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California Real Estate Exam: Everything You Need to Know
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Real estate lead generating websites are powerful resources for attracting more potential clients to your services.
It all comes down to leads. Success in real estate hinges on how many leads you can get and convert into sales.
Many people ask, “What’s the best way to get leads?” There are various ways to generate leads—networking, tapping into your sphere of influence, and buying them.
One effective method to buy leads is through lead generating websites.
In this article, we will discuss some of the top real estate lead generating websites and how they work. Let’s dive into Real Geeks, Ylopo, Zillow Premier Agent, SmartZip, and Market Leader to explore how each platform can support your real estate business.
Real Geeks is a popular lead generation platform for real estate agents.
Real Geeks uses an all-in-one system that includes lead generation, website management, and CRM (Customer Relationship Management) tools. The platform helps agents create IDX websites, run targeted Facebook and Google Ads, and capture leads through customized landing pages. Real Geeks also provides tools for lead nurturing, making it easier to convert prospects into clients.
Real Geeks’ pricing starts at around $299 per month, and this includes tools for lead generation and follow-up. With its comprehensive features, it is an excellent choice for agents who want an all-in-one lead generation solution.
Ylopo is a digital marketing and lead generation platform specifically designed for real estate agents.
Ylopo leverages digital marketing tools, such as Facebook Ads, Google Ads, and retargeting, to attract buyer and seller leads. The platform also features dynamic remarketing campaigns that help you stay top-of-mind with potential clients. Ylopo integrates with multiple CRMs, providing an efficient way to nurture leads over time.
Ylopo also includes “Ylopo Stars”—a lead nurturing system that uses AI to monitor and evaluate lead behavior. This helps agents determine the best time to reach out and follow up with prospects. Ylopo's pricing varies depending on the package you choose.
Zillow Premier Agent is one of the most well-known lead generation options for real estate agents.
Zillow Premier Agent allows agents to buy leads and boost their visibility on Zillow's platform. Agents become "Premier Agents," and their contact information appears next to listings. This helps agents attract leads from buyers and sellers who are actively searching for properties on Zillow.
The cost of Zillow Premier Agent varies depending on the zip code and the number of impressions you purchase. Pricing can range anywhere from $0.02 to $0.30 per impression, depending on the market.
SmartZip is a lead generation platform that uses predictive analytics to target likely sellers.
SmartZip focuses on predictive marketing and seller targeting. The platform analyzes data to determine which homeowners are most likely to sell soon, allowing agents to target those leads with marketing campaigns. It also offers a variety of direct marketing tools, such as automated email campaigns, to help agents reach potential sellers effectively.
By targeting likely sellers, SmartZip helps agents find high-quality leads and focus their marketing efforts on the right audience. The pricing for SmartZip is tailored based on the level of services selected and the specific market area.
Market Leader offers an integrated system for generating leads and managing client relationships.
Market Leader provides agents with buyer and seller leads, along with a customizable IDX website and a powerful CRM to manage leads effectively. The platform allows agents to purchase exclusive leads in specific geographic areas, ensuring there is less competition for those leads.
The CRM offered by Market Leader helps agents track lead activity, automate follow-up, and organize contact information. The cost of using Market Leader varies depending on the lead volume and market area.
Real estate lead generating websites can be used at any stage of an agent’s career.
Starting early with lead generation websites helps real estate agents build momentum over time. New agents should take advantage of these platforms to establish their presence and grow their client base. By combining lead generating websites with other prospecting strategies, agents can lay the foundation for a successful career.
Spending time generating leads is the best way to grow your business. It’s also one of the hardest things to do. Lead generating websites are valuable tools that make this process easier, providing agents with passive opportunities to attract clients and increase conversion rates.
Lead generation is the lifeline of any real estate agent’s career. By using as many lead generating websites and tools as possible, agents can make their business more efficient and productive.
While traditional methods like door knocking and cold calling are effective, they can only yield so many leads. Lead generating websites help passively attract clients and provide the additional support needed to build a successful career.
What is a Virtual Home Tour, and how is it different from an in-person property tour? A Virtual Home Tour is an online experience that can be accessed from a computer, laptop, tablet, or mobile device.
Prospective buyers can view all the features of a property without needing to set up an appointment—they can do it whenever, wherever, and with whomever they want.
In this article, we'll explore how Virtual Home Tours can benefit real estate agents, the best platforms to use, and the reasons why this technology is a must-have in today's market.
Virtual Home Tours can save real estate agents a significant amount of time and effort.
Imagine you are an agent trying to show 10 potential properties to a client. Instead of filling up your car with gas, picking up the client, driving all over town, dealing with parking, and visiting each of the 10 properties, you could send your client the links to the Virtual Home Tours first.
This allows clients to easily view all the properties and narrow down their options to the top 2 or 3 they are truly interested in seeing in person. Virtual Home Tours can reduce the number of wasted viewings by up to 40%, saving agents a massive amount of time and energy.
If you are the listing agent, there are many tools available to help you create a Virtual Home Tour for your property. From professional services to easy-to-use apps, here are some of the top Virtual Home Tour platforms to consider.
Matterport is one of the most well-known Virtual Home Tour companies for real estate agents. Using 3D photography, Matterport creates a digital version of the property that allows viewers to "walk" through each room.
The resulting immersive experience can be published on popular home search sites and your agent-branded website. Agents can either use a 360 camera to create the Virtual Tour themselves or hire Matterport to handle everything. Pricing can range from $0 to $300+, depending on the features needed.
RealtyTours offers real estate agents a professional solution for creating Virtual Home Tours. This platform provides high-quality visuals, easy sharing options, and the ability to brand the tours. RealtyTours makes it simple to create engaging content that attracts potential buyers.
Invision Studio is a virtual tour platform that offers advanced photography and video services. It provides agents with stunning 360° virtual tours, which can be highly effective in attracting buyers. Invision Studio's services are ideal for those looking to create high-quality, immersive experiences that stand out.
LA360VR specializes in creating Virtual Home Tours for luxury listings and high-end properties. With professional 360° videos and virtual reality capabilities, LA360VR helps showcase properties in an immersive way that attracts affluent buyers looking for their dream homes.
Virtuance is known for its high-quality photography and Virtual Home Tours that help listings stand out. The platform combines stunning images with easy-to-navigate virtual tours, providing an engaging way for buyers to view properties online. Virtuance offers agents a way to create polished and professional virtual content without the need for specialized equipment.
Vizit.co is another platform that offers Virtual Home Tour solutions, allowing agents to create visually appealing 3D tours. This platform also integrates with other marketing tools, making it easy to share and promote your listings across various channels.
Real5D allows real estate agents to create interactive virtual tours that are both engaging and easy to navigate. With Real5D, prospective buyers can explore properties in detail, making it a great tool for providing an immersive experience and helping clients visualize their future homes.
Virtual Home Tours are here to stay, and there are three important reasons why they are a must-have tool for real estate agents.
More people are using the internet to search for homes than ever before. Having a strong online presence is essential to ensure that potential buyers can find you.
Google reported a 253% increase in real estate-related searches between 2013 and 2017, and in 2019, 32% of buyers found their home online.
By posting Virtual Home Tours online, you provide an easy way for potential buyers to engage with your listings.
Listings with Virtual Home Tours receive 40% more views than those without. The simple addition of a Virtual Tour can make your listing stand out among the many available properties, increasing exposure and interest from prospective buyers.
Potential clients are more likely to engage with an agent who appears tech-savvy and uses the latest technology. Using Virtual Home Tours helps position you as an agent who is current and knowledgeable, gaining the confidence of buyers and potentially leading to more clients.
With the trend of online home searches on the rise, Virtual Home Tours are here to stay. They offer convenience, save time, and make the home buying process easier for both buyers and agents.
Virtual Home Tours increase engagement, boost listing reach, and help you generate more leads, ultimately leading to increased revenue.
If you are looking to grow your real estate business, investing in Virtual Home Tours is a smart move that will set you apart from the competition.
What is a short sale? In simple terms, a short sale is when the borrower or homeowner sells a property for less than what they owe on it. They’re “short” on the amount to be repaid to the bank. You may have heard the term but passed over it because you didn’t know much about it.
There’s plenty to learn about a short sale because of it’s legal and economic influence on the real estate industry. So, let’s first discuss the factors that may lead to a short sale.
When we fall into a recession, it causes an overall slowdown in economic growth and job growth. Many people can lose their jobs and find it difficult to make their mortgage payments.
Even a two-income household may struggle to make payments if one person is no longer employed. This would now become a financial hardship.
We saw evidence of these factors in 2006 when the residential housing boom came to an end, and the subprime mortgage crisis was in effect. Many found themselves victims of predatory lending and in need to sell their homes for less than what they were worth.
People who can’t keep up with their mortgage payments may decide to sell their home. The problem is, their home may not have appreciated and is now worth less than what they owe the bank.
So, if the homeowner paid–let’s say–$1,000,000 and their home is now worth $600,000, that’s not enough to settle the remaining $400,000 they would owe the bank. This is the issue that homeowners run into when short sales become the only viable option.
The homeowner no longer has to pay the remaining $400,000 on their loan. But, the collateral was their home. This is an unfortunate way to forgive the loan debt and could be the only effective way to settle the debt.
But, what would happen if the homeowners didn’t settle for less and instead chose foreclosure? That becomes a different story with different consequences.
People have the option of letting the home go into foreclosure, but why let it get that far? The foreclosure process has extreme ramifications on your credit, it could have tax implications, and foreclosure may make finding a new home harder since most banks will consider you a higher lending risk.
If at all possible, it’s best to avoid foreclosure because of the long term negative effects it has on your personal record.
Let’s play out the scenario with all the factors in place. So, let’s say the economy changes, you unfortunately lose your job, and now you can’t make your payments. Your property is worth less than what you owe and the bank has agreed to a short sale. Remember, that’s the key. The bank has to approve a short sale.
The short sale process isn’t simple but it’s very beneficial to the borrower. If the bank approves a short sale, they forgive the difference owed to them on the property. In some instances, the amount can be upwards of a million dollars. So you get to sell the house for what it’s worth and the difference of what you owe is gone.
It’s important to know ahead of time that the short sale process can take months or maybe years from start to finish, so have patience. This will not be the usual timeline of a traditional listing where it takes about 30 to 45 days to sell.
You move forward in the process. Now, what happens? The bank will require you to fill out and submit a number of documents and may request other information as well. It may be challenging on all sides but the real estate agent is there to facilitate all this between the client and the bank.
Now you have to find a buyer that is willing to purchase a short sale home. Most buyers are not prepared for the additional paperwork, meeting the qualifications, or waiting the additional time to acquire a short sale home. Most find the process too challenging or frustrating and won’t even consider it.
The time frames for a short sale will differ from a traditional sale. Once you have an accepted offer, it will go to the lender/seller to accept and approve. The average timeline is about 60 to 90 days. That means 30 days to sell + 60 days for approval + 30 days to close escrow = 4 months, on average.
In a perfect world, the economy is stable, properties will always appreciate, and, when it’s time to sell, you get over asking price. But, we all know that’s not reality and complications in life will arise. In the real world, things happen, people lose their jobs, and sometimes you just need a second chance.
Thankfully, in the real estate world, the short sale is the second chance. You may lose your home but you don’t end up in debt.
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Steering in real estate is one of the ethical topics that pop up during a real estate agent’s career. Whether it’s understanding the topic to pass the state exam or identifying it being practiced in the world, knowing what steering is will help a better, more ethical conscious real estate agent.
So, let’s explore what steering is and how it affects the industry.
In the real estate world, “steering” is when an agent or broker tries to guide a buyer to or away from a particular area or neighborhood based on their race or religion. This practice is discriminatory and is an infringement of rights. The reason why is because discrimination is illegal, unethical, and racist.
This form of discrimination was prevalent in the 1960s when we were living in a world that was largely segregated. That changed and we enacted the Civil Rights Act in 1968 which included the Fair Housing Act.
The Fair Housing Act made it illegal to discriminate against anyone based on their race, religion, or national origin in relation to the sale, rental, or financing of housing. The Fair Housing Amendment Act of 1988 widened it to include age, sex, and handicap status.
This eliminated a lot of real estate steering in the housing market and redlining activity in lending. Redlining is a discriminatory practice where mortgage lenders refused to give loans or extend credit to borrowers in certain areas of town.
