{"appState":{"pageLoadApiCallsStatus":true},"categoryState":{"relatedCategories":{"headers":{"timestamp":"2023-01-19T04:01:13+00:00"},"categoryId":34270,"data":{"title":"General Real Estate Careers","slug":"general-real-estate-careers","image":{"src":null,"width":0,"height":0},"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"parentCategory":{"categoryId":34268,"title":"Real Estate Careers","slug":"real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"}},"childCategories":[],"description":"Whether you're wondering about due diligence on a real estate transaction or staging a home for sale, we've got you covered with expert real estate advice.","relatedArticles":{"self":"https://dummies-api.dummies.com/v2/articles?category=34270&offset=0&size=5"},"hasArticle":true,"hasBook":true,"articleCount":124,"bookCount":5},"_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"relatedCategoriesLoadedStatus":"success"},"listState":{"list":{"count":10,"total":124,"items":[{"headers":{"creationTime":"2016-03-27T16:48:01+00:00","modifiedTime":"2022-09-20T21:02:22+00:00","timestamp":"2022-09-21T00:01:02+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Landlord's Legal Kit For Dummies Cheat Sheet","strippedTitle":"landlord's legal kit for dummies cheat sheet","slug":"landlords-legal-kit-for-dummies-cheat-sheet","canonicalUrl":"","seo":{"metaDescription":"Learn about the most important landlord legalities, as well as the most common legal pitfalls of renting out residential property.","noIndex":0,"noFollow":0},"content":"Being a landlord certainly sounds easy. All you have to do is line up responsible residents, maintain the property, and count your money as the rent rolls in, right? Actually, no. Owning and leasing residential real estate requires that you comply with a host of federal, state, and local laws. Certain residents may complicate your life by taking legal action against you or forcing you to take legal action against them.\r\n\r\nThis snapshot explains some important landlord legalities and helps you avoid the most common legal pitfalls of owning and leasing residential rental property.","description":"Being a landlord certainly sounds easy. All you have to do is line up responsible residents, maintain the property, and count your money as the rent rolls in, right? Actually, no. Owning and leasing residential real estate requires that you comply with a host of federal, state, and local laws. Certain residents may complicate your life by taking legal action against you or forcing you to take legal action against them.\r\n\r\nThis snapshot explains some important landlord legalities and helps you avoid the most common legal pitfalls of owning and leasing residential rental property.","blurb":"","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Eric Tyson</b> is a five&#45;time bestselling author, real estate investor, and syndicated columnist who gives people the tools to better manage their personal finances and investments. <b>Robert S. Griswold,</b> author, teacher, and a successful real estate investor, is an active, hands&#45;on property manager with a large portfolio of residential and commercial rental properties. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}},{"authorId":9418,"name":"Laurence Harmon","slug":"laurence-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9418"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":152485,"title":"10 Laws All Landlords Need to Know","slug":"10-laws-all-landlords-need-to-know","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152485"}},{"articleId":152478,"title":"Dealing with Cotenants, Sublets, and Assignments","slug":"dealing-with-cotenants-sublets-and-assignments","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152478"}},{"articleId":152475,"title":"Establishing Security Deposit Policies and Procedures","slug":"establishing-security-deposit-policies-and-procedures","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152475"}},{"articleId":152474,"title":"Meeting Your Landlord Legal Obligations","slug":"meeting-your-landlord-legal-obligations","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152474"}},{"articleId":152473,"title":"Screening Applicants","slug":"screening-applicants","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152473"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282344,"slug":"landlords-legal-kit-for-dummies","isbn":"9781119896340","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/1119896347-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":null,"width":0,"height":0},"title":"Landlord's Legal Kit For Dummies, 2nd Edition","testBankPinActivationLink":"","bookOutOfPrint":true,"authorsInfo":"<p><b>Eric Tyson</b> is a five&#45;time bestselling author, real estate investor, and syndicated columnist who gives people the tools to better manage their personal finances and investments. <b><b data-author-id=\"9293\">Robert S. Griswold</b>,</b> author, teacher, and a successful real estate investor, is an active, hands&#45;on property manager with a large portfolio of residential and commercial rental properties. <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p> <p><b><b data-author-id=\"35181\">Laurence C. Harmon</b>, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Eric Tyson</b> is a five&#45;time bestselling author, real estate investor, and syndicated columnist who gives people the tools to better manage their personal finances and investments. <b>Robert S. Griswold,</b> author, teacher, and a successful real estate investor, is an active, hands&#45;on property manager with a large portfolio of residential and commercial rental properties. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}},{"authorId":9418,"name":"Laurence Harmon","slug":"laurence-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9418"}},{"authorId":35181,"name":"Laurence C. Harmon","slug":"laurence-c-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/35181"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119896340&quot;]}]\" id=\"du-slot-632a543ec4ba3\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119896340&quot;]}]\" id=\"du-slot-632a543ec5312\"></div></div>"},"articleType":{"articleType":"Cheat Sheet","articleList":[{"articleId":152459,"title":"Brushing Up on Fair Housing Laws","slug":"brushing-up-on-fair-housing-laws","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152459"}},{"articleId":152473,"title":"Screening Applicants","slug":"screening-applicants","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152473"}},{"articleId":152475,"title":"Establishing Security Deposit Policies and Procedures","slug":"establishing-security-deposit-policies-and-procedures","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152475"}},{"articleId":152474,"title":"Meeting Your Landlord Legal Obligations","slug":"meeting-your-landlord-legal-obligations","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152474"}},{"articleId":152478,"title":"Dealing with Cotenants, Sublets, and Assignments","slug":"dealing-with-cotenants-sublets-and-assignments","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152478"}}],"content":[{"title":"Brushing up on fair housing laws","thumb":null,"image":null,"content":"<p>The federal Fair Housing Act prohibits you, as landlord, from discriminating against or giving preferential treatment to people based on a <i>protected class</i> — a characteristic that can&#8217;t be used to discriminate against or in favor of an individual or group. The Fair Housing Act specifies the following seven protected classes:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\"><b>Race:</b> Ethnicities or cultures, including African American, Caucasian, Hispanic, and Asian. Some interpretations may include designations that would seem to belong to other protected classes, such as Polish or Jewish.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Religion:</b> System of belief, such as Christian, Muslim, Wiccan, or atheist.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>National origin:</b> The country or area a person was born in, such as Canada, Mexico, the Middle East, Nigeria, and even the United States.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Sex:</b> Physical sex — male or female. Sexual harassment is recognized to be an element of sex discrimination.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Color:</b> Skin color or shade, which may seem to be the same thing as race, but whether or not someone knows another person&#8217;s race, they may discriminate based on lightness or darkness of skin.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Handicap:</b> Physical or mental handicaps or disabilities, including hearing and visual impairments, chronic alcoholism, HIV/AIDS, depression, hoarding, allergies, and more.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Familial status:</b> Whether a household includes minors. Pregnancy is also protected. An exception does apply to bona fide senior housing.</p>\n</li>\n</ul>\n<p>State and local laws may extend protection to additional classes, including age, marital status, income source, and sexual orientation.</p>\n"},{"title":"Screening applicants","thumb":null,"image":null,"content":"<p>Careful screening can help you avoid legal issues, because you have less need to take legal action against good residents, and they&#8217;re less likely to file legal claims against you. To screen applicants, take the following steps:</p>\n<ol class=\"level-one\">\n<li>\n<p class=\"first-para\">Have the person complete and submit an application.</p>\n</li>\n<li>\n<p class=\"first-para\">Order a credit and background report for the prospective resident.</p>\n</li>\n<li>\n<p class=\"first-para\">Contact the applicant&#8217;s employer to verify the applicant&#8217;s employment or check other sources of income.</p>\n</li>\n<li>\n<p class=\"first-para\">Check recent paystubs, W-2s and 1099s, the previous year&#8217;s tax return, and a recent bank statement.</p>\n</li>\n<li>\n<p class=\"first-para\">Contact the applicant&#8217;s personal references and ask questions about the person&#8217;s character and reliability.</p>\n</li>\n<li>\n<p class=\"first-para\">Contact any landlords the applicant rented from in the past and ask about payment history, the condition the applicant left the property in, and whether the applicant caused problems with her neighbors.</p>\n</li>\n<li>\n<p class=\"first-para\">Interview the applicant in person.</p>\n</li>\n</ol>\n<p class=\"Remember\">When screening prospective renters, you must comply with fair housing laws, so certain questions are off limits. You can gather information about a prospect&#8217;s employment status, income, credit history, housing history, and criminal past, but you&#8217;re prohibited from asking an applicant whether she has children, what country she&#8217;s from, which church she attends, and so forth.</p>\n"},{"title":"Establishing security deposit policies and procedures","thumb":null,"image":null,"content":"<p>One of the most common sources of landlord-resident disputes is the return of security deposits. To prevent confusion and disagreements, make sure you establish security deposit policies and procedures that address the following:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\"><b>Amount:</b> Usually no more than the equivalent of one- or two-month&#8217;s rent. Some states and municipalities have specific limits.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Due date:</b> Usually due at the signing of the rental contract.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Allowed uses: </b>State and local laws usually allow landlords to use security deposits only to cover unpaid rent, damages to the unit beyond ordinary wear and tear, cleaning expenses (only to make the unit as clean as it was when the resident moved in), and to restore or replace damaged or missing property, including keys<b> </b>and appliances furnished with the unit.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Where the deposit will be held:</b> Even in states when it is not required, deposit all security deposits in a separate interest-bearing account and pass along any interest earned to the resident when you return any unused portion of the deposit.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Return of the unused portion:</b> Check on the required maximum number of days you&#8217;re allowed to hold any unused portion of the security deposit before returning it to the former resident, and return it earlier if possible.</p>\n</li>\n</ul>\n<p class=\"Remember\">The security deposit is the resident&#8217;s money. Don&#8217;t treat it as another source of income, because doing so may get you into legal trouble and tarnish your reputation as a fair landlord.</p>\n"},{"title":"Meeting your landlord legal obligations","thumb":null,"image":null,"content":"<p>As a landlord, you have certain legal and ethical obligations to your residents that are rarely spelled out in the rental contract, including the following:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\"><b>Maintain habitable living conditions. </b>According to the <i>implied warranty of habitability</i><i>,</i> you must provide residents with dwellings that are fit for human occupancy.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Address safety issues. </b>Comply with all local building, fire safety, and pool and hot-tub safety codes; provide sufficient exterior lighting; maintain walkways, stairwells, and railings; secure any construction sites; enforce pet policies; and address safety issues within rental units by using safety glass, ground fault protection outlets, and safe-cord window coverings, where necessary.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Disclose and address environmental hazards. </b>Let residents know about any potential environmental hazards, including lead paint, toxic mold, carbon monoxide, asbestos, and methamphetamine contamination, and take any steps necessary to mitigate risks.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Protect residents from criminal activity. </b>Enforce your policies consistently and work with local law enforcement to minimize crime in your facility.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Honor the resident&#8217;s right to quiet enjoyment. </b>Enter a resident&#8217;s premises only in an emergency or after giving 48 hours&#8217; advanced notice to perform essential inspections or repairs or to show the unit to a prospective renter or buyer.</p>\n</li>\n</ul>\n"},{"title":"Dealing with cotenants, sublets, and assignments","thumb":null,"image":null,"content":"<p>Residents often need or want to take on a new roommate, sublet the rental unit, or assign their rental contract to someone else. To deal with these types of situations, consider this advice when you’re a landlord:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\">Require that all prospective roommates be screened and added to the rental contract.</p>\n</li>\n<li>\n<p class=\"first-para\">Prohibit residents from subletting their rental units. When a resident sublets, the new resident has no legal obligations to you under the contract.</p>\n</li>\n<li>\n<p class=\"first-para\">Prohibit residents from assigning their rental contracts without your written consent and only on condition that the assignee be screened and approved by you.</p>\n</li>\n</ul>\n<p class=\"Remember\">Except for children and other dependents, everyone living in one of your rental units should be screened and approved and required to sign the rental contract.</p>\n"}],"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":"Two years","lifeExpectancySetFrom":"2022-09-12T00:00:00+00:00","dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":207681},{"headers":{"creationTime":"2016-03-26T11:10:05+00:00","modifiedTime":"2022-08-16T19:26:53+00:00","timestamp":"2022-09-14T18:19:55+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Ways You Can Incorporate Your Business as a Landlord","strippedTitle":"ways you can incorporate your business as a landlord","slug":"ways-you-can-incorporate-your-business-as-a-landlord","canonicalUrl":"","seo":{"metaDescription":"How you choose to structure your business as the landlord depends in part upon your willingness to share its future and yours with others. Forming a corporation","noIndex":0,"noFollow":0},"content":"How you choose to structure your business as the landlord depends in part upon your willingness to share its future and yours with others. Forming a corporation is a fairly complex legal endeavor that involves the following steps:\r\n<ol class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Choose and register a name for your corporation that complies with state requirements.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Write and file your articles of incorporation.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Write bylaws to govern corporate operations.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Issue stock certificates to your [email protected]’s owners and investors.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Obtain any business licenses and permits required by your state and local governing bodies.</p>\r\n</li>\r\n</ol>\r\nYou can take any of the following three approaches to form your corporation:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Do it yourself. If you’re the sole owner of the business and don’t intend to add owners, seek outside capital, or do business in multiple locations, you may be able to incorporate without expert assistance.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Use a third-party service.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Hire a reputable, local attorney.</p>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab1\" >Outsourcing to a business-formation service</h2>\r\nNumerous firms offer services to help you form a business entity. Three of the best known are <a href=\"http://www.legalzoom.com\" target=\"_blank\" rel=\"noopener\">Legal Zoom</a>, <a href=\"http://www.rocketattorney.com\" target=\"_blank\" rel=\"noopener\">Rocket Attorney</a>, and <a href=\"http://www.incorporate.com\" target=\"_blank\" rel=\"noopener\">The Company Corporation</a>. Others include <a href=\"http://incauthority.com\" target=\"_blank\" rel=\"noopener\">Inc Authority</a>, and <a href=\"http://www.directincorporation.com/\" target=\"_blank\" rel=\"noopener\">Directincorporation.com</a>.\r\n<p class=\"Warning\">Before using a service, check with others who’ve used it, and expand your search to include <a href=\"http://www.linkedin.com\" target=\"_blank\" rel=\"noopener\">LinkedIn</a>, <a href=\"http://www.facebook.com/\" target=\"_blank\" rel=\"noopener\">Facebook</a>, and <a href=\"http://www.twitter.com\" target=\"_blank\" rel=\"noopener\">Twitter</a>. Find out how they’re regarded by the <a href=\"http://www.bbb.org\" target=\"_blank\" rel=\"noopener\">Better Business Bureau</a> and local consumer protection organizations to determine whether any complaints have been filed against them.</p>\r\nKeep in mind that these firms are ordinary retailers who tend to advertise low prices “Starting at …” for only a few of the services you need. Comparison shop. Find out what’s included and what’s not. Get a price quote from a reputable local attorney, as well, for comparison purposes. Make sure you get a price quote that covers everything you need to form your corporation.\r\n<h2 id=\"tab2\" >Hiring an attorney and accountant</h2>\r\nWe recommend that you hire a reputable, local attorney to guide you through the process of incorporating your business and an accountant to manage the corporation’s payroll, taxes, and financial reporting for several reasons, including the following:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Your attorney can help evaluate your specific needs for the area where you’re setting up shop and recommend the best business structure to meet those needs.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Choosing the wrong business structure may imperil your personal assets and limit your tax benefits.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your attorney makes sure all documents are filed properly with the right government agencies and in a timely manner.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your attorney can refer you to experts in accounting, banking, financial planning, insurance, and web design.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">A good business attorney will have an ongoing professional interest in your success.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your accountant keeps the books and creates and files financial reports in compliance with federal, state, and local laws.</p>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab3\" >Running your operation as a corporation</h2>\r\nAs complicated as forming a corporation is, running it requires even more attention to detail. You must fulfill the obligations of corporate governance, which include:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Paying yourself and other owners and investors salaries or distributions</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Holding at least one director and shareholder meeting annually</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Typing up and filing minutes from those meetings</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Updating the bylaws</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Practicing generally accepted accounting principles (GAAP) — standards and procedures for recording financial transactions and producing financial reports</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Producing and filing an annual report with your Secretary of State</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Preparing the corporation’s annual tax return</p>\r\n</li>\r\n</ul>","description":"How you choose to structure your business as the landlord depends in part upon your willingness to share its future and yours with others. Forming a corporation is a fairly complex legal endeavor that involves the following steps:\r\n<ol class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Choose and register a name for your corporation that complies with state requirements.