Real Estate Careers Articles

Article / Updated 10-04-2024

Some real estate sales approaches involve a shorter contact-to-contract cycle than others, therefore delivering a greater return on your time investment and a higher value for your business. In order, here are the factors that most influence the value of your prospecting approaches. Past clients:The highest-value form of prospecting is calling past clients and those in your direct sphere of influence. These people have either used your services in the past or know you and your character. Asking them to do business with you again is described as canvassing. Asking them to refer their friends is described as prospecting for referrals.These calls are the easiest to make because they reach those with whom you have established relationships. Typically, real estate agents experience less resistance when placing calls to this group than to any other. They also make the calls with high expectations that their efforts will generate leads. How long it takes to acquire leads with this approach varies greatly. You can secure a lead on your very first call or on your 100th call, so the ratio of leads generated to time invested is difficult to anticipate. Expired listings:This may be the number-one highest-value prospecting approach, because of the ease of locating expired listings and the relatively quick contact-to-contract cycle. Expired listings come up in the MLS daily, along with all the information you need to make the contact. Many go back on the market with another agent within a week, so the sales cycle is short, which is a key reason that expired listings offer such a high rate of return for the effort.Few agents engage in calling expired listings, largely because the sellers, who haven't experienced success with their last agents, can be hostile toward new agents, as well. Many agents feel it's "beneath them" to contact these prospects — which further contributes to the opportunity for the ones who do. FSBOs:Converting sale-by-owner contracts requires more work than securing expired listings. You have to seek out these sellers through newspaper ads or FSBO subscription services like The RedX. After you target a FSBO property, figuring out whom to call takes another round of effort, which is why FSBOs are farther down the value hierarchy.The sales cycle for FSBOs is four to five weeks on average. FSBO sellers generally try to sell by themselves for that timeframe before engaging a real estate agent. During that period, you must follow up weekly to secure an appointment four to five weeks away. Open houses and door knocking:These face-to-face techniques require more time investment than phone contacts because you can't see as many people face to face as you can speak with on the phone — but it's harder for people to reject you face to face. Cold calling:This technique, tried and true since the advent of the phone, has lost effectiveness over the years because of the preponderance of busy two-income families and the onset of do-not-call registries. If you are calling around about homes that have recently been listed or sold, it will generate business. Other people put their homes on the market after a neighbor lists or sells. Using a service like Cole Directory to secure phone numbers in neighborhoods is effective. They also provide cell phone numbers, which is highly effective.

Cheat Sheet / Updated 07-28-2024

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.