Believe it or not, real estate steering still occurs today although sometimes it’s purely unintentional. Imagine you have a Latin family as your client. You think they will be more comfortable in a Latin community so you plan to show them houses in that area. You don’t mean any harm but you’re actually steering which is illegal and unethical.
Because you were only showing your clients houses in Latin communities, this is an example of steering them toward an area or neighborhood.
Let’s say your client asks for a great school district on the west side. There happens to be two but one is in an area that is predominantly Asian and your client is white. You make an assumption that your client will not consider the Asian district so you don’t present it to them.
This is an example of steering them away from an area. You can avoid steering in this situation by presenting both districts to your client and letting them decide for themselves.
As a real estate agent, how can you make sure that you’re not breaking the law and genuinely servicing your client? To overcome this, agents must first become aware of this form of discrimination and understand how they can avoid it while working with the homebuyer. There are some simple and basic things that you can do to achieve this.
It all starts with having good communication with your client. Start with listening, which will lead to understanding. When speaking, be clear and concise. To ensure you are hearing someone correctly, summarize what you have heard in response. Practicing all of these skills will make sure you’re always on the same page as your client.
Ask questions that are specific when it comes to where they want to live. If your client says they want to live on the “west side,” ask for a particular street or a district they might be familiar with to narrow it down. Asking specific questions will help you create parameters. This way you can zero in on where they really want to live and help you avoid steering.
You won’t get into trouble with steering when you present all home opportunities to your client. Focus on finding the properties based on the criteria set by your buyer. Don’t make assumptions on whether your client will want to see a property in a particular area. Simply present all the properties in every area, district, and neighborhood and let your client decide where it’s most appealing to live.
Remember, it’s up to your client to make the choice of where they do or don’t want to live. Stay out of trouble and don’t make the choice for them! The only steering you should focus on is steering yourself away from discrimination.
Have you ever experienced “real estate steering” while searching for a home? Share your encounter and thoughts with us.
What are liquidated damages? Most real estate transactions follow the same structured procedure to meet the needs of the home seller and the homebuyer. If everything goes well, both parties walk away happy.
However, there are instances where something erupts in the transaction causing disparity between the parties and damage could be dealt. The good thing is, real estate agents and the real estate transaction process has procedures in place to compensate for damages dealt to a party.
In this article, we explore the power of liquidated damages and the role they play in the real estate transaction.
Liquidated damages is a legal clause that protects the real estate agent’s client from additional exorbitant fees. In the event of a contract breach, the injured party is compensated with the funds that are set aside in an escrow account that are equal to the amount of damage caused by the offending party.
So, now that we know what liquidated damages are, let’s explore when and how liquidated damages come into play during a real estate transaction.
When a real estate offer is made and accepted by both parties, the seller will require the buyer to make a deposit, typically 3% of the purchase price, into an escrow account as financial security. The purpose of this deposit is to alleviate any damages a seller incurs if the buyer backs out of the deal.
At first glance, the damages caused with backing out of a deal might be hard to discover. But, let’s dig deeper to see the full picture and how these expenses add up for the home seller.
So, why is the liquidated damages clause important? Let’s lay out a scenario. A buyer and seller have entered a contract on the sale of a one million dollar home. As part of the contract, the buyer deposits $30,000 dollars into an escrow account.
While waiting for the deal to close, the buyer requests some repairs on the property. The seller deems the requests reasonable and performs the repairs. In the meantime, the seller is preparing to vacate the property (scheduling moving services, making large purchases, etc). At some point in the process, the buyer calls off the deal.
What happens now?
The seller has already spent money making expensive repairs and preparing to close the sale. At this point, all of the contingencies have cleared. The seller has jumped through all the hoops. Does the seller just lose out on all the money promised in the sale?
This is where the liquidated damages clause comes in. The buyer can recoup their losses with the money in the escrow account. However, it’s not a simple process.
Neither party is automatically entitled to the money in the escrow account. The buyer and seller must negotiate and agree on what to do with the money. Sometimes, the two parties can’t come to an agreement. What happens at this point? This leads to arbitration – which is an entirely different ball game.
It’s important for agents to make sure the liquidated damages clause is included in the contract for every sale because it acts as a final protection for the seller in a real estate transaction. In the event that the buyer backs out of the contract, the seller can collect escrow funds as reimbursement for paid expenses during the closing process.
Have you or a client ever needed to enact the liquidated damages clause? Tell us about it below?
What is Mello-Roos? For those who have never heard of this real estate term, Mello-roos is an additional tax or special assessment on a property at purchase, aside from the property tax. Who is subject to Mello-Roos? What are the taxes used for? How is it beneficial to homeowners? Let’s explore this fascinating tax and how it affects the way you interact with clients.
Some communities are brand new or rather new. We can consider a community new if it’s been in existence for 5-10 years. These communities might have Mello-Roos or that additional tax or special assessment.
When these little districts were first built, they needed their own fire stations, schools, roadways, and other services. They would need people in these new communities to help pay for them. How? They would pay for them as a bond. This bond would usually last anywhere between 20-40 years. Although, not all taxes have an expiration date.
Paying more taxes to live in a neighborhood might sound like a turn off but this could be a preferred feature for some people.
On the surface, you wouldn’t think that people would want to pay more in taxes or on anything else for that matter. But in a way, Mello-Roos comes with some advantages and benefits.
Think of Mello-Roos as investing in a seat upgrade on a plane flight. Everyone on the flight will get to the destination but your upgrade to 1st class just made everything a little better. A larger seat, more legroom, better food, and free drinks make it worth spending a little more on the ticket.
Now, let’s think about what that means in the new community you just moved into. Mello-Roos allows for better schools, new roads, perhaps more police and other government services. That being said, as a buyer you have to ask yourself if you are willing to pay that extra Mello-Roos to live in a district where you’ll get those benefits.
The answer to the question “Is Mello-Roos Worth it?” lies with the individual buyer and what’s most important to them in their new home.
In some cases, buyers are more than willing to pay the Mello-Roos tax for that perfect property. Especially if it gets them in a community that may be more modern, well maintained, or in an exclusive area. They could see the benefits that a Mello-Roos brings to the community and see it as a worthy investment for themselves or–potentially–their family.
For some, the answer is clearly no. For example, let’s say the buyer is single and a new school district is not the driving force for where they would like to purchase a home. Perhaps for them, the overall benefits of Mello-Roos aren’t enough to justify paying the extra taxes. In this case, the homebuyer would be interested in a different neighborhood that meets their wants.
How does Mello-Roos affect you as a REALTOR®️? Let’s say you have a buyer with a budget of one million dollars. The lender has approved your buyer and the maximum monthly payment your buyer can afford is $5,000. You’re able to find the perfect property within the budget and your client is excited. But then you find out the house has Mello-Roos.
So now your client’s payment has gone from their maximum $5,000 to–let’s say–$6,000. Now we’re beyond what they can afford. So they no longer qualify for this house because Mello-Roos has tipped the scale over their maximum allowed by the lender.
As a Real Estate Agent, it’s important to understand what Mello-Roos is so that you can better serve your clients and prevent any unnecessary drama. Before showing properties to your buyer, find out ahead of time if any of your listings are subjected to the neighborhood tax. You can easily check by contacting a local title representative. If they are, your buyer may not qualify, and you will know that going in.
Taxing is an effective method for newly formed communities or districts to finance improvements to create an appealing area for homebuyers. Oftentimes, the money goes to fund schools, hospitals, police stations, road construction, and sewer maintenance. As a result, these amenities help attract families or individuals who can not only afford to pay the Mello-Roos but actively seek out these characteristics.
A Mello-Roos tax can pose a potential issue for some home buyers. If the additional tax is high enough, it could make the property unaffordable for the buyer. That’s why it’s important to know what your homebuyer wants in a property. The last thing you want to do is to pull the rug from under their feet with the Mello-Roos tax when they find their dream home but can’t afford the tax.
Overall, it’s important to know the pros and cons of this tax before searching for a home. This will allow the buyer to make the best decision for their lifestyle and finances.
So, now that you have more of the facts, what do you think about Mello-Roos?
Your first real estate client is a BIG deal. As a new real estate agent, your first client ignites your entire career and gives you the confidence to propel you forward. It is the motivator that tells you “yeah, I CAN do this.” The reason why your first real estate client is a big deal is because they are a precursor for what is to come in your career.
Most new agents have the same realization at the start of their career. They realize they don’t know how or even where to start to get their first real estate client. If you have been an agent for several months and still have not gotten a client, don’t panic.
It is normal for most new real estate agents to go long periods of time at the start of their careers without a client. That’s why the first year is the hardest.
There’s good news. You can practice the fundamental methods of getting your first real estate client. These methods are not flashy or revolutionary. They are the fundamentals that, when put into practice, are proven actions you can do right now to get your first real estate client.
Prospecting is a necessary part to growing your business–especially when you are a new real estate agent. At first, these methods are hard. They put you, the new agent, into a vulnerable position because you will experience failure through rejection.
Coping with rejection is hard. Moreover, the fear of rejection keeps us from action. But, overcoming this fear is paramount to building a successful career.
So, let’s get started. Here are the top 5 most effective ways you can get your first real estate client:
Prospecting does not get more fundamental than this. Door knocking is the oldest prospecting method in the book. Every real estate agent has been told, at some point in their career, to practice door knocking. Door knocking involves knocking on homeowners’ doors to see if they would like to sell their home or buy a new home.
Door knocking is a common prospecting method because it is an effective way to find new leads in a targeted neighborhood.
Surprisingly, most new real estate agents door knock ineffectively because they miss one important ingredient. They should always bring value. When you give value, the interaction becomes worthwhile even when they are not interested in your service.
Contrastingly, if you do not offer value, the homeowner will not have gained anything from the interaction if they are not interested in your service.
Value can be anything that will benefit the homeowner’s well-being. One effective gift you can provide is the gift of knowledge. You can show homeowners what their home is worth. This might not convince anyone to make the decision to list their home in the moment. However, this knowledge can incentivize them to list in the future.
At the very least, the lead will now have a document that tells them how much money they can earn. Therefore, they will contact you when they are ready to list.
Oftentimes, homeowners are surprised to see how much money they can make from selling their home. They might be in the midst of thinking about upgrading houses or downsizing to a smaller house. That is why giving them the gift of knowledge can inspire them to take action.
Cold calling is like door knocking but done over the phone. It involves contacting leads, often without a rapport (hence the term “cold”). The goal is to see if they would like to sell their home or buy a new home. Cold calling can be done from your home, office, or your favorite coffee shop.
Just like door knocking, cold calling is quantity driven. The more people you call, the more likely you will find a prospective first real estate client. Cold calling is a common method to discover clients from a list of leads. The reason why this is common, just like door knocking, is because it is an effective method to find interested home buyers and home sellers.
Similar to door knocking, the chances of building a rapport increases when you give value. Value piques the interest of the lead. You contact leads cold and without warning. Therefore, you should give value to warm up to the conversation. You giving the contact value–in the form of a gift–is a great way to incentivize them to list. This value being the gift of knowledge.
The contact will know how much their house is worth and how much money they can make, therefore incentivizing to sell their home. The contact might not sell their home right away, but they will have your contact information when they are ready.
However, you might get lucky. You could contact someone who is already thinking of selling their home and this gift is the extra encouragement for them to sell their home or buy a new one.
Your sphere of influence is another fundamental method of finding your first real estate client. Most agents recognize this term because your sphere of influence has a high success rate. So, what is the sphere of influence and how does it work?
The sphere of influence is your immediate network of people you know. You might think “I don’t have a network–I’m new!” This is a common fallacy. Everyone has a sphere of influence, but not everyone knows what it looks like.
Your sphere of influence consists of family members, friends, people in your volunteer group, people who you are acquaintances with, etc. Every person you know can be in your sphere of influence. Therefore, you already have an advantage to work with them when they need a real estate professional’s opinion or help.
When someone in your sphere of influence needs help selling their home or they are looking to buy a new home, you have a warm connection to them. This connection increases their likelihood of hiring you.
Here is an example of using your sphere of influence. You contact acquaintances, friends, and family members to tell them that you are a real estate agent working at the local brokerage. When an acquaintance hears your career update, they inform you that they want to sell their house and buy a new one. You offer your services and they sign with you.
This is just one example of how the sphere of influence can work in your favor. You never know what people in your sphere of influence need until you put yourself out there. When you do, you may find that some people in your sphere are interested in listing or buying a home.