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Write and file your articles of incorporation.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Write bylaws to govern corporate operations.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Issue stock certificates to your [email protected]’s owners and investors.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Obtain any business licenses and permits required by your state and local governing bodies.</p>\r\n</li>\r\n</ol>\r\nYou can take any of the following three approaches to form your corporation:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Do it yourself. If you’re the sole owner of the business and don’t intend to add owners, seek outside capital, or do business in multiple locations, you may be able to incorporate without expert assistance.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Use a third-party service.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Hire a reputable, local attorney.</p>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab1\" >Outsourcing to a business-formation service</h2>\r\nNumerous firms offer services to help you form a business entity. Three of the best known are <a href=\"http://www.legalzoom.com\" target=\"_blank\" rel=\"noopener\">Legal Zoom</a>, <a href=\"http://www.rocketattorney.com\" target=\"_blank\" rel=\"noopener\">Rocket Attorney</a>, and <a href=\"http://www.incorporate.com\" target=\"_blank\" rel=\"noopener\">The Company Corporation</a>. Others include <a href=\"http://incauthority.com\" target=\"_blank\" rel=\"noopener\">Inc Authority</a>, and <a href=\"http://www.directincorporation.com/\" target=\"_blank\" rel=\"noopener\">Directincorporation.com</a>.\r\n<p class=\"Warning\">Before using a service, check with others who’ve used it, and expand your search to include <a href=\"http://www.linkedin.com\" target=\"_blank\" rel=\"noopener\">LinkedIn</a>, <a href=\"http://www.facebook.com/\" target=\"_blank\" rel=\"noopener\">Facebook</a>, and <a href=\"http://www.twitter.com\" target=\"_blank\" rel=\"noopener\">Twitter</a>. Find out how they’re regarded by the <a href=\"http://www.bbb.org\" target=\"_blank\" rel=\"noopener\">Better Business Bureau</a> and local consumer protection organizations to determine whether any complaints have been filed against them.</p>\r\nKeep in mind that these firms are ordinary retailers who tend to advertise low prices “Starting at …” for only a few of the services you need. Comparison shop. Find out what’s included and what’s not. Get a price quote from a reputable local attorney, as well, for comparison purposes. Make sure you get a price quote that covers everything you need to form your corporation.\r\n<h2 id=\"tab2\" >Hiring an attorney and accountant</h2>\r\nWe recommend that you hire a reputable, local attorney to guide you through the process of incorporating your business and an accountant to manage the corporation’s payroll, taxes, and financial reporting for several reasons, including the following:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Your attorney can help evaluate your specific needs for the area where you’re setting up shop and recommend the best business structure to meet those needs.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Choosing the wrong business structure may imperil your personal assets and limit your tax benefits.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your attorney makes sure all documents are filed properly with the right government agencies and in a timely manner.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your attorney can refer you to experts in accounting, banking, financial planning, insurance, and web design.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">A good business attorney will have an ongoing professional interest in your success.</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Your accountant keeps the books and creates and files financial reports in compliance with federal, state, and local laws.</p>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab3\" >Running your operation as a corporation</h2>\r\nAs complicated as forming a corporation is, running it requires even more attention to detail. You must fulfill the obligations of corporate governance, which include:\r\n<ul class=\"level-one\">\r\n \t<li>\r\n<p class=\"first-para\">Paying yourself and other owners and investors salaries or distributions</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Holding at least one director and shareholder meeting annually</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Typing up and filing minutes from those meetings</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Updating the bylaws</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Practicing generally accepted accounting principles (GAAP) — standards and procedures for recording financial transactions and producing financial reports</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Producing and filing an annual report with your Secretary of State</p>\r\n</li>\r\n \t<li>\r\n<p class=\"first-para\">Preparing the corporation’s annual tax return</p>\r\n</li>\r\n</ul>","blurb":"","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}},{"authorId":9418,"name":"Laurence Harmon","slug":"laurence-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9418"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[{"label":"Outsourcing to a business-formation service","target":"#tab1"},{"label":"Hiring an attorney and accountant","target":"#tab2"},{"label":"Running your operation as a corporation","target":"#tab3"}],"relatedArticles":{"fromBook":[{"articleId":207681,"title":"Landlord's Legal Kit For Dummies Cheat Sheet","slug":"landlords-legal-kit-for-dummies-cheat-sheet","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/207681"}},{"articleId":152485,"title":"10 Laws All Landlords Need to Know","slug":"10-laws-all-landlords-need-to-know","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152485"}},{"articleId":152478,"title":"Dealing with Cotenants, Sublets, and Assignments","slug":"dealing-with-cotenants-sublets-and-assignments","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152478"}},{"articleId":152475,"title":"Establishing Security Deposit Policies and Procedures","slug":"establishing-security-deposit-policies-and-procedures","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152475"}},{"articleId":152474,"title":"Meeting Your Landlord Legal Obligations","slug":"meeting-your-landlord-legal-obligations","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/152474"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282344,"slug":"landlords-legal-kit-for-dummies","isbn":"9781119896340","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/1119896347-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/1119896347/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":null,"width":0,"height":0},"title":"Landlord's Legal Kit For Dummies, 2nd Edition","testBankPinActivationLink":"","bookOutOfPrint":true,"authorsInfo":"<p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b><b data-author-id=\"9293\">Robert S. Griswold</b>, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p> <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p> <p><b><b data-author-id=\"35181\">Laurence C. Harmon</b>, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}},{"authorId":9418,"name":"Laurence Harmon","slug":"laurence-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9418"}},{"authorId":35181,"name":"Laurence C. Harmon","slug":"laurence-c-harmon","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/35181"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119896340&quot;]}]\" id=\"du-slot-63221b4ba8ac0\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119896340&quot;]}]\" id=\"du-slot-63221b4ba9398\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Solve","lifeExpectancy":"Two years","lifeExpectancySetFrom":"2022-07-19T00:00:00+00:00","dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":150959},{"headers":{"creationTime":"2016-03-27T16:50:06+00:00","modifiedTime":"2022-03-15T13:46:10+00:00","timestamp":"2022-09-14T18:19:25+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Property Management Kit For Dummies Cheat Sheet","strippedTitle":"property management kit for dummies cheat sheet","slug":"property-management-kit-for-dummies-cheat-sheet","canonicalUrl":"","seo":{"metaDescription":"This Cheat Sheet outlines some of the basics of being a property manager, including how to show units and collect rent effectively.","noIndex":0,"noFollow":0},"content":"Property management is a job of detail and preparation. You need to prepare empty units to show them to new tenants, be able to match potential tenants with the right unit, and, most important, be able to collect rents effectively.","description":"Property management is a job of detail and preparation. You need to prepare empty units to show them to new tenants, be able to match potential tenants with the right unit, and, most important, be able to collect rents effectively.","blurb":"","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":170383,"title":"How to Determine a Prospective Tenant's Rental Needs","slug":"how-to-determine-a-prospective-tenants-rental-needs","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170383"}},{"articleId":170372,"title":"How to Collect Rent Effectively","slug":"how-to-collect-rent-effectively","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170372"}},{"articleId":170364,"title":"What to Do before Showing a Rental Unit","slug":"what-to-do-before-showing-a-rental-unit","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170364"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282512,"slug":"property-management-kit-for-dummies","isbn":"9781119835783","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111983578X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111983578X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111983578X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111983578X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111983578X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/9781119835783-203x255.jpg","width":203,"height":255},"title":"Property Management Kit For Dummies","testBankPinActivationLink":"","bookOutOfPrint":true,"authorsInfo":"<p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b><b data-author-id=\"9293\">Robert S. Griswold</b>, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","authors":[{"authorId":9293,"name":"Robert S. Griswold","slug":"robert-s-griswold","description":" <p><b>Laurence C. Harmon, JD,</b> is the CEO of HARMON<i>LAW</i> LLC, specializing in apartment-related legal and property management consulting.</p> <p><b>Robert S. Griswold, MBA, MSBA,</b> is a successful real estate investor and property manager with a large portfolio of residential and commercial rental properties.</p>","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9293"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119835783&quot;]}]\" id=\"du-slot-63221b2d57a30\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119835783&quot;]}]\" id=\"du-slot-63221b2d583d6\"></div></div>"},"articleType":{"articleType":"Cheat Sheet","articleList":[{"articleId":170364,"title":"What to Do before Showing a Rental Unit","slug":"what-to-do-before-showing-a-rental-unit","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170364"}},{"articleId":170383,"title":"How to Determine a Prospective Tenant's Rental Needs","slug":"how-to-determine-a-prospective-tenants-rental-needs","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170383"}},{"articleId":170372,"title":"How to Collect Rent Effectively","slug":"how-to-collect-rent-effectively","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/170372"}}],"content":[{"title":"What to do before showing a rental unit","thumb":null,"image":null,"content":"<p>As a property manager, you&#8217;re always showing prospective tenants empty rental units. The following list can help you develop your pre-showing routine of tasks to take care of so that each unit shows its best side:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\"><b>Remove all the prior tenants&#8217; personal possessions and trash after you have legal possession of the unit.</b> If the unit was abandoned with furniture, clothing, or personal belongings, you must abide by any applicable state statute for removal.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check all plumbing (toilets, faucets, and pipes) for proper operation.</b> The faucets should have the proper pressure, and the sinks and toilets should drain adequately. Make sure that nothing leaks, including no moisture or drips under the sink. Change out old angle stops and install leak-resistant supply lines. If you&#8217;re paying the water bill, this is a good time to change the ball cock assembly in the toilet tank; doing so may cut your costs by as much as 50 percent.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Test all appliances for proper operation.</b> Try out all the appliances and run the dishwasher through a full cycle. Verify that the oven&#8217;s drip pan, broiler pan, and racks are there. If you have a free-standing range, check that the anti-tip bracket is properly in place.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Examine all hardware.</b> Confirm that the locks have been changed or rekeyed and are operational. Pay attention to all latches and catches, doorknobs and pulls, doorstops, and sliding doors.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Test all windows, insect screens, and window coverings.</b> They should be clean, unbroken, weatherproof, secure, and properly operational. All window locks should work as well.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check all walls, ceilings, and baseboards.</b> The paint and/or wall coverings should provide proper coverage, without holes, cuts, scratches, nails, or bad seams. Look for signs of water intrusion and investigate and correct the cause of any such conditions.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Inspect all floor coverings.</b> They should be clean and in good condition. The flooring should be properly installed, with no bad seams.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check bathrooms.</b> Thoroughly clean the toilet, tub, shower, sink, mirrors, and cabinets. Make sure the toilet paper holder and towel bars are clean and secure. Put a paper sanitary ring around each toilet seat and a new roll of toilet paper in each bathroom. Look under sinks for moisture and address any noted problems.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Inspect all closets and storage areas.</b> Rods, closet dowels, hooks, shelves, lights, floors, and walls should be clean.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check all counters, cabinets, doors, molding, thresholds, and metal strips.</b> They should be clean and fully operational, presenting no hazards.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Test each smoke detector and carbon monoxide detector and check all lighting and electrical outlets, including GFCIs and circuit breakers, for proper operation.</b></p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check all patios, balconies, and entryways.</b> They should be clean and physically sound. Railings should also be secure.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Test the heating and air conditioning for proper operation.</b> Be sure the thermostat, filters, vents, and registers are all in working order. Contact your natural gas supplier if you have any concerns about a gas appliance or heater.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Check the unit&#8217;s curb appeal, including the exterior landscaping, driveways, and walkways.</b> Keep them as tidy as possible.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Perform a final walk-through of the entire unit for appearance and cleanliness.</b> Recheck the unit every few days it sits vacant.</p>\n</li>\n</ul>\n"},{"title":"How to determine a prospective tenant's rental needs","thumb":null,"image":null,"content":"<p>In property management, one of the best ways to screen prospective tenants is to figure out what they need in a rental unit, and gear your sales pitch accordingly. Here are some questions to ask over the phone or during the tour to help you assess their needs:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\">When do you need to move in?</p>\n</li>\n<li>\n<p class=\"first-para\">How many bedrooms do you need?</p>\n</li>\n<li>\n<p class=\"first-para\">How many people, including minor children, will be living in the rental?</p>\n</li>\n<li>\n<p class=\"first-para\">What size rental unit are you looking for?</p>\n</li>\n<li>\n<p class=\"first-para\">Can you tell me how you found this property?</p>\n</li>\n<li>\n<p class=\"first-para\">The rent is $1,400 per month. Is that in your price range?</p>\n</li>\n<li>\n<p class=\"first-para\">May I ask your source of income?</p>\n</li>\n<li>\n<p class=\"first-para\">How long do you intend to live at this property?</p>\n</li>\n<li>\n<p class=\"first-para\">How much parking space do you require?</p>\n</li>\n<li>\n<p class=\"first-para\">Where are you living now?</p>\n</li>\n<li>\n<p class=\"first-para\">What, if anything, is wrong with your current rental property?</p>\n</li>\n<li>\n<p class=\"first-para\">Why have you decided to look for a new home?</p>\n</li>\n<li>\n<p class=\"first-para\">Do you currently live, work, or go to school in the area?</p>\n</li>\n<li>\n<p class=\"first-para\">What types of pets do you have?</p>\n</li>\n<li>\n<p class=\"first-para\">Do you need a property that allows smoking inside the unit?</p>\n</li>\n<li>\n<p class=\"first-para\">When can you drive by the property?</p>\n</li>\n<li>\n<p class=\"first-para\">How would you like me to contact you? Text? E-mail? Phone? What&#8217;s the best day and time to do so?</p>\n</li>\n</ul>\n"},{"title":"How to collect rent effectively","thumb":null,"image":null,"content":"<p>It&#8217;s your job as property manager to collect rent. You can make this routine task fairly straightforward by instituting some basic policies and following them for every tenant. Use these tips to devise and hold to your own rent-collection policy:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\">Have a written rent-collection policy and go over it with each adult tenant prior to move-in.</p>\n</li>\n<li>\n<p class=\"first-para\">Institute a firm policy that rent is due on or before the first of the month.</p>\n</li>\n<li>\n<p class=\"first-para\">Always follow your rent-collection policy, starting the first time a tenant&#8217;s rent is late.</p>\n</li>\n<li>\n<p class=\"first-para\">Provide tenants with electronic funds transfer info or with stamped, preaddressed or business reply envelopes to make it simple for them to pay the rent on time.</p>\n</li>\n<li>\n<p class=\"first-para\">Refuse partial rent payments. If you feel that you must accept a partial payment, have the tenant sign a partial rent payment agreement and personally serve new legal notices for nonpayment of rent.</p>\n</li>\n<li>\n<p class=\"first-para\">Accept only one check for the entire rent if more than one tenant lives in a rental unit. This strategy helps you collect the rent more efficiently and reinforces the fact that each of your tenants is legally responsible for paying the rent.</p>\n</li>\n<li>\n<p class=\"first-para\">Enforce and collect all charges for late and returned checks or dishonored electronic payments.</p>\n</li>\n<li>\n<p class=\"first-para\">Accept only cashier&#8217;s checks or money orders if a tenant has two returned checks or dishonored electronic payments.</p>\n</li>\n<li>\n<p class=\"first-para\">Consider incentives to encourage prompt rental payments. Be sure to offer all incentives to all residents equally.</p>\n</li>\n<li>\n<p class=\"first-para\">Promptly serve all legal notices to protect your legal options, even if you believe that your tenant will fulfill his promises.