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California Real Estate Exam: Everything You Need to Know
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One of the best ways to grow your real estate business is through word-of-mouth referrals.
Past clients and people within your sphere of influence can be a great source of new business. When someone recommends you to their friends or family, they are passing on their trust and positive experience, which helps you build trust with potential clients before you even meet them.
The key is to actively ask for these referrals. Let your past clients know that you value their recommendations and would appreciate them spreading the word about your services.
One of the best ways to grow your real estate business is through word-of-mouth referrals. Past clients and people within your sphere of influence can be a great source of new business.
When someone recommends you to their friends or family, they are passing on their trust and positive experience, which helps you build trust with potential clients before you even meet them.
The key is to actively ask for these referrals. Let your past clients know that you value their recommendations and would appreciate them spreading the word about your services.
To maximize referrals from past clients, it is important to stay top-of-mind. This means staying in touch even after a deal has closed.
Regular follow-ups, whether through email newsletters, phone calls, or even seasonal greetings, can remind your clients that you are still in business and available to help their friends or family.
Not only does this help generate new leads, but it also encourages repeat business from past clients when they are ready to make another move.
Another way to encourage referrals is by supporting your clients' businesses. Many of your clients may be self-employed, and if you can send business their way, they are more likely to refer clients to you in return.
For example, if you know trustworthy painters, movers, landscapers, or stagers, be sure to refer your clients to them when needed.
Building this reciprocal referral network not only helps your clients, but also strengthens your relationships and your reputation as a knowledgeable, connected agent who adds value beyond just buying or selling homes.
Sometimes, your clients may be moving to a city where you don't operate, but you know an agent there. This is a great opportunity to earn referral income by connecting them with a trusted realtor in that area.
Typically, the agent you refer them to will agree to give you a pre-determined percentage of their commission once the transaction closes.
This not only allows you to maintain the relationship with your client, but also earn income for making the connection.
In addition to referrals within your city, you can also refer clients to agents in other states where you are not licensed. This is done through a referral agreement and typically earns you around 25% of the commission when the deal is completed.
Referring clients to a trusted local agent helps ensure that your clients are in good hands and that the transaction goes smoothly.
When your clients have a positive experience, it also strengthens your relationship with them and increases the likelihood of future referrals or repeat business.
Another way to earn passive income is by helping out other agents. For instance, if an agent is going on vacation, they may ask you to manage their clients and leads while they are away.
Depending on the agreement, you may receive a portion of the commission or have the opportunity to take over the client relationship long-term. Similarly, if you refer clients to another agent because the deal is outside of your expertise or area, you can receive a portion of the commission.
These types of arrangements not only provide passive income but also help build trust and goodwill between agents, leading to future opportunities for collaboration.
Referrals are a fantastic way for real estate agents to earn passive income while helping others in the industry.
Whether you are asking past clients for referrals, supporting your clients' businesses, or connecting clients with other agents, referrals can help you build strong relationships and generate consistent income.
By leveraging the power of your network, you can grow your business, increase your earnings, and enhance your reputation—all without putting in much extra effort.
Start incorporating these referral strategies today to make the most of your relationships and take your real estate business to the next level.
One of the most daunting things about a career in real estate is the sales aspect - many people fear that they wouldn’t be able to handle the rejection. However, rejection is actually a good thing because it ultimately is what steers you in the right direction. Rejection is already part of daily life, and if you don’t experience rejection, chances are that you aren’t putting yourself out there enough!
Real estate is one of those careers that you have to really own and put 100% of your efforts - if you are not giving it your all, you are most likely leaving money and deals on the table. For example, when you meet new people, tell them that you are into real estate!
Part of putting yourself out there is being sure that if you fail, you will learn lessons and not beat yourself up over it. Failure is more about the lessons you learn than the act of failing itself. The worst thing people can say is “no” - and then you’re right back where you started! But if you want to move ahead, you usually have to ask for it, people are not just going to give you everything you want on a silver platter.
Again, it’s key to remember that most rejection will not set you back, but will just keep you where you are currently. For example, not getting a promotion means you’re still doing the same job. Not getting the listing agreement doesn’t mean you never will. In fact, most agents take 3-9 months to close their first deal… and that’s OKAY! Some of the most successful, biggest names in real estate took years to establish their career and get off the ground.
In fact, that’s something that most super-successful people have in common - it’s not their first business or venture! They have tried and failed, often more than once, before finding their sweet spot and success path. Failure truly can be an opportunity if you frame it in the right way.
Keep in mind that practice makes perfect, so being rejected many times will make you better at failing and better at learning lessons from your missed opportunities. Seek out opportunities to ask for a deal or put yourself out there - if you get rejected, pick yourself up and try again. If not, even better - you just got a discount or a client!
Always remember that rejection is not the end of the world - it’s often the beginning of something completely new and awesome. Have faith in yourself, keep trying, and don’t let rejection get you down. As stated previously, rejection is actually a good thing because it ultimately is what steers you in the right direction.
Let’s hear from you in the comments below - what was your biggest failure? Success story? Share it for our readers!
Timing is key in many aspects of life, but especially so in real estate. Since all real estate deals are done on a timeline, it’s very important that real estate agents are good at time management to ensure a smooth transaction process (or ANY transaction process!).
One prominent saying that definitely applies to real estate is “time is of the essence.” For example, people often go with the first agent that gets in touch with them (after they submit their name on a website, for example), so it’s important to contact your leads quickly.
As a buyer’s agent, you’ll have to be on top of your game when it comes to timing. It’s especially important in a hot market like today’s, where inventory is scarce and there is a lot of competition for each house on the market. Your buyers want to be the first to see the homes that go on the market, so they can have the first choice of the house to buy.
Once your buyers have settled on a home to purchase, they of course have to make a purchase offer. In the real estate world of multiple offers and very few days listed on the market, time is definitely of the essence when submitting an offer!
Let’s say it’s the late afternoon, and you and your clients have just come from a home they really like. You sit down in your office and come up with the terms of the offer, including the price, days in escrow, and financing. They leave, telling you to submit the offer immediately so they will be first in line. (Usually, the highest and first offer gets accepted - so if your offer is the same dollar amount, but comes in before the second offer, you will usually get the home.)
However, what if your buddies then call you from the bar, or your friends want to go out to dinner with you? What do you do? Well, if you’re an efficient time management machine like you should be, you will submit the offer right then and there like you promised your clients.
A lot of new agents fall into the trap of “oh, I’m my own boss, it’s okay.” Well, you are your own boss, but you are still working for your clients. If they find your work unsatisfactory, or you are lollygagging around, they will certainly not recommend you to their friends. They might even stop using you and go with a different agent, which would obviously lose you the commission and relationship. That’s why it’s so important to be an effective, reliable, and efficient agent!
Another area where timing comes into play is after the offer is accepted and the clients are in escrow. Escrow is usually a defined period of time, around 30 days, and both buyer and seller expect that the deal is completed in that time. Agents on both sides have to do their jobs in an efficient and timely manner so that the deal does not get delayed, or worse - fall through. Time is once again of the essence!
Once the sale is done and escrow is completed, time is still a driving factor. To gain referral business, it’s important to follow up with your clients in the right timeframe - usually a few months after they’ve settled into the new home - to make sure you’re still at the front of their minds. It's important to never fall off their radar.
As was stated previously - time is of the essence! Keep this in mind when striving to become the most successful real estate agent possible. As always, check back soon for another great installment of our blog.
Though the IRS may classify realtors as “independent contractors,” being a real estate agent is far from an independent job. In fact, all real estate transactions rely on a network of individuals doing their jobs properly to ensure the transaction goes smoothly.
Take sports, for example. There are a lot of sports out there that are independent - like swimming, tennis, or boxing. However, when you look at the sports, are the players really so independent, or do they have a crew of people behind them helping them?
They all have coaches, and a boxer will have the people wiping blood and tears from his face during the matches to ensure that he can go the next round at 100%. A real estate agent is not so different. Though you might be out there cold-calling or door-knocking alone, it’s really the team of professionals you’ve built that will ensure your leads turn into clients, and clients into satisfied customers with smooth transactions!
We have compiled a list of important people to include on your ‘support team’ once you’re a Real Estate Agent:
A sales assistant helps convert leads into genuine prospects. This person can assist the agent and make sure all leads are followed up on. Though this only applies to agents who are advanced in the process and who are receiving lots of leads, it’s an important one to mention first.
As we explained in 4 Challenges That Can Arise During Escrow, the escrow process can have many hiccups, and escrows have a way of falling through when you least expect it. Therefore, a good escrow officer can foresee any problems you might run into, and let you know ahead of time of any issues so you’re prepared!
Title representatives are also a crucial part of a good real estate agent’s support team, and there’s a reason that most real estate agents have their preferred title representatives. Title searches are only scratching the surface of an issue that can arise with title transferring, and a good title rep will know what to look for when issuing a title insurance policy. Ask around the brokerage when you’re hired who their favorite title rep is and why, and consider using them as well.
A good home inspector (and Natural Hazard Disclosure inspector) is also a good card to have in your hand. Especially if you are a buyer’s agent, you want a home inspector that will catch even the tiniest flaw, so that you know you are not proceeding with a bad home. You have a fiduciary duty to your clients, so you must keep their best interests in mind at all time. Just because the house looks good to the untrained eye, does NOT mean that a good inspector cannot spot current or future issues that will cost your clients thousands of dollars down the line - and possibly your reputation.