In an interview with Richard Schulman, Keller Williams real estate agent and top producing KW agent in the country, he explained “as humans, it’s our natural instinct to work with someone we trust.”
He continued to explain, top producing agents will always lose business to their client’s friend, no matter their qualifications. The people in your network will have more trust with you than someone they don’t know. Therefore, you can use this advantage to bridge a connection with them.
That’s what makes the sphere of influence such a powerful way to prospect for new leads.
If you want to learn how to get more real estate clients, close more deals, and earn bigger commissions, then learn more about our real estate training program, From Rookie to Rockstar.
This is an online video program designed for new real estate agents. It helps them learn fundamental components of being a real estate agent and how to get their very first client.
Creating a digital presence helps agents find their first real estate client passively. A digital presence creates familiarity and a sense of connection through content distributed on social media. Such social media channels include Facebook, Instagram, Twitter, LinkedIn, YouTube, and their own personal website.
Some agents discredit the importance of having a strong digital presence. They think a better investment of your time is to interfacing with leads face-to-face. Interfacing examples include door knocking or cold calling. Interfacing with leads is always effective. However, they overlook the power of social media ads and creating a digital connection.
Using social media advertising is a smart way to advertise to home buyers and home sellers. This is the digital equivalent of seeing an ad of a local real estate agent’s service in the newspaper. A social media ad can target leads based on qualifiers (age, geography, interest, etc.) to help you find the perfect client.
Let’s analyze what this looks like with Facebook. Facebook is a commonly used social media platform by people of all ages. When someone in your targeted geographic location scrolls through their social feed, they will see a promoted ad of your services.
Informing the user that you can help them sell their home or find a new home to purchase. Coincidentally this has been on their mind. Because of their need, they can click on the ad and have their contact information forwarded to you. This creates a warm lead that you can contact in the future.
Therein lies the power of social media advertising that people overlook. Taking time to focus on developing a strong funnel system for warm leads increases your lead to client conversion rate.
A digital presence is a creative approach to booking more clientele. The result of creating a digital presence is brand recognition and credibility in your sector. At the core of creating a digital presence, real estate agents are simply building a personal connection with their sphere of influence.
You can maintain your sphere of influence by interacting with people on social media. The simple idea behind this is an earnest one. Social media makes communication easy. When your goal is to make new friends and be a good friend, retaining clients no longer becomes a concern. People will naturally work with you when they need an agent.
You can take social media a step further by building a brand around your name. This is an effective way of letting your sphere of influence know about your career, achievement, and progress without contacting them one at a time.
Additionally, this will remind people in your sphere of influence that you are a real estate agent doing great things with your career. When they need an agent, they will think of you because they will associate anything real estate related with you.
Let’s discuss the power of content marketing. The reason why YouTube and real estate agent celebrities are closely connected is because celebrities know the influence of creating content. Creating content increase your reach and influence to people who are outside of your sphere of influence. When the content created is high quality, people will share it. This is how your reach and influence grows.
Let’s see an example of this in the real world. Ryan Serhant is a popular name among real estate agents because he’s a known celebrity. Part of his following includes people inside and outside of the real estate industry. There are thousands of people who know this specific real estate agent because of the content he creates.
The reason why so many people know about Ryan Serhant is because he has created copious amounts of content. He has done this with videos, television interviews, broadcast shows, social media posts, tweets, instagram posts, and more. He has attracted more people to his brand and style, which is evident in everything he creates. Therefore, he has created a reputation, also known as a brand name.
So, how does this translate to finding new leads? Content marketing will help you build an audience of people. A few of these people will seek out your services. This is passive lead generation.
People who see your content will seek you out because they are in need of a real estate agent. They saw your content and turned to you for professional help. Again, when they think of real estate, they will think of you.
Although attaining celebrity status is unlikely, you can build local recognition through content marketing.
Agents can use lead generating websites and online directories to passively find their first real estate client. The great part about using websites and directories to market your services is that it does not require extraneous attention. Lead capturing websites and online directories passively give you leads. In other words, they exist as a funnel to your website or lead capture.
Lead generating websites can exist in many forms. Websites such as Trulia, Redfin, and BoldLeads let you set up your presence online with little effort. Each offer a different advantage for agents. These websites are widely accepted as a method of lead generation because digital prospecting is a necessity for agents.
Online directories are a passive way to find leads online. Directories such as Google My Business or Yelp serve as a review aggregator. In other words, people review your business.
The more high quality review, the easier you are to find online and the more likely people will work with you. Although using online directories effectively will be hard when finding your first real estate client, they serve as a powerful tool to grow your business over time.
You should encourage clients and to review you online after working with you. The earlier you start, the greater the growth.
Now, more than ever, people are turning to the internet and social media to find services. A lack of digital presence or lead generation is neglecting a fundamental of finding your first real estate client.
At first, prospecting may seem daunting because it has such a low success rate. The great part about prospecting is you will not run out of leads. Therefore, the low success rate translates to a few clients over a large pool lead.
The hardest part of prospecting is not the act of prospecting. It is more subtle. The hardest part of prospecting is surmounting self-doubt. Most new real estate agents experience self-doubt when they encounter constant rejection.
This feeling festers and manifests into phrases like, “this won’t work…” or “why don’t I try another career” or even “I’ll never find a client.”
To ward off these negative thoughts, new real estate agents should develop a sense of awareness. This is to identify hurtful thoughts that could sew doubt. You will prevent thought spirals from festering when you reinforce your attitude with healthy self talk. This prevents the creation of mental barriers that hold you back from success.
Also, always remember one simple thing: you have to keep prospecting to find your first real estate client. The good news, if you keep doing it, you will find them. Every rejection gets you closer to the one client that will work with you.
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Escrow is commonly associated with real estate but it’s not exclusive to it. Escrow is a neutral third party used to hold and distribute money or property once contractual obligations are met. Escrow is used across many fields of business such as banking, the buying and selling of intellectual property, and in mergers and acquisitions of large companies. But let’s talk more about how it’s used in real estate.
Now maybe you have heard the term but you’re not exactly sure what escrow does in a real estate transaction. In simple terms, escrow in real estate is a neutral third party that protects the integrity of the transaction. So what does this mean? Let’s explore how escrow in real estate plays a part in that.
It starts with you as a real estate agent getting a buyer and a seller together. That can be to either acquire or sell a property depending on who you are representing. When everyone is happy and in agreement, both parties will enter into a legal and binding contract called the RPA or Residential Purchase Agreement.
The RPA is integral to the transaction because it covers all the terms, conditions, and stipulations that have to be met according to what the buyer and seller have agreed upon. It acts as the blueprint for escrow to carry out.
When you have a fully executed contract that’s when escrow steps in. A “fully executed” contract means that the buyer, seller, and their respective agents have all signed off the Residential Purchase agreement as well as any other addendums or amendments that include the conditions of the sale.
The main purpose of an escrow company is to now take the RPA and make sure that all the conditions are met in the transaction. As a matter of fact, escrow will not close until that happens. Not only will they make sure that all the stipulations are met, but they are also responsible for keeping everything on schedule and accounting for every penny.
So what happens if you’re going through escrow and a condition has not been met? What happens then? Does escrow still close? As we just discussed it’s escrow’s responsibility to make sure that all conditions are met. Let’s talk about how escrow handles the situation when they aren’t.
So, let’s say we have opened escrow and so far everything has been on schedule. All items have been accounted for, we’re nearing the close and everyone is happy. Escrow is reviewing their final paperwork to make sure all stipulations have been met and they happen to notice that the seller agreed to give the buyer a termite report. It was never ordered. Now we have a problem.
Or do we?
A missing termite report could be considered a minor issue. This is not an expensive report and can be obtained fairly easily. Should escrow worry about it or just close the deal?
Knowing what you do up to this point, what do you think needs to happen? If you said, “Get the termite report done,” then you are right! Why? Because it’s in the contract. So even though you may have been near the end, everything has to stop. It’s a stipulation and all stipulations need to be met before escrow can close.
Remember, escrow will uphold the integrity of the transaction regardless of whether the stipulation or condition is small or large. This is escrow’s primary purpose. So what else is escrow responsible for?
Let’s talk about the other aspects that escrow is responsible for in a transaction. Aside from the stipulations that have to be met, they are involved with other areas of the transaction such as:
What is the property title? The property title is the transfer of ownership from the seller to the buyer. Escrow is in communication with title to get the property information and to make sure that all the information is accurate.
The Grant Deed is a document that ensures the new buyer is clear to hold the title of the property. Escrow prepares the grant deed and sends it to the seller. The seller signs it in front of a notary and returns it to escrow. At close, the escrow holder will record it.
During escrow, they will receive and hold funds for the seller’s existing loan. Escrow is also in contact with the buyer’s lender. This is to ensure that everything with the loan is on track. This also allows escrow to be aware of any issues that may arise to prevent the closing of escrow.
They prepare the Final Closing Statement for the buyer and seller. This is an accounting of funds made to the seller (seller’s statement has proceeds amount) and to the buyer (buyer’s costs and credits). This is prepared before escrow formally closes escrow or funds the loan.
Escrow is an excellent resource for both you and your client. All you have to do is reach out to your escrow officer and they can let you know everything they can do for you.
As you can see, escrow is a vital part of the real estate process. Because they are a neutral third party, you can be assured that everything is on the up and up in the transaction. Escrow makes sure that everything in the contract is honored and frees up the real estate to do what they do best. Getting more deals!
Have you had an encounter with an escrow company that went above and beyond? Share your experience with us.
Addendum vs amendment–what’s the difference? The addendum and amendment are two important terms related to the Residential Purchase Agreement (RPA) or contract in real estate. These are typically used when you need to add or modify terms or conditions that have already been agreed upon.
We will discuss what these terms mean and when to use them. They are similar but knowing the difference between an addendum vs amendment will help you to use them correctly.
Let’s start with the contract also known as the Residential Purchase Agreement. The Residential Purchase Agreement is used to create a legally binding agreement between the buyer and the seller. Within the RPA are all the terms, conditions, and stipulations agreed upon by all parties in the transaction.
Occasionally, these terms may have to be changed or modified. Sometimes the negotiation of terms will continue even after you have a fully executed contract and have opened escrow. This is when the addendum and amendment come into play. Let’s get a little more detailed about what these terms mean and when you would use them.
In some cases, you are adding conditions to the contract. When the contract exists and we add something new to the terms, we want to use the addendum. This addition could be the inclusion of real property or the addition of an inspection or report. Just remember, when we ADD to the contact, we use the ADDendum.
For example, let’s say during the escrow process there’s some damage to the carpets done by the pet or child of the seller. The seller agrees to then add a $5,000 credit for new carpet at the close of escrow. Because we are adding a credit to the agreement, we would use the addendum to account for this.
Other times, you may be amending terms within the contract. Amend means to change or modify. Let’s talk about the RPA again. So we’re starting with the agreement of terms and conditions. Now you want to take something out or change something within the terms. In this case, we’re going to use the amendment.
So, a good example of when to use an amendment would be if you wanted to take something out of the agreed terms. Maybe the seller originally agreed to include the living room furniture in the purchase. The original agreement included the sofa, coffee table, love seat, and recliner. But, now, the seller has second thoughts about the recliner for sentimental reasons. You would then use an amendment to change the terms omitting the chair.
There may be situations where you may not be sure whether to use the addendum vs amendment. There could be times where you’re both adding as well as changing conditions that already exist. How do you categorize this? It seems to get tricky at this point. What form do you use? When in doubt, always use the addendum.
The addendum is a flexible document. Although you would primarily use this for adding a new condition, you can also use the addendum to exclude terms and document a detailed change or addition. The addendum has extra space so that you can get specific with line items. Remember that it’s important to be specific so that there are no misunderstandings on either side of what items were agreed upon.
Let’s circle back to the example of the living room furniture. This is a great example of using the addendum for inclusion, exclusion and detailing items. Let’s say it gets more complicated than one chair that needs to be excluded. You could then use the addendum to document exactly what the buyer is asking for.
Simply writing in, “Buyer wants all the real property in the home” is too vague. This could cause potential issues between parties so get specific and clearly outline all the buyer wants.
For instance:
As you can see, this is clear and more detailed leaving no doubt what the buyer is requesting from the seller.
Now that we know more about the differences between the addendum vs amendment and how to use them, what do we do with these changes?