</p>\n</li>\n</ul>\n"}],"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":"Two years","lifeExpectancySetFrom":"2022-03-15T00:00:00+00:00","dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":208072},{"headers":{"creationTime":"2016-03-27T16:48:47+00:00","modifiedTime":"2022-03-09T22:21:07+00:00","timestamp":"2022-09-14T18:19:22+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Success as a Real Estate Agent For Dummies Cheat Sheet","strippedTitle":"success as a real estate agent for dummies cheat sheet","slug":"success-as-a-real-estate-agent-for-dummies-cheat-sheet","canonicalUrl":"","seo":{"metaDescription":"You may not have your face on a park bench yet, but with these skills, it'll happen soon! Learn to convert lookers into real estate clients here.","noIndex":0,"noFollow":0},"content":"The real estate business is a dynamic market. And to be a successful real estate agent, it helps to have a few key skills at the ready. Being prepared to use your time wisely, creating an online presence, converting online lookers into clients, and prospecting for business are important tools that every successful agent should possess.","description":"The real estate business is a dynamic market. And to be a successful real estate agent, it helps to have a few key skills at the ready. Being prepared to use your time wisely, creating an online presence, converting online lookers into clients, and prospecting for business are important tools that every successful agent should possess.","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b2ae776f\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b2ae84b3\"></div></div>"},"articleType":{"articleType":"Cheat Sheet","articleList":[{"articleId":162330,"title":"Time-Saving Techniques to Keep You Selling","slug":"time-saving-techniques-to-keep-you-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/162330"}},{"articleId":162331,"title":"Creating Domain Names to Increase Real Estate Business","slug":"creating-domain-names-to-increase-real-estate-business","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/162331"}},{"articleId":162332,"title":"Turning Online Real Estate Lookers into Real Clients","slug":"turning-online-real-estate-lookers-into-real-clients","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/162332"}},{"articleId":162328,"title":"Keys to Prospecting for Real Estate Business","slug":"keys-to-prospecting-for-real-estate-business","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/162328"}}],"content":[{"title":"Time-saving techniques to keep you selling","thumb":null,"image":null,"content":"<p>Real estate agents spend an undue amount of time on production-supporting activities, or PSAs. These activities include all the steps necessary to support such direct income-producing activities as prospecting, lead follow-up, taking listings, and making sales. You can’t avoid the administrative functions that support your sales and customer service efforts, but you can and should handle them in the absolutely fewest number of hours possible. Here’s how:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\"><b>Chunk the time.</b> Handle PSA tasks in dedicated blocks of time so they don’t eat away at your whole day. Errands, MLS searches, MLS input, home flyer creation, filing, copying, faxing, meeting home inspectors or appraisers, getting feedback from showings, and purchasing supplies are only a sampling of the necessary tasks that support your production efforts. Keep a list, block time for all that needs to be done, and tackle the tasks as a consolidated effort rather than constant interruptions to your day.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Work the web.</b> Technology streamlines processes but also requires monitoring. Delegate certain days and times to go online for PSA duties. Checking websites like <a href=\"http://www.zillow.com\" target=\"_blank\" rel=\"noopener\">Zillow</a>, <a href=\"http://www.trulia.com\" target=\"_blank\" rel=\"noopener\">Trulia</a>, and <a href=\"http://www.realtor.com\" target=\"_blank\" rel=\"noopener\">Realtor.com</a> to make sure links and information have been uploaded properly are important parts of an agent’s work schedule. The key is to schedule these activities so you&#8217;re not over-spending time to complete these activities. Work within a pre-determined timeframe to get those administrative functions done so you can concentrate on other money-making tasks.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Delegate work.</b> Is there administrative help somewhere in your sales department? Can you find someone to lend a hand? Are there internship programs that might provide some eager business students who want to learn the business from the ground up? A talk with your sales manager may help.</p>\n</li>\n<li>\n<p class=\"first-para\"><b>Understand where PSAs rank.</b> Realize that PSA tasks produce little new revenue, so don’t let them take over your day or you’ll never get on to income-producing efforts. Agents can take a whole day or even a whole week of time to work on tasks that support a deal. Yes, deal, as in one! Get your support work done quickly so you can invest the bulk of your time to finding and working the next deal.</p>\n</li>\n</ul>\n"},{"title":"Creating domain names to increase real estate business","thumb":null,"image":null,"content":"<p>When real estate prospects are looking to buy or sell, their first stop is often the web. Your domain name is the key that drives traffic to your site. If you don&#8217;t already have a domain name, follow these steps to get one — or several — as quickly as possible:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\">The first domain name you need to register is your own name, as in www.yourname.com. Go to <a href=\"http://www.godaddy.com/\" target=\"_blank\" rel=\"noopener\">GoDaddy</a> to determine whether your name is available, and then register it as your domain name. The site is an easy and cost-effective resource, currently charging only $8.95 a year for your domain name and a lineup of other complimentary services.</p>\n</li>\n<li>\n<p class=\"first-para\">Consider registering a number of additional domain names that all lead to your website through a function called <i>URL forwarding, </i>which redirects multiple web address to one site. You could have 100 URLs that forward to just one site. At $10.99 per year, cost shouldn&#8217;t be a deterrent.</p>\n</li>\n<li>\n<p class=\"first-para\">In addition to your original domain name, you can create some names that describe your service area. For instance, you may want to register a domain name that features your hometown name followed by the words <i>real estate</i> or <i>homes for sale,</i> following these examples:</p>\n<ul class=\"level-two\">\n<li>\n<p class=\"first-para\">www.anywhereusarealestate.com/</p>\n</li>\n<li>\n<p class=\"first-para\">www.anywhereusahomesforsale.com/</p>\n</li>\n</ul>\n<p class=\"child-para Tip\">Or, you can put your own name in front of your hometown name, following this example:</p>\n<ul class=\"level-two\">\n<li>\n<p class=\"first-para\">www.dirksellsbend.com/</p>\n</li>\n</ul>\n</li>\n<li>\n<p class=\"first-para\">You can even register domain names that feature the names of specific real estate areas or neighborhoods in your market. For example, if you specialize in a hypothetical region called Perfectville, you may register:</p>\n<ul class=\"level-two\">\n<li>\n<p class=\"first-para\">www.perfectvillehomesforsale.com/</p>\n</li>\n<li>\n<p class=\"first-para\">www.movetoperfectville.com/</p>\n</li>\n<li>\n<p class=\"first-para\">www.perfectvillesubdivision.com/</p>\n</li>\n</ul>\n</li>\n</ul>\n<p>When you use a multiple domain name strategy, you invest in a single website that carries your primary domain name and then use a number of names to get people to your web space.</p>\n<p>When online real estate shoppers enter the name of your hometown or the name of a special neighborhood in your hometown, chances are good that one of your domain names will appear in their search results.</p>\n"},{"title":"Turning online real estate lookers into real clients","thumb":null,"image":null,"content":"<p>Using the web to view homes is common practice for real estate buyers. Buyers enjoy the anonymity of looking online before contacting an agent. A key for real estate agents to prospect and land new clients is to turn online lookers into solid leads and turn those leads into real clients.</p>\n<h2>Converting lookers to leads</h2>\n<p>Site visitors are known as <i>eyeballs.</i> The aim of your online strategy is to convert eyeballs to leads by creating and promoting a clear path they can follow from your web page to your business.</p>\n<p class=\"Tip\">You&#8217;ll never turn every online visitor to a lead, but you can increase your conversion rate dramatically by presenting an effective call to action. These calls to action can be in the form of a specific request for a free report, an offer to request additional property information, or an invitation to fill out a survey.</p>\n<p>After you present these calls to action, track the number of lookers you convert to leads. For example, if a thousand users visit your site and 150 request a free brochure titled &#8220;How to buy property in our market for 70 cents on the dollar,&#8221; your conversion rate is 15 percent. Not bad!</p>\n<h2>Converting leads to clients</h2>\n<p>After you capture a lead, you need to go into full court press to convert the name and contact information into a prospect for your business. For some reason, agents don&#8217;t follow up with Internet leads as aggressively as they do with ad call or sign call leads. I consider this a mistake because in today&#8217;s world you stand to generate more leads online than from any other source.</p>\n<p>To get a feel for the way online leads accrue to build your business, look at this example:</p>\n<ul class=\"level-one\">\n<li>\n<p class=\"first-para\">If your site draws 1,000 visitors and 150 of those visitors request your free report, you&#8217;ll have a 15 percent visitor-to-lead conversion ratio.</p>\n</li>\n<li>\n<p class=\"first-para\">If you convert 5 percent of the resulting 150 leads to buyer-consultation interviews, you&#8217;ll generate 7.5 interviews from the 1,000 site visitors, or a .75 percent site visitor-to-interview conversion rate.</p>\n</li>\n<li>\n<p class=\"first-para\">Based on your online conversion rates, you&#8217;ll have a base from which to work with as you adjust your marketing and conversion strategy. For instance, if you want to generate 15 instead of 7.5 interviews, you&#8217;ll have to either double the number of visitors to your site or double your conversion rate. It all boils down to the numbers.</p>\n</li>\n</ul>\n<p class=\"Tip\">To improve your web marketing, visit other agents&#8217; sites to see how they build, use, market, promote, and track responses. Most importantly, observe how the other agents prompt calls to action. You may even register and request a few offered items to see how they follow up on leads. Most use automatic responders, which send out messages via e-mail without the touch of a human hand, so they won&#8217;t even know that you, a competing agent, got their stuff.</p>\n"},{"title":"Keys to prospecting for real estate business","thumb":null,"image":null,"content":"<p>Prospecting for real estate buyers requires positive expectations. It requires a positive-results mindset, in part to overcome the influences of all the other agents who don&#8217;t prospect, don&#8217;t value prospecting, and stand by to negatively influence your vision and expectation of success.</p>\n<p>Merriam-Webster defines prospecting as &#8220;seeking a potential customer; seeking with a vision of success.&#8221; Notice that nothing in that definition deals with waiting or hoping. Starting with the word &#8220;seeking,&#8221; the definition revolves around action being taken by the salesperson. In its most basic sense, prospecting involves finding people to do business with.</p>\n<p>Take a look at the following table to get an idea of which agent activities are considered prospecting and which aren&#8217;t.</p>\n<table>\n<tbody>\n<tr>\n<th>What Prospecting Is</th>\n<th>What Prospecting Isn&#8217;t</th>\n</tr>\n<tr>\n<td>Calling past clients</td>\n<td>Mailing magnets, calendars, and other trinkets</td>\n</tr>\n<tr>\n<td>Calling people in your sphere of influence</td>\n<td>Setting up a website</td>\n</tr>\n<tr>\n<td>Calling expired listings</td>\n<td>Joining service organizations</td>\n</tr>\n<tr>\n<td>Calling FSBOs</td>\n<td>Wearing your name badge</td>\n</tr>\n<tr>\n<td>Cold calling for listings and sales</td>\n<td>Placing magnetic signs on your car</td>\n</tr>\n<tr>\n<td>Knocking on doors</td>\n<td>Sponsoring a community sports team</td>\n</tr>\n<tr>\n<td>Hosting open houses</td>\n<td>Doing floor time</td>\n</tr>\n<tr>\n<td>Calling absentee owners</td>\n<td>Answering e-mails</td>\n</tr>\n<tr>\n<td>Cold calling from lists of names</td>\n<td>Pinning your business card on bulletin boards</td>\n</tr>\n</tbody>\n</table>\n"}],"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":"One year","lifeExpectancySetFrom":"2022-03-09T00:00:00+00:00","dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":207833},{"headers":{"creationTime":"2017-07-03T20:52:24+00:00","modifiedTime":"2017-08-22T21:16:56+00:00","timestamp":"2022-09-14T18:19:44+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Use Current Real Estate Clients for Referrals","strippedTitle":"use current real estate clients for referrals","slug":"use-current-real-estate-clients-referrals","canonicalUrl":"","seo":{"metaDescription":"Current clients are people you're actively representing, right now, in real estate transactions. Current clients are a rich pool of referral opportunity mainly ","noIndex":0,"noFollow":0},"content":"Current clients are people you're actively representing, right now, in real estate transactions. Current clients are a rich pool of referral opportunity mainly because, more than any other group, they have real estate on their minds.\r\n\r\nThey're in the midst of deals that they're constantly talking about with their friends, associates, family members, and neighbors. They're posting pictures of their dream home or their new home on Instagram and Facebook. They're pinning real estate pictures on Pinterest boards. Their online and offline conversations revolve around their real estate wants and needs, their moving plans, real estate trends, and market activity. They're churning the waters for your next prospect with every post, tweet, and pin.\r\n<p class=\"article-tips remember\">If you don't ask your current clients to recommend you to their friends or to refer their friends to you, you're really missing out on a huge opportunity to reach potential prospects. You can bet that your name comes up in your clients' conversations, even if it's just to say that they have an appointment or that they're awaiting information from you. Putting in a few good words on your behalf is a natural and easy thing for them to do. You just have to ask.</p>\r\nYou talk to your clients regularly to communicate about selling their home, finding a home, monitoring their transaction progress, or working toward closing. During the course of those conversations, ask for referrals.\r\n\r\nThe following figure shows a timeline for real estate agent referrals.\r\n\r\n[caption id=\"attachment_241625\" align=\"aligncenter\" width=\"535\"]<a href=\"https://www.dummies.com/wp-content/uploads/success-real-estate-timelin.jpg\"><img class=\"wp-image-241625 size-full\" src=\"https://www.dummies.com/wp-content/uploads/success-real-estate-timelin.jpg\" alt=\"success-real-estate-timeline\" width=\"535\" height=\"166\" /></a> © Real Estate Champions. Used with permission.<br /> <br /> Typical real estate agent referral ask timeline.[/caption]\r\n\r\nThe following figure illustrates a winning strategy for the referral ask.\r\n\r\n[caption id=\"attachment_243459\" align=\"aligncenter\" width=\"535\"]<a href=\"https://www.dummies.com/wp-content/uploads/timeline2-real-estate.jpg\"><img class=\"wp-image-243459 size-full\" src=\"https://www.dummies.com/wp-content/uploads/timeline2-real-estate.jpg\" alt=\"timeline2-real-estate\" width=\"535\" height=\"184\" /></a> © Real Estate Champions. Used with permission.<br /> Winning strategy for referral ask timeline.[/caption]\r\n<p class=\"article-tips tip\">Don't forget to have your clients include you in their social-media world. Getting your clients to post about their experiences and tag you on their Facebook pages brings you into their circle of friends. It opens the door to them liking your business page and forming a service relationship. Be sure to engage in posting and include your clients in your posts.</p>","description":"Current clients are people you're actively representing, right now, in real estate transactions. Current clients are a rich pool of referral opportunity mainly because, more than any other group, they have real estate on their minds.\r\n\r\nThey're in the midst of deals that they're constantly talking about with their friends, associates, family members, and neighbors. They're posting pictures of their dream home or their new home on Instagram and Facebook. They're pinning real estate pictures on Pinterest boards. Their online and offline conversations revolve around their real estate wants and needs, their moving plans, real estate trends, and market activity. They're churning the waters for your next prospect with every post, tweet, and pin.\r\n<p class=\"article-tips remember\">If you don't ask your current clients to recommend you to their friends or to refer their friends to you, you're really missing out on a huge opportunity to reach potential prospects. You can bet that your name comes up in your clients' conversations, even if it's just to say that they have an appointment or that they're awaiting information from you. Putting in a few good words on your behalf is a natural and easy thing for them to do. You just have to ask.</p>\r\nYou talk to your clients regularly to communicate about selling their home, finding a home, monitoring their transaction progress, or working toward closing. During the course of those conversations, ask for referrals.\r\n\r\nThe following figure shows a timeline for real estate agent referrals.\r\n\r\n[caption id=\"attachment_241625\" align=\"aligncenter\" width=\"535\"]<a href=\"https://www.dummies.com/wp-content/uploads/success-real-estate-timelin.jpg\"><img class=\"wp-image-241625 size-full\" src=\"https://www.dummies.com/wp-content/uploads/success-real-estate-timelin.jpg\" alt=\"success-real-estate-timeline\" width=\"535\" height=\"166\" /></a> © Real Estate Champions. Used with permission.<br /> <br /> Typical real estate agent referral ask timeline.[/caption]\r\n\r\nThe following figure illustrates a winning strategy for the referral ask.\r\n\r\n[caption id=\"attachment_243459\" align=\"aligncenter\" width=\"535\"]<a href=\"https://www.dummies.com/wp-content/uploads/timeline2-real-estate.jpg\"><img class=\"wp-image-243459 size-full\" src=\"https://www.dummies.com/wp-content/uploads/timeline2-real-estate.jpg\" alt=\"timeline2-real-estate\" width=\"535\" height=\"184\" /></a> © Real Estate Champions. Used with permission.<br /> Winning strategy for referral ask timeline.[/caption]\r\n<p class=\"article-tips tip\">Don't forget to have your clients include you in their social-media world. Getting your clients to post about their experiences and tag you on their Facebook pages brings you into their circle of friends. It opens the door to them liking your business page and forming a service relationship. Be sure to engage in posting and include your clients in your posts.</p>","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b400288c\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b4002d88\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":241624},{"headers":{"creationTime":"2017-07-03T20:30:35+00:00","modifiedTime":"2017-08-22T21:05:47+00:00","timestamp":"2022-09-14T18:19:43+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Why Prospecting Real Estate Sales Still Works","strippedTitle":"why prospecting real estate sales still works","slug":"prospecting-real-estate-sales-still-works","canonicalUrl":"","seo":{"metaDescription":"The purpose of prospecting is to develop prospective clients for your real estate business. The prospecting method, even in today's world where people text more","noIndex":0,"noFollow":0},"content":"The purpose of <em>prospecting</em> is to develop prospective clients for your real estate business. The prospecting method, even in today's world where people text more than answer the phone, still has merit and success attached.\r\n\r\nThe figure shows a hierarchy of pyramid of sales and communication. This pyramid shows the power of persuasion is increased, as well as the impact, the higher you move on the pyramid.\r\n\r\n[caption id=\"attachment_243455\" align=\"aligncenter\" width=\"397\"]<a href=\"https://www.dummies.com/wp-content/uploads/pyramid.jpg\"><img class=\"wp-image-243455 size-full\" src=\"https://www.dummies.com/wp-content/uploads/pyramid.jpg\" alt=\"pyramid-real-estate\" width=\"397\" height=\"400\" /></a> © Real Estate Champions. Used with permission.<br /> <br /> Pyramid of persuasion.[/caption]\r\n\r\nAs the figure shows, informational marketing strategies are the lowest level of communication and influence. The direct mail and advertising we do, for example, through billboards or other advertising mediums, require a lot of impressions because of the limited persuasion they contain. Incorporating some type of social proof or validation can increase the effectiveness, but they are at the bottom of the information zone.\r\n\r\nWhen you move up into email, social media, text communication, and video email, you are still in the information zone. You are transferring information — creating a connection but not selling. You will achieve a higher response rate to a Millennial prospect if you send a text. Millennials use texting to communicate. Response rate is part of selling. It's an important part of selling . . . but it's not the only part of selling. You have to persuade, handle concerns, and change thinking in order to make a sale.\r\n<p class=\"article-tips remember\">There is no evidence, in fact, that you can do that better via text than via phone or face-to-face conversation. All evidence is that the conversion rates are better in face-to-face and phone-to-phone voice communication than in electronic communication.