A good transaction coordinator (TC) can be an enormous help to high volume agents. He or she will ensure all transactions go smoothly by working with all of the people mentioned above on behalf of the agent. This enables the agent to really focus on their brand, or on gaining more business - maybe even leads that their sales assistant has vetted!
The TC tends to be a crucial position for a strong agent who has many ongoing deals at a time. The agent can focus on some of the more difficult or personal deals, and the TC can help focus on the other deals. By working with buyers, sellers, loan officers, title reps, and escrow officers, a good TC can be worth their weight in gold to a good agent!
Now that we’ve explained the different players who must work together to get the real estate “match” finished, tell us in the comments below - is real estate a team sport or is it an independent sport?
First, let’s ask a very basic question about home inspections: are they even required? The quick answer is: no. But, it’s hard to find a real estate agent who would advise against one. And why? Because home inspectors are trained professionals who have a job and a duty to disclose any problems or potential problems they see. Problems that may go unnoticed by a seller.
From the date of opening escrow, a homebuyer has 17 days to utilize the option to have a home inspection completed. Often, they will make the escrow contingent on the home inspection, meaning that the escrow process will be stopped based on the findings of the inspection report. For example, if there is a major damage, the escrow will be put on hold while the buyer and seller (via their agents, of course) negotiate on how to address the problem
They can address the problem one of four ways:
The last one is the bad one - the deal falls through and the house falls out of escrow completely. In fact - one of every 20 escrow transactions actually does fall through! And, incredibly, one in FOUR is delayed for some reason or another. Out of the 1/20 that fall through, a full one THIRD (1/3) are due to the home inspection findings.
Let’s say it was a real deal-breaker like a cracked slab or a cracked pool. These are things that, in addition to being extremely expensive to repair, can cause all sorts of damage down the line. For instance, if the gunite in the pool was cracked, that would allow water to seep out of the pool and into the ground. Or, in the case of a cracked slab, it could cause the house to shift unevenly and possibly leak water and mold into the walls. It all depends on the extent of the damage and the cost/difficulty of repair, which is why a home inspection is so crucial!
Even if the seller discloses some damage of the house, chances are that it would be cosmetic or outdated. It is important to keep in mind that the seller usually does not go on the roof frequently and inspect the house like an inspector would. Home inspectors go in every attic, attend to every part of the roof, under every eave, check the pool (if applicable), check the foundation, floors, windows, and more.
Hopefully, if any inspection issues come up on the properties you’re involved with, they will be simple ones - like mild termite damage or a few cracked roof tiles. These specific issues are easy (enough) to deal with. An air conditioner can be replaced easily, a garage door opener can be serviced or swapped out in a day, and cosmetic damage is always relatively simple to address.
In this week's blog, we answered a YouTube subscriber question (subscribe here)! Our friend asked if we should deal with real estate investors as an agent, how to work with real estate investors, and in general what investors are looking for in a property. Well, in short, it varies widely, but we wanted to give you a longer overview explanation.
Firstly - as an agent, you ALWAYS want to deal with investors. They are: (1) great clients, (2) less emotional (they're not looking for a home to permanently live in), and (3) usually have a better idea of how they will finance and pay for the house. However, investors tend to be demanding, and thus are in need of an agent who is experienced and knowledgeable
To gain experience and knowledge in the field, first you have to understand why the real estate investor is investing, and what they are looking for. It’s called ROI - Return on Investment. Though all investors want to make money, there are usually two main types: those looking for a short-term ROI (immediate cash back), and those who are looking for a long-term ROI and greater stability.
In today’s hot-hot-hot market, most investors are “flippers," or people who want to buy and sell houses quickly without ever living in them. This gives them quick cash (if the deal is executed properly) and a quick return on investment.
To flip a property, first the investor has to find a run-down property, or one in need of some love and care. This is often the shabbiest home on the block, or otherwise deficient for the neighborhood (this is key; they don’t want to over-improve). Then, they will put time and money into the property by constructing, remodeling, repainting, and otherwise improving the property. The trick to this is to bring the house up to, or above, the standard of the neighborhood.
Time is of the essence when doing these house flips. The longer the investor has their money tied up in the house, the less room and ability they have to make other investments - like buying other houses. Therefore, they want a house that can be improved quickly, and a good construction crew for any major work.
A few years ago, Robert Rico himself was listing an undesirable property here in Inglewood, Los Angeles, California. He knew that no typical family would buy this house, or be interested in it as-is. However, one day, someone with a vision approached Rico - an investor!
Rico sold the house to the investor, representing both the old seller, and the new buyer in the deal - double-ending the transaction for double the commission! Though it sounds insanely low now, the buyer was able to secure the dilapidated house for only $240,000. As his vision was executed, he put $30,000 in improvements into the house - a total of $270,000 spent.
Only a short while later, the investor put the house back on the market - and this time, it got $420,000! Rico represented him again, earning another commission (3 total) in the process. The investor also made $150,000 (minus commissions) - not a bad deal at all!!
However, with a hot market like today, most houses have been flipped recently and the quick improvements have been made, so it’s more about the long term investment. This would be someone buying a house, putting it up for rent, and (hopefully) having the renters cover the mortgage. The downside to this, besides maybe not having the house rented, is that the money is tied up in the house - it cannot be accessed immediately.
The silver lining to this is that, although it’s cyclical, real estate has always been a good long-term investment and almost always goes up in value. Therefore, buying real estate NOW, and waiting, is a better strategy than waiting now, and buying real estate later.
The key to being successful in the investor market is being diligent, competent, and efficient. Do your research, find the diamonds in the rough, and market them heavily to anyone you think might be interested in real estate investments. This is a great way to earn two commissions and repeat business.
Welcome to CA Realty Training’s weekly blog - this week’s topic is about credit scores, also called FICO scores. Are they important for buying a house? Who is looking at these scores? How do you improve them, if necessary?
First, let’s break down the acronym FICO: it stands for Fair Isaac Company - the company that came up with and computes these scores. These scores range between 300-850, giving a quick glance of how good that person is at paying back their debts on time.
These scores are compiled by three major agencies - (1) Equifax, (2) Experian, and (3) TransUnion. These three agencies will each give you one credit score, so every American adult with credit has three credit scores that are usually a little bit different from each other. Provided they are close, everything is good and there should be no red flags on your credit.
Now, we dive into the important issue - when are FICO scores used for buying a house? Well, since most real estate transactions are not all-cash, they have to involve a lender. When the lender gets involved, they are lending the buyer (“borrower”) a significant amount of money, and they, the lender, want to know that they will be paid back, in full, on time.
When a buyer first approaches a lender, they visit a bank or mortgage broker, start chatting, and then the lender/mortgage broker will start to qualify the buyer as a potential borrower. They might ask questions like, “How much money do you make? How long have you been at your job?” and more, to get a sense of how reliable your income is. However, they don’t know how good you are at paying your debts, until they run your credit score.
When they run your credit score, they get three numbers back - let’s say, for the sake of argument, that one bureau gives you a 700, one gives you a 729, and one gives you a 725. You have very good credit and they are all close to each other, so there are no red flags here. The lender (or bank) will then take the middle of those three scores (so, the 725) and use that as your credit score when determining your eligibility for the loan.
Let’s say you make a lot of money, but for some reason, you’re very bad at paying back your debts. Even though your income might be great for the loan, your FICO score will suffer if you have unpaid debts or late charges on your record. Every late credit card payment matters, every missed car payment or especially a missed mortgage payment -- these are all big dings to your credit score!
If you don’t have a good FICO score, the lender will think you are too risky to lend money to, because they might not get paid back. Since getting their money back is the most important mission of every lender, they are not likely to take a risk on you if you have a bad track record of paying back debts.
Let’s take an FHA loan, which stands for Federal Housing Administration. It’s a special loan designed to help first-time homebuyers, with only 3.5% down instead of the traditional 20%!! So, as you can see, most first-time homebuyers would be much better off with an FHA loan than a conventional loan. However, buyers have to have a credit score of 580 or better to get an FHA loan. What do they do if their score is, say, 575?
There are a number of quick, simple fixes to raise your credit score by a few points. Once your credit is run, your lender should review the findings with you if the score needs to be brought up or if there are any outstanding debts on your report.
A few small unpaid bills from years ago can impact your score negatively by a few points, so if you have any old unpaid debts, pay those off before applying for a loan! If you weren’t aware of them, don’t worry. Your lender will often counsel you to simply pay off those old debts, and then they’ll do what’s called a rapid rescore -- running your credit again quickly just to confirm that the score raised enough to qualify you for the loan.
If your score is further from the mark, there are credit counseling services to look into. There are many types of credit counseling and their main mission is to improve your credit score and get rid of your past unpaid debts or late charges.
As we reviewed, getting a good loan is dependent on having a good FICO score. So to recap, is the FICO score important? YES, YES, YES!!! Keep on top of your score, find out what it is from the three credit bureaus, and do everything you can to improve it if you are trying to buy a house or even apply for an apartment lease. It gives people a quick look at your credit worthiness on an easy, universal scale, and makes or breaks the loan.
Any questions or comments? Leave them in the comment section below, or on our YouTube page!
When you work in real estate it is bound to happen at some point. A homeowner will die on their property. As an agent, if you have never dealt with this situation before you’re going to have questions.
Do agents have to tell buyers if someone died in a house? How does the death disclosure work? What do you do as an agent if someone dies in the house and it’s in escrow?
As a real estate agent, there is essential information that you need to know when dealing with a death in the property. When you know the procedures and disclosures involved, selling a home that has had a death on the property will be easier to handle, just like managing a distressed property where additional complications may arise.