Article / Updated 10-27-2023

Dozens of federal, state, and local laws govern the residential rental industry and the landlord-resident relationship. All of these laws are important. The following calls to your attention ten important laws for you to know and follow when you're a landlord. The Fair Housing Act The Fair Housing Act prohibits you from discriminating against applicants or residents based on any of the seven protected classes: Race Color Sex National origin Religion Handicap Family status The Fair Housing Act establishes only the minimum protections. States and localities may set additional protected classes, such as source of income — whether a person's income is from a job, alimony, child support, unemployment, welfare, disability payments, and so on. The Fair Credit Reporting Act According to the Fair Credit Reporting Act (FCRA), you may use credit reports to evaluate rental applications. However, if you deny housing to an applicant based on information contained in the credit report, you must provide the applicant with an adverse action notice that includes the following information: The name, address, and telephone number of the credit-reporting agency (CRA) that supplied the credit report, including a toll-free telephone number for CRAs that maintain files nationwide A statement that the CRA that supplied the report didn't make the decision to take the adverse action and can't give the specific reasons for it A notice of the applicant's right to dispute the accuracy or completeness of any information provided in the credit report, and the applicant's right to a free report from the CRA upon request within 60 days The FCRA also comes into play if you want to report the nonpayment of rent to one or more CRAs. If you report a resident for nonpayment of rent and the resident cures the debt, you're legally obligated to update the resident's credit report to indicate that the debt has been cured. The implied warranty of habitability The implied warranty of habitability requires that landlords provide residents with living space that's fit for human occupancy. To be habitable, living space must have heat when it's cold, running water, a sufficient amount of hot water, plumbing and electricity that function properly, and so on. Landlords must also maintain clean and sanitary buildings and grounds — free of debris, filth, rubbish, garbage, rodents, and vermin. If a rental unit is uninhabitable, residents have the right to withhold rent until the necessary repairs are made or, in more serious situations, terminate the lease. Although your residents are responsible for repairing anything they or their guests break, you're required to perform any repairs required to maintain fit and habitable living conditions, and you must complete the repairs in a reasonable period of time. The mutual covenant of quiet enjoyment Implied in every lease and rental agreement is the mutual covenant of quiet enjoyment, which grants all residents the right to the undisturbed use and enjoyment of the rental property. This covenant applies to you, as landlord, in two ways: You're not allowed to enter a resident's unit whenever you want. You can enter in an emergency that threatens life or property, when you ask and the resident gives you permission, and to perform necessary inspections or repairs or show the unit to prospective renters or buyers (only after giving the resident sufficient notice). You need to reasonably investigate complaints and potentially take action against any resident who's disturbing his neighbors. Your state's security deposit rules Every state has a security deposit statute that typically specifies the following: How the security deposit is to be held — usually in an interest-bearing account in an in-state bank What the security deposit may be used for — usually to cover unpaid rent, damage beyond ordinary wear and tear, and cleaning to make the unit as clean as it was when the resident moved in and sometimes to repair or replace the landlord's personal property in the unit if that use is mentioned in the lease When the unused portion of the security deposit must be returned to the resident That the landlord provide an itemized invoice of any money deducted from the security deposit Disputes over security deposits are common and frequently lead to the resident taking legal action against the landlord. To protect yourself, comply with your state statute, and take the following precautions as good business practices, even if it isn't required under the applicable statute: Have a separate interest-bearing account for holding security deposits. Complete a move-in/move-out checklist to document the condition of the property at the beginning and end of a resident's stay. Take photos or video of the property to create a visual record of the property's condition at the beginning and end of a resident's stay. Keep receipts for all repairs and cleaning required to prepare the unit for the next resident, even though you're permitted to charge the resident only for damage beyond ordinary wear and tear, and cleaning to make the unit as clean as it was when the resident moved in. Return the unused portion of the security deposit to the resident as soon as possible as required by state law. Along with the unused portion of the security deposit, include an itemized list of all costs deducted from the security deposit. The Residential Lead-Based Paint Hazard Reduction Act The Residential Lead-Based Paint Hazard Reduction Act, in part, requires that landlords inform residents of the hazards posed by lead-based paint. If your rental property was built prior to 1978 (the year the EPA banned lead paint) you're required by law to do the following: Disclose all known lead-based paint and lead-based paint hazards and any available reports on lead in the property. Give renters the EPA pamphlets "Protect Your Family From Lead in Your Home" and "The Lead-Safe Certified Guide to Renovate Right." Include certain warning language in the lease as well as signed statements from all parties verifying that all requirements were completed. Retain signed acknowledgments for three years, as proof of compliance. Housing that is exempt from this rule include the following: Units that have no bedrooms, such as lofts, efficiencies, and studio apartments Short-term rentals of fewer than 100 days Housing designated for the elderly or the handicapped unless children live or are expected to live there Property that's been inspected by a certified inspector and found to be free of lead-based paint State-required disclosures In addition to the federal lead-based paint disclosure, many states require that landlords disclose one or more of the following: Environmental hazards, including periodic pest control and herbicide treatments, toxic mold, asbestos, radon gas, bedbug infestation, and methamphetamine contamination Recent flooding or location in a flood zone Security deposit policies and procedures Nonrefundable fees, such as a pet fee, where such fees are allowed Smoke detector location and maintenance requirements Nearby military ordinance, such as a US Army base Smoking policy Landlord's or property manager's name and contact information Any shared utility arrangement Your state's Landlord Tenant Act Nearly every state has a version of the Landlord Tenant Act, which defines the rights and obligations of the landlord and the tenant (also known as the resident), legal remedies for breach of contract, possible defenses to legal actions, and much more. To find your state's landlord tenant act, search the web for your state's name followed by "landlord tenant act" and click one of the links that looks promising. If that doesn't work, track down your state's official website, and search that site specifically for something like "landlord tenant" or "residential rental laws." Eviction rules and procedures If you need to evict a resident, turning off electricity, gas, and water to the unit to compel the resident to leave is illegal. You must follow your state's eviction rules and procedures, which typically require that you perform the following steps: Check your state's landlord tenant act to find out whether you have legal grounds to evict the resident. Give the resident reasonable notice of your intent to file for eviction, including the reason you intend to do so and, if required by state law, the time the resident has to address the issues. Wait until the morning