</p>\r\nAll the electronic options are part of an effective sales strategy. You need to build effective social media messaging. That messaging needs to create engagement and a relationship. The text messaging needs to be short and effective and have a solid call to action (CTA). The missing element in most text communication is the CTA.\r\n\r\nAll electronic communication is in the information zone of communication. Because of the image and public perception of salespeople, especially real estate salespeople, the more you can break through that consumer mind-set of agents that know little, earn a lot, don't do much, and are out for their self-interest, the more effective you will be in establishing trust and credibility.\r\n\r\nYou need to smash that mental image of a salesperson that they have. This is especially true for online leads, whether that is pay-per-click, organic, Craigslist, Facebook ads, or other forms.","description":"The purpose of <em>prospecting</em> is to develop prospective clients for your real estate business. The prospecting method, even in today's world where people text more than answer the phone, still has merit and success attached.\r\n\r\nThe figure shows a hierarchy of pyramid of sales and communication. This pyramid shows the power of persuasion is increased, as well as the impact, the higher you move on the pyramid.\r\n\r\n[caption id=\"attachment_243455\" align=\"aligncenter\" width=\"397\"]<a href=\"https://www.dummies.com/wp-content/uploads/pyramid.jpg\"><img class=\"wp-image-243455 size-full\" src=\"https://www.dummies.com/wp-content/uploads/pyramid.jpg\" alt=\"pyramid-real-estate\" width=\"397\" height=\"400\" /></a> © Real Estate Champions. Used with permission.<br /> <br /> Pyramid of persuasion.[/caption]\r\n\r\nAs the figure shows, informational marketing strategies are the lowest level of communication and influence. The direct mail and advertising we do, for example, through billboards or other advertising mediums, require a lot of impressions because of the limited persuasion they contain. Incorporating some type of social proof or validation can increase the effectiveness, but they are at the bottom of the information zone.\r\n\r\nWhen you move up into email, social media, text communication, and video email, you are still in the information zone. You are transferring information — creating a connection but not selling. You will achieve a higher response rate to a Millennial prospect if you send a text. Millennials use texting to communicate. Response rate is part of selling. It's an important part of selling . . . but it's not the only part of selling. You have to persuade, handle concerns, and change thinking in order to make a sale.\r\n<p class=\"article-tips remember\">There is no evidence, in fact, that you can do that better via text than via phone or face-to-face conversation. All evidence is that the conversion rates are better in face-to-face and phone-to-phone voice communication than in electronic communication.</p>\r\nAll the electronic options are part of an effective sales strategy. You need to build effective social media messaging. That messaging needs to create engagement and a relationship. The text messaging needs to be short and effective and have a solid call to action (CTA). The missing element in most text communication is the CTA.\r\n\r\nAll electronic communication is in the information zone of communication. Because of the image and public perception of salespeople, especially real estate salespeople, the more you can break through that consumer mind-set of agents that know little, earn a lot, don't do much, and are out for their self-interest, the more effective you will be in establishing trust and credibility.\r\n\r\nYou need to smash that mental image of a salesperson that they have. This is especially true for online leads, whether that is pay-per-click, organic, Craigslist, Facebook ads, or other forms.","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b3ff0cae\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b3ff11d9\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":241617},{"headers":{"creationTime":"2017-07-03T22:32:21+00:00","modifiedTime":"2017-07-03T22:32:21+00:00","timestamp":"2022-09-14T18:19:15+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Establish Awesome Service as a Real Estate Agent","strippedTitle":"establish awesome service as a real estate agent","slug":"establish-awesome-service-real-estate-agent","canonicalUrl":"","seo":{"metaDescription":"A service encounter happens any time a consumer interacts with a servicing organization. Every website hit or incoming ad or sign call is a service encounter. W","noIndex":0,"noFollow":0},"content":"A service encounter happens any time a consumer interacts with a servicing organization. Every website hit or incoming ad or sign call is a service encounter. When a prospect talks to you, your staff, your company receptionist, your closing coordinator, or your broker, owner, lender, escrow or title attorney, or anyone on your service team, that person is having a service encounter.\r\n<p class=\"article-tips warning\">If one person in the long chain of people who help you get your job done says or does anything negative, it affects the impression of the nature of the service you provide. There's no way to separate yourself from your colleagues if they mess up. It's even possible for your service to be tainted by those outside your service team. For example, say that a buyer uses a lender other than the one you recommend. If the transaction closes late and with a higher interest rate than originally quoted, that client will leave with a bad impression about the whole transaction and everyone involved in it. Your future business and referral opportunities are affected by the actions of someone entirely outside your influence.</p>\r\nTo direct your service encounters toward superb outcomes, follow these steps:\r\n<ul>\r\n\t<li>Control service encounters by using your own people to conduct transactions. Direct and drive as much business as possible to the best providers. Work hard to convince the client to use people on your team when securing a mortgage or closing the deal. Some may call this \"steering,\" but I view it as taking care of your clients.</li>\r\n\t<li>Make sure your clients work with lenders who know their stuff and are responsive. Be aware that the lender triggers the choke point in most transactions. Take time to counsel your clients toward a resource you know will perform.</li>\r\n\t<li>Have a plan for recovering from service disasters if necessary. If your client is reasonable, no situation is too far gone to salvage. In fact, handle the problem well and you're apt to turn a disgruntled client into one of your most vocal supporters. Take these steps:\r\n<ul>\r\n\t<li>Do what is necessary to right the wrong.</li>\r\n\t<li>Find out from the client what it will take to turn the unsatisfactory situation into a satisfactory outcome. Ask what it will take for them to be delighted. Be cautious here. I don't really believe that forgoing a fee or reducing a cost ever creates a more satisfied client. The service and the cost are not linked at this stage of customer satisfaction.</li>\r\n\t<li>Avoid the blame game. If you point out that it was the client's decision to use the service provider who caused the problem, you only make the situation worse. Conveying that \"I told you so\" is never a way to soothe feelings.</li>\r\n\t<li>Follow up. Eventually sore feelings will wane, but the only way to replace the negative impression is to make a better one through continuous, professional contact. In the early stages after the mishap you may not see many referrals, but when they start to come through you'll know your service recovery plan was a success.</li>\r\n\t<li>If you can't turn the situation around, don't concede your profit. Some clients only feel placated if they get into your pocketbook and win cash compensation. If you did something that caused them to be hurt financially, you may have to buck up. Most of the time, though, that won't be the case. Before you ever give up your hard-earned money, ask yourself three questions:\r\n<ol>\r\n\t<li>Will offering cash really turn this client into a raving fan?</li>\r\n\t<li>Is there another way to turn this client into a raving fan?</li>\r\n\t<li>Is there a reasonable chance that I'll win future business and referrals from this person?\r\nIf your answers don't cause you to feel confident that giving up money will net a future return at a low risk, keep the cash in your pocket.</li>\r\n</ol>\r\n</li>\r\n</ul>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab1\" >Developing a service plan</h2>\r\nThe best way to provide the level of service you and your client agree upon is to create two checklists, a New Listing Checklist that details the steps you will follow when accepting a listing and a Sale Agreement Checklist that details all the steps that happen from contract to close.\r\n\r\nThe following figures present samples of each of these checklists to guide you as you develop forms that work for your own business. Standard procedures vary from state to state and MLS board to MLS board. You need to customize them to fit the requirements of your state, region, municipality, and code of ethics.\r\n\r\n[caption id=\"attachment_241650\" align=\"aligncenter\" width=\"399\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-new-listing.jpg\"><img class=\"wp-image-241650 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-new-listing.jpg\" alt=\"real-estate-new-listing\" width=\"399\" height=\"600\" /></a> Customize this checklist to reflect the steps you follow when acquiring a new listing.[/caption]\r\n\r\n[caption id=\"attachment_241651\" align=\"aligncenter\" width=\"400\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-contract-closin.jpg\"><img class=\"wp-image-241651 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-contract-closin.jpg\" alt=\"real-estate-contract-closin\" width=\"400\" height=\"600\" /></a> Customize this checklist to reflect the steps you follow from contract . . .[/caption]\r\n\r\n[caption id=\"attachment_241652\" align=\"aligncenter\" width=\"516\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-closing.jpg\"><img class=\"wp-image-241652 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-closing.jpg\" alt=\"real-estate-closing\" width=\"516\" height=\"600\" /></a> . . . to closing.[/caption]\r\n<h2 id=\"tab2\" >Extending extra touches that create gold</h2>\r\nAsk the agents in your office what extra touches work for them. Ask your broker what she thinks falls into this category. Following are two of my favorites: one that is extended right after the closing and one that works well for long-term clients:\r\n<ul>\r\n\t<li>Right after closing, arrange for two hours of complimentary handyman repair work. The cost of this much-appreciated added value is only about $100, and the perceived value is huge. More often than not, clients use more time than the amount covered by your gift, so the handyman acquires new clients and as a result will probably give you a great deal on the time he sells to you.\r\n\r\nAlso, by sending in a handyman, you help the clients resolve small issues the seller didn't handle before they fester into something bigger that leads to frustration with the transaction, which leads to frustration with you. This idea is an inexpensive win/win.</li>\r\n\t<li>For long-term clients, consider buying four season tickets to an event series you enjoy in your town — perhaps the symphony, theater, or professional or college sports games. Be sure the events are ones you enjoy attending and that the activity is consistent with your professional image. (Tickets to WWE wrestling probably won't make your list.)\r\n\r\nShortly before each event date, invite clients to attend the event with you. Don't issue invitations when you first buy the tickets. Wait until a few days or a week before each event. At that point, your invitation will seem spontaneous and genuinely friendly. Some of your invitees will already be booked and will have to decline. You may have to call six to ten people to give the tickets away. If so, you'll win their appreciation, and you'll still have the tickets to share with another long-term client.</li>\r\n</ul>","description":"A service encounter happens any time a consumer interacts with a servicing organization. Every website hit or incoming ad or sign call is a service encounter. When a prospect talks to you, your staff, your company receptionist, your closing coordinator, or your broker, owner, lender, escrow or title attorney, or anyone on your service team, that person is having a service encounter.\r\n<p class=\"article-tips warning\">If one person in the long chain of people who help you get your job done says or does anything negative, it affects the impression of the nature of the service you provide. There's no way to separate yourself from your colleagues if they mess up. It's even possible for your service to be tainted by those outside your service team. For example, say that a buyer uses a lender other than the one you recommend. If the transaction closes late and with a higher interest rate than originally quoted, that client will leave with a bad impression about the whole transaction and everyone involved in it. Your future business and referral opportunities are affected by the actions of someone entirely outside your influence.</p>\r\nTo direct your service encounters toward superb outcomes, follow these steps:\r\n<ul>\r\n\t<li>Control service encounters by using your own people to conduct transactions. Direct and drive as much business as possible to the best providers. Work hard to convince the client to use people on your team when securing a mortgage or closing the deal. Some may call this \"steering,\" but I view it as taking care of your clients.</li>\r\n\t<li>Make sure your clients work with lenders who know their stuff and are responsive. Be aware that the lender triggers the choke point in most transactions. Take time to counsel your clients toward a resource you know will perform.</li>\r\n\t<li>Have a plan for recovering from service disasters if necessary. If your client is reasonable, no situation is too far gone to salvage. In fact, handle the problem well and you're apt to turn a disgruntled client into one of your most vocal supporters. Take these steps:\r\n<ul>\r\n\t<li>Do what is necessary to right the wrong.</li>\r\n\t<li>Find out from the client what it will take to turn the unsatisfactory situation into a satisfactory outcome. Ask what it will take for them to be delighted. Be cautious here. I don't really believe that forgoing a fee or reducing a cost ever creates a more satisfied client. The service and the cost are not linked at this stage of customer satisfaction.</li>\r\n\t<li>Avoid the blame game. If you point out that it was the client's decision to use the service provider who caused the problem, you only make the situation worse. Conveying that \"I told you so\" is never a way to soothe feelings.</li>\r\n\t<li>Follow up. Eventually sore feelings will wane, but the only way to replace the negative impression is to make a better one through continuous, professional contact. In the early stages after the mishap you may not see many referrals, but when they start to come through you'll know your service recovery plan was a success.</li>\r\n\t<li>If you can't turn the situation around, don't concede your profit. Some clients only feel placated if they get into your pocketbook and win cash compensation. If you did something that caused them to be hurt financially, you may have to buck up. Most of the time, though, that won't be the case. Before you ever give up your hard-earned money, ask yourself three questions:\r\n<ol>\r\n\t<li>Will offering cash really turn this client into a raving fan?</li>\r\n\t<li>Is there another way to turn this client into a raving fan?</li>\r\n\t<li>Is there a reasonable chance that I'll win future business and referrals from this person?\r\nIf your answers don't cause you to feel confident that giving up money will net a future return at a low risk, keep the cash in your pocket.</li>\r\n</ol>\r\n</li>\r\n</ul>\r\n</li>\r\n</ul>\r\n<h2 id=\"tab1\" >Developing a service plan</h2>\r\nThe best way to provide the level of service you and your client agree upon is to create two checklists, a New Listing Checklist that details the steps you will follow when accepting a listing and a Sale Agreement Checklist that details all the steps that happen from contract to close.\r\n\r\nThe following figures present samples of each of these checklists to guide you as you develop forms that work for your own business. Standard procedures vary from state to state and MLS board to MLS board. You need to customize them to fit the requirements of your state, region, municipality, and code of ethics.\r\n\r\n[caption id=\"attachment_241650\" align=\"aligncenter\" width=\"399\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-new-listing.jpg\"><img class=\"wp-image-241650 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-new-listing.jpg\" alt=\"real-estate-new-listing\" width=\"399\" height=\"600\" /></a> Customize this checklist to reflect the steps you follow when acquiring a new listing.[/caption]\r\n\r\n[caption id=\"attachment_241651\" align=\"aligncenter\" width=\"400\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-contract-closin.jpg\"><img class=\"wp-image-241651 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-contract-closin.jpg\" alt=\"real-estate-contract-closin\" width=\"400\" height=\"600\" /></a> Customize this checklist to reflect the steps you follow from contract . . .[/caption]\r\n\r\n[caption id=\"attachment_241652\" align=\"aligncenter\" width=\"516\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-closing.jpg\"><img class=\"wp-image-241652 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-closing.jpg\" alt=\"real-estate-closing\" width=\"516\" height=\"600\" /></a> . . . to closing.[/caption]\r\n<h2 id=\"tab2\" >Extending extra touches that create gold</h2>\r\nAsk the agents in your office what extra touches work for them. Ask your broker what she thinks falls into this category. Following are two of my favorites: one that is extended right after the closing and one that works well for long-term clients:\r\n<ul>\r\n\t<li>Right after closing, arrange for two hours of complimentary handyman repair work. The cost of this much-appreciated added value is only about $100, and the perceived value is huge. More often than not, clients use more time than the amount covered by your gift, so the handyman acquires new clients and as a result will probably give you a great deal on the time he sells to you.\r\n\r\nAlso, by sending in a handyman, you help the clients resolve small issues the seller didn't handle before they fester into something bigger that leads to frustration with the transaction, which leads to frustration with you. This idea is an inexpensive win/win.</li>\r\n\t<li>For long-term clients, consider buying four season tickets to an event series you enjoy in your town — perhaps the symphony, theater, or professional or college sports games. Be sure the events are ones you enjoy attending and that the activity is consistent with your professional image. (Tickets to WWE wrestling probably won't make your list.)\r\n\r\nShortly before each event date, invite clients to attend the event with you. Don't issue invitations when you first buy the tickets. Wait until a few days or a week before each event. At that point, your invitation will seem spontaneous and genuinely friendly. Some of your invitees will already be booked and will have to decline. You may have to call six to ten people to give the tickets away. If so, you'll win their appreciation, and you'll still have the tickets to share with another long-term client.</li>\r\n</ul>","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[{"label":"Developing a service plan","target":"#tab1"},{"label":"Extending extra touches that create gold","target":"#tab2"}],"relatedArticles":{"fromBook":[{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}],"fromCategory":[{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b23a6a5f\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b23a7068\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":241649},{"headers":{"creationTime":"2017-07-03T22:15:50+00:00","modifiedTime":"2017-07-03T22:15:50+00:00","timestamp":"2022-09-14T18:19:15+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Focus Your Real Estate Marketing Dollars Online","strippedTitle":"focus your real estate marketing dollars online","slug":"focus-real-estate-marketing-dollars-online","canonicalUrl":"","seo":{"metaDescription":"As a new real estate agent, the first, second, and third place to invest your marketing dollars is online. The two main issues you face with the Internet are qu","noIndex":0,"noFollow":0},"content":"As a new real estate agent, the first, second, and third place to invest your marketing dollars is online. The two main issues you face with the Internet are quality and quantity. You want to drive visitors to your site so you can increase the odds of generating leads from it.\r\n\r\nYou also want to increase the quality of the prospects so you can separate the really good buyers and sellers from all the rest. You want to achieve a reasonable conversion rate, preferably much higher than the 0.5 to 1 percent many agents now experience with web leads.\r\n\r\nYou have to do a delicate balancing act in terms of quality and quantity. If you had to choose one, which would you choose to do first — quality or quantity? Before you select, let me tell you the truth of the Internet. The volume of traffic is important. At the end of the day, the one who has the most visitors usually wins. You may build a beautiful website, but you have to drive traffic to make money with the Internet.