How you handle the death disclosure will be different depending on when it’s discovered. We’ll discuss each scenario, what disclosures are involved and the proper procedures to follow.
Let’s start by talking about the basic rules as it pertains to California real estate.
Death on the property is considered a “material fact” and must be disclosed.
A material fact is considered to be any information that can influence the decision of the buyer involved in the real estate transaction.
Material facts include items like a cracked slab, known plumbing issues, or anything else that can be considered a defect. Yes, “death” is included as a material fact.
This is critical because a death on the property would definitely be a deciding factor that a potential buyer would want to know.
Many people are uncomfortable with the idea of living in a house where death occurred. It could be due to superstition, the belief that the house could be “haunted,” or it could be a personal issue. The fact remains that some people are very adamant about this and will not purchase a house where someone has died.
If you are the listing agent selling a home with death on the property, you must disclose this information. But per California civil code 1710.2, you only have to disclose this information if the death occurred within 3 years of the buyer making an offer.
So as we just discussed, it’s important to disclose this information when you are representing the seller and have the listing.
But what if the death in the home happens after the offer has already been made and you are in escrow? It can happen and in this scenario, you will want to make sure you are still following the correct procedures.
Per the California civil code 1710.2, you are only required to disclose a death before an offer is made, right? Not the case and we’ll explain why.
You need to approach this like you would any other transaction once the house has been modified while in escrow. If the home had a new leaky roof or was recently flooded, you would disclose this new information to the buyer because it has affected the integrity of the house.
In this case, the death in the home is treated in the same way. It is a new variable that has modified the home and may influence the buyer’s decision to continue with the transaction. You must disclose this information.
If you are lucky enough to have the buyer agree to continue with the purchase, it’s crucial to document everything.
Whenever there is a critical change in the property materially, it’s important to document it. You can do this by using an Addendum to the contract.
When completing the addendum, be as detailed as possible. You will want to note that there has been a death on the property and include the address and date of occurrence. State that the buyer has been informed and accepts the new condition of the home.
Then, have all parties acknowledge and sign it. That includes you as the seller’s agent, your seller, the buyer, and the buyer’s agent. Once executed, send that change to escrow immediately.
Disclosures and documentation are designed to limit your liability as an agent and these will also safeguard your client.
At the listing stage, we disclose the death in the property on the seller disclosures and on the Multiple Listing Service in the private remarks.
If the death occurs during escrow, we use the addendum.
What happens if the buyer discovers that there has been a death in the property AFTER escrow closes? What then?
With all the need for disclosure and documentation, you might be wondering how this can even happen. Although it’s not the usual, there is an instance where this can occur.
We’re not referring to any properties where it has been more than three years later. Technically the death does not have to be disclosed.
However, we recommend always erring on the side of disclosure — it’s better to be honest than to conceal facts when trying to be a reputable agent.
As we discussed, it’s required to disclose a death on the property if it is within 3 years, although there is one exception.
An exception to this rule is when the house is a foreclosure or a bank-owned property. Since the bank could not have reasonably known what was happening in the house, they are exempt from the rule about disclosing deaths within the last 3 years.
Unfortunately, there isn't much that can be done at this point. If the buyer finds the information too overwhelming to remain in the home, they can always choose to sell the house and move.
As an agent, there are a couple of things you can do to prevent this from happening if you are actively seeking out bank-owned properties for your buyer.
ASK YOUR BUYER
During the consultation, ask your buyer up front whether or not death on the property is an issue.
DO SOME RESEARCH
If it’s a deal-breaker, make sure to do your due diligence beforehand to find out if there has been a death on the property. You can check public records or ask the neighbors.
Taking these simple steps will make sure you are on the same page with your buyer and can prevent a bigger issue from developing later.
Having to deal with death on the property is never the ideal situation. But knowing what to do when you are faced with that situation will make all the difference.
Whether you are representing the buyer or seller, the key to closing the deal is proper disclosure.
Death in a property will not be a deciding factor for all buyers. Make it a practice to ask your client before you start looking at houses. There is always going to be a buyer that is willing to overlook this material fact.
Remember, a death in the property does not mean the death of the deal.
Working with buyers is a great time as a real estate agent. You get to see homes with excited people, you get to show them a place where their dreams can happen, and they are usually ecstatic when you successfully complete the purchase! However, not everything is easy when working with buyers. There are a number of mistakes that can be made when doing a listing presentation, from not connecting with your buyers to insulting their home. Today, we’ve compiled a list of the more common mistakes that new agents make. Don’t make these - these can cost you a buyer, and therefore a commission!
The common mistakes new real estate agents make can be remembered with the ‘5 Ps’:
You have to be prepared as a real estate agent, or as any career! If you’re not
prepared, you’re not focused and thus buyers may lose trust in you. Be sure to be prepared with all of the information pertaining to the houses you are showing (like the routes to the house, how many bedrooms/baths, year built, etc.)
Don’t waste time, or stall time. If your buyers want a type of house that’s not on the market, try your best to go out and find what they are looking for. Be diligent and try to be the best agent you can be, for your clients, and for yourself. Being proactive requires hard focus and determination. Wasting time will only make you look sloppy and seem unreliable.
Mark Anthony said it best when he says, “If you do what you love, you’ll never work a day in your life.” We completely agree! Love what you do and let the passion illuminate through you. Your clients will see this and feel good throughout the process. Think- emotional contagion. If you are passionate and radiate positive energy, your clients will feel positive and will want to purchase a property. If you do not seem passionate, you will seem like you don’t want to be there, and this will of course make you lose clients.
Presentation is everything in real estate. Well, not everything, but certainly a good percentage! As a real estate agent, you must dress professionally, speak professionally, have good hygiene, and generally take care of yourself! Even if you have to fake it -- fake it till you make it! Another key tip is to generally look good at all times, since you are technically always “on the clock” even when you’re not with clients. It all starts with being professional and looking polished. This is a business, after all, and people love professionalism.
It is important to remember that Real Estate is a people-business. You need to be approachable, likeable, personable. It is one of the biggest purchases and investments a homebuyer's life, and they'd want to make a connection with the agent selling them their home. If you come off as an intimidating person, people will be fearful and not want to approach you, and then how would you get clients? The best way to be personable to is to be yourself, and engage with your clients on a genuine level. The best way to get to know clients is by asking questions and by simply being yourself. Talk about your kids, your pets, your hobbies!
As a real estate agent, it is crucial to have characteristics that encompass the 5 Ps - Prepared, Proactive, Passionate, Professional, and Personable. These qualities will help get you clients and not lose out on commission!
This week, we received a question from a viewer: does real estate affect the national economy, and how?
Of course, it does! Real estate is one of the primary drivers of economic activity in the country, from the transactions of buying and selling homes to all the related activities. Think of each individual home in the country -- all your neighbors, all the areas you drive through each day, and all the homes that you pass. Each one represents an investment by someone - usually a family - and the hard work that they are putting in so that they can own this piece of property.
For example, when Head Trainer, Robert Rico, bought his first house, in 1993, it cost him only $106,000! This sounds like a very small amount of money right now, but it’s still a significant amount to save. In the long run, a home is like a savings account for the homeowners -- since property values, over time, will trend upward. A home is a great place to put your money.
If you own property and hold it long enough, it can be treated like a savings account - and the Ricos were able to sell that house later for close to $400,000! That’s an enormous increase in the value and enabled them to do things like go out to dinner, and spend money on various things, which thus increases value in the national economy.
Because homes also require a lot of maintenance and upkeep, that’s another whole category of economic activity simply because it creates jobs. There will always be a need for gardeners, construction workers, and home repair workers. This drives the economy because those people drive vehicles that cost money, they use fuel which drives the national economy, and they also own or rent their own homes - and the cycle keeps going.
Home improvement is also another huge driver of economic activity. Like the gardeners and construction workers, home improvement contractors will also have to drive trucks, spend money on fuel, and further drive the economy. When people improve their homes, they buy raw materials, which drives the economy (for example, the lumber and metal industries).
If we think of the time between 2007-2008, what happened? Home values dropped, so the equity in people’s homes disappeared, and they no longer had money to spend on other things. This recession affected the economy drastically, putting people out of jobs and putting people out of money. It slowed down the economy as a whole - which is why we called it the great recession.
So to answer our reader’s questions - Does all this real estate activity drive the economy? And to that, we say, OF COURSE!!! Whether you own, invest, or work - you are driving the economy and helping it grow.
See you next week for our following blog post - and don’t forget to subscribe to our YouTube channel!
As the saying goes, there are two things in life that are certain - death and taxes. In the meantime though, the benefit of being a real estate agent is that you get to have a flexible schedule and make a good amount of money -- but be careful when it comes to paying your taxes, since it’s very different than a typical employee of a company.
First things first, after getting your license, you will interview and pick a brokerage that’s right for you. It’s very important to make sure that you’re at the right office that best fits your needs! Once you are licensed and working at a brokerage, the IRS will now classify you as an independent contractor -- meaning, you’re no longer an employee of a company and you are responsible for your own tax payments.
As we have covered in our blog, How does a real estate agent get paid?, this is a commission-only position and thus you are not going to be receiving a typical hourly or salary wage. However, the upside to this is that -- when you sell a home, the commission checks are usually very generous!
However, a KEY piece of information to remember is that when the broker hands you your check, no taxes have been taken out yet. This is a complete departure from a paycheck you’d receive as a salaried employee, where the deductions are already done and you get a tax refund at the end of the year. In fact, if you don’t set aside the right amount of each commission check for taxes, you will owe the government a heavy amount in April! The other thing is, since your brokerage is not going to do it for you, you are the one that must keep track of your income, expenses, and actual tax filing.