Did you know that anything you put on an addendum and send to escrow will formally get put on an amendment? Yes, whenever a change is implemented and sent to escrow, they will create an amendment and add it to the escrow instructions. Actually, the addendum is the preferred way that escrow would like to receive changes in a transaction.
So using the addendum will ultimately make it easier on you as a real estate agent. You create the addendum, you send it to escrow and escrow creates the amendment to the deal and includes it in the escrow instructions.
The addendum and amendment are great sidekicks to the Residential Purchase Agreement. In real estate, you never know what’s going to happen during a transaction and the most well-written contract may need to be changed or modified. Even the Constitution has amendments!
So, remember that when you add to the contract, use the addendum. When you’re removing from or changing the contract, use the amendment. When you’re not sure, play it safe and default to the addendum.
As an agent, what’s the most creative item you’ve had to put on an addendum in a transaction? Share it with us!
A termite inspection in real estate is done to make sure that a home is free of termites and other damaging elements. What you may not be aware of is how that termite report is broken down and what those sections mean. We’re going to talk more about Section 1 and 2 of a termite inspection, what they mean, and the differences between the two.
So when would you need a termite report?
Let’s start with your client that’s interested in buying a home. You show your buyer houses and they finally find the one they want. You make an offer and it’s accepted. Escrow is open and everyone is happy so far.
As with any property, we want to make sure there are no underlying issues. Your buyer has the right to a home inspection in a real estate transaction. Along with that, your client has the right to a termite inspection. In some cases, if the buyer is dealing with a lender the termite inspection will be required as a condition of the loan.
The next step would be to hire a termite inspector that will go into the home and inspect for any infestations. If necessary, the inspector will also go under the home to check for subterranean termites. This to make sure the house is free and clear of termites.
If there is no evidence of termites, this is called having clearance and the lender will need to be provided with this information to satisfy the condition of the loan. The reason some lenders require this report is to ensure that they are issuing a loan on a property that’s a good investment.
Along with termites, the inspector is checking for things like dry rot, fungus, and any other issues that come with damage to wood. The inspector will look at the interior and exterior areas of your home and check for any visible signs of a termite infestation.
Having a termite inspection is vital, especially in places like California where most homes are made from wood and stucco. Unless the home is new construction, don’t forgo having a termite inspection. This will ensure that the investment in the home is sound and alert you to any problems from pests.
As you can imagine, this is extremely important because no one is going to want to invest in a home that has been structurally damaged. You want the report to disclose that the home is solid and has good structural integrity.
So the termite inspector has viewed the property, made his notes, and created the termite report. The findings will be important to you as the real estate agent, to your buyer, and to the lender for the loan. The inspector lists that there are Section 1 items in the kitchen, the bathroom, and under the house. Further along in the report, he lists that there are several Section 2 items.
Whoa, ok. At this point you may be asking, “What are Section 1 and Section 2 items?” Is one worse than the other? Will these findings affect the sale of the home or conditions of the loan? Now let’s talk more in detail about what these terms mean, the differences between the two, and the impact they may have on the home.
If the termite report comes back with Section 1 items, that means there is an actual infestation of termites. That is the most important thing to know about what Section 1 means on the termite report. It’s fairly straightforward. Termites are there and are existing.
We know this because the inspector enters the home and visually sees termites or evidence of termite damage. That is Section 1 of a termite report. So let’s move on to what Section 2 means on the report.
This is when the inspector notes potential damage to an area. If it is not treated or repaired in the near future, it can become a Section 1 item. These areas are considered hotspots and generally refer to where termites can flourish or elements that can cause wood damage. So what does this mean exactly? Let’s talk about a Section 2 example to make things more clear.
The inspector is viewing both the interior and exterior of the property and notices that the home has wood siding. Alongside the home is the sprinkler system. When it comes on, one of the sprinklers hits the side of the house slightly warping the wood.
The inspector notes that it hasn’t damaged the side of the house yet; it still has structural integrity. But he also notes that if the sprinkler head is left unchecked it has the potential to turn that wood siding into dry rot. So again, it has the potential of turning into a Section 1 item.
As you can see Section 2 items are not as serious as Section 1, but just as important when you are looking at the Termite Inspection Report overall. Your buyer will want to be made aware of these potential issues to protect their investment.
Buying a home will be one of the most important investments you’ll ever make. You will want to safeguard that investment. Getting the termite inspection is just one safeguard that you should definitely invest in.
Remember, findings of Termite Section 1 may mean taking a more serious look at the property. Addressing the infestation should prevent more extensive damage. If the report finds Termite Section 2 items, take that into consideration to avoid these issues becoming problems.
Would you purchase a home with no Section 1, but a considerable amount of Section 2 Items that would have to be addressed? Share why or why not with us!
Real estate is not just the business of buying and selling homes—it's a business of dealing with people.
As a real estate agent, you will work with many different personalities throughout your career, and eventually, you will come across an indecisive client. So how do you help someone who struggles to make decisions?
In this article, we'll discuss several tactics and strategies to help you effectively work with indecisive buyers.
Indecisive buyers struggle with making decisions throughout the home buying process. Buying a home is one of the biggest investments a person can make, and while it is often an exciting time, it can also be overwhelming, confusing, and emotional. This combination of emotions can lead to indecisiveness, making it essential for agents to use effective strategies to help their clients navigate the process.
Indecisiveness can be caused by doubts, fear of commitment, or discomfort with the unknowns. Understanding the underlying causes of your client's indecision is crucial to guiding them through the process. Your role as a real estate agent is to help alleviate these concerns by offering support, clear information, and patience.
Patience is key when working with indecisive clients.
You might feel that part of your role as a real estate agent is to help your client make decisions more quickly, but pressuring them can have the opposite effect. It can deter them from making any decision at all. Instead, take a step back and allow your clients to move at their own pace. Buying a home should be an enjoyable experience—like savoring a fine dining experience rather than being rushed by a waiter. Let your clients take the time they need to feel confident.
Active listening is one of the most important skills for a real estate agent.
Being an active listener will help you better understand what your client is truly looking for in a home. Pay attention not only to what they say they want, but also to the underlying needs that may not be explicitly stated. For example, if your client changes their preference from a two-bedroom to a three-bedroom home, it may indicate they need flexible space—such as a loft or bonus room. Learning to read between the lines can help you offer options that meet their needs.
Indecision may also stem from fear or doubt. By actively listening, you can pick up on these emotions and address them directly. Invite your clients to ask questions, and offer thorough explanations to empower them with information. This will help alleviate anxiety and build confidence.
Clear explanations can help indecisive clients feel more comfortable with the home buying process.
One of the most effective ways to help an indecisive client is to explain the entire process in detail. Fear often comes from the unknown, and the more your clients understand, the less intimidating it will be. Address any questions they have and provide information on the steps involved in purchasing a home.
If financial concerns are contributing to your client's indecision, involve their lender in the conversation. Having the lender explain details about the loan process, payments, interest, taxes, and insurance can help alleviate some of the uncertainty. The more informed your clients are, the more comfortable they will feel moving forward.
When working with indecisive clients, too many choices can lead to overwhelm.
After listening carefully to your client, narrow down the properties that best meet their needs. When it comes time to show homes, limit the number of options. Presenting a smaller, curated selection of properties makes it easier for your client to make a decision. For someone who already struggles with decision-making, focusing on quality rather than quantity will help simplify the process.
Indecisive buyers are simply clients who need a bit more guidance. As a real estate professional, your knowledge and patience can help empower them to make decisions confidently. By being patient, listening actively, explaining the process, and limiting options, you can help your clients overcome indecision and enjoy the journey of buying a home.
In review, the following tactics can help with indecisive clients as well as all of your clients: be patient, be an active listener, explain the process clearly, and limit options.
If we think of a smooth, uneventful real estate transaction as a sunny day, then anything that hinders the effortless transfer of title, would be deemed a cloud. “Clouds” are any claims, unreleased liens, or documents that appear on a property’s title record.
Property buyers prefer clear titles and clouds make property title transfer more difficult. Additionally, clouds could invalidate the legal ownership of the property. A clear title is a record that does not have legal claims or ownership disputes from other parties.
The presence of clouds diminishes the value of the home. Additionally, the new property owner would be responsible for the debts if they decide to purchase. In many cases, clouds may deter potential buyers.
Some common clouds on title records are as follows:
Clouds are often created when creditors file a claim on the property or when paperwork regarding the property is misfiled, misplaced, or omitted. For example, mechanic’s liens are common liens that are filed against a property’s title.
If a contractor is hired to complete work on a property, and they are not paid in full upon completion of the project, contractors can file a mechanic’s lien on a property through the county recorder’s office. This lien allows the contractor to recover the unpaid balance.
Clouds get discovered during a property title search. This generally occurs after accepting a real estate offer. Title companies will search many sources for documents related to a property. Examples include deeds, county land records, divorce cases, and bankruptcy records. This search will show all unresolved claims and encumbrances on the property title.
Title companies check that the seller has the legal right to transfer a property’s title. It is also a necessary step to determine the title company’s ability to ensure a transaction. The title insurance provides protection for the property owner and lender in the event that liens or encumbrances get discovered.
Properties with cloudy title records may deny title insurance. Additionally, mortgage lenders will halt the lending process until the title issues are resolved.
There are a few things property owners can do to avoid future clouds on title.
First, buyers should consider purchasing separate owner’s title insurance. During the closing process, lenders need buyers to purchase title insurance for the property. But, these policies usually protect the lender’s financial investment. If a title claim is successful in court, the owner, without an owner’s title insurance policy, could lose their down payment and accrued equity.
Additionally, an owner’s policy will cover the fees associated with resolving past title issues that weren’t discovered through the title search. Real estate agents should encourage their buyers to buy a separate policy to protect their assets.
Property owners can enjoy creating detailed project contracts with contractors. Outlining project timelines, payment schedules, and payment records give both parties a clear paper trail of the agreement. This can reduce the occurrence of missed payments and mechanic’s liens.
Finally, property owners can avoid surprises on their titles. Checking the title record at the county recorder’s office keeps owners up-to-date on their status. This allows them to catch and resolve title defects as issues arise.
The process of removing a cloud on the title varies. Some are easier to remove than others. For example, to resolve a mechanic’s lien, the homeowner must contact the contractor to pay their balance. Then, the contractor will remove the lien. Similar liens, such as mortgage and tax liens, can be resolved this way.
Real estate agents need to be proactive when working with homes that have clouds on the title. For buyer’s agents, be sure to address the clouds on the title. Leverage this as a negotiation strategy.
For example, informing the seller, “I have a buyer who is interested in your home but they noticed there are clouds on the title. If they are removed, I have a buyer for you!” may motivate them to clear the home’s title in order to secure the sale.
For seller agents, be proactive and take a look at your client’s title report early on in the process. It is possible that the owner is not aware that their property has clouds. Therefore, checking with the title company is very helpful. If there are clouds on the title, agents can work with sellers to make a list of the fixable clouds. Together, they can come up with a strategy to resolve them.
Clouds on title are any unresolved issues that appear on a property’s title record. There are many types of clouds and their presence can make it more difficult to sell the property. That's because it can invalidate the owner’s right to the property. Title companies play an important role at this stage of the real estate process. They conduct title searches to ensure that the property in question has a clear title.
There are ways that property owners can avoid clouds on title. They can create clear worker contracts, check title records, and buy owner’s title insurance. Resolving clouds on title can be as simple as paying taxes or costly and time-consuming. Agents review the title record of a property with clients to help them make informed choices.
The fees to become a real estate agent stack up. If you don’t pay attention, the costs and fees will get away from you and burn a whole through your debit card.
At first glance, they might look small. But, you see where your money really goes when you track the fees. This article is not made to discourage you. In fact, the article is meant to prepare you for your future real estate career.
At the end of this article, you will find 3 plans to help you afford the fees to be a real estate agent.
So, let’s get started. There is no better place to start than at the beginning. What is the cost of a real estate license?
Total Estimation: $622 - $885
The cost of a real estate license varies from state-to-state. This is an estimate for how much it costs for a real estate license in California. So, let’s break down the total cost of a real estate license to see the smaller price tags. There are 4 main fees to look at:
Estimation: $150 - $400
Real estate school is a pre-licensing program that gives students the required educational material to take the real estate license exam. California has many pre-licensing programs. So, the cost of these programs vary. Online programs may cost less than in-person programs. But, they both come with different perks. To know which program to choose, ask yourself what you need to excel.