\r\n\r\nWhen you get the traffic, you have to convince people to stay and leave a trail of contact information. You need them to at least leave bread crumbs: their first name and email address. You can bring a couple of thousand people to your site monthly and end up with two or three prospects. I'm not talking about clients; I'm talking only about prospects. You now have to do the work of moving them up the loyalty ladder to becoming a client by converting them from web visitors to buyers or sellers.\r\n\r\nYou can do this by offering a free report, a market trends report, best values list, a newsletter, or something that a potential buyer or seller deems valuable enough to give you at least their first name and email address. You need to walk them up each step of the conversion track. With each level or step they take, your probability of earning a commission check grows. The object is to move the visitors to prospects, prospects to clients, and clients to referral sources.\r\n\r\n[caption id=\"attachment_241646\" align=\"aligncenter\" width=\"294\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-conversion.jpg\"><img class=\"wp-image-241646 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-conversion.jpg\" alt=\"real-estate-conversion\" width=\"294\" height=\"133\" /></a> This conversion chart illustrates how prospects can turn into referral sources.[/caption]\r\n\r\nThe more complete the contact information you can get people to leave, the higher the probability you can move them up to the client stage. More information increases the opportunity to move them to a fundamental sales channel of send > call > see.\r\n\r\nThe balance in this approach is you will have a higher bounce rate. A <em>bounce</em> happens when the online consumer bounces off your site or landing page because you have asked for too much information. Rather than filling out your form with their information, they leave your site.\r\n\r\nGetting prospects to reveal their full contact information when they make their inquiries is paramount. For example, too many Internet leads come in without phone numbers. Getting a prospect's phone number enables you to text them or call them back — these raise the conversion ratio substantially. Additionally, you have that 90-day window of opportunity for future phone contact within the confines of the National Do Not Call Registry.\r\n\r\nMost agents are chasing a lot of low-probability prospects through the Internet. They have an email address and are sending property-match searches daily. They even put prospects into a drip sequence. A <em>drip</em> is a series of emails over time that you send. They also have the prospects on an electronic newsletter list. These agents start the prospecting process but often let it stall at this stage. All those methods are automated, so agents invest limited time — but also reap limited rewards.","description":"As a new real estate agent, the first, second, and third place to invest your marketing dollars is online. The two main issues you face with the Internet are quality and quantity. You want to drive visitors to your site so you can increase the odds of generating leads from it.\r\n\r\nYou also want to increase the quality of the prospects so you can separate the really good buyers and sellers from all the rest. You want to achieve a reasonable conversion rate, preferably much higher than the 0.5 to 1 percent many agents now experience with web leads.\r\n\r\nYou have to do a delicate balancing act in terms of quality and quantity. If you had to choose one, which would you choose to do first — quality or quantity? Before you select, let me tell you the truth of the Internet. The volume of traffic is important. At the end of the day, the one who has the most visitors usually wins. You may build a beautiful website, but you have to drive traffic to make money with the Internet.\r\n\r\nWhen you get the traffic, you have to convince people to stay and leave a trail of contact information. You need them to at least leave bread crumbs: their first name and email address. You can bring a couple of thousand people to your site monthly and end up with two or three prospects. I'm not talking about clients; I'm talking only about prospects. You now have to do the work of moving them up the loyalty ladder to becoming a client by converting them from web visitors to buyers or sellers.\r\n\r\nYou can do this by offering a free report, a market trends report, best values list, a newsletter, or something that a potential buyer or seller deems valuable enough to give you at least their first name and email address. You need to walk them up each step of the conversion track. With each level or step they take, your probability of earning a commission check grows. The object is to move the visitors to prospects, prospects to clients, and clients to referral sources.\r\n\r\n[caption id=\"attachment_241646\" align=\"aligncenter\" width=\"294\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-conversion.jpg\"><img class=\"wp-image-241646 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-conversion.jpg\" alt=\"real-estate-conversion\" width=\"294\" height=\"133\" /></a> This conversion chart illustrates how prospects can turn into referral sources.[/caption]\r\n\r\nThe more complete the contact information you can get people to leave, the higher the probability you can move them up to the client stage. More information increases the opportunity to move them to a fundamental sales channel of send > call > see.\r\n\r\nThe balance in this approach is you will have a higher bounce rate. A <em>bounce</em> happens when the online consumer bounces off your site or landing page because you have asked for too much information. Rather than filling out your form with their information, they leave your site.\r\n\r\nGetting prospects to reveal their full contact information when they make their inquiries is paramount. For example, too many Internet leads come in without phone numbers. Getting a prospect's phone number enables you to text them or call them back — these raise the conversion ratio substantially. Additionally, you have that 90-day window of opportunity for future phone contact within the confines of the National Do Not Call Registry.\r\n\r\nMost agents are chasing a lot of low-probability prospects through the Internet. They have an email address and are sending property-match searches daily. They even put prospects into a drip sequence. A <em>drip</em> is a series of emails over time that you send. They also have the prospects on an electronic newsletter list. These agents start the prospecting process but often let it stall at this stage. All those methods are automated, so agents invest limited time — but also reap limited rewards.","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[],"relatedArticles":{"fromBook":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241641,"title":"Prepping a Home's Interior for Selling","slug":"prepping-homes-interior-selling","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241641"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b238fe8c\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b23904b3\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":241645},{"headers":{"creationTime":"2017-07-03T22:08:25+00:00","modifiedTime":"2017-07-03T22:08:25+00:00","timestamp":"2022-09-14T18:19:15+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Prepping a Home's Interior for Selling","strippedTitle":"prepping a home's interior for selling","slug":"prepping-homes-interior-selling","canonicalUrl":"","seo":{"metaDescription":"Help sellers achieve the lightest, brightest, and largest interior possible by taking the following advice to heart. To help sellers prepare their home interior","noIndex":0,"noFollow":0},"content":"Help sellers achieve the lightest, brightest, and largest interior possible by taking the following advice to heart. To help sellers prepare their home interiors for showing, have them take two initial steps:\r\n<ul>\r\n\t<li><strong>Get them to rent a drop box or dumpster and throw away or donate anything they haven't used in a while.</strong></li>\r\n\t<li><strong>Convince the sellers to rent a storage unit.</strong> After filling a dumpster to the gills, they may still have things that should be moved out of the house — if not out of their lives. A storage unit provides an inexpensive, readily available solution.</li>\r\n</ul>\r\nAfter these initial steps are taken, you and the sellers can focus on other ways to make the home more appealing to potential buyers.\r\n<h2 id=\"tab1\" >Staging a home</h2>\r\nThe term <em>staging</em> describes the process of rearranging and decorating a home's interior in an effort to downplay deficiencies and accent strengths. In its simplest form, staging involves adding specialty accessories like towels, candles, throw rugs, bedding, pillows, dishes, napkins, and stemware. Staging at its most extensive level involves rearranging or replacing furniture or even adding specialty furniture pieces to create a feeling of comfort and livability.\r\n<p class=\"article-tips tip\">Before you advise clients on the staging process, gain knowledge about basic staging techniques and outcomes by visiting newly developed neighborhoods with model homes. Invest the time to see how new homes are being shown. Notice how the most appealing homes present master baths. Take a close look at desirable kitchens to see what is and isn't on the countertops. Note how towels, dishes, and glassware are displayed. Most of all, study how furniture is arranged in variously shaped rooms to create an environment that is open, warm, and comfortable.</p>\r\n\r\n<h3>Clearing the clutter</h3>\r\nWhen buyers are house shopping, they're given the challenge of mentally removing the seller's stuff before deciding whether they actually want to move in. This type of mental gymnastics helps buyers assess how well the home they're viewing will accommodate their own possessions.\r\n\r\nSome sellers' homes are so full of garage-sale and flea-market finds that the buyers honestly can't see the home through the clutter. They can't \"move in\" because they can't see anywhere for their own things to go.\r\n\r\n \r\n<p class=\"article-tips tip\">If you're working with sellers who are surrounded by clutter, do the following:</p>\r\n\r\n<ul>\r\n\t<li><strong>Advise them to remove excessive amounts of accessories and knickknacks.</strong></li>\r\n\t<li><strong>Dismantle the \"shrine wall.\"</strong> A wall of pictures of children, grandchildren, nieces, nephews, friends, acquaintances, and snapshots of every experience the owners fondly remember adds clutter with little to no buyer appeal.</li>\r\n\t<li><strong>Follow the design rule \"When in doubt, take it out.\"</strong> Advise sellers to keep clutter, wall décor, and placement of figurines and mementos to a bare minimum.</li>\r\n</ul>\r\n<h3>Knowing what to keep and what to remove</h3>\r\nThe point of showing a home is to allow prospective buyers to mentally move in and assess how well the home fits with their lives and possessions. Real estate agents know to listen and watch for buying signals, and one of the clearest and best signs is when buyers discuss how their own belongings may fit in various rooms.\r\n<p class=\"article-tips remember\">Buyers can hardly think about where their piano, china cabinet, or most-treasured family heirloom will go when they can't get their eyes past the visual onslaught of the furnishings, accessories, and clutter of the current owners. Use the following information to guide your recommendations regarding what sellers should leave in place and what they should move out prior to the home presentation.</p>\r\n\r\n<ul>\r\n\t<li><strong>Pictures:</strong> Suggest that the owners pack up all but a few of the personal photos in the home.</li>\r\n\t<li><strong>Appliances:</strong> Except the ones that get used daily, store all small kitchen appliances. Leave the coffeemaker on the counter, but lose the blender and maybe even the toaster.</li>\r\n\t<li><strong>Vanity items:</strong> Remove most of what is on the bathroom vanity, including decorations and toiletries. A collection of items draws attention to a small vanity size.</li>\r\n\t<li><strong>Closets:</strong> Thin clothes out of closets to create the illusion of greater space. Even a good-sized closet that is crammed with clothes looks undersized and inadequate.</li>\r\n\t<li><strong>The garage:</strong> Too often, what gets removed from the home goes into the garage. Don't let your sellers make this mistake. Ask them to move household items into a rented storage unit instead. While they're at it, they can move garage items — from extra sets of tires to out-of-season recreation equipment — to the storage unit. Then advise them to organize what's left. The objective is to end up with a clean, spacious garage that adds openness and perceived square footage to the home — and dollars to the final sale price.</li>\r\n</ul>\r\n<p class=\"article-tips tip\">If you encounter seller resistance, remind your clients that they're going to have to pack their stuff up anyway. By preparing their home for presentation, they eliminate visual clutter and get a leap on the packing process at the same time.</p>\r\n\r\n<h3>Simplifying traffic flow</h3>\r\nThe design rule \"When in doubt, take it out\" applies to furniture as well. Rooms that feel cramped and hard to move through usually have too much furniture in too little space.\r\n<p class=\"article-tips tip\">To make a diagnosis and suggest recommendations, do the following:</p>\r\n\r\n<ul>\r\n\t<li><strong>Walk through the home to find the spots that feel cramped.</strong> Where do transition areas from room to room, or from one part of a room to another, feel restricted?</li>\r\n\t<li><strong>Make recommendations to improve traffic flow.</strong> The sellers can't move walls (without great expense), but they can move furniture that restricts movement.</li>\r\n\t<li><strong>Evaluate the number of pieces of furniture in each room and note the sizes of each piece.</strong> Ask yourself the following questions:\r\n<ul>\r\n\t<li>Are too many pieces of furniture crowded into one room?</li>\r\n\t<li>Are furnishings too large and beefy for the room?</li>\r\n\t<li>Does the furniture arrangement work in terms of space and flow?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Be on the lookout for small, decorative pieces of furniture.</strong> These pieces are often the biggest culprits when it comes to restricting walkways and creating a crowded feeling.</li>\r\n</ul>\r\nMost people have too much furniture in too small of a space. Be ready to recommend that the sellers remove furniture to create more open spaces, which makes the home appear larger and more comfortable.\r\n<p class=\"article-tips warning\">Your furniture-removal recommendations will most likely be met by owner resistance. Sellers will resist because they think that there won't be any place for people to sit. Stick to your story: Tell them a home with too little furniture almost always shows better than a home with too much.</p>\r\n\r\n<h2 id=\"tab2\" >Making a clean-up checklist</h2>\r\n<p class=\"article-tips remember\">Don't assume that sellers understand what needs to be done before a showing, even if they've bought and sold a home before. Take a proactive stance by providing a detailed step-by-step checklist of the steps they need to take before the first buyer presentation. the Figure is a good sample to follow as you provide your clients with valuable counsel and help them ready their home for presentation.</p>\r\n\r\n\r\n[caption id=\"attachment_241642\" align=\"aligncenter\" width=\"340\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-cleanup.jpg\"><img class=\"wp-image-241642 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-cleanup.jpg\" alt=\"real-estate-cleanup\" width=\"340\" height=\"600\" /></a> House clean-up and presentation preparation checklist.[/caption]","description":"Help sellers achieve the lightest, brightest, and largest interior possible by taking the following advice to heart. To help sellers prepare their home interiors for showing, have them take two initial steps:\r\n<ul>\r\n\t<li><strong>Get them to rent a drop box or dumpster and throw away or donate anything they haven't used in a while.</strong></li>\r\n\t<li><strong>Convince the sellers to rent a storage unit.</strong> After filling a dumpster to the gills, they may still have things that should be moved out of the house — if not out of their lives. A storage unit provides an inexpensive, readily available solution.</li>\r\n</ul>\r\nAfter these initial steps are taken, you and the sellers can focus on other ways to make the home more appealing to potential buyers.\r\n<h2 id=\"tab1\" >Staging a home</h2>\r\nThe term <em>staging</em> describes the process of rearranging and decorating a home's interior in an effort to downplay deficiencies and accent strengths. In its simplest form, staging involves adding specialty accessories like towels, candles, throw rugs, bedding, pillows, dishes, napkins, and stemware. Staging at its most extensive level involves rearranging or replacing furniture or even adding specialty furniture pieces to create a feeling of comfort and livability.\r\n<p class=\"article-tips tip\">Before you advise clients on the staging process, gain knowledge about basic staging techniques and outcomes by visiting newly developed neighborhoods with model homes. Invest the time to see how new homes are being shown. Notice how the most appealing homes present master baths. Take a close look at desirable kitchens to see what is and isn't on the countertops. Note how towels, dishes, and glassware are displayed. Most of all, study how furniture is arranged in variously shaped rooms to create an environment that is open, warm, and comfortable.</p>\r\n\r\n<h3>Clearing the clutter</h3>\r\nWhen buyers are house shopping, they're given the challenge of mentally removing the seller's stuff before deciding whether they actually want to move in. This type of mental gymnastics helps buyers assess how well the home they're viewing will accommodate their own possessions.\r\n\r\nSome sellers' homes are so full of garage-sale and flea-market finds that the buyers honestly can't see the home through the clutter. They can't \"move in\" because they can't see anywhere for their own things to go.\r\n\r\n \r\n<p class=\"article-tips tip\">If you're working with sellers who are surrounded by clutter, do the following:</p>\r\n\r\n<ul>\r\n\t<li><strong>Advise them to remove excessive amounts of accessories and knickknacks.</strong></li>\r\n\t<li><strong>Dismantle the \"shrine wall.\"</strong> A wall of pictures of children, grandchildren, nieces, nephews, friends, acquaintances, and snapshots of every experience the owners fondly remember adds clutter with little to no buyer appeal.</li>\r\n\t<li><strong>Follow the design rule \"When in doubt, take it out.\"</strong> Advise sellers to keep clutter, wall décor, and placement of figurines and mementos to a bare minimum.</li>\r\n</ul>\r\n<h3>Knowing what to keep and what to remove</h3>\r\nThe point of showing a home is to allow prospective buyers to mentally move in and assess how well the home fits with their lives and possessions. Real estate agents know to listen and watch for buying signals, and one of the clearest and best signs is when buyers discuss how their own belongings may fit in various rooms.\r\n<p class=\"article-tips remember\">Buyers can hardly think about where their piano, china cabinet, or most-treasured family heirloom will go when they can't get their eyes past the visual onslaught of the furnishings, accessories, and clutter of the current owners. Use the following information to guide your recommendations regarding what sellers should leave in place and what they should move out prior to the home presentation.</p>\r\n\r\n<ul>\r\n\t<li><strong>Pictures:</strong> Suggest that the owners pack up all but a few of the personal photos in the home.</li>\r\n\t<li><strong>Appliances:</strong> Except the ones that get used daily, store all small kitchen appliances. Leave the coffeemaker on the counter, but lose the blender and maybe even the toaster.</li>\r\n\t<li><strong>Vanity items:</strong> Remove most of what is on the bathroom vanity, including decorations and toiletries. A collection of items draws attention to a small vanity size.</li>\r\n\t<li><strong>Closets:</strong> Thin clothes out of closets to create the illusion of greater space. Even a good-sized closet that is crammed with clothes looks undersized and inadequate.</li>\r\n\t<li><strong>The garage:</strong> Too often, what gets removed from the home goes into the garage. Don't let your sellers make this mistake. Ask them to move household items into a rented storage unit instead. While they're at it, they can move garage items — from extra sets of tires to out-of-season recreation equipment — to the storage unit. Then advise them to organize what's left. The objective is to end up with a clean, spacious garage that adds openness and perceived square footage to the home — and dollars to the final sale price.</li>\r\n</ul>\r\n<p class=\"article-tips tip\">If you encounter seller resistance, remind your clients that they're going to have to pack their stuff up anyway. By preparing their home for presentation, they eliminate visual clutter and get a leap on the packing process at the same time.