The best thing to do, especially as a real estate agent, is to have a certified tax professional (especially one who’s got experience with other real estate agent-clients) look over your income and see what deductions you can make. After all, as an independent contractor, you essentially are your own business, and therefore can deduct some expenses as business expenses. A great way to find a tax professional like this is to network with experienced agents and ask them who they use to do their taxes.
When you and the professional are doing your taxes, there are many things that count as legitimate business expenses that you can (and should!) deduct to reduce your tax burden. For example, the miles on your car showing houses to clients can be written off. So can expenses for advertising, some office expenses, and further out-of-pocket costs you’ve incurred over the past year.
For far too many agents, the saying applies - “money in hand is money spent.” Don’t be one of those agents -- they are the ones with back taxes that owe money to their brokerages. Since you are given so much freedom as a real estate agent, part of the tradeoff is that you have to be diligent about setting aside money for taxes so that you are not in debt later.
So, what are the takeaways from real estate agents’ taxes?
Thanks for reading our weekly blog! We’ll see you back here next week, and if you have any questions or comments, you know what to do...
One day or another, every agent has been faced with (or will face) this problem: What do you do with a buyer that doesn’t qualify for a loan on the home they want to purchase? It’s a common problem and one that’s only becoming more common as loan payments increase.
A great benefit to working with buyers, especially first time homebuyers, is the excitement that they bring to the table. They are often transitioning from renting and very happy (giddy, even) to be embarking on this new chapter of their lives. You get to share this chapter with them too -- enjoy it!!
However, sometimes they do not have perfect credit, employment, or income -- and they cannot qualify for the loan that will get them the house they really want. Many times, people have a FICO score that is not up to par for the lender to work with. As we covered in our previous Credit Score blog, the buyers’ FICO scores will reflect their payment history and debt percentage.
Sometimes, there’s a small debt or past-due account that’s hurting the credit, and a great lender will know how to look over a credit report and decide what to pay off and what to adjust for a “rapid rescore.” This is one of the reasons why you want to help homebuyers get in touch with a mortgage broker and not necessarily with the banks directly. A bank is not as likely to recommend a rapid rescore or give advice as a mortgage broker would.
In a rapid rescore, once the debts are removed from the credit, usually by paying them off in full, the credit is re-run in a process that takes from 3-7 business days. After that’s done, the score is often many points higher - often bringing the buyer above the threshold to qualify for a loan!
There are three credit bureaus - Equifax, Experian, and TransUnion. The lender takes the middle score of the three, and therefore sometimes a buyer (borrower) can raise one score and qualify for the loan. Again, it’s really best to advise buyers with iffy credit to go to a mortgage broker and explore their options there, rather than just going directly to a large bank or corporation.
However, the FICO score is not always the reason that someone does not qualify for a loan. The lender will also look at employment history and debt-to-income ratio (DTI) to see if the borrower’s income seems stable, if they are tapped out with other debts or if they can easily afford the proposed monthly loan payment. A car payment is a common payment to eliminate, if the borrower has the cash reserves to pay off the loan or lease. It’s usually a few hundred dollars a month and can dramatically affect the DTI ratio, so it’s often one of the big ones to be considered.
Sometimes the borrower has not been at their job long enough, or their income is not a stable W2 income (for example - if they are a real estate agent!!). In this case, the lender is likely going to want copies of bank statements to verify the dollars coming in compared to the dollars going out.
Very often, a smaller lender (for example - a credit union instead of a bank) will have more relaxed guidelines on the above criteria and they will allow a borrower to obtain a loan when a bigger lender would not lend money. Ideally, it will be an institution such as a credit union or small bank, but every once in a while, borrowers will go to a “hard money” lender. A hard money lender charges high interest and usually wants the money paid back in a short period of time, so this is really not an ideal situation unless the borrower plans to refinance fairly soon after purchase.
All in all, it’s really best to steer clients toward a mortgage broker you know and trust - hopefully an intelligent and creative one that can come up with alternative ideas to the big banks. Like everything in real estate, it’s also important to have a good relationship with these mortgage brokers so that they can refer business your way as well. Some people actually contact their mortgage broker before their real estate agent, and that could be a source of business for you!
Don’t hesitate. Don’t let your buyers walk away. Keep your good connections with lenders and mortgage brokers, and steer your buyers in the right direction. Real estate is all about relationships and ensuring that the customer comes first -- keep that in mind, even when they don’t qualify for the first loan!
Welcome back to CA Realty Training’s weekly blog! This week we’re covering a touchy subject - sexual harassment in real estate, and what to know in general about real estate agent safety.
Though some people prefer to shy away from the topic, the reality is that it happens, and we wanted to address it for all of our curious subscribers! Where is that line in the sand that you shouldn’t cross? What types of situations make a client uncomfortable?
First, keep in mind that you are a professional as a real estate agent, so you should reflect that with your conduct. Yes, it’s important to be personable, but keep that line in mind and don’t cross it! It would be better to seem “overly professional” -- which isn’t really a criticism -- than to seem overly casual, and overly personable.
When people hire you as their agent, they are often heavily swayed by your first impression. Do they see you in a suit, business casual clothing, or are you unkempt? How do you carry yourself, and how do you introduce yourself? All these things are very important factors in making a positive first impression.
Second in their decision is usually evaluating the professionalism of your mind, your conduct, and the presentation of the facts you have. Do you speak professionally and keep slang to a minimum? Do you have an explanation for your recommendations? Keep in mind, these are not your buddies from the bar or from bowling club; this is not your sibling -- professionalism is key in these situations so that you can impress the clients and earn the listing.
Thirdly, use your actions to make a client reassured you’ll be professional. Don’t make any inappropriate comments, don’t suggest anything unethical, and make sure you keep your interactions above-board at all times. People respect honesty and integrity -- key factors in someone’s decision to do business with you.
Also, it’s important not to be overly physical with clients -- it could easily give off the wrong impression if you are not already friends. A hug can be good, but can also be too much depending on the situation. Be cautious, and see how your clients express happiness, and then match their personality.
Don’t mix business with pleasure - keep your relationship professional. Sure, you might be attracted to some clients more than others, but that’s no excuse for making anyone uncomfortable. Be reasonable!
Today’s world is one of political correctness and minding what you say, and especially so in work situations. Don’t let a small slip-up create a negative impression, because impressions are lasting and could lose you business!
Just as a reminder, these are not your friends from a bar, these are not your family, these are potential clients that you want to impress! Keep everything professional and be tactful, and make sure you don’t give off the wrong impression which could send clients packing.
Balancing a career in real estate with personal life is challenging – especially when you’re just starting out!
New agents often find themselves working long hours, juggling clients, and trying to manage family responsibilities all at once.
While the flexibility of real estate is appealing, achieving true real estate work life balance takes time.
In this article, we’ll explore practical strategies to help you stay organized, set realistic goals, and focus on what matters most—both in your career and personal life.
Achieving real estate work-life balance starts with setting a structured daily schedule.
Real estate can be unpredictable, but by creating a plan for your day, you’ll be better equipped to manage client needs, personal responsibilities, and downtime.
Having a consistent routine ensures you stay productive without sacrificing your well-being.
One of the best ways to stay organized is by using time blocking.
Dedicate specific blocks of time to tasks like prospecting, returning client calls, or paperwork.
This method ensures every aspect of your business gets attention without overwhelming your schedule. For example:
By assigning tasks to specific times, you avoid multitasking and stay focused on what matters, leaving space for personal time with family and friends.
It’s crucial to establish clear start and end times for your workday. While real estate often requires flexibility—like handling last-minute showings or negotiating contracts—you should aim to protect your personal time whenever possible.
Inform your clients of your availability, and use scheduling tools to ensure tasks stay within the designated work hours.
Balancing your schedule early in your career will set the foundation for long-term success and prevent burnout.
With time, you’ll build the flexibility needed to enjoy both your professional and personal life.
Managing clients, appointments, and paperwork can quickly become overwhelming.
By incorporating the right tools, agents can streamline their workflow, save time, and reduce stress.
Below are two key ways technology can help agents stay organized and maintain balance between work and personal life.
Scheduling apps like Google Calendar, Calendly, or Microsoft Outlook allow agents to manage their day efficiently.
These tools provide real-time visibility into your schedule, helping you plan showings, meetings, and personal time.
These apps ensure you aren’t scrambling to keep track of tasks, making it easier to create boundaries and protect your personal time—one of the most important aspects of work-life balance.
Automating routine activities can free up valuable time, allowing you to focus on what matters most.
Automation not only saves time but also helps maintain consistency in your operations.
This frees up mental space, allowing agents to dedicate more energy to personal priorities and client relationships, which are both crucial for sustainable success in real estate.
Incorporating these technologies can significantly improve work-life balance for real estate agents, giving them the flexibility to manage both work and family responsibilities.
An underrated element of a good work life balance is your personal health. When you feel good, you have more energy. When you have more energy you can do more. We'll you decide if "more" is more work or more relaxation.
Real estate can be a demanding career, with long hours, constant client communication, and high-stakes transactions.
Prioritizing health helps prevent burnout, improves focus, and ensures you stay energized throughout your busy days.
Here are two key strategies for maintaining your well-being.
Regular exercise is not just about staying in shape—it also boosts energy levels, reduces stress, and enhances mental clarity.
By maintaining a regular fitness routine, agents will find it easier to manage stress and stay sharp, which ultimately benefits both their personal and professional lives.