Cost: $100
When you graduate from an accredited real estate school, you must apply to take the state exam. A real estate exam application fee is the cost to schedule your exam. In the state of California, this cost is $60. This fee will vary from state-to-state. So, check the Department of Real Estate’s website to know your state’s application fee.
Estimation: $22 - $35
One requirement for the State Exam is a fingerprint live scan, also known as a background check. People with a criminal history will have trouble passing the background check. Always be honest and clear when asked about your criminal history. As the saying goes, honesty is the best policy.
Cost: $350
The real estate license fee is the final payment to get your license. This final fee may seem hefty, but the cost of a real estate license pales in comparison to the money you will make as an agent. After this payment, you will have your license in your pocket for whenever you want to use it.
Total Estimation: $600 - $900/year
Real estate agents have annual costs they pay to keep their active status. The fees to work as a real estate agent come from 2 main sources: brokerages and membership dues. These costs give you tools, resources, and, with some brokerages, training. Here is a breakdown of the annual fees to be a real estate agent:
Estimation: $100/year
Brokerage fees, also known as desk fees, are the costs to hang your license at a brokerage. The reason why brokerages charge fees are because they give resources, tools, and training to agents. This includes insurance, legal resources, office supplies, internet, training, leads, and even coffee. Desk fees can vary based on your location. They can become more costly in populated areas.
Estimation: $450 - $800/year
A big part of your annual fees will go to your local real estate board. So, you might be wondering, “what is the purpose of the local real estate board?” This is where you get access to tools, resources, and other perks to doing your job well.
This includes membership into the National Association of REALTORS® and your state’s association of REALTORS®. You will also have access to the Multiple Listing Service (MLS). Finally, you get invitations to holiday parties and social events to expand your network. Your local real estate board connects you with the world of agents.
Estimation: $185 ($150/year + $35 Entry Fee)
The National Association of REALTORS® (NAR) is the countrywide network of agents that connects them on real estate matters. When you join the NAR you will adopt the designation of REALTOR®. This shows clients that you are committed to a code of ethics and a higher standard of professionalism.
Estimation: $400/year
The Multiple Listing Service (MLS) is a data-driven database to learn about properties. This service has shared information from agents and brokerages about real estate property. So, it's a vital resource when learning about new homes.
Total Estimation: $6,830 - $12,880/year
Calculating the costs and fees of your business expenses will vary from agent to agent. Nobody will know how much you should spend on your business better than you. So, to calculate your total expenses, you should create a business plan. This will help you identify how much of your budget you should spend on where. The costs and fees calculated in this section are derived from the average agent’s expenditures.
Estimation: $1,750 - $3,500/year
Advertisements come in different shapes and forms. They can be ads on social media, newspapers, and search results. Advertisements are effective. They can boost your leads with speed and ease. Because of that, they can be expensive. Weigh your options and understand your market, because they can be a worthwhile investment when used right.
Estimation: $180 - $3,480/year
From starting your website to the occasional maintenance cost, your website can come with a hefty price tag. Not all websites need complexities. You will realize the more intricate your site is, the more expensive it is. Some agents can do a lot with little. Before you make a website, know what you want and build around this.
Estimation: $500
Business cards are how people remember your services after a meeting. The classic card stock is cheaper in comparison to a ritzy gloss stock. So, when it comes to deciding on business cards, know the message you want to send. Business cards help people remember you, so the style, design, and integrity of the card should compliment you.
Estimation: $2,000+/year
One unspoken fee to becoming a real estate agent is the travel. Agents drive a lot. So, they will have to afford car insurance, gas, and car maintenance. If they don’t own a car, then they have public transit expenses. Additionally, there are plane tickets or other modes of transportation for national events, if applicable.
Estimation: $1,000 - $2,000/year
Open house expenses include signs, drinks, snacks, and other nice amenities. This budget category can be wide or small depending on what scene you want to set for open house visitors. Consider the cost of signs, though. Signage can burn a hole in your budget because of their unexpected price.
Estimation: $2,400/year
If you turn your house into your private office, then expect to pay office expenses. These vary from the internet bill to folder dividers depending on your office (and organization skills.) Some agents can avoid the recurring office expenses by working from their brokerage. Offices and work areas are sometimes provided to agents through their desk fee payments.
Total Estimation: $317
The final slew of fees to become a real estate agent is your license renewal. If you want to renew your real estate license, you'll have to enroll in a continuing education course and pay the license renewal fee.
How much does it cost to renew your real estate license? In the state of California, it can cost around $317, depending on the continuing education course.
How often do you have to renew your real estate license? Every 4 years you have to renew your license. This is because practices change in real estate. So, to keep agents current with the industry, they have to take a continuing education course.
Estimation: $72
A real estate agent continuing education course is required to renew your license. The curriculum requirements are 45-hours of studying and you must pass the online quizzes and final exams. CA Realty Training offers an online continuing education course that you can complete in as little as 6 days. Other programs vary in their accessibility, cost, and program.
Cost: $245
To renew your license, you must provide proof of completing the continuing education course and pay the $245 fee in California. Afterward, you don’t have to think about renewal for another 4-years. If you are late for the renewal, you could have your license suspended and the fee will increase.
Total Estimation: $1,077 - $1,640
Without the business expenses, the immediate fees to be a real estate agent can be as low as $1,077 and as high as $1,640. Depending on your location, this estimate could be lower or higher (by a small margin).
Here is the breakdown of this cost:
The cost of entry in real estate is a challenge for some people. Jobs don’t expect you to pay a couple thousand dollars to work.
But, the reality of this price tag is that it pales to how much money you can earn as an agent. That goes for all the fees to be a real estate agent, including the business expenses. When you become an agent, you invest in your education and you invest in your own business. So, we put together a few strategies on how you can finance these entry fees to be a real estate agent.
There are several ways you can finance the costs and fees to become a real estate agent. The cost of a real estate license is a small price to pay for the money you will earn as a real estate agent.
One reassurance is that these costs and fees are tax deductible. These fees will also pay for themselves within the first transaction you make. Also, you can supplement your income with a part-time job or you can save up the money working another job. Here are the way you can afford the fees to be a real estate agent:
As a real estate agent, you run your own business. You are an independent contractor. In other words, you are the CEO of yourself. So, the expenses you accrue to help you do business become business expenses.
Oftentimes, you can offset the fees and costs to be a real estate agent during tax season. Your business expenses become tax write-offs. They do not exist as expenses you financed once and forgot.
So, what qualifies these tax write-offs? They can be your pre-licensing education, brokerage fees, and business expenses.
The money you earn from your first commission check will make up for the money spent to become an agent. According to Zillow.com, the average home price in California for 2020 was $578,267. An agent, who earns a 3% commission, will make $17,348.
The first transaction will finance the entry costs and then some. You can also put that money towards the business expenses that you start to accrue. The more real estate deals you close, the more your finances compound.
Learn more about how a real estate agent commission works.
Supplementing your income with a part-time job is a common way people become real estate agents. People who work as a part-time real estate agent have a guarantee of income. When you are a full-time agent, your only income stream is your ability to close deals. So, you can lessen the burden and the entry costs with another job.
The downfall of this is the time investment. As a part-time agent, you will have to focus on the quality of your hours over the quantity of your hours. In other words, you have to make the most of your time.
Now that you know the cost to be a real estate agent, you can make a savings goal. Anytime you make money, you can tuck away a bit as a nest egg. This will let you “go all in” on your education and career.
But, if you plan on working full-time, you should save money before pursing a real estate license. The recommended amount to save is at least 3-months worth of living expenses in addition to finance the fees to be a real estate agent. This will give you a healthy cushion that will finance your lifestyle in case you do not find a deal right away.
Money is a big conversation topic. The entry cost to be a real estate agent is high and the cost of a real estate license is only the start. From the outside looking in, it can seem the cards are stacked against you. The best thing to do is take it slow and be smart.
How you manage your money will determine your success. You can make this job work–even as a part-time agent. Be honest with yourself and make a business plan.
Now that you know the fees to be a real estate agent, the only thing left to do is to become one.
We all know that building great relationships is beneficial.
They lead to deep and meaningful connections that create better friendships, stronger family ties, and can even help in business.
At its core, real estate is the business of working with people. It’s important to know how to set up and maintain a good foundation with your clients. Better relationships mean a better overall experience that will lead to more sales and referrals.
First, let’s discuss some ways you can start building relationships that last beyond the first transaction. We will then cover the 6 ways on how to maintain those relationships for lifelong clientele.
Listening is fundamental in creating a good working client relationship. Many agents are not in the habit of really listening to their client. Practicing this skill of active listening will give you insight to your client’s needs. It will let you know what they want and more importantly what they don’t want.Buyers may not always know how to communicate what they want, especially if you are working with a first-time home buyer. Listening will help you narrow down the field and help get them in their perfect home.
This may also be the case when working with sellers.
For example, you may be working with a seller that doesn’t want to hold an open house or place a “For Sale” sign in their yard. Perhaps they are not comfortable with strangers in their home. Maybe they don’t want to advertise to the rest of the world that they are selling for personal reasons.
As a real estate professional, you would still want to advise your client why this wouldn’t be the best approach in selling their home. If your seller still insists, then listen and respect their decision.
It’s then up to you to get resourceful and explore other avenues to get the home sold.
Open communication is key when working with clients.
If you are working with sellers, make sure you are being open and honest when it comes to the condition of their property. This will set the right expectations about how quickly you can sell their home. Especially if there are issues that need to be addressed first.
Be sure to communicate everything that is positive before addressing trouble areas.
A home is a personal place. This will ensure you are being objective and less likely to offend your homeowner.
Follow Up
Remember to follow up with your clients. There are many real estate agents in the field and you want to make sure that your client feels that they made the right choice with you. Be thorough and get all their contact information. This will make following up with them easier.
Here are some great examples on how you can follow-up with clients:
Another great way to create a better client relationship is to get personal. Don’t worry! You won’t be crossing any lines you shouldn’t.
We’re talking about things like finding out when their birthday is. Do they have pets? Do they have children?
Talking with your client about these areas of their lives creates rapport and connection. It is also a great way to tie in this information with your follow up. It gives you a purposeful reason to reach out.
Once you establish a good relationship it’s important to know how to maintain them.
Now, let’s take a look at some powerful ways to maintain the relationships you create. These are fundamentals ideas help foster and flourish a client relationship you have already created with people.
A meaningful way to express appreciation is with gift giving.
A gift given to a client that relates to them personally is a wonderful way to go above and beyond. As discussed before, you can base this gift on the information you already have on your client.
A great time for gift giving can be to celebrate certain milestones, like the closing of their first home. To maintain this, you can continue to send a gift on their home anniversary.
Another appropriate time can be on their birthday. Flowers or gift baskets are an easy and convenient way to show that you care and are thinking of them.
Remember that the gifts do not have to be extravagant. A simple gift card to their favorite coffee shop or restaurant is a thoughtful gift that would be appreciated.
Unfortunately, we can all fall prey to the philosophy of “out of sight, out of mind.” With so many real estate agents to choose from, it’s important to have your clients remember you in the future.
How does your own branded real estate magazine sound?
There are companies that create the content. They will then brand your image and information within the issue. They then send it directly to your client. You stay top of mind while also providing something of value.
Don’t undervalue the simplicity of a handwritten note or card to keep in touch with your clients. This is a thoughtful way to keep in touch with your clients and have them remember you.
All the important dates and information that you have on your clients should go into a CRM database. CRM stands for “customer relationship management” and does more than store the data.
It is designed to help you take action on the important dates and milestones. A good CRM database system can schedule emails and remind you of those important dates, like birthdays. It can help you create action plans for following up with potential leads and then automate them.
In short, a database will store data and a CRM helps you manage the data within it to take action.
If your client invites you to their family event or gathering, make sure you make the time to attend. Declining may jeopardize the connection you have already made with your client.
You may not be able to attend every event, but make the effort. Making an appearance is better than skipping the event entirely.
Remember, all your client’s events are opportunities to make new connections with their friends and family. Don’t miss out on the introduction to your client’s friend or family member that was ready to buy or sell.
Let’s go over how you can maintain a client relationship. That’s easy. Talk to your client about what matters to them in real estate!
Whether you have first time buyers, sellers or investors keep the topics relevant. So save the market data and stats for the investors.
LEAD GENERATION TIP:
This is also a great way to get new leads. It’s natural to talk about what you do for a living. So no matter where you are or who you meet, make sure to talk about that open house you had or the new listing you recently got.