</p>\r\n\r\n<h3>Simplifying traffic flow</h3>\r\nThe design rule \"When in doubt, take it out\" applies to furniture as well. Rooms that feel cramped and hard to move through usually have too much furniture in too little space.\r\n<p class=\"article-tips tip\">To make a diagnosis and suggest recommendations, do the following:</p>\r\n\r\n<ul>\r\n\t<li><strong>Walk through the home to find the spots that feel cramped.</strong> Where do transition areas from room to room, or from one part of a room to another, feel restricted?</li>\r\n\t<li><strong>Make recommendations to improve traffic flow.</strong> The sellers can't move walls (without great expense), but they can move furniture that restricts movement.</li>\r\n\t<li><strong>Evaluate the number of pieces of furniture in each room and note the sizes of each piece.</strong> Ask yourself the following questions:\r\n<ul>\r\n\t<li>Are too many pieces of furniture crowded into one room?</li>\r\n\t<li>Are furnishings too large and beefy for the room?</li>\r\n\t<li>Does the furniture arrangement work in terms of space and flow?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Be on the lookout for small, decorative pieces of furniture.</strong> These pieces are often the biggest culprits when it comes to restricting walkways and creating a crowded feeling.</li>\r\n</ul>\r\nMost people have too much furniture in too small of a space. Be ready to recommend that the sellers remove furniture to create more open spaces, which makes the home appear larger and more comfortable.\r\n<p class=\"article-tips warning\">Your furniture-removal recommendations will most likely be met by owner resistance. Sellers will resist because they think that there won't be any place for people to sit. Stick to your story: Tell them a home with too little furniture almost always shows better than a home with too much.</p>\r\n\r\n<h2 id=\"tab2\" >Making a clean-up checklist</h2>\r\n<p class=\"article-tips remember\">Don't assume that sellers understand what needs to be done before a showing, even if they've bought and sold a home before. Take a proactive stance by providing a detailed step-by-step checklist of the steps they need to take before the first buyer presentation. the Figure is a good sample to follow as you provide your clients with valuable counsel and help them ready their home for presentation.</p>\r\n\r\n\r\n[caption id=\"attachment_241642\" align=\"aligncenter\" width=\"340\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-cleanup.jpg\"><img class=\"wp-image-241642 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-cleanup.jpg\" alt=\"real-estate-cleanup\" width=\"340\" height=\"600\" /></a> House clean-up and presentation preparation checklist.[/caption]","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"primaryCategoryTaxonomy":{"categoryId":34270,"title":"General Real Estate Careers","slug":"general-real-estate-careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"}},"secondaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"tertiaryCategoryTaxonomy":{"categoryId":0,"title":null,"slug":null,"_links":null},"trendingArticles":null,"inThisArticle":[{"label":"Staging a home","target":"#tab1"},{"label":"Making a clean-up checklist","target":"#tab2"}],"relatedArticles":{"fromBook":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}],"fromCategory":[{"articleId":241649,"title":"Establish Awesome Service as a Real Estate Agent","slug":"establish-awesome-service-real-estate-agent","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241649"}},{"articleId":241645,"title":"Focus Your Real Estate Marketing Dollars Online","slug":"focus-real-estate-marketing-dollars-online","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241645"}},{"articleId":241637,"title":"Qualifying Your Listing Prospects","slug":"qualifying-listing-prospects","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241637"}},{"articleId":241633,"title":"Tips for Setting Up for a Real Estate Open House","slug":"tips-setting-real-estate-open-house","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241633"}},{"articleId":241629,"title":"Constructing a Real Estate Sales Referral Database","slug":"constructing-real-estate-sales-referral-database","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"_links":{"self":"https://dummies-api.dummies.com/v2/articles/241629"}}]},"hasRelatedBookFromSearch":false,"relatedBook":{"bookId":282618,"slug":"success-as-a-real-estate-agent-for-dummies-3rd-edition","isbn":"9781119371830","categoryList":["business-careers-money","careers","real-estate-careers","general-real-estate-careers"],"amazon":{"default":"https://www.amazon.com/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","ca":"https://www.amazon.ca/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","indigo_ca":"http://www.tkqlhce.com/click-9208661-13710633?url=https://www.chapters.indigo.ca/en-ca/books/product/111937183X-item.html&cjsku=978111945484","gb":"https://www.amazon.co.uk/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20","de":"https://www.amazon.de/gp/product/111937183X/ref=as_li_tl?ie=UTF8&tag=wiley01-20"},"image":{"src":"https://www.dummies.com/wp-content/uploads/success-as-a-real-estate-agent-for-dummies-3rd-edition-cover-9781119371830-203x255.jpg","width":203,"height":255},"title":"Success as a Real Estate Agent For Dummies","testBankPinActivationLink":"","bookOutOfPrint":false,"authorsInfo":"<p><b data-author-id=\"9228\">Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes \"regular\" agents and \"regular\" managers and transforms them into Champion Agents and Managers. </p>","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. ","hasArticle":false,"_links":{"self":"https://dummies-api.dummies.com/v2/authors/9228"}}],"_links":{"self":"https://dummies-api.dummies.com/v2/books/"}},"collections":[],"articleAds":{"footerAd":"<div class=\"du-ad-region row\" id=\"article_page_adhesion_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_adhesion_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b2377cbc\"></div></div>","rightAd":"<div class=\"du-ad-region row\" id=\"article_page_right_ad\"><div class=\"du-ad-unit col-md-12\" data-slot-id=\"article_page_right_ad\" data-refreshed=\"false\" \r\n data-target = \"[{&quot;key&quot;:&quot;cat&quot;,&quot;values&quot;:[&quot;business-careers-money&quot;,&quot;careers&quot;,&quot;real-estate-careers&quot;,&quot;general-real-estate-careers&quot;]},{&quot;key&quot;:&quot;isbn&quot;,&quot;values&quot;:[&quot;9781119371830&quot;]}]\" id=\"du-slot-63221b237828f\"></div></div>"},"articleType":{"articleType":"Articles","articleList":null,"content":null,"videoInfo":{"videoId":null,"name":null,"accountId":null,"playerId":null,"thumbnailUrl":null,"description":null,"uploadDate":null}},"sponsorship":{"sponsorshipPage":false,"backgroundImage":{"src":null,"width":0,"height":0},"brandingLine":"","brandingLink":"","brandingLogo":{"src":null,"width":0,"height":0},"sponsorAd":"","sponsorEbookTitle":"","sponsorEbookLink":"","sponsorEbookImage":{"src":null,"width":0,"height":0}},"primaryLearningPath":"Advance","lifeExpectancy":null,"lifeExpectancySetFrom":null,"dummiesForKids":"no","sponsoredContent":"no","adInfo":"","adPairKey":[]},"status":"publish","visibility":"public","articleId":241641},{"headers":{"creationTime":"2017-07-03T21:35:47+00:00","modifiedTime":"2017-07-03T21:35:47+00:00","timestamp":"2022-09-14T18:19:15+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Qualifying Your Listing Prospects","strippedTitle":"qualifying your listing prospects","slug":"qualifying-listing-prospects","canonicalUrl":"","seo":{"metaDescription":"The success of a listing presentation is determined by what you do before you even walk through the door. Most real estate agents enter the meeting flying blind","noIndex":0,"noFollow":0},"content":"The success of a listing presentation is determined by what you do before you even walk through the door. Most real estate agents enter the meeting flying blind, ill prepared and oblivious to the needs, wants, desires, and expectations of the prospect.\r\n<p class=\"article-tips remember\">Make this pledge to yourself right now: Before you enter another listing presentation, ask your prospects quality questions in advance.</p>\r\n\r\n<h2 id=\"tab1\" >Using questions effectively before your listing presentation</h2>\r\nAsk questions that enable you to obtain important information about the customer's desires, timeframe, motivation level, experience, and expectations of outcome and service. Without this information, you can't possibly serve the client well. You won't be able to sell your value as well either.\r\n\r\nMany salespeople, especially in real estate sales, think they'll offend the customer if they ask questions. Without good client information, a listing presentation becomes an explanation of your services and service delivery system. But what if the prospect sitting in front of you wants to be served differently? Then what?\r\n\r\nThe customer ultimately determines whether your service is outstanding, fair, or poor. Because the customer judges the quality of service received, the only way to start the service process is to learn what customers want, rather than trying to guess their desires and expectations. Additionally, your level of service satisfaction determines the level of referral volume you receive from that client in the future.\r\n<h2 id=\"tab2\" >Knowing why and how to question listing prospects</h2>\r\nQuestion prospects for two main reasons:\r\n<ul>\r\n\t<li><strong>Question listing prospects to safeguard your time.</strong> By questioning prospects before you meet with them, you assess their motivation, desire, need to take action, ability to act, and authority to make selling decisions. You also assess the odds that the prospect will result in income-producing activity. The questioning process increases your probability of sales success by determining which prospects are likely to result in commission revenue and which are likely to consume hours without results.</li>\r\n\t<li><strong>Question listing prospects to determine their service expectations.</strong> What kind of service do they expect? What selling approach do they follow? Is there a match between your philosophy and theirs? If not, can you convince them that your approach is better than their preconceived notion of what and how you should represent their interests? If not, are you willing to turn down the business? The only way to address these issues is to learn what your prospects are thinking before you make your presentation.</li>\r\n</ul>\r\nBefore you enter a listing presentation, diagnose the situation you're entering and the opportunity it presents by learning the prospect's answers to key questions. Acquire this base of knowledge over the phone when you're scheduling the presentation appointment. If you wait until you're face to face with the prospect, it may be too late. By then you want to be offering a tailored presentation, not acquiring baseline information.\r\n\r\nFocus your pre-appointment questions around the following four topics:\r\n<ol>\r\n\t<li><strong>Motivation and timeframe:</strong> Ask questions that reveal how badly the prospect wants to buy or sell, and in what timeframe. Sample questions include:\r\n<ul>\r\n\t<li>Where are you hoping to move?</li>\r\n\t<li>How soon do you need to be there?</li>\r\n\t<li>Tell me about your perfect timeframe. When do you want this move to happen?</li>\r\n\t<li>Is there anything that would cause you not to make this move?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Experience:</strong> A prospect's view of the real estate profession is filtered through personal experience and experiences related by friends and family members. The following questions help you gauge your prospect's real estate background and preconceptions:\r\n<ul>\r\n\t<li>How many properties have you sold in the past?</li>\r\n\t<li>When was your last sales experience?</li>\r\n\t<li>What was your experience with that sale?</li>\r\n\t<li>How did you select the agent you worked with?</li>\r\n\t<li>What did you like best and least about what that agent did?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Pricing:</strong> The following questions help you gauge the prospect's motivation or desire to sell. They'll also help you determine whether the prospect is realistic about current real estate values.\r\n<p class=\"article-tips remember\">The higher the list price, the lower the motivation; the lower the list price, the higher the motivation.</p>\r\n\r\nListen carefully to the answers to the following three questions. They'll reveal whether your prospect is ready to sell or just fishing for a price:\r\n<ul>\r\n\t<li>How much do you want to list your home for tonight?</li>\r\n\t<li>How did you arrive at that value for your home?</li>\r\n\t<li>If a buyer came in today, what would you consider to be an acceptable offer for your home?\r\n\r\nIf you want to approach the seller with a softer series of questions in the pricing area, you might try these:</li>\r\n\t<li>Most people do a little investigation on real estate values before they sell their home. What have you found?</li>\r\n\t<li>Most people have a general idea of what they want for their home. What's yours?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Service expectation:</strong> Learning your prospect's service expectation is absolutely essential to a good working relationship, but when you begin to ask the service-related questions, you'll likely hear silence on the phone. Likely your prospect has never met a service provider concerned enough to ask what he wants, values, and expects. As a result, you may have to probe and ask follow-up questions to help the prospect open up and enter a dialogue.\r\n<ul>\r\n\t<li>What do you expect from the real estate agent you choose to work with?</li>\r\n\t<li>What are the top three things you're looking for from an agent?</li>\r\n\t<li>What will it take for you to be confident that my service will meet your requirements?</li>\r\n</ul>\r\n</li>\r\n</ol>\r\nFollowing your phone interview, use the answers to questions in each of the four categories as you compile a qualifying questionnaire on the prospect. This figure provides a good format to follow.\r\n\r\n[caption id=\"attachment_241638\" align=\"aligncenter\" width=\"485\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-pre-listing.jpg\"><img class=\"wp-image-241638 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-pre-listing.jpg\" alt=\"real-estate-pre-listing\" width=\"485\" height=\"600\" /></a> Complete a qualifying questionnaire as you prepare for each listing presentation.[/caption]","description":"The success of a listing presentation is determined by what you do before you even walk through the door. Most real estate agents enter the meeting flying blind, ill prepared and oblivious to the needs, wants, desires, and expectations of the prospect.\r\n<p class=\"article-tips remember\">Make this pledge to yourself right now: Before you enter another listing presentation, ask your prospects quality questions in advance.</p>\r\n\r\n<h2 id=\"tab1\" >Using questions effectively before your listing presentation</h2>\r\nAsk questions that enable you to obtain important information about the customer's desires, timeframe, motivation level, experience, and expectations of outcome and service. Without this information, you can't possibly serve the client well. You won't be able to sell your value as well either.\r\n\r\nMany salespeople, especially in real estate sales, think they'll offend the customer if they ask questions. Without good client information, a listing presentation becomes an explanation of your services and service delivery system. But what if the prospect sitting in front of you wants to be served differently? Then what?\r\n\r\nThe customer ultimately determines whether your service is outstanding, fair, or poor. Because the customer judges the quality of service received, the only way to start the service process is to learn what customers want, rather than trying to guess their desires and expectations. Additionally, your level of service satisfaction determines the level of referral volume you receive from that client in the future.\r\n<h2 id=\"tab2\" >Knowing why and how to question listing prospects</h2>\r\nQuestion prospects for two main reasons:\r\n<ul>\r\n\t<li><strong>Question listing prospects to safeguard your time.</strong> By questioning prospects before you meet with them, you assess their motivation, desire, need to take action, ability to act, and authority to make selling decisions. You also assess the odds that the prospect will result in income-producing activity. The questioning process increases your probability of sales success by determining which prospects are likely to result in commission revenue and which are likely to consume hours without results.</li>\r\n\t<li><strong>Question listing prospects to determine their service expectations.</strong> What kind of service do they expect? What selling approach do they follow? Is there a match between your philosophy and theirs? If not, can you convince them that your approach is better than their preconceived notion of what and how you should represent their interests? If not, are you willing to turn down the business? The only way to address these issues is to learn what your prospects are thinking before you make your presentation.</li>\r\n</ul>\r\nBefore you enter a listing presentation, diagnose the situation you're entering and the opportunity it presents by learning the prospect's answers to key questions. Acquire this base of knowledge over the phone when you're scheduling the presentation appointment. If you wait until you're face to face with the prospect, it may be too late. By then you want to be offering a tailored presentation, not acquiring baseline information.\r\n\r\nFocus your pre-appointment questions around the following four topics:\r\n<ol>\r\n\t<li><strong>Motivation and timeframe:</strong> Ask questions that reveal how badly the prospect wants to buy or sell, and in what timeframe. Sample questions include:\r\n<ul>\r\n\t<li>Where are you hoping to move?</li>\r\n\t<li>How soon do you need to be there?</li>\r\n\t<li>Tell me about your perfect timeframe. When do you want this move to happen?</li>\r\n\t<li>Is there anything that would cause you not to make this move?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Experience:</strong> A prospect's view of the real estate profession is filtered through personal experience and experiences related by friends and family members. The following questions help you gauge your prospect's real estate background and preconceptions:\r\n<ul>\r\n\t<li>How many properties have you sold in the past?</li>\r\n\t<li>When was your last sales experience?</li>\r\n\t<li>What was your experience with that sale?</li>\r\n\t<li>How did you select the agent you worked with?</li>\r\n\t<li>What did you like best and least about what that agent did?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Pricing:</strong> The following questions help you gauge the prospect's motivation or desire to sell. They'll also help you determine whether the prospect is realistic about current real estate values.\r\n<p class=\"article-tips remember\">The higher the list price, the lower the motivation; the lower the list price, the higher the motivation.</p>\r\n\r\nListen carefully to the answers to the following three questions. They'll reveal whether your prospect is ready to sell or just fishing for a price:\r\n<ul>\r\n\t<li>How much do you want to list your home for tonight?</li>\r\n\t<li>How did you arrive at that value for your home?</li>\r\n\t<li>If a buyer came in today, what would you consider to be an acceptable offer for your home?\r\n\r\nIf you want to approach the seller with a softer series of questions in the pricing area, you might try these:</li>\r\n\t<li>Most people do a little investigation on real estate values before they sell their home. What have you found?</li>\r\n\t<li>Most people have a general idea of what they want for their home. What's yours?</li>\r\n</ul>\r\n</li>\r\n\t<li><strong>Service expectation:</strong> Learning your prospect's service expectation is absolutely essential to a good working relationship, but when you begin to ask the service-related questions, you'll likely hear silence on the phone. Likely your prospect has never met a service provider concerned enough to ask what he wants, values, and expects. As a result, you may have to probe and ask follow-up questions to help the prospect open up and enter a dialogue.\r\n<ul>\r\n\t<li>What do you expect from the real estate agent you choose to work with?</li>\r\n\t<li>What are the top three things you're looking for from an agent?</li>\r\n\t<li>What will it take for you to be confident that my service will meet your requirements?</li>\r\n</ul>\r\n</li>\r\n</ol>\r\nFollowing your phone interview, use the answers to questions in each of the four categories as you compile a qualifying questionnaire on the prospect. This figure provides a good format to follow.\r\n\r\n[caption id=\"attachment_241638\" align=\"aligncenter\" width=\"485\"]<a href=\"https://www.dummies.com/wp-content/uploads/real-estate-pre-listing.jpg\"><img class=\"wp-image-241638 size-full\" src=\"https://www.dummies.com/wp-content/uploads/real-estate-pre-listing.jpg\" alt=\"real-estate-pre-listing\" width=\"485\" height=\"600\" /></a> Complete a qualifying questionnaire as you prepare for each listing presentation.[/caption]","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes &#34;regular&#34; agents and &#34;regular&#34; managers and transforms them into Champion Agents and Managers. 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General Real Estate Careers Articles