In real estate, it’s easy to get caught up in the hustle and forget to slow down. Mindfulness practices help agents stay present, reduce anxiety, and handle high-pressure situations with calm and clarity.
These small but impactful habits can help you recharge, making it easier to maintain focus and engage meaningfully with clients, family, and friends.
A healthy body and mind are foundational to creating a balanced and successful real estate career.
How do you set good goals for work and personal time?
While it’s tempting to aim for large milestones, breaking those goals into smaller, manageable steps ensures steady progress without becoming overwhelmed.
Instead of focusing on lofty goals like closing several deals in a month, narrow your efforts to specific, actionable tasks.
For example, make a plan to contact five people from your Sphere of Influence (SOI) each week or attend one networking event a month.
These smaller tasks build momentum toward bigger achievements and help you stay focused along the way.
Real estate can be demanding, but taking on too much at once can lead to burnout.
Set boundaries for how many clients or deals you can manage without sacrificing personal time.
It’s important to recognize that progress in real estate takes time—trying to rush the process may negatively affect both your performance and your well-being.
Remember, steady and consistent work leads to sustainable success.
Focusing on high-quality clients is more effective than spreading yourself thin across too many.
Building deeper relationships with a select number of clients allows you to provide better service and increase the chances of repeat business or referrals.
Focusing on fewer clients gives you the opportunity to provide personalized attention, which leads to stronger connections and long-term loyalty.
When clients feel valued and well-cared for, they are more likely to refer you to others and become repeat customers.
These relationships often become the foundation of a lasting and successful real estate business.
Not every inquiry will lead to a closed deal. Prioritize your time by focusing on serious buyers or sellers who are ready to act.
By identifying and investing in these high-value leads, you maximize your efforts and free up time to manage other aspects of your life.
This approach reduces wasted time and ensures that the work you put in directly contributes to your success.
Achieving a real estate work life balance is no easy task, especially for agents just starting out.
The reality is that balance doesn’t happen overnight—it requires time, intentional effort, and sometimes a bit of sacrifice.
In the early stages of your career, long hours and unpredictable schedules may feel overwhelming.
But with thoughtful goal-setting, strategic use of technology, and a focus on building meaningful client relationships, you can gradually create a lifestyle that supports both personal and professional success.
If you want to know how to find more clients, close more deals, and earn bigger commissions, then check out our program, From Rookie to Rockstar.
This is a residential training program that teaches you how to become a successful agent. There's practice tips, thoughtful insights, how-to guides, scripts, and more. It's built to teach you how to revolutionize your career.
Learn more about the program and see what it takes to grow your career while achieving more personal time.
There are many reasons why people set their sights on a career in real estate. From unlimited earning potential to the freedom and flexibility, the benefits of a career in real estate seem endless.
Perhaps that’s why the United States Bureau of Labor Statistics expects the overall employment of agents and brokers to grow by 4% between 2020 and 2030.
Oftentimes, there are 10 reasons why people start a real estate career:
Let's dive into each reason to learn why it makes so much sense.
A real estate agent is paid a commission when they represent a client through the transaction process. The commission is based on a percentage of the final sale of the home.
As a real estate agent, your yearly salary depends on many factors. These include: number of completed transactions, your commission percentage, and your brokerage commission split. This is why your earning potential is unlimited. Nobody else dictates how much you earn in a year. It is entirely dependent on how many properties you sell.
Real estate agents work as much or as little as they want. Because real estate agents are paid a commission, they choose to work full-time, part-time, or in their spare time. Remember that the income will likely be higher the more hours the agent dedicates to their job. That's because they dedicate more time to finding new clients and more work.
A real estate agent can work from anywhere. Most agents work from home or on-site at the brokerage firm that sponsors them. However, the industry affords agents the flexibility to work from wherever they choose. In fact, an agent can work from an island in the Caribbean! But, I don't recommend that. What if a client wants to tour a house in Sacramento?
A licensed real estate agent can't work without being sponsored by brokerage. Agents represent their broker. But, this isn't like the standard employee-boss relationship we associate with 9 to 5 jobs.
Agents are like entrepreneurs. They finance expenses, take ownership of their actions, and find their own work. They sign with brokerages to offset the legal responsibility of running their business. That's why agents split their commission with their broker.
In other words, agents run their own business inside a brokerage. The broker won't tell them when to show up to work. Agents are free to make their own decisions. If they want to work in the afternoons only, that's fine!
The beauty of the an agent's freedom is that you can enter into contracts on your terms. If a client asks an agent to represent them, the agent has a right to turn them down. It is entirely up to the agent to decide who they want to work with.
Many agents exercise this freedom when they pick clients. If the agent ever gets a "bad feeling" in their gut about a client, they don't have to work with them.
People don't need a college degree to become a real estate agent. This makes real estate one of the highest earning careers for people without a college education.
In fact, most people enter the industry without experience in sales. Learning on the job is popular quality of being a real estate agent. That's because most brokerages provide training courses, workshops, and seminars. Agents who succeed always focus on learning new skills and ways to run their business.
Those who don't prioritize learning and growing struggle the most. Just because you don't need a college degree doesn't mean you don't need to learn.
Getting a license is more accessible and affordable than most people think. While getting a license won't happen overnight, it's by far easier and quicker than other career options.
Although the time frame will vary by state, the average time to complete real estate school and pass the real estate licensing exam is approximately 5-6 months. There are hundreds of real estate schools that helps students get their license, study for the exam, and launch careers. CA Realty Training, in our opinion, is the best. But we could be biased.
Every day is different for real estate agents. Because agents have flexibility, they can schedule each day however they want. Some days, agents need to give an open house whereas another day may involve presenting a sales pitch to a potential seller.
Whatever the agent needs to accomplish, they can stack their calendars with new and exciting activities. This keeps the agent's job ever changing and engaging.
Another aspect of a real estate career is choosing your specialty area. Some agents love working with families looking for a new home, whereas others may love working with investors buying commercial property.
Real estate markets include:
A career in real estate doesn’t necessarily mean that you need to work as a real estate agent, either.
In addition to being a buying or selling agent, other typical real estate jobs include:
Agents meet new people every day. Whether it's a lead at a coffee shop or new mentor, an agent's network is always growing. For agents to be successful, it has to!
Agents will also meet interesting people who are leaders in their community, local celebrities, big time celebrities, representatives, and other high performing people. The reason why is because everyone uses real estate. The type of people who are buying and selling are typically people with wealth. Agents still represent these people, because they need a home, too.
Meeting interesting people is what keeps people interested in real estate.
As you can see, there are many reasons why people become real estate agents. Unlike most conventional 9 to 5 jobs, a career in real estate offers freedom and flexibility. Additionally, agents work with interesting people and manage large investments. The excitement factor is ever present.
A real estate agent is much more than just a salesperson — they guide their clients through one of the most important transactions of their life. And while Hollywood has shown the glamorous sides of being a real estate agent, it’s a tough job with a lot of responsibility.
That’s why real estate agents have a unique set of skills and personality traits that help them succeed in the industry. Here are some of the most common personality traits in real estate agents, and how they can be helpful throughout their careers.
Are you comfortable going up to a stranger at a coffee shop? Do you enjoy mingling at parties? Being sociable and outgoing is the key to getting new business as a real estate agent. Real estate agents, like other salespeople, should be able to build connections and sell themselves to people they meet daily.
You have to leave a good impression on clients, earning their trust and building connections so they feel confident that you can help them in a major life purchase. While you don’t necessarily have to be an extrovert to succeed as an agent, you should feel comfortable meeting and talking to new people in a variety of settings.
Whenever you’re selling something or working with a salesperson, there can be a natural level of distrust between parties. However, Realtors work under a code of ethics and should always strive to be honest and transparent in their business.
Whether disclosing information about a property they're selling or guiding their clients through the buying process, being honest and building trust is key to succeeding as a realtor. Showing you have integrity and are ethical and honest is a fundamental quality to have in any profession - but especially in real estate.
Your reputation will quickly plummet if clients and other agents feel there’s any dishonesty in your work.
As a real estate agent, you are your own boss. You decide what hours you work, set your own goals, and pave your own path. That's why real estate agents have to be disciplined in their work ethic. This is especially true when you’re just starting out in your career and building your network.
Once you’ve completed all of your training and education, agents should expect that it will take time to find clients to work with — and you will have to work hard to find business! Sometimes that requires countless phone calls and sending dozens of emails without a lead.
But, despite the hard work needed to get there, the freedom of being a real estate agent is appealing to many who are capable of staying disciplined without much direction.
Real estate is a complicated industry — there are legal terms, multiple steps in the transaction, and lots of back-and-forth communication. That’s why real estate agents need to be clear and direct. In today’s age, clients expect to be frequently updated on their home buying or selling process from their agent regularly.
With clear and direct communication to clients, you’ll provide better service and they’ll be more likely to refer business to you — a key step in growing your business early on as an agent! Whether you’re explaining the terms of a contract to first-time homebuyers or working to negotiate with another real estate agent, real estate agents should be excellent communicators who can clearly articulate in any situation.
Most real estate agents are go-getters, ready to take their business to the next level through hard work and proactivity. As an agent, you must proactively grow your business through networking, marketing, and stellar customer service.
New clients or listings won’t just come to you without taking the first step. Being proactive also means remaining professional and in control of the situation at all times. A real estate agent must be able to keep a positive attitude and address any challenges that arise with a can-do attitude to solve them.
While being honest as a real estate agent is always important, you should also be prepared to handle any situation tactfully. Buying or selling a home is a highly emotional process, and as an agent, you should be able to be mindful of all the complexities at play.
