighborhood. So if you’re a homeowner, consider a more efficient yard. It might just improve your curb appeal and the value of your home while saving you money on water and maintenance. Whether you’re taking real estate classes in Los Angeles or preparing for the real estate exam in California, make sure you know how to talk to your clients about landscaping. It may not be your job to convince them that alternative landscaping design is right for them, but it is your job to make sure they understand the reasons behind these designs and the community resources that may make up for lost green space.
Practical advice for real estate agents

Medical Marijuana and Tenancy in California

Medical marijuana in jar

Medical marijuana, the controversial practice that flies in the face of federal legal classifications of the drug, has been a troublesome topic for landlords for some time. While California landlords have

Medical marijuana, the controversial practice that flies in the face of federal legal classifications of the drug, has been a troublesome topic for landlords for some time. While California landlords have had the right to prevent tenants from smoking in their residences under existing smoking laws, the law lacked the clarity needed to assure landlords of the legality of medical marijuana smoking bans. A new bill working its way through the state legislature would clarify the law. California Assembly Bill 2300 is authored by Assemblyman Jim Wood (D-Healdsburg) and is sponsored by the California Apartment Association (CAA) and supported by the California Association of Realtors. It specifically states that individuals permitted to smoke medical marijuana may not in “any location at which smoking is prohibited by law or prohibited by a landlord”. Marijuana is essentially being treated much more like tobacco. This will not give landlords the legal ability to prevent individuals with a medical cannabis card from consumption of marijuana in any noncombustible form, including the use of edibles, oils, pills, patches, or vaporizers. The language of the bill specifically states smoking is prohibited with no language addressing these methods. AB 2300 passed through the assembly floor on May 5th with broad bipartisan support—of the 80 potential votes, 77 votes yes and 3 were either absent or abstained. It is currently at the first reading stage in the state senate, meaning a vote should occur in the near future. If it passes—which looks probable given its bipartisan success in the assembly—it will move to the governor’s desk to be signed into law or be vetoed. If a landlord chooses to exercise this right, clear, specific lease agreements are crucial. Just like any other provision of tenancy, landlords should make it clear that they are renting with conditions in mind. If this bill becomes law and landlords can treat marijuana like tobacco, it would still be wise—if for no other reason than convenience down the road—to clearly explain this policy and present it in a leasing agreement. Clear communication is a safe practice. We will be sure to update our readers as this process unfolds. As always, for questions or clarifications simply comment below or reach out to cody@adhischools.com
Practical advice for real estate agents

So Your Renter Applicant Has a Criminal Record

Criminal background check paperwork being filled out

You’re a landlord and you receive an application for one of your vacant units. You get excited, looking forward to the income, but then you learn that the applicant has a criminal record. What do you

You’re a landlord and you receive an application for one of your vacant units. You get excited, looking forward to the income, but then you learn that the applicant has a criminal record. What do you do? Maybe it matters what the crime is. You might feel comfortable renting to a nonviolent offender convicted twenty years ago. Maybe mental illness was involved and the convicted individual has demonstrably undergone successful treatment. But what about a sex offender or someone recently convicted of running a meth lab in their last residence? Obviously the type of crime and amount of time since the conviction will impact your perception of risk. So what do you do? You want to protect your property and other tenants. Landlords must be careful to ensure that their reaction to these situations is not perceived as unlawfully discriminatory. While no state or federal law prevents discrimination that solely targets criminal offenders, it is illegal for the practice to discriminate against protected groups such as racial minorities, regardless of intent. On April 4th, 2016 the U.S. Office of Housing and Urban Development (HUD) announced that their interpretation of the Fair Housing Act is that any policy or practice that is “facially neutral” but has a “disparate impact on individuals of a particular race, national origin, or other protected class” is “unlawful”, unless the policy or practice is “necessary to achieve a substantial, legitimate, nondiscriminatory interest”. This is where the type of offense and the period of time since the conviction come into play. While refusing to rent to an arsonist who burned down his last apartment building can be considered legitimate, discriminating against someone with a petty theft conviction may be more difficult to justify. Especially if it turns out that you are turning away members of an otherwise protected class and you don't have uniform standards. The last requirement is an evaluation of potential, less discriminatory, alternatives. In the event a policy is challenged and upheld as lawful, HUD or the rejected tenant can examine alternatives. The landlord does not need to search for alternatives to their legal policy—this burden falls on HUD (or the potential tenant to recommend a HUD-approved policy). But change could be prompted if HUD finds the necessary interest of the policy “could be served by another practice that has a less discriminatory effect”. This could be a mandate to include an “individualized assessment” that allows the potential tenant to prove good tenant history since the conviction, evidence of rehabilitation, etc. This may not change the decision for the individual appealing the rejection of their application, but in theory it would make the policy less discriminatory over time. And in October of last year HUD allocated $38 million to more than 100 groups to fight housing discrimination. Legal challenges to these policies should be anticipated. So, unless you end up rejecting candidates in proportions that match your population, you could wind up on the wrong end of allegations of illegal discrimination. Thus, it is important to have a well thought out, comprehensive, consistent standard for these situations. And, if in doubt, contact legal counsel specializing in these issues. In summary, here are the rules to keep in mind to best protect yourself: Consider the nature of the crime Consider how long it has been since the conviction Apply your standard consistently—exceptions are risky!
Practical advice for real estate agents

The power of a new start

Licence

Recently, I received an email from a broker-partner of ours at Prudential California Realty. Last November, Everything I thought I knew about myself changed abruptly, and what others perceived about me