Whether you're wondering about due diligence on a real estate transaction or staging a home for sale, we've got you covered with expert real estate advice.

Articles From General Real Estate Careers

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General Real Estate Careers Landlord's Legal Kit For Dummies Cheat Sheet

Cheat Sheet / Updated 09-20-2022

Being a landlord certainly sounds easy. All you have to do is line up responsible residents, maintain the property, and count your money as the rent rolls in, right? Actually, no. Owning and leasing residential real estate requires that you comply with a host of federal, state, and local laws. Certain residents may complicate your life by taking legal action against you or forcing you to take legal action against them. This snapshot explains some important landlord legalities and helps you avoid the most common legal pitfalls of owning and leasing residential rental property.

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General Real Estate Careers Ways You Can Incorporate Your Business as a Landlord

Article / Updated 08-16-2022

How you choose to structure your business as the landlord depends in part upon your willingness to share its future and yours with others. Forming a corporation is a fairly complex legal endeavor that involves the following steps: Choose and register a name for your corporation that complies with state requirements. Write and file your articles of incorporation. Write bylaws to govern corporate operations. Issue stock certificates to your [email protected]’s owners and investors. Obtain any business licenses and permits required by your state and local governing bodies. You can take any of the following three approaches to form your corporation: Do it yourself. If you’re the sole owner of the business and don’t intend to add owners, seek outside capital, or do business in multiple locations, you may be able to incorporate without expert assistance. Use a third-party service. Hire a reputable, local attorney. Outsourcing to a business-formation service Numerous firms offer services to help you form a business entity. Three of the best known are Legal Zoom, Rocket Attorney, and The Company Corporation. Others include Inc Authority, and Directincorporation.com. Before using a service, check with others who’ve used it, and expand your search to include LinkedIn, Facebook, and Twitter. Find out how they’re regarded by the Better Business Bureau and local consumer protection organizations to determine whether any complaints have been filed against them. Keep in mind that these firms are ordinary retailers who tend to advertise low prices “Starting at …” for only a few of the services you need. Comparison shop. Find out what’s included and what’s not. Get a price quote from a reputable local attorney, as well, for comparison purposes. Make sure you get a price quote that covers everything you need to form your corporation. Hiring an attorney and accountant We recommend that you hire a reputable, local attorney to guide you through the process of incorporating your business and an accountant to manage the corporation’s payroll, taxes, and financial reporting for several reasons, including the following: Your attorney can help evaluate your specific needs for the area where you’re setting up shop and recommend the best business structure to meet those needs. Choosing the wrong business structure may imperil your personal assets and limit your tax benefits. Your attorney makes sure all documents are filed properly with the right government agencies and in a timely manner. Your attorney can refer you to experts in accounting, banking, financial planning, insurance, and web design. A good business attorney will have an ongoing professional interest in your success. Your accountant keeps the books and creates and files financial reports in compliance with federal, state, and local laws. Running your operation as a corporation As complicated as forming a corporation is, running it requires even more attention to detail. You must fulfill the obligations of corporate governance, which include: Paying yourself and other owners and investors salaries or distributions Holding at least one director and shareholder meeting annually Typing up and filing minutes from those meetings Updating the bylaws Practicing generally accepted accounting principles (GAAP) — standards and procedures for recording financial transactions and producing financial reports Producing and filing an annual report with your Secretary of State Preparing the corporation’s annual tax return

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General Real Estate Careers Property Management Kit For Dummies Cheat Sheet

Cheat Sheet / Updated 03-15-2022

Property management is a job of detail and preparation. You need to prepare empty units to show them to new tenants, be able to match potential tenants with the right unit, and, most important, be able to collect rents effectively.

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General Real Estate Careers Success as a Real Estate Agent For Dummies Cheat Sheet

Cheat Sheet / Updated 03-09-2022

The real estate business is a dynamic market. And to be a successful real estate agent, it helps to have a few key skills at the ready. Being prepared to use your time wisely, creating an online presence, converting online lookers into clients, and prospecting for business are important tools that every successful agent should possess.

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General Real Estate Careers Use Current Real Estate Clients for Referrals

Article / Updated 08-22-2017

Current clients are people you're actively representing, right now, in real estate transactions. Current clients are a rich pool of referral opportunity mainly because, more than any other group, they have real estate on their minds. They're in the midst of deals that they're constantly talking about with their friends, associates, family members, and neighbors. They're posting pictures of their dream home or their new home on Instagram and Facebook. They're pinning real estate pictures on Pinterest boards. Their online and offline conversations revolve around their real estate wants and needs, their moving plans, real estate trends, and market activity. They're churning the waters for your next prospect with every post, tweet, and pin. If you don't ask your current clients to recommend you to their friends or to refer their friends to you, you're really missing out on a huge opportunity to reach potential prospects. You can bet that your name comes up in your clients' conversations, even if it's just to say that they have an appointment or that they're awaiting information from you. Putting in a few good words on your behalf is a natural and easy thing for them to do. You just have to ask. You talk to your clients regularly to communicate about selling their home, finding a home, monitoring their transaction progress, or working toward closing. During the course of those conversations, ask for referrals. The following figure shows a timeline for real estate agent referrals. The following figure illustrates a winning strategy for the referral ask. Don't forget to have your clients include you in their social-media world. Getting your clients to post about their experiences and tag you on their Facebook pages brings you into their circle of friends. It opens the door to them liking your business page and forming a service relationship. Be sure to engage in posting and include your clients in your posts.

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General Real Estate Careers Why Prospecting Real Estate Sales Still Works

Article / Updated 08-22-2017

The purpose of prospecting is to develop prospective clients for your real estate business. The prospecting method, even in today's world where people text more than answer the phone, still has merit and success attached. The figure shows a hierarchy of pyramid of sales and communication. This pyramid shows the power of persuasion is increased, as well as the impact, the higher you move on the pyramid. As the figure shows, informational marketing strategies are the lowest level of communication and influence. The direct mail and advertising we do, for example, through billboards or other advertising mediums, require a lot of impressions because of the limited persuasion they contain. Incorporating some type of social proof or validation can increase the effectiveness, but they are at the bottom of the information zone. When you move up into email, social media, text communication, and video email, you are still in the information zone. You are transferring information — creating a connection but not selling. You will achieve a higher response rate to a Millennial prospect if you send a text. Millennials use texting to communicate. Response rate is part of selling. It's an important part of selling . . . but it's not the only part of selling. You have to persuade, handle concerns, and change thinking in order to make a sale. There is no evidence, in fact, that you can do that better via text than via phone or face-to-face conversation. All evidence is that the conversion rates are better in face-to-face and phone-to-phone voice communication than in electronic communication. All the electronic options are part of an effective sales strategy. You need to build effective social media messaging. That messaging needs to create engagement and a relationship. The text messaging needs to be short and effective and have a solid call to action (CTA). The missing element in most text communication is the CTA. All electronic communication is in the information zone of communication. Because of the image and public perception of salespeople, especially real estate salespeople, the more you can break through that consumer mind-set of agents that know little, earn a lot, don't do much, and are out for their self-interest, the more effective you will be in establishing trust and credibility. You need to smash that mental image of a salesperson that they have. This is especially true for online leads, whether that is pay-per-click, organic, Craigslist, Facebook ads, or other forms.