If you have a name badge, wear it! It will create an opening for a conversation about real estate. It may also lead to an opportunity to gain a new client.
The best relationships are those that aren’t forced.
Great relationships are organically formed when you involve good listening and communication. Once that client relationship is built, you can maintain them by continuing to be authentic and genuine.
People will pick up on the sincerity. They will be more likely to give you their continued business and refer you to others as well in the future.
Remember that you are dealing with people first, not businesses. This will go a long way in initially establishing good a client relationship.
Actively listen to your client and have good communication. Once you establish connection, make sure you follow up in a timely manner. Don’t be afraid to get personal and ask what interests your clients. This will make for more meaningful conversations.
When it comes to maintaining a client relationship, just remember to treat your clients as you would want to be treated. You’ll have clients that will last a lifetime.
When you have scheduled your real estate exam, you will need to prepare to pass it. One of the best ways to study for the real estate state exam is with guided, focused teaching. In other words, one of the best ways to study is with a crash course. So, what is a real estate crash course?
It is an extra prep course designed to help you pass the real estate state exam. Before we dive into what to expect, let’s be clear about what it is not. This is NOT the course that qualifies you to take the real estate state exam.
Before you take the real estate crash course, you should know how to qualify for the real estate state exam. In California, you must complete 3 courses:
Prerequisites may vary from state to state.
There are many real estate schools to choose from, like CA Realty Training. You can take these courses live at a location, as a live webinar, or choose to take them online at your own pace. When you pass the courses, you will receive your 3 certificates of completion. You must submit these with your real estate state exam application.
The most crucial thing to remember when researching schools is accreditation. Otherwise, the Department of Real Estate will reject your certificates and your application will get denied.
So, you’ve taken your courses, turned in your application for a license/exam, and now it’s time to prepare for the test. How long should you study for the real estate state exam?
We recommend studying for 60 to 100 hours or for 6-8 weeks. Here’s why:
The Department of Real Estate processing times can be anywhere from 6-8 weeks or more before you receive a test date. This is due to the number of applications and the wait time for your background check results.
The good news? This gives you plenty of time to study so you don’t forget everything you’ve learned!
You should use a real estate exam prep course and a real estate crash course as close to your exam date as possible. This will fortify what you have learned so you feel confident stepping into the testing room. Let’s talk more about the differences between the prep course and crash course and how they will benefit you in your exam preparation.
An exam prep course can help you remember everything you learned before the exam. They are multiple-choice practice tests that simulate the exams administered by the Department of Real Estate.
These practices tests have questions that cover the 7 categories of learning required by the Department of Real Estate:
Click here to see the Department of Real Estate’s examination description and outline.
The bank of questions will change each time you take the exam to test your knowledge. They are as close to the state exam as possible, so you will experience an idea of what to expect come test day.
Another benefit of the exam prep practice test is how you can take them by category. This will help you test what areas you mastered and the categories you need to study.
What else is usually included with an exam prep course? Flashcards! Don’t underestimate the usefulness of flashcards. Real estate has its own language and flashcards are a great tool. Use these to keep up with the terminology to give yourself a better understanding of topics.
You’re at a crucial moment right before you take the state exam. Think of the exam as your final destination. If the exam prep is the map, then the real estate crash course is the navigation of the map.
Although you are not expected to know everything, there are concepts you can be sure the exam will cover. The real estate crash course lays out a blueprint to follow so you can hyper-focus on these concepts. Crash courses are over 2-days for a full 8-hours (16-hours total) so you can immerse yourself in the material.
You can take crash courses at a location or as a live webinar over the weekend. If your schedule is not as flexible, a great alternative option is a video crash course.
These are pre-recordings of the live sessions and cover the same material. Although they are not interactive, you can watch them on your own schedule, pause the video to take notes and watch again if needed.
The crash course will also cover topic recall tips & tricks, key terminology, and give exam-taking strategies. These are purposeful ways to build confidence and help you pass the test.
This course is your state exam playbook.
You can never be too prepared and this is key before taking the state exam. So, don’t leave anything to chance! Remember to take advantage of all the prep tools you have at your disposal. Take the exam prep course, use the flashcards, and INVEST in a crash course!
You’ll be happy you did and you will strengthen your odds of passing on the first attempt.
What are you doing to prepare for the real estate state exam? Comment below!
It can happen to anyone. In an instant, no matter what you do, you find yourself in a real estate slump. It can be difficult to get out of and can mess with your mental state.
This comes with the territory as a real estate agent. It’s hard when you depend on yourself for your next deal.
But, don’t panic!
We discuss the methods you can use to help break the real estate slump in this article.
Start with the notion that you can choose to have the right attitude. You can’t change adversity, but you can change how you decide to react to adversity. That’s powerful when you put it into practice.
Let’s face it. When your actions don’t yield results, becoming depressed and wanting to quit is very easy. This can make you question your capabilities and your choice to become a real estate agent. However, don’t give in to these negative emotions and thoughts. Remind yourself that not having constant deals is normal in real estate.
You may have heard over and over again that the right mindset helps you become successful in real estate. That same positive mindset helps you get through difficult times as well.
Daily affirmations are a great way to keep you in the right state of mind. These should be short, simple, and motivational to help you stay on track. Say them before starting your day or put them up in your workspace as a visual reminder. “I have a natural talent for real estate,” is a great one to start with.
Now that we covered the ways you can handle your mental state through a slump, let talk about the business side. Or more accurately, the lack of business...
When you don’t have an upcoming deal and you don’t have leads in the pipeline, that’s when most agents panic. When the panic starts, the slump begins. The next step is to work on your database. This is the source of your potential business.
Your database is your lifeline. As long as you keep adding to your database you will have deals to pursue. However, if you contact your entire database and you still come up short, that means one thing: It’s time to add more people.
Your slump feeling can be deceiving. Real estate is a numbers game–it’s all about converting leads. Some leads can take months to convert into deals. However, when all your leads take months to convert, well you start identifying it as a slump.
Remember, when you’re in the thick of it, every “no” leads you to a “yes.” These will potentially become future deals if you continue with your lead follow-up. Lead follow-up is as important as getting leads and growing your database. If you are diligent, you can end up having an amazing year. Then–just like that–your slump is over.
Sometimes, changing where you work can make all the difference.
Getting into a rut can put you in a slump. A rut is the habit or pattern of behavior that becomes dull and unproductive but is hard to change. If what you are doing is not giving you results, it’s time to change things up a bit. Starting with where you work.
Let’s say you work from home. There are advantages to working from home. For example, having no commute and focusing on calls. But, you are also isolated and have to rely on yourself for motivation. After a while, this can take a toll on you mentally–especially if you are not seeing results. So, make a change and start taking yourself to the office.
Your office can be a great place to change up your routine. When you work from the office you have the advantage of feeding off your coworker’s energy and networking with others. Start some healthy competition and see who can make the most contacts in an hour.
This is the idea: Generate activities to keep you motivated, on track, and in your head in the game.
Maybe the opposite is true for you. If you work from the office and you feel unproductive, take a moment to reevaluate your surroundings. Is your office dark? Are you surrounded by negative coworkers? If this is a constant, consider changing offices.
The bottom line, look for ways you can change where and how you do work. This change can inspire a creative way out of your career hole.
Well, they say having a plan is the best preparation for anything. Knowing that there are steps you can take, even in the middle of a real estate slump, is reassuring.
We talked about having a positive mindset, digging deep with your database, and changing your environment. These measures help you deal with a real estate slump.
When practiced daily, these measures are preventative.
Remember, that even the best agents fall prey to a real estate slump. It’s not the slump you should worry about, but the way you react to it.
What other habits helped you out of a real estate slump? Share them with us!
Becoming a real estate agent in California isn’t a dream only reserved for United States citizens.
You can be a real estate agent in California if you are not a U.S. Citizen. People ask us all the time about the real estate licensing process.
One common question that international students ask is, “Do you have to be a U.S. citizen to get a real estate license in California?”
The short answer: No.
But that doesn’t mean that anyone without citizenship can get their real estate license. You must follow specific requirements to become a real estate agent in the United States.
Let’s discuss how to get your United States real estate license if you’re not a citizen. But, first, let’s look at how you can get a real license without being a citizen in California.
The state of California discovered people were practicing real estate without a license. Moreover, these people were not citizens.
This was because prior laws made getting a real estate license difficult for non U.S. citizens.
When people practiced real estate without a license, they were doing so under the table. This made transactions untaxed and risky.
Therefore, new laws were created to motivate people to get a license with proper training.
These laws protect people from being denied a license based on their citizenship status. So where did these laws begin?
It all started with the introduction of Senate Bill 1159.
Senate Bill 1159 was introduced and signed in 2014 to amend sections of the Business and Professions Code, Family Code, and the Revenue and Taxation Code relating to professions and vocations.
SB1159 changed the legal presence requirements to obtain a real estate license in California.
Removing the legal presence requirement means that applicants are no longer required to prove U.S. citizenship or legal alien status.
Before, license applicants were required to have a Green Card. A Green Card allows you to live and work permanently in the United States.
Without one, you could not apply for a real estate license.
Senate Bill 1159 was the stepping stone that allowed people to apply for a real estate license.
Although, the bill didn’t stop some agencies from asking for citizenship status when issuing a license.
Then in 2019, Senate Bill 695 was passed.
This bill prohibited the Department of Real Estate (DRE) and other agencies from gathering information on the applicant’s citizenship or immigration status
Additionally, Senate Bill 695 disallowed using status as a basis for licensure. In short, this protected non U.S. citizens from being denied a license.
Although non U.S. citizens no longer have to show proof of presence, they still have to meet certain requirements:
An Individual Tax Identification Number is a tax processing number issued by the IRS to people who do not have a Social Security Number but are required to pay taxes.
People who would receive an Individual Tax ID Number include certain nonresident and resident aliens, their spouses, and dependents.
If you meet the requirements above, you are eligible for a real estate license in California.
But, before you can apply for your license, you have to take the required pre-licensing courses.
CA Realty Training has programs available to help you complete this requirement. We understand that not everyone learns in the same way. Therefore, each program offers its own advantages depending on how you learn:
These courses are online and completed at your own pace.
The only regulation by the Department of Real Estate is that you have to spend at least 18 days per course (not maximum).
Additionally, you must take one course at a time. Therefore, you can complete the program in 54 days.
If you are self-motivated and learn best by reading, this program is a good choice.
PROS: Self-paced, fastest program, best for reading/writing learners
This program has supplemental videos that add to the Online Program.
The videos are recordings of our in-class sessions featuring our head instructor. These videos supplement your online course reading.
The videos don’t cover everything in the chapters. But, they highlight important concepts and key terms as well as offer examples on how to apply them.
PROS: Self-paced, fast program, video resource, best for visual/auditory learners
For those that need support and guidance, we have a Live Webinar + Online program. Real estate agent trainers lead this 3-month program.
The live webinars are supplemental training designed to supplement your online courses.
Therefore, it gives you an educational environment. Here, trainers teach material based on their professional experience and the topic’s relevance.
PROS: Scheduled, interactive, best for visual/auditory learners
These new laws have given non U.S. citizens a path to becoming real estate agents.
Not being a U.S citizen is no longer a roadblock to becoming a real estate agent. So as long as you have the proper identification, you can take that first step and get your license.
What is a niche? If you aren’t familiar with the term, a niche in real estate refers to a specialization. The option for specialization is the beauty of real estate.
Maybe you’re asking yourself, “why not specialization in everything?”
Let’s think about the medical field for a moment.
When you get your medical degree, you don’t become a doctor of everything. You decide what interests you the most and specialize in it. Whether it’s internal medicine, neurology, dermatology, there are many paths to take. The same goes for real estate.
Real estate niches start with the two main markets: commercial and residential.
We’ll go over what’s available within each segment and explore the benefits and advantages of each. Before we dive in, let’s discuss why a niche in real estate can give you more clients.
Having a real estate niche is a great way to stand out. It helps edge out the competition. You focus on a specific demographic when you choose a niche.
For example, when you are known for being an expert in the downtown area or for being an expert in beachside properties, you draw clients seeking real estate in those areas.
This is because you are perceived as the authority for those areas.
If a home buyer wants a beachside property, they will contact the beachside property agent and not the downtown agent.
Sure, the downtown agent can help them, but they won’t know as much about beachside properties as the beachside agent. When given a choice, people will pick the real estate expert instead of the real estate generalist.