In times where being brutally honest can hurt someone's feelings or be disrespectful, you must exhibit tact to manage the situation skillfully. For example, if a client tells you they think their house is worth $1 million, but you know, based on your expertise, it’s really only worth $900,000.
In this situation, you’ll need to tactfully explain your reasoning and walk them through your thought process.
Real estate can be a cutthroat and challenging industry for new agents to enter. They might think being an agent is filled with glitz and glamor as portrayed on TV, but in reality, it involves unique skills to navigate each transaction and client with finesse.
That’s why, according to some statistics, nearly 87% of real estate agents fail in the first five years. With only 13% succeeding after five years, it’s essential to consider what personality traits you have and if they’re aligned with becoming a real estate agent.
While this number may seem staggering, the reality is that the barrier to becoming a real estate agent is generally low, with the possibility of high earnings, driving many people to seek a real estate license without examining if they’re a good fit for the job.
If you struggle early on in your career as an agent, find a mentor or someone who can give you advice. With guidance, you can understand your areas of opportunity to improve.
As with any career, you can succeed as a real estate agent with hard work and perseverance. Maybe you’re not the most extroverted. Or maybe you’re working to become more disciplined in your daily life.
The key is understanding your weaknesses and how they impact your work in the real estate industry. With the right knowledge and positive attitude, you’ll be poised to use your personality traits to your advantage!
Welcome to the weekly CA Realty Training blog! This week we bring you a topic that Head Trainer, Robert Rico, is really passionate about -- motivation. In truth, Rico is really passionate about what motivation leads to, which is ACTION!
The word “motivation” comes from the Latin word movere, which means “to move” or to make something happen. In real estate, because you are your own boss, it’s key to stay in motion so that you are successful in real estate. One thing that you have to discover, even before you get into the real estate career, is what gets you to move.
“What gets you to move?” Rico has asked thousands of students this same question, and usually, the answer is simply, “money”. But that’s not truly what gets most people to move -- money is usually a vehicle for something else. Because the second question after that is almost always, once you have the money, what would you do with it?
For some people, that answer might be “travel the world”, and for some people that might be “have a beautiful house”... and for the ambitious ones, maybe even both! Once you dig deep down, that’s where the true motivation comes from. For a lot of people, they would give it to their kids or put it towards their children’s education. That way, their children can get a good job and be happy -- so their motivation is actually their children’s happiness.
No matter how much motivation gets you going, though, it’s important to remember that it’s only the first step. In Rico’s eyes, it can actually be a little overrated -- because everyone can pick a factor that motivates them. The second step is action -- and this is often where people get distracted. Very few people throughout the country actually act on their motivation, for reasons due to being scared, lacking direction, or simply wanting to work for someone else because of the security it provides.
Motivation + Action … we are at Success already, right? Not quite yet! To get that final component, you have to add in some Discipline -- in Rico’s words, the “highway to success”. Actions, repeated many times, lead to Discipline, which is the third component of this cocktail. Whether it’s cold calling during certain “time blocked” hours or studying your real estate material strictly, there are a lot of things you can do to boost your discipline. See our blog: Why Is Time So Important In Real Estate?
In sum, in real estate or any other career, you have to find what motivates you and what will lead you to continued success. Whether it’s money, family, vacations, living in a preferred area… whatever motivates you will be the best reward to get you moving in a new career. Think also of the end game of your motivation - it’s important to enjoy what you are doing.
So, how do you do get to success, you ask? It’s very important to have a passion for both the final product (the motivation, beyond the money) as well as the activity that will get you there. If you love houses and people, being a real estate agent is a great combination career of the two. If you are passionate about getting a deal done and solving problems, get into real estate - there is always a new problem to solve!
If you have correctly identified your motivation, there should be a reserve of energy and discipline, deep down, that will keep you going toward your eventual goal. Remember to keep repeating your positive actions, which will drive you toward your motivating factor. Repetition creates discipline, and Motivation + Discipline + Passion = Success!
The path to most careers begins with getting a college degree.
But what about real estate? Do you have to go to college to become a real estate agent?
The good news is: no!
You don’t need a college degree to become a real estate agent. Actually, it's not even necessary to have a high school diploma to practice real estate.
Of course, if you do have a college degree, it can help you. But it’s not required to be a good real estate agent. Not all degrees apply to real estate.
Let’s examine both sides of “college vs no college” when it comes to pursuing a career in real estate.
We’ll also talk about the requirements to get your license. But first, let’s discuss the college advantages.
As mentioned earlier, you don’t need to go to college for real estate. But, college has never hurt a person’s professional development. Enrolling in college for real estate comes with perks. Some of which will carry over into your professional growth.
If you already have a degree, it can help you practice real estate. For example: studying finance helps you understand confusing mortgages. When your client is in escrow, you may find it easier to explain a buyer or seller net sheet to them. You can provide financial advice to your clients.
But, that doesn’t mean that having any degree will give you an advantage. If you have a science degree, there might not be much overlap with real estate.
Another advantage of going to college for real estate is access to a broker's career. You can fulfill the experience required to become a real estate broker. A 4-year major or a minor in real estate will allow you to become a broker after you get your salesperson license.
Usually, you are required to hang your license for 2 years at a brokerage. Then, take additional courses before you apply for a broker’s license. With a 4-year college degree, you can expedite this process.
Don’t discount the value of college when it comes to cultivating people skills. College is a social environment. So, it teaches students how to interact with different personalities. Real estate is a “people” business and that's an important skill to have.
The design of college courses is to educate and promote critical thinking. This is crucial and useful during a difficult real estate transaction.
Omit, there will be some advantages to having some college experience or a degree. But, the question was, “is college necessary to become a real estate agent?” Nope!
So now, let’s explore the alternative if you don’t have a college degree.
There are fundamentals that every person should have to succeed in real estate. This goes beyond the classroom curriculum. It’s personal mindsets and skills that will help you excel.
Don’t underestimate the importance of having a passion for something. It’s the driving force that leads and motivates a person to pursue an interest. If you have a passion for real estate, you already have a foundation for success in the field.
Real estate agents are in the business of helping people. If you are a “people person,” you already have the skills needed to be a great real estate agent. If you enjoy being of service to others, this trait will serve you well.
Don’t think of yourself as a “people person?” Whether you realize it or not, your previous work experience has prepared you to work with people. It’s how you interact with your coworkers and the customers themselves. Real estate agents apply people skills all the time in their careers.
If you currently work at a big company, see how many people you know and try to expand the circle. It should be good practice for when you become an agent! Also, this will expand your sphere of influence!
Education will be a constant throughout your real estate career.
You have to complete a real estate school program before you take the real estate state exam. While licensed, you will learn about new laws, regulations, and contract updates. Upon renewal of your license, there will be continuing education requirements. Not to mention career training throughout your career.
To say the least, this career requires you to be open to learning new things. Having the mentality of being a lifelong student will help you improve. Be an education sponge – absorb everything!
We've explored the “college vs no college” question. Also, we learned about the merits of both sides.
Now, let’s get to the good part!
Whether you have a degree or not, there are only a few actual requirements needed to get your real estate license in California.
That’s it!
There’s no requirement to have your high school diploma or GED. Also, there's no requirement to have a college degree.
Students can take the 3 pre-licensing courses at a college or real estate school. This satisfies the educational requirement to get your real estate license. Most real estate schools offer courses online, which makes them accessible to everyone.
It’s also worth mentioning that an accredited real estate school offers college-level courses. This doesn’t mean real estate school is hard. People often choose to enroll in real estate school over a college for a quick start to a real estate career.
Whether you have a degree or not, people who want a real estate career have many things in common.
They want the opportunity to have their own business with limitless earning potential, the freedom of making their schedule, to provide a good life for themselves and their family.
They have a desire to help people.
The college experience will promote critical thinking and developing great people skills. This will help shape you into a great real estate agent. So, the takeaway is that a college degree can help, but it is not necessary.
What is necessary is to have great passion, people skills, and drive. These are the true key characteristics to succeed in real estate.
Selling a home can be an emotional and stressful process under the best of circumstances, but it becomes even more complex when the sellers are going through a divorce.
For real estate agents, understanding how to navigate the intricacies of selling a home for divorcing clients is crucial to ensure a smooth transaction.
In this guide, we'll explore best practices for managing these types of listings and how to handle the unique challenges they present.
Understanding the motivation behind the sale is key in any listing.
For divorcing clients, the sale is often driven by the need to divide assets, which can make the process more emotionally charged.
Unlike most other sellers who are anticipating an exciting new chapter, divorcing sellers are often not in the best of spirits.
Real estate agents need to be prepared for this reality and adapt their approach accordingly.
Before proceeding with the listing, it is essential to check the title on the property.
In many states, properties owned by married couples are held as community property, meaning both parties have equal ownership. If the divorce is amicable, this process can be relatively straightforward.
However, if it is contentious, managing the interests of both parties can be challenging. It is important to know who has ownership rights and ensure that both parties are in agreement on the sale.
When dealing with divorcing clients, it is critical to remain neutral. As a real estate agent, your role is to facilitate the sale, not to mediate the divorce.
Avoid taking sides or allowing yourself to be pulled into any disputes. Your focus should remain on selling the property for the best possible price while treating both parties with equal respect.
Communication is key when handling a divorce sale. It is important to keep both sellers equally informed at all times. If you need to communicate with each party separately, ensure that you provide the same information to both.
Transparency helps to build trust and ensures that both parties feel heard and respected throughout the process.