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General Real Estate Careers Establish Awesome Service as a Real Estate Agent

Article / Updated 07-03-2017

A service encounter happens any time a consumer interacts with a servicing organization. Every website hit or incoming ad or sign call is a service encounter. When a prospect talks to you, your staff, your company receptionist, your closing coordinator, or your broker, owner, lender, escrow or title attorney, or anyone on your service team, that person is having a service encounter. If one person in the long chain of people who help you get your job done says or does anything negative, it affects the impression of the nature of the service you provide. There's no way to separate yourself from your colleagues if they mess up. It's even possible for your service to be tainted by those outside your service team. For example, say that a buyer uses a lender other than the one you recommend. If the transaction closes late and with a higher interest rate than originally quoted, that client will leave with a bad impression about the whole transaction and everyone involved in it. Your future business and referral opportunities are affected by the actions of someone entirely outside your influence. To direct your service encounters toward superb outcomes, follow these steps: Control service encounters by using your own people to conduct transactions. Direct and drive as much business as possible to the best providers. Work hard to convince the client to use people on your team when securing a mortgage or closing the deal. Some may call this "steering," but I view it as taking care of your clients. Make sure your clients work with lenders who know their stuff and are responsive. Be aware that the lender triggers the choke point in most transactions. Take time to counsel your clients toward a resource you know will perform. Have a plan for recovering from service disasters if necessary. If your client is reasonable, no situation is too far gone to salvage. In fact, handle the problem well and you're apt to turn a disgruntled client into one of your most vocal supporters. Take these steps: Do what is necessary to right the wrong. Find out from the client what it will take to turn the unsatisfactory situation into a satisfactory outcome. Ask what it will take for them to be delighted. Be cautious here. I don't really believe that forgoing a fee or reducing a cost ever creates a more satisfied client. The service and the cost are not linked at this stage of customer satisfaction. Avoid the blame game. If you point out that it was the client's decision to use the service provider who caused the problem, you only make the situation worse. Conveying that "I told you so" is never a way to soothe feelings. Follow up. Eventually sore feelings will wane, but the only way to replace the negative impression is to make a better one through continuous, professional contact. In the early stages after the mishap you may not see many referrals, but when they start to come through you'll know your service recovery plan was a success. If you can't turn the situation around, don't concede your profit. Some clients only feel placated if they get into your pocketbook and win cash compensation. If you did something that caused them to be hurt financially, you may have to buck up. Most of the time, though, that won't be the case. Before you ever give up your hard-earned money, ask yourself three questions: Will offering cash really turn this client into a raving fan? Is there another way to turn this client into a raving fan? Is there a reasonable chance that I'll win future business and referrals from this person? If your answers don't cause you to feel confident that giving up money will net a future return at a low risk, keep the cash in your pocket. Developing a service plan The best way to provide the level of service you and your client agree upon is to create two checklists, a New Listing Checklist that details the steps you will follow when accepting a listing and a Sale Agreement Checklist that details all the steps that happen from contract to close. The following figures present samples of each of these checklists to guide you as you develop forms that work for your own business. Standard procedures vary from state to state and MLS board to MLS board. You need to customize them to fit the requirements of your state, region, municipality, and code of ethics. Extending extra touches that create gold Ask the agents in your office what extra touches work for them. Ask your broker what she thinks falls into this category. Following are two of my favorites: one that is extended right after the closing and one that works well for long-term clients: Right after closing, arrange for two hours of complimentary handyman repair work. The cost of this much-appreciated added value is only about $100, and the perceived value is huge. More often than not, clients use more time than the amount covered by your gift, so the handyman acquires new clients and as a result will probably give you a great deal on the time he sells to you. Also, by sending in a handyman, you help the clients resolve small issues the seller didn't handle before they fester into something bigger that leads to frustration with the transaction, which leads to frustration with you. This idea is an inexpensive win/win. For long-term clients, consider buying four season tickets to an event series you enjoy in your town — perhaps the symphony, theater, or professional or college sports games. Be sure the events are ones you enjoy attending and that the activity is consistent with your professional image. (Tickets to WWE wrestling probably won't make your list.) Shortly before each event date, invite clients to attend the event with you. Don't issue invitations when you first buy the tickets. Wait until a few days or a week before each event. At that point, your invitation will seem spontaneous and genuinely friendly. Some of your invitees will already be booked and will have to decline. You may have to call six to ten people to give the tickets away. If so, you'll win their appreciation, and you'll still have the tickets to share with another long-term client.

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General Real Estate Careers Focus Your Real Estate Marketing Dollars Online

Article / Updated 07-03-2017

As a new real estate agent, the first, second, and third place to invest your marketing dollars is online. The two main issues you face with the Internet are quality and quantity. You want to drive visitors to your site so you can increase the odds of generating leads from it. You also want to increase the quality of the prospects so you can separate the really good buyers and sellers from all the rest. You want to achieve a reasonable conversion rate, preferably much higher than the 0.5 to 1 percent many agents now experience with web leads. You have to do a delicate balancing act in terms of quality and quantity. If you had to choose one, which would you choose to do first — quality or quantity? Before you select, let me tell you the truth of the Internet. The volume of traffic is important. At the end of the day, the one who has the most visitors usually wins. You may build a beautiful website, but you have to drive traffic to make money with the Internet. When you get the traffic, you have to convince people to stay and leave a trail of contact information. You need them to at least leave bread crumbs: their first name and email address. You can bring a couple of thousand people to your site monthly and end up with two or three prospects. I'm not talking about clients; I'm talking only about prospects. You now have to do the work of moving them up the loyalty ladder to becoming a client by converting them from web visitors to buyers or sellers. You can do this by offering a free report, a market trends report, best values list, a newsletter, or something that a potential buyer or seller deems valuable enough to give you at least their first name and email address. You need to walk them up each step of the conversion track. With each level or step they take, your probability of earning a commission check grows. The object is to move the visitors to prospects, prospects to clients, and clients to referral sources. The more complete the contact information you can get people to leave, the higher the probability you can move them up to the client stage. More information increases the opportunity to move them to a fundamental sales channel of send > call > see. The balance in this approach is you will have a higher bounce rate. A bounce happens when the online consumer bounces off your site or landing page because you have asked for too much information. Rather than filling out your form with their information, they leave your site. Getting prospects to reveal their full contact information when they make their inquiries is paramount. For example, too many Internet leads come in without phone numbers. Getting a prospect's phone number enables you to text them or call them back — these raise the conversion ratio substantially. Additionally, you have that 90-day window of opportunity for future phone contact within the confines of the National Do Not Call Registry. Most agents are chasing a lot of low-probability prospects through the Internet. They have an email address and are sending property-match searches daily. They even put prospects into a drip sequence. A drip is a series of emails over time that you send. They also have the prospects on an electronic newsletter list. These agents start the prospecting process but often let it stall at this stage. All those methods are automated, so agents invest limited time — but also reap limited rewards.

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General Real Estate Careers Prepping a Home's Interior for Selling

Article / Updated 07-03-2017

Help sellers achieve the lightest, brightest, and largest interior possible by taking the following advice to heart. To help sellers prepare their home interiors for showing, have them take two initial steps: Get them to rent a drop box or dumpster and throw away or donate anything they haven't used in a while. Convince the sellers to rent a storage unit. After filling a dumpster to the gills, they may still have things that should be moved out of the house — if not out of their lives. A storage unit provides an inexpensive, readily available solution. After these initial steps are taken, you and the sellers can focus on other ways to make the home more appealing to potential buyers. Staging a home The term staging describes the process of rearranging and decorating a home's interior in an effort to downplay deficiencies and accent strengths. In its simplest form, staging involves adding specialty accessories like towels, candles, throw rugs, bedding, pillows, dishes, napkins, and stemware. Staging at its most extensive level involves rearranging or replacing furniture or even adding specialty furniture pieces to create a feeling of comfort and livability. Before you advise clients on the staging process, gain knowledge about basic staging techniques and outcomes by visiting newly developed neighborhoods with model homes. Invest the time to see how new homes are being shown. Notice how the most appealing homes present master baths. Take a close look at desirable kitchens to see what is and isn't on the countertops. Note how towels, dishes, and glassware are displayed. Most of all, study how furniture is arranged in variously shaped rooms to create an environment that is open, warm, and comfortable. Clearing the clutter When buyers are house shopping, they're given the challenge of mentally removing the seller's stuff before deciding whether they actually want to move in. This type of mental gymnastics helps buyers assess how well the home they're viewing will accommodate their own possessions. Some sellers' homes are so full of garage-sale and flea-market finds that the buyers honestly can't see the home through the clutter. They can't "move in" because they can't see anywhere for their own things to go. If you're working with sellers who are surrounded by clutter, do the following: Advise them to remove excessive amounts of accessories and knickknacks. Dismantle the "shrine wall." A wall of pictures of children, grandchildren, nieces, nephews, friends, acquaintances, and snapshots of every experience the owners fondly remember adds clutter with little to no buyer appeal. Follow the design rule "When in doubt, take it out." Advise sellers to keep clutter, wall décor, and placement of figurines and mementos to a bare minimum. Knowing what to keep and what to remove The point of showing a home is to allow prospective buyers to mentally move in and assess how well the home fits with their lives and possessions. Real estate agents know to listen and watch for buying signals, and one of the clearest and best signs is when buyers discuss how their own belongings may fit in various rooms. Buyers can hardly think about where their piano, china cabinet, or most-treasured family heirloom will go when they can't get their eyes past the visual onslaught of the furnishings, accessories, and clutter of the current owners. Use the following information to guide your recommendations regarding what sellers should leave in place and what they should move out prior to the home presentation. Pictures: Suggest that the owners pack up all but a few of the personal photos in the home. Appliances: Except the ones that get used daily, store all small kitchen appliances. Leave the coffeemaker on the counter, but lose the blender and maybe even the toaster. Vanity items: Remove most of what is on the bathroom vanity, including decorations and toiletries. A collection of items draws attention to a small vanity size. Closets: Thin clothes out of closets to create the illusion of greater space. Even a good-sized closet that is crammed with clothes looks undersized and inadequate. The garage: Too often, what gets removed from the home goes into the garage. Don't let your sellers make this mistake. Ask them to move household items into a rented storage unit instead. While they're at it, they can move garage items — from extra sets of tires to out-of-season recreation equipment — to the storage unit. Then advise them to organize what's left. The objective is to end up with a clean, spacious garage that adds openness and perceived square footage to the home — and dollars to the final sale price. If you encounter seller resistance, remind your clients that they're going to have to pack their stuff up anyway. By preparing their home for presentation, they eliminate visual clutter and get a leap on the packing process at the same time. Simplifying traffic flow The design rule "When in doubt, take it out" applies to furniture as well. Rooms that feel cramped and hard to move through usually have too much furniture in too little space. To make a diagnosis and suggest recommendations, do the following: Walk through the home to find the spots that feel cramped. Where do transition areas from room to room, or from one part of a room to another, feel restricted? Make recommendations to improve traffic flow. The sellers can't move walls (without great expense), but they can move furniture that restricts movement. Evaluate the number of pieces of furniture in each room and note the sizes of each piece. Ask yourself the following questions: Are too many pieces of furniture crowded into one room? Are furnishings too large and beefy for the room? Does the furniture arrangement work in terms of space and flow? Be on the lookout for small, decorative pieces of furniture. These pieces are often the biggest culprits when it comes to restricting walkways and creating a crowded feeling. Most people have too much furniture in too small of a space. Be ready to recommend that the sellers remove furniture to create more open spaces, which makes the home appear larger and more comfortable. Your furniture-removal recommendations will most likely be met by owner resistance. Sellers will resist because they think that there won't be any place for people to sit. Stick to your story: Tell them a home with too little furniture almost always shows better than a home with too much. Making a clean-up checklist Don't assume that sellers understand what needs to be done before a showing, even if they've bought and sold a home before. Take a proactive stance by providing a detailed step-by-step checklist of the steps they need to take before the first buyer presentation. the Figure is a good sample to follow as you provide your clients with valuable counsel and help them ready their home for presentation.

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General Real Estate Careers Qualifying Your Listing Prospects

Article / Updated 07-03-2017

The success of a listing presentation is determined by what you do before you even walk through the door. Most real estate agents enter the meeting flying blind, ill prepared and oblivious to the needs, wants, desires, and expectations of the prospect. Make this pledge to yourself right now: Before you enter another listing presentation, ask your prospects quality questions in advance. Using questions effectively before your listing presentation Ask questions that enable you to obtain important information about the customer's desires, timeframe, motivation level, experience, and expectations of outcome and service. Without this information, you can't possibly serve the client well. You won't be able to sell your value as well either. Many salespeople, especially in real estate sales, think they'll offend the customer if they ask questions. Without good client information, a listing presentation becomes an explanation of your services and service delivery system. But what if the prospect sitting in front of you wants to be served differently? Then what? The customer ultimately determines whether your service is outstanding, fair, or poor. Because the customer judges the quality of service received, the only way to start the service process is to learn what customers want, rather than trying to guess their desires and expectations. Additionally, your level of service satisfaction determines the level of referral volume you receive from that client in the future. Knowing why and how to question listing prospects Question prospects for two main reasons: Question listing prospects to safeguard your time. By questioning prospects before you meet with them, you assess their motivation, desire, need to take action, ability to act, and authority to make selling decisions. You also assess the odds that the prospect will result in income-producing activity. The questioning process increases your probability of sales success by determining which prospects are likely to result in commission revenue and which are likely to consume hours without results. Question listing prospects to determine their service expectations. What kind of service do they expect? What selling approach do they follow? Is there a match between your philosophy and theirs? If not, can you convince them that your approach is better than their preconceived notion of what and how you should represent their interests? If not, are you willing to turn down the business? The only way to address these issues is to learn what your prospects are thinking before you make your presentation. Before you enter a listing presentation, diagnose the situation you're entering and the opportunity it presents by learning the prospect's answers to key questions. Acquire this base of knowledge over the phone when you're scheduling the presentation appointment. If you wait until you're face to face with the prospect, it may be too late. By then you want to be offering a tailored presentation, not acquiring baseline information. Focus your pre-appointment questions around the following four topics: Motivation and timeframe: Ask questions that reveal how badly the prospect wants to buy or sell, and in what timeframe. Sample questions include: Where are you hoping to move? How soon do you need to be there? Tell me about your perfect timeframe. When do you want this move to happen? Is there anything that would cause you not to make this move? Experience: A prospect's view of the real estate profession is filtered through personal experience and experiences related by friends and family members. The following questions help you gauge your prospect's real estate background and preconceptions: How many properties have you sold in the past? When was your last sales experience? What was your experience with that sale? How did you select the agent you worked with? What did you like best and least about what that agent did? Pricing: The following questions help you gauge the prospect's motivation or desire to sell. They'll also help you determine whether the prospect is realistic about current real estate values. The higher the list price, the lower the motivation; the lower the list price, the higher the motivation. Listen carefully to the answers to the following three questions. They'll reveal whether your prospect is ready to sell or just fishing for a price: How much do you want to list your home for tonight? How did you arrive at that value for your home? If a buyer came in today, what would you consider to be an acceptable offer for your home? If you want to approach the seller with a softer series of questions in the pricing area, you might try these: Most people do a little investigation on real estate values before they sell their home. What have you found? Most people have a general idea of what they want for their home. What's yours? Service expectation: Learning your prospect's service expectation is absolutely essential to a good working relationship, but when you begin to ask the service-related questions, you'll likely hear silence on the phone. Likely your prospect has never met a service provider concerned enough to ask what he wants, values, and expects. As a result, you may have to probe and ask follow-up questions to help the prospect open up and enter a dialogue. What do you expect from the real estate agent you choose to work with? What are the top three things you're looking for from an agent? What will it take for you to be confident that my service will meet your requirements? Following your phone interview, use the answers to questions in each of the four categories as you compile a qualifying questionnaire on the prospect. This figure provides a good format to follow.

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