This is why finding your real estate niche is a powerful strategy for converting more clients.
Choosing a niche in real estate specifies the demographic you work with. Therefore, you will attract more clients because the competition is smaller.
You’re probably wondering what the best niche is. Well, the best niche is the one that you’re going to be passionate about.
Let’s look at the perks of commercial real estate and then how you can create a niche in commercial real estate. This sector is great for people who get excited about the idea of selling large properties.
The benefit of specializing in commercial real estate is the opportunity to earn a large commission.
To keep the math simple, let’s say you have an apartment complex selling for $10 million. 3% commission on $10 million is $300,000. Even after you give the brokerage their share, that’s still a big paycheck.
The potential to make big money in commercials is always a draw, but the inventory is not as large as it would be on the residential side.
If you are passionate about this sector, then join a company or a team that will train you.
A few commercial real estate niche ideas include:
After picking one of these niches, you can qualify even further. For example, you can be a commercial real estate agent who specializes in apartment complexes near the beach.
This will make your market very specific.
Many people do start on the residential side because of the high inventory. Because of the high inventory, there is an opportunity to create more specific niches in real estate.
Along with that, certain properties are able to yield high commission checks.
Take luxury real estate for example.
This is a market area within the residential sector that has expensive property. Typically, luxury real estate sells for $1,000,000+. With a 3% cut, you close a deal and earn $30,000.
Because the sector has more inventory, you can find more property to list and more clients who want to buy.
Therefore, you have the potential to move more in production than you would in the commercial sector.
A few residential real estate niche ideas include:
The benefit of residential real estate is the client size. Compared to commercial, residential properties have more potential buyers. Therefore, you can create a more specific niche to dwindle the competition and increase your client potential.
There are tons of qualifiers you can add to these specializations to make your niche more specific. The more specific you go, there will be less competition. However, you should balance this.
Making a too specific niche will exclude too many clients.
Remember, the purpose of a niche. You want to create an identity in real estate that tells people your specialty. When you specialize in a sector, you become the “expert.”
That’s because you spend your time learning about your specific area as much as you can. Therefore, you will create a level of expertise that other–generalist–agents can’t.
Let’s say you decide to focus on the downtown condos. You will market yourself as the downtown condo guru.
When people think of condos, they will think of you.
Once you have found the niche that speaks to you, concentrate on being the best in that field. The more you know about your niche, the more expertise you will have.
Here is how you can develop your niche in real estate:
Educate yourself on the contracts and practices while selling real estate in your niche. For example, the sales contract for a condo is different from the sales contract for a single-family residence.
Research the paperwork, workflow, and practices of the legal and technical aspects of your niche.
Next, you should familiarize yourself with the properties, people, and language used. This will give you a vernacular for your real estate niche. In other words, get to know your client. Here is how you do this: get out of the office and into the field.
Physically see the properties you want to sell. Meet the people who are interested in these properties. When you are familiar with your real estate niche, you instill confidence in your client that you are the right person for the job.
As with anything, this will come with time. Experience in your niche is vital to becoming an expert. So, immerse yourself. Concentrate on getting as many deals as you can to gain experience.
Your brand will dictate how people remember you. When you market yourself, don’t forget about your brand. Your niche in real estate will make your band. So, when people see your name they know what area you specialize in.
If you use ads, newsletters, digital content, or even word of mouth, then ensure your professional name is associated with your niche. That is how you create your brand.
Now you know the importance of having a real estate niche, what is available to you in both the commercial and residential sectors, and how to create it. Choosing the right niche can help convert leads and bolster your business.
Just remember, the best niche is the one that fuels your passion.
A real estate license lets you become a real estate agent, but it doesn’t guarantee a successful career. That’s where the hard work and tenacity come in. To make it easier for you to start your career in the best way, we outlined the 10 most important things you need to do after you get your license.
After completing your pre-licensing education and getting your real estate license, the law requires that you work under a real estate brokerage. Because of this arrangement, brokerages play a crucial role in determining an agent's success.
Finding a brokerage to work with for the first time may tempt you to choose one with low fees and commission splits. However, these brokerages offer less support than you need as a new agent. Here are the essential things to look for when finding a real estate brokerage.
Once you have found a real estate brokerage that is right for you, the next step is to interview with the brokerage. Setting up this interview is simple. All you need to do is get in touch with the brokerage, express your interest, and schedule a meeting time.
In real estate, your sphere of influence (SOI) is everyone you know, from acquaintances to family members. The sphere of influence is something that every agent has and can make use of.
What makes your SOI so important is that most of your clients, at the start of your career, will come from the people you know.
To maximize your SOI:
A buyer or seller is more likely to hire an agent they know over one they don’t. So, when you have a big SOI, and they know you’re a realtor, the odds of finding a client from your network increase.
According to the Internal Revenue Service (IRS), a real estate board consists of members interested in improving the business conditions in the real estate field. They are not organized for profit, and no part of the net earnings inures to the benefit of any private shareholder or individual.
Some examples of real estate boards are the National Association of Realtors (NAR) and the California Association of Realtors (CAR).
A real estate board membership is the difference between real estate agents and realtors. Although both professionals guide clients through real estate transactions, realtors have boosted their businesses by going further to increase their credibility. In addition, these boards provide membership benefits and perks, a support community, a network of fellow realtors, and several discounts and savings.
To become a Realtor®, you must pass the NAR Code of Ethics exam and work under a brokerage affiliated with an Association of Realtors. Joining a real estate board positions you as a trusted industry professional and can give you a competitive edge.
The Multiple Listing Service (MLS) is a private database established by cooperating real estate brokers to provide data about properties for sale. Real estate professionals also use it to assist their clients with buying and selling property.
The MLS is a vital resource for real estate agents. With MLS access, you can:
Websites are an excellent way for agents to generate leads, establish their expertise, create brand awareness, and provide up-to-date information to the public. Here are several features that make an excellent real estate website.
When creating a real estate website, you can outsource to a web developer or handle the creation yourself.
This comes from top-producing agent, Richard Schulman. Richard runs a top .1% real estate team and has made more than a billion dollars in sales. He understood that lead generation is the most important thing a real estate agent can do. He created a system that let him deepen relationships, build trust, and book clients. He called this "coffee dates."
Richard set up 30-minute coffee get-togethers with contacts in his database. On a recurring basis, he would set up these dates with people he hadn't spoken to in a certain amount of time. When he got together with them, he would catch up and hear how they've been. Eventually the conversation would come back to real estate in which he would ask them if they need any services.
"Coffee dates" are a simple yet powerful way to find new clients. Either the person you meet needs help, they know someone who does, or you catch up with someone who will eventually need help. This is a great way to stay top of mind and get a good caffeine boost.
By the way, we created a online video program with Richard. It's called From Rookie to Rockstar. It's a 6+ hour online video training program that teaches you how to find your first real state client, how to close more deals, and how to earn bigger commission checks.
You can join a team or go solo when you become a real estate agent. Below are a few pros and cons of joining a team:
If you still need help deciding if a team is right for you, consider what kind of leads you will have when you start your career. If you have an extensive network of people ready to buy and sell real estate or are willing to refer you to a family member or friend, joining a team might slow you down. Whereas if you have a smaller network, a team could help create a foundation for you.
A mentor is an experienced person who educates or gives help and advice to a less experienced person. Having a real estate mentor is always a good idea, especially when you are new to the industry. Your mentor can be anybody as long as the person has gained enough experience to guide you.
Your real estate brokerage may run mentorship programs to match new agents with experienced ones in your office for professional development. However, if they don't, you can just walk up to an older colleague and make your intentions known
Even after getting your real estate license, you need to keep learning and acquiring knowledge. So seek out training classes that can help elevate your career. Typically brokerages offer training seminars for their agents to help them become better negotiators, learn about contracts, and establish good workflows.
Success in real estate requires motivation and resilience. Your "why" is your deeper reason for pursuing a real estate career. Whether it’s financial freedom, helping families find their dream home, or building a long-term investment portfolio, having a clear purpose will keep you focused during challenging times.
When obstacles arise, revisit your "why" to stay motivated and committed to your goals.
You have a client so now you need to talk about home value.
Whether you help a client buy or sell a property, you need to know the real estate value.
This is because you need to have a fair listing price to attract sellers or a fair purchase offer to close the deal.
So, where do you begin?
Real estate comps are the best way to price a property like a pro. No other method gives you an accurate value price outside of hiring a real estate appraiser.
Let’s first start with the definition of real estate comps.
You may or may not have heard of the term “real estate comps.”
So, what are they?
“Comps” is short for “comparables.” Real estate comps are comparable home prices. Therefore, “finding comps” is the process of comparing the price of homes within a short radius of a listing.
Real estate agents use comps to help both buyers and sellers.
Comps help sellers estimate their home’s listing value to set a fair price.
Comps also help buyers know the selling price of similar homes in the area. Therefore, you and your client can make a fair offer.
You need to know how and where to find comps to benefit your client. By doing so, you provide the best service and build trust.
That’s vital to build a network of previous, happy clients.
So, let’s talk about 2 methods you can use to find real estate comps for your client.
Let’s start with the method that is most widely and commonly used, the Multiple Listing Service.
The Multiple Listing Service (MLS) is the most common tool used to find real estate comps.
The MLS is a database that has a record of all agent sold properties. This database includes homes that are “pending” or in escrow.
Active agents are required to be MLS members. Therefore, this is the most common way they find real estate comps.
The MLS is easy to use. It filters properties by location and price, and it also gives the user details on the property.
When you price a home, use the MLS to find what similar homes sold for in the same area. Ideally, you should find homes that have similar characteristics.
A few example of similar characteristics to look for are:
The MLS can filter these sold properties with ease.
Finding sold properties on the MLS to set listing prices is a smart choice.
There is already a record to substantiate that the home will sell within a given price range. This is crucial because it shows your seller that their home will sell quickly with the right price.
The MLS is comprehensive. But, it does not capture EVERY home sold.
Therefore, you might miss out on other comparables to use.
Why is finding every comparable important? It is important because you could potentially list your client’s property for a higher price.
Ok, so you may ask how this is possible.
Well, some sellers DON’T use an agent to sell their home. Those sales are called FSBO or “for sale by owner.”
You may have seen those “for sale by owner” signs on a property’s lawn.
A house is not placed on the MLS if a real estate agent does not sell it. In other words, FSBO homes are not placed on the MLS.
What now?
This is where your trusty title representative comes in.
Your title rep can give you computer access to the title database. This database contains all properties that are sold. This includes FSBO properties.
How is this possible?
Every transaction closed goes through the county record’s office. Therefore, the title rep has access to all recorded transactions.
This includes properties on the MLS, excluded from the MLS, and even FSBO.
Why is checking this title database so important?
In some cases, it can greatly affect the outcome of pricing your listing.
Checking both databases is doing your research. This is vital for real estate professionals.
When you check every database you avoid discounting your listing.
Here’s an example:
After viewing every sold property in your area on the MLS, you arrive at a listing price of $1,000,000.
But, the title database has a few “for sale by owner” homes that sold for $1,300,00 and $1,500,000. This shows you that you can list this property at a higher price.
This is helpful when you price an area that does not have many sold properties.
If the MLS is yielding a low return of sold properties in that particular area, the title database may find more.
Remember that using real estate comps help with your clients.
When you work with buyers, they benefit. This is because you find offers to get the best value. Buyers respect a data driven offer.
When you work with sellers, the ultimate goal is to get their property SOLD. Whether you use the MLS or your title representative, it all starts with the right, data-driven price.
This leads to sold properties, having a happy client, and putting a commission in your pocket!
A new homeowner closed on her brand new house. Her realtor hands her the keys.
She’s excited to settle into her new home.
The house is pretty hot when she first walks in, so she turns on the air conditioning.
After a couple of minutes she realizes that the AC is blowing hot air.
The seller reported a completed requested repair a few days before closing. Yet, it’s clear that the job wasn’t finished. Now the new homeowner is stuck with a damaged AC unit and a repair bill.
Situations like this are avoidable when buyers and their agents perform a final walkthrough before closing.
The final walk through is an important step in the closing process.
California’s stipulation 16 in the Residential Purchase Agreement allows property buyers to do a final walkthrough 5 days before closing.
The walkthrough is an opportunity for buyers to ensure that the property is in the same or better condition than it was during their last viewing.