Divorcing couples will need to make key decisions regarding the sale, such as setting the listing price, accepting an offer, or deciding how much to invest in preparing the home for the market. These decisions often require discussion between both parties, and it is best to give them the space to do so without interference. Be patient and understand that it may take longer for divorcing clients to reach consensus compared to other sellers.
The ultimate goal is to sell the house at the best possible price. While it may be challenging to manage conflicting opinions and emotions, keeping the focus on the shared objective can help guide the process. Remind the sellers that you are there to help them achieve the best outcome for both of them and to support them through the sale process.
Ideally, the divorce is amicable, which makes the sale of the home much easier for everyone involved. However, if there are challenges, maintaining a professional and unbiased stance is essential. Always treat both parties equally, provide them with the same level of information, and avoid becoming involved in their personal disputes.
Ensure that you are accessible to both parties and keep them updated on any developments. Clear communication can help alleviate some of the stress involved in the sale and reassure both parties that you are working in their best interests.
Handling the sale of a home for divorcing clients requires a delicate balance of professionalism, empathy, and neutrality. By understanding their unique motivations, maintaining open communication, and giving them the space to make decisions, you can help ensure a smooth transaction.
Always remember to remain impartial, treat both parties equally, and keep your focus on the goal—selling the property at the best possible price. With the right approach, you can successfully navigate these challenging situations and support your clients during a difficult time.
This law was created in response to an actual event that happened in New Jersey. In 1994, there was a tragic rape and murder of a 7-year-old girl named Megan Kanka. Her killer was a neighbor and he had been previously convicted of sexual crimes against a minor.
At this time, there was no way to research a person convicted of sexual crimes. To prevent a similar situation from happening again, lawmakers introduced Megan’s Law.
Megan’s Law is a federal law that requires convicted sex offenders to enter their names on a registry. Some states also require these offenders to notify their community when they relocate. This action is considered part of SORN, Sex Offender Registration and Notification, laws.
So, interesting information — but what does it have to do with real estate?
As an agent, Megan’s law will directly affect you when it comes to working with both buyers and sellers. Let’s start with how the Megan’s Law disclosure comes into play when you are representing a buyer.
It’s usually a very exciting and emotional time for your clients. For most people, this is the largest investment they will make in their lifetime. A home can represent stability and a chance to plant roots and build a family.
When you help your client find the house of their dreams, you get to be a part of that experience and people are usually happy.Your buyers have found the right house, the offer is accepted, and escrow is opened!
Escrow is a legal and binding contract so it’s crucial that everything goes smoothly. An important part of this process is the disclosures. The disclosures are given by the sellers to the buyers. They cover everything about the house itself and the area surrounding the house.
One of these documents will be Megan’s Law disclosure.
It lets the buyers know where they can access the information regarding sexual predators. This will be extremely important to your buyers who have families with young children.
In California, you can go online to MegansLaw.ca.gov and the information is publicly available for anyone to view. You can see where registered sex offenders live by entering an address. For example, the address of the new house you want to purchase.
It gives buyers the opportunity to evaluate the neighborhood and make an informed decision on whether or not they want to purchase the home. If the results are unfavorable, they have the right to cancel the escrow and get their earnest money deposit back.
Megan’s Law is instrumental for buyers in ruling out houses in an area where sexual predators reside. However, there is another side to this.
What if you’re representing the seller?
At face value, it may seem that Megan’s law can hurt a homeowner’s chance of selling their home. After all, the database shows where all registered sex offenders currently live and it could lessen their chances of selling their homes.
Also, the database does not take into account that the homeowner may have purchased their home BEFORE an offender moved into the area.
Is it fair that this information can immediately lower the value of their house? Is it right that it may make it more difficult to sell their home? We don’t think so, and neither does the state of California.
So let’s talk about how this works when you are representing the seller.
It comes back to the disclosures. As a real estate agent representing the seller, it is your responsibility to give the disclosures to the buyer. This includes everything that the seller is aware of regarding the property and the area.
The key phrase is “everything that the seller is aware of”. It’s important to remember that you only have to disclose the information you know — you don’t have to do research beyond what you already know to be true.
As we know, one of those documents is Megan’s Law Database Disclosure form. This form lets the buyers know that there’s a website where they can check the proximity of sexual predators in the area. This is where the responsibility on the seller's side ends.
The responsibility is not on the seller to look up any sexual offenders nearby – it falls on the buyer.
While buyers understand that this information is out there and available, some may choose NOT to do their due diligence on the neighborhood. This means that the information potentially doesn’t become a factor in choosing to proceed with the escrow.
When the buyers sign the disclosure form, they are saying that they are aware of the website, they are waiving their right to contest the findings, and that the escrow is proceeding.
In this way, the information is disclosed, the seller is not adversely affected and has an equal opportunity to sell their home.
As an agent, your responsibility is to provide the proper disclosures to your client and protect their interests. We know that disclosures are designed to both inform and protect both you and who you are representing.
Not disclosing this information will hurt you as an agent. If you don’t disclose this information for fear of not selling the listing, the buyer can sue you and your seller if they discover a sexual predator after the transaction.
The same situation can happen if you are representing the buyer. Don’t fail to properly inform your buyer because you believe it will affect their decision to buy. In the end, it is not worth the liability.
It is understandable that having to discuss or disclose the topic of sexual predators can be uncomfortable. That is why Megan’s Law Disclosure is so crucial. But it is necessary, so it’s important to not bury any facts. We can’t stress this enough.
Welcome back to the CA Realty Training blog, filling your head with knowledge on a weekly basis! This post is a technical one, and addresses one of the problems that agents sometimes run into.
Let’s say you’re putting together a deal and representing the buyers. The home is listed at $1 million, which means that the seller wants a million dollars for the house. Your buyer really wants the house, so they offer a million dollars and you think it will be a super easy, 30-45 day escrow period! You’re looking forward to closing the deal and you may even already have plans for your commission check…
As usual, though, the buyer is using a loan to purchase the property.
When there is a loan, there is a bank - acting as the lender. Since the lender wants to make sure their property (the home) is worth what they are lending, they send out an appraiser to give an unbiased opinion of value. Remember, that’s all the appraiser does in this process - review the house and comparables to provide a report of market value. They are not invested in the deal, so they don’t have any reason to say the property is worth more or less than market value.
Let’s say the appraiser comes out and, after doing the report, gives the opinion that the house is only worth $900,000. The appraiser has been hired by the lender, so the lender immediately knows that the value opinion of the home is below the sales price. And not by a few thousand - by a full 10%! Is your deal dead on arrival? Not necessarily!
Now, keep in mind that your commission will be around 2.5% - of the sales price, a million dollars. What’s that? The answer is: $25,000 - good money!! So your commission is on the line to be reduced or even completely taken away, if this deal does not go through at $1M.
You’re going to be stuck between two different parties. The buyer obviously doesn’t want to over-pay for the house, but the seller still wants $1M. They’re $100,000 apart - how are you going to reconcile this difference?
Well, if you listen to us and follow Rico’s advice, don’t despair and don’t fear. You have the skills to deal with this! Just have some self confidence and use your analytical thinking to come up with a solution that works for everyone.
Depending on the market, different scenarios will usually play out. In a hot seller’s market like there is right now, there is a very constricted amount of inventory and therefore buyers have very few choices for houses in any given price range. Thus, they may pay more than they were originally willing to pay. This also holds true for when there is a buyer’s market - usually the seller will settle on less than their asking price. The third option that usually works, is that both buyer and seller meet somewhere in the middle.
So, don’t be discouraged if your property appraises undervalue. There is always a solution. As William Shakespeare says: when there is a will, there's a way!
As an agent, when you are working with buyers it all starts with finding that perfect home. When you find it for your client, they will be excited and ready to make a real estate purchase offer.
This is where you come in as an agent.
One of the most important things you can do is write the real estate purchase offer. The success of getting the home your client wants is dependent on your offer being accepted – which means it should be well put together!
There will be times when there are multiple buyers fighting for the same property. So you want to make sure that your offer is strong and stands out from the rest.
Let’s start by discussing the basics that make a good offer. There are three key components to consider and factor into your offer.
One of the basics of a real estate purchase offer is the Earnest Money Deposit (E.M.D.) This is the amount of money that the buyers put down to secure their position in the offer and take it off the market. This deposit is given to a third-party escrow company.
The bigger the deposit, the more serious the buyer.
Why?
Because of a higher E.M.D. indicates that the buyer is interested in the house and less likely to back out of the deal.
Let’s talk about what amount is considered a good Earnest Money Deposit in the eyes of a seller.
If the buyer puts down 3%, that is considered a very good earnest money deposit. Let’s put this into perspective by looking at an example.
The seller gets 3 different offers from buyers, all for the same price of $1,000,000. What do you think is going to stand out to the seller when reviewing the offers?
Offering 2% is acceptable, but any less may imply that the buyer does not seem serious about purchasing the property.
That’s always a concern for the seller. Because they are taking their house off the market for a buyer, they will want to make sure the deal will go through.
If a seller is looking for a strong offer, this is one element that will make a difference. Especially when the offer price is not a factor.
That brings us to our next point: the offer price.
Every real estate purchase offer is different. But, it’s important to know how much to offer depending on the situation. There are circumstances around every deal that help dictate the price.
If it’s a buyer’s market, there are tons of listings available. So, in this situation, buyers can offer a list price or just below. That’s because they have more listing options to choose from if their offer is not accepted.
In a seller’s market, inventory is low. More buyers are interested in a few houses. So, sellers are receiving multiple offers. In this situation, buyers should make sure their offer is strong since they are competing with other buyers.