Recently, I received an email from a broker-partner of ours at Prudential California Realty. Last November, Everything I thought I knew about myself changed abruptly, and what others perceived about me shifted, too. I had been conducting my personal life in an artificial way - as if detached from the values my upbringing had taught, and that I should have embraced. The physical pain from that car accident has long healed. But the pain in my soul is more complex and unsettling; it has been far more difficult to ease - and to understand. But this much is obvious now: my life was out of balance, and my priorities were out of order. I made terrible choices and repeated mistakes. I hurt the people whom I loved the most.  And even beyond accepting the consequences and responsibility, there is the ongoing struggle to learn from my failings. At first, I didn't want to look inward. Frankly, I was scared of what I would find - what I had become. But I'm grateful that I did examine my life because it has made me more grounded than I've ever been; I hope that with reflection welcome wisdom. Golf is a self-centered game, in ways good and bad. So much depends on one's own abilities. But for me, that self-reliance made me think I could tackle the world by myself. It made me think that if I was successful in golf, then I was invincible. Now I know that, no matter how tough or strong we are, we all need to rely on others. Slowly, I'm regaining the balance that I'd lost. My healing process is far from complete, but I am beginning to appreciate things I had overlooked before. I'm learning that some victories can mean smiles, not trophies, and that life's most ordinary events can bring joy. Giving my son, Charlie, a bath, for example, beats chipping another bucket of balls. Making mac and cheese for him and his sister, Sam, is better than dining in any restaurant. Sharing a laugh watching cartoons or reading a book beats channel-surfing alone. Some nights now, it's just me and the kids, an experience that's both trying and rewarding. Probably like the experience a lot of families have every evening around the world. When I first came back off golf this spring, after taking a necssary break, I was worried about how fans would treat me. But they've been kinder and more supportive than I ever imagined possible. That's true aways from the golf course, too. When I go to the store, or to work out, or to grab lunch, I've been amazed by the considerate, encouraging words I hear. I've realized that those sentiments are not merely courtesies but generous expressions of compassion for which I'll always be thankful. I have a lasting gratitude to those who stood by me in ways large and small. Unfortunately, opportunists are trying still to cash in on my troubles, no matter how irresponsible or ridiculous their claims may be. In many cases, I've never even met these people. But there's no way I can dispute each lie without provoking more. Besides, everyone has probably heard more than they ever wanted to about my private life. I can never truly repair the damage I've done, especially to my family. But I can keep trying. What endures in the record books are the achievements won through competition. What endures in our actual lives is the love of our family and the respect of others.  I know now that some things can and must change with time and effort. I'm not the same man I was a year ago. And that's a good thing.
Practical advice for real estate agents

Tax withholdings for Realtors?

Accountant reviewing expenses for real estate brokerage company

One of the nice things about being in real estate is we are generally treated as independent contractors for tax purposes and work hour requirements. Legally, of course, the California Bureau of Real

One of the nice things about being in real estate is we are generally treated as independent contractors for tax purposes and work hour requirements. Legally, of course, the California Bureau of Real Estate always treats us as employees of the broker. From 30,000 feet this means that the broker must reasonably supervise any salespeople working for the broker and the broker is generally responsible for a wrong done by the salesperson while the salesperson is acting under the scope and course of employment. However, for tax purposes and work hour requirements - what I am attempting to talk about in this article - salespersons can be treated as independent contractors not employees. This generally means: 1. Salespersons are independently licensed. 2. Compensation is based on sales made, not hours worked. 3. There is a written contract that states that the salesperson will be treated as an employee for tax purposes. Recently, due to the California budget crisis, there was a proposal to have real estate brokers withhold 3% from commissions paid to salespeople. Yesterday, we got word from CAR that this is not going to be the case. Real estate agents that are taxed as independent contractors get to keep all the commissions due them and the brokers are not required to withhold this 3%! The world is once again in balance! PS: Check out our YouTube video of this here
Practical advice for real estate agents

Open house guidelines for unlicensed assistants

Open house sign on front lawn outside of house2

The following is from the California Department of Real Estate's publication entitled "Guide to Unlicensed Assistants". This is valuable information as many of you may be considering working for an experienced

The following is from the California Department of Real Estate's publication entitled "Guide to Unlicensed Assistants". This is valuable information as many of you may be considering working for an experienced real estate salesperson as an apprentice or assistant prior to you actually obtaining a license.Here is an excerpt from the section on "Open Houses""With the principal’s consent, assisting licensees at an open house intended for the public by placing signs, greeting the public, providing factual information from or handing out preprinted materials prepared by or reviewed and approved for use by the licensee, or arranging appointments with the licensee. During the holding of an open house, only a licensee may engage in the following: show or exhibit the property, discuss terms and conditions of a possible sale, discuss other features of the property, such as its location, neighborhood or schools, or engage in any other conduct which is used, designed or structured for solicitation purposes with respect to the property."
Practical advice for real estate agents

Does your family support your real estate career?

Family of four walking down the street holding hands and smiling

Let's face it. Being on commission can be tough. Having the support of your family can be key as you start your career in real estate. Explain to them WHY you are choosing this career path and what you

Let's face it. Being on commission can be tough. Having the support of your family can be key as you start your career in real estate. Explain to them WHY you are choosing this career path and what you plan on doing so that you don't fail.Get as much training as you can in the beginning. Finally, most businesses fail because they don't have enough customers. What are you going to do to make sure you don't fall in this category?