At this point, the buyer’s requested repairs are complete, or near completion.
The buyer and their agent perform a thorough inspection of the property to ensure that everything is in order.
Many home buyers are not sure what they should look out for during a final walkthrough. So, it’s important for agents to attend to make sure a thorough inspection is performed.
A thorough walkthrough can take 2 – 3 hours to complete.
Agents often take notes and photos during the inspection. This is useful to have for their client’s records and for requesting last minute repairs.
The first items to assess during the final walkthrough are the requested repairs.
Once you have taken note of the repair status, begin inspecting the property room by room.
Creating a checklist is a good tool to keep track of the items to test in each room. Common checklist items include:
An inspection of the property’s exterior is as important, so be sure to walk around the outside.
Look for any signs of damage to the siding or roofing.
Additionally, notice if there are any significant changes to the land on the property.
Sometimes the sellers will remove items that sold with the house. Examples include landscaping or outdoor structures, like sheds.
Other items that were not sold with the house may be left behind. So, check out what is on the property at the final walkthrough.
As a home seller or listing agent, you can help make the final walkthrough process easier. Here’s how:
If possible, it’s ideal for the seller to move out of the house before the final walkthrough.
This makes property examination easier for the buyer. But, if moving out before closing is not an option, sellers should make the home available for the buyer.
It helps to remove or pack up as much of the personal belongings as possible.
Aim to complete the buyer’s request for repairs as soon as possible.
Keep copies of the service contracts and receipts. These will come in handy if there are any disputes with the contractors or buyers.
Once every repair is complete, the seller should perform their own final walkthrough. Testing every repaired item ensures that any remaining issues are caught before closing.
Also, if there are items missed during the home inspection, sellers will benefit from addressing those sooner rather than later. Examples include running toilets or leaks under the sink.
Professionals recommend sellers vacate the property before the final walkthrough.
But, if the seller has moved out several weeks before closing, they may not be able to keep a close eye on the property.
If the seller is still in town, it’s a good idea to check on the property once or twice a week to ensure the home is in good condition.
If the seller has moved out of the area, enlisting the seller’s agent, a family member, or close friend to keep an eye on the property is another option.
Completing the final walkthrough within a few days of closing is convenient. If new issues appear or the negotiated repairs are not complete, there is still time to address them.
First, the buyer’s agent needs to address repairs or other issues by reaching out to the listing agent.
Chances are these issues are fixable within a few days. But, in the event of larger problems buyers have a couple of options.
Some repairs take more time to complete.
In that case, the buyers may request to delay the closing. In other cases, the parties may agree to proceed with closing, but set up an escrow holdback account.
This account allows the lender to set aside part of the home loan to be released to the seller once the repairs are completed.
The lending company withholds more than the repair estimate. This is to motivate sellers to swiftly complete the repairs.
The most common time frame given for the repairs is 60 days.
Finally, if the house’s condition has deteriorated to a state where the repairs are costly and time intensive, the buyer can walk away from the deal.
This is likely to happen if natural disasters, fires, or vandalism damage the property.
The final walkthrough is an important step in the closing process. The buyer has a last chance to review the property.
Sellers can ensure that they have met every obligation.
Conducting a final walkthrough on a house gives every party involved peace of mind. Also, it leads to a smooth transfer of property.
What are some of your tips and tricks for a successful final walkthrough?
When a home seller secures a buyer, the home will need two different inspections.
On the surface, appraisals vs inspections of a home appear to serve the same function. They both perform walkthroughs of the property.
But, they examine different parts of the home. They also report that information to different parties.
The lender vets the prospective buyer's ability to pay back a mortgage loan. While doing this, the lender ensures that the property is worth the loan amount.
So, the mortgage company sends a real estate appraiser to assess the value of the home.
The appraiser measures the size of the property and completes a property analysis. This includes comparisons to similar properties in the area.
Also, appraisers judge the home’s integrity. This includes:
On the outside, they want to make sure that everything is operable and well maintained. The appraiser isn’t concerned with the cosmetic view of the property.
They also make note of visible health and safety hazards. Examples include broken windows or loose banisters.
The appraiser compiles this information into an appraisal report. Then, they send the report to the mortgage lender.
Based on the information provided, the lender extends the loan offer.
That is if the property’s sale price is in line with the appraised value.
If the appraisal is lower than the asking price there are some options for the buyers and sellers.
The buyer can ask for a price reduction in the list price. If the buyer has the funds and is willing to pay the list price, they can pay the difference in cash.
The seller can request a second opinion through another appraisal. Also, the seller can show the appraiser their own list of comparable properties. This is to justify their original listing price.
A home inspection differs in scope from the appraisal. The home inspector does a thorough inspection of the space.
They inspect health and safety hazards as well as the integrity of every part of the structure. This includes:
The home inspection usually takes several hours. Once the inspection is complete, the inspector delivers their report to the buyer. The buyer can then use this information to gauge if they want to make the investment in the home.
They can also leverage the information to renegotiate the pricing of the home or other parts of the deal. This includes the closing costs.
Preparing for the home appraisal process is different from the home inspection process.
Here is what your client needs to know to make this process easier for the appraiser and inspector.
For homeowners, the appraisal process can be stressful.
The appraiser dictates the value of the seller's home. There are some ways that homeowners can prepare for the appraisal to get top dollar.
One of the best actions homeowners can take when preparing for a home appraisal is to declutter.
The cleanliness of the home does not impact the appraisal value. But, a cluttered space makes it difficult for the appraiser to get a full, accurate look at the space.
Another suggestion is to perform cosmetic repairs or upgrades on the home.
For example, upgrading light fixtures, repairing a leaky faucet, or painting the walls. It is a good idea to keep a list of repairs and the receipts for the work completed to show to the appraiser.
The homeowner may see some of their money invested reflected in the appraised value.
Homebuyers should consider who they hire to complete their home inspection.
Purchasing a home is one of the most important purchases people make. So knowing what you’re buying is important.
One of the best ways to find a quality home inspector is to ask for recommendations. You can start with friends and family. If they had great experiences with their home inspectors, they might recommend them.
Review ratings on the internet is also helpful. The reviewing ratings help you find home inspectors near you
Also, dedicated home inspectors are often members of local and state organizations. Checking the list of members near you is also a great strategy.
Once you have found some potential home inspectors, the next step is to interview them.
You want to be sure that the home inspector has the experience, five years or more. Ask how long they expect their inspection to last and how detailed a report they offer.
Thorough inspections last several hours. It’s helpful to have an inspector who takes the time to inform you about the major issues that you need to address.
This could be through an extensive home inspection report or an onsite walkthrough.
Both home inspections and appraisals need professionals to assess the home. But, appraisers and home inspectors examine different things for different parties involved.
The appraisal protects the lender’s investment. They report on the property’s estimated value which the visual appearance determines.
Home inspections help protect buyers and sellers. Inspectors assess major and minor structural concerns with the property. This includes roofing, foundation, and plumbing.
Obtaining your license to work as a real estate agent isn't something that is going to happen overnight. But, getting your real estate license won't take nearly as long as obtaining other types of professional licenses. This article will offer a detailed look at how long it takes to get a real estate license.
The time that it will take to enroll into and complete real estate school, apply for, and pass the real estate exam averages 5 or 6 months. Of course, this timeframe can vary by program or state.
Every state has its unique licensing requirements, and it is vital to recognize that you will have to meet the specific licensing requirements of the state where you want to work as a real estate agent.
So the first thing that you should do, if you want to get a real estate license, is investigate your state's requirements.
That said, the framework for becoming a real estate agent is essentially the same across the country and includes the following:
Although the framework for obtaining a real estate license is generally the same in each state, it may take longer in some states to get a license than it takes another.
Since each state has its own pre-licensing requirements for real estate school, the length of the real estate program you take will vary.
In Kansas, you are required to complete 60 hours of pre-license classes before taking the state's licensing exam. In Nevada, it's 90 hours, while Rhode Island requires only 45 hours. The types of courses that you have to take may vary as well.
For example, in California, the Department of Real Estate requires that anyone looking to obtain a real estate license take the following courses:
Regardless of the state you live in, the time it takes to complete real estate school will also depend on whether you choose to take the classes in a traditional classroom setting or online.
Most states allow prospective real estate agents to take their pre-licensing courses online. Typically, taking an online real estate course can significantly reduce the amount of time it takes to complete your pre-licensing real estate education.
Some students prefer online real estate school for the same reason they are drawn to a real estate career: because it offers flexibility and the ability to create their own schedule.
Most online courses are self-guided, which means you can study on your own time and at your home pace, from wherever. Online real estate schools also tend to be more affordable than in-person schools.
The downside to online courses is that you need a lot of self-discipline to complete the course, and since they lack the personal interaction of an in-person program, you miss the opportunity to network or ask questions.
On the other hand, in-person classes tend to be more structured and hold students more accountable. Online learning isn't for everyone, and face-to-face learning and the social interaction among peers looking to enter the same field may be more beneficial in the long run.
But, in the age of COVID, more and more students are turning to online classes as the safest way to obtain their real estate license.
Again, every state is different, but once you apply to take your real estate licensing exam, you may have to wait for up to three months before you can take it. The reasons for the wait vary, but it could be the sheer volume of people taking the test, government red tape, or a backup caused by the pandemic.
Either way, there isn't much you can do about the time it takes between applying to take the licensing exam and actually taking it. If there is a wait, use the time to continue to study what you learned in real estate school or sign up for some extra classes to stay sharp.
Once you pass your licensing exam, you are officially a real estate agent. You can start working as a real estate agent right away. The documents will be mailed to you, but you can also receive the information via email as well.
Depending on the license application form you filed before the exam, your license can be associated with the brokerage of your choice, so you can start right away.
As we mentioned earlier, you're not going to get your real estate license overnight. Still, if you follow the required steps in your state you can complete all of the steps necessary and be working as a real estate agent within six months, on average. Once that happens, you can be well on your way to a lucrative career in real estate.
In real estate, it is standard practice for different brokerages to represent the parties involved in a transaction to ensure the full protection of everyone’s interests. However, it is also possible for both the buyer and seller to be represented by the same real estate agent.
This article will help you understand what dual agency is, how it works, and give you insight into the controversies associated with it.
A dual agency is an arrangement where the buyer and the seller are represented by the same agent during a real estate transaction.
A real estate transaction will consist of a buyer’s agent and a listing agent. However, this is not the case with a dual agency, as both the buyer and seller work with the same agent.
For this to work, it is very important for real estate agents to fully disclose that they are working with one of the parties involved in the transaction before agreeing to work with the other party. If either of the parties rejects the idea of using a dual agent, they have the right to opt-out of the deal.
Before a dual agency can move forward, both the buyer and the seller must consent to the agent representing both parties. Even after consent has been given by both parties, the agent is legally required to remain neutral and keep all information about each party confidential.
Although dual agency agreements may appear as an easy and convenient option to carry out real estate transactions, there are still some disputes surrounding it, which has led to the banning of this practice in some states in the U.S.
One of the major issues with a dual agency is that most agents do not properly represent both parties to their fullest extent. In other words, they may prefer one party over the other. For example, the buyer could worry that the realtor intentionally keeps the listing price high because they want a bigger commission check.
Another problem is that some agents will give confidential information to the other party, hence breaking the ethical code of neutrality to both parties. Some of these questions include the value of the property for sale, how to come up with counter offers for the property, and how to dispute the result of an appraisal carried out on the property.
Investors often mistake the use of the terms designated agency and dual agency. While these terms might be similar in certain aspects, they describe different situations in real estate negotiations.
In a designated agency, different agents within the same brokerage are delegated to work exclusively with the different parties of a transaction.
In a dual agency, the seller pays the commission. In fact, this is the standard for all types of agencies because the commission is split between the listing agent and the buyer’s agent.
Although there is no standard commission rate, typically agents will make between 5-6% of the home’s listing price.
In the case where the buyer and seller each have different agents representing them, the agents will have to divide the commission in half. This means that each agent receives about 2.5% – 3% of the purchase price.
This is relatively similar to the standard practice in a regular representation structure where the seller pays the commission.
Realtors maintain a fiduciary duty to their clients, that is, they are expected to be loyal and work toward the best interests of their clients.
However, the following states have made it illegal to practice dual agency:
To this day, single agency is still the most common form of agency in real estate. But, when you do find yourself in a dual agency, it is important that the realtor maintains the integrity of their career by serving the best interest of both parties.
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