In either market, if you want your real estate purchase offer to be considered, it’s important to start the offer at the list price.
Let’s say the house is priced at one million dollars.
What’s an appropriate offer?
Well, it definitely depends on the market, the house, and the sellers. Your job as the real estate agent is to help your buyers put together the best purchase offer with the best chance of getting it accepted.
One way to determine the best offer price is knowing the D.O.M., which stands for Days On Market.
This is the measure of how many days a house has been listed on the MLS for sale. If the listing is priced right, a home doesn’t last long on the market.
If the house has been on the market for a while and there have been no offers, that usually means the sellers will be more motivated. So, chances are the sellers will accept an offer below their asking price.
Using the D.O.M. is one tool to help you decide on price. But, you also need to consider why a home has been on the market for a long time.
Is it just overpriced or is there some other flaw that you’re not seeing?
It’s a good idea to call other agents in the area who may have already been through the house with their clients and see if they have any feedback.
Communication between agents is always helpful since the client gets your expertise PLUS the expertise of your colleagues.
Another way to improve your chances of your offer being accepted is to have few or no contingencies. Contingencies should only be included on reasonable items.
What is a contingency? A contingency is another way of saying “only if.”
For example, one contingency that many buyers would love to put in is a “sale contingency.” That means that they will only buy the new house ONLY IF their current house sells. But, this makes for a terrible real estate purchase offer.
The sellers are already trying to sell their house. They don’t want or need the stress of waiting on someone else’s house to sell too.
You have to be careful when drafting contingencies. You want to protect your buyer’s interests. But, you also want to present attractive offers that will get accepted. That’s why it’s best to stick to the standard, reasonable contingencies like the loan or appraisal.
LOAN CONTINGENCY
If you have a loan contingency with your offer, that means you will buy this property only if you can get a loan on it.
APPRAISAL CONTINGENCY
You will buy this property only if the appraiser says it’s worth what you’re offering.
Most sellers will move forward with these restrictions since they are comfortable with these “only if” statements.
As an agent representing the buyer, you will want to make sure that YOUR offer stands out. So, remember to include these key components to ensure your offer gets accepted.
Once again, make sure to include a good earnest deposit of 3%, offer at least the list price, and have few to no contingencies.
Your well-written offer will let the seller know that your buyer is serious about the purchase and less likely to back out. That means a happy buyer and another commission check in your pocket.
There’s a first time for everything, and real estate is no exception. Starting a new career in real estate can be intimidating, and it’s easy to wonder, “Now what?” after getting your real estate license. The key to overcoming this uncertainty is building self-confidence.
Self-confidence is one of those qualities that people can see and feel, and it creates a positive impression. If you’re confident in your skills, motivated, and disciplined, potential clients will notice and be drawn to work with you. Remember, clients want to see someone determined and goal-driven who can deliver results.
It’s important to remember that building a client base takes time. Not everyone you meet is looking to buy or sell right away. When meeting potential clients organically, it could take months—or longer—for them to be ready to utilize your services. During this time, it's essential to maintain a strong work ethic and continue showcasing your drive.
Example: You might meet someone at a community event, and while they may not need your services immediately, your enthusiasm and professionalism can leave a lasting impression. When the time comes for them to buy or sell, they'll remember you.
Tip: Stay visible, stay engaged, and keep demonstrating your dedication—eventually, clients will come.
People appreciate and reward hard work. Clients want to see that their real estate agent is not just working but working intelligently and effectively. Discipline and motivation go hand in hand—being driven to work is important, but so is the discipline to work effectively.
One advantage of being new is that people are often willing to try you out, especially if they see your enthusiasm and potential. However, you need more than just excitement—you also need to show intelligence, hard work, and self-confidence.
Tip: Let your clients see how capable you are. Show them that even though you’re new, you’re knowledgeable, driven, and ready to provide excellent service.
Dr. Seuss said it best: “You have brains in your head. You have feet in your shoes. You can steer yourself in any direction you choose. You're on your own. And you know what you know. And YOU are the one who'll decide where to go...”
As a new real estate agent, it's up to you to decide where you'll go. Don’t act like a newbie—act like a veteran who knows how to get things done. Be confident in your direction and your decisions.
One of the most important skills you can have as a real estate agent is excellent customer service. Use your customer service skills to steer yourself in the right direction and make a great impression on every client.
Rico, the owner of CA Realty Training, often tells a story from his childhood. As a kid, he played baseball most of the time, but one year his dad encouraged him to play soccer. Rico wasn’t thrilled, but he turned out to be good at it, scoring most of the goals for his team.
One day, however, he wasn’t in the mood to play. He was tired, low-energy, and not putting in his best effort. During the game, he caught a disapproving look from his dad on the sidelines—a look that said, “You can do better than this.” At that moment, Rico realized that success isn’t just about natural talent—it’s about the effort you put in every single time.
With renewed energy, Rico scored three goals in a row and helped his team tie the game. His teammates and father weren’t just cheering for the goals—they were cheering because they saw the effort he put in.
Lesson for New Agents: In real estate, as in sports, your effort matters more than anything else. People notice when you put in the work, and they will reward you for it. Clients will cheer for you when they see your dedication and effort, even if you're just starting out.
Building a successful real estate career starts with self-confidence. Clients want to work with someone who is determined, motivated, and dedicated to helping them achieve their goals. If you act with confidence, discipline, and a strong work ethic, success will follow.
Cold calling often evokes feelings of anxiety—both for the caller and the recipient.
However, for real estate agents, cold calling can be an effective tool to generate new leads and grow your business.
The key to success lies in creating a positive first impression and providing value to potential clients.
In this guide, we'll explore how to approach cold calling in a way that increases your chances of success, including practical scripts you can use.
Cold calling gives you the opportunity to make a fresh first impression with potential clients who may not yet know your name or that you’re a real estate agent.
This is a double-edged sword—it gives you a chance to make a strong, positive connection, but you must also overcome initial objections and skepticism.
Approaching cold calls with a strategy that emphasizes value will help you turn these initial challenges into opportunities.
One of the biggest hurdles in cold calling is dealing with rejection. People are naturally guarded when receiving unsolicited calls, and their initial reaction may be to say “no.”
It’s important to approach these situations with resilience and patience. Instead of directly asking if they want to sell their home, focus on creating a connection and building trust before diving into the details of selling.
Sample script:
Agent: "Hi, this is [Your Name] with [Your Brokerage]. I know this call is a bit out of the blue, but I'm reaching out because there's been some interesting activity in your neighborhood recently. Are you aware of the recent sale on [Street Name] for $1.7 million?"
Homeowner Response: (Likely skeptical or unsure)
Agent: "I understand this might not be something you're thinking about right now, but I wanted to share some market insights that might be helpful to you. The market is moving quickly, and I just thought you might want to know what your home's current value might be in today’s market."
A great way to establish a connection with a potential client is to offer something valuable—and this doesn’t mean something physical like a gift card. The best value you can provide as a real estate agent is information. Before making a call, make sure you’ve done your homework: research recent sales in the neighborhood, understand market trends, and have data ready that might be of interest to the homeowner.
Agent: "Hi, this is [Your Name] with [Your Brokerage]. I wanted to reach out because I noticed some recent activity in your neighborhood. Your neighbor just sold their home for $1.7 million, and it made me curious about the potential value of your home in today's market. Would you be interested in a quick analysis of your home's value?"
Homeowner Response: (Shows interest)
Agent: "Great! I’d be happy to provide a quick estimate, and if you’d like, we can schedule a time for me to give you a more detailed report."
People are naturally curious about what’s happening in their neighborhood, especially when it comes to property values. Sharing information about recent comparable sales or trends in the local market provides immediate value to the recipient. This approach not only makes the call more engaging but also increases the chances that the prospect will want to continue the conversation.
Sample script:
Agent: "Hi, [Homeowner's Name], this is [Your Name] with [Your Brokerage]. I wanted to let you know about some interesting sales happening right in your area. One of your neighbors just sold their property for a record price, and it made me wonder if you’d be curious to know what your home could be worth in this hot market?"
Homeowner Response: (Interested)
Agent: "I’d be happy to share a quick estimate with you. It’s incredible how much homes are appreciating lately, and I think you’d be pleasantly surprised by the current market value of your property."
Once you’ve piqued their interest, offer a little more information but save the “meaty” details for an in-person meeting.
As Head Trainer Robert Rico suggests, giving a “teaser” is an effective way to engage potential clients.
If they’re intrigued by the initial information, they’ll likely be interested in learning more, which opens the door for future contact or an in-person consultation.
Sample script:
Agent: "Based on what I’m seeing in your neighborhood, I think there’s a great opportunity here. I can give you a detailed report on what your home might sell for, but I’d love to meet in person to go over the specifics and answer any questions you have. When might be a convenient time for us to connect?"
Your goal during a cold call is to build enough interest that the potential client feels comfortable reaching out to you again.
Provide value, be informative, and make it easy for them to get in touch—whether it’s by offering your direct contact information or suggesting a convenient time for a follow-up conversation.
Sample script:
Agent: "If now isn’t a great time, that’s perfectly fine. I'd love to set up a time that works better for you, or I can send over some information by email. What works best for you?"
Cold calling doesn’t have to be intimidating if you approach it with the right strategy. By focusing on providing value, making a strong first impression, and engaging prospects with targeted information, you can turn cold calls into meaningful connections.
Remember to offer a teaser of valuable information to pique curiosity, be resilient in the face of rejection, and always be prepared with relevant data. With practice and persistence, cold calling can become an effective tool in your real estate business arsenal.
Good luck, and remember—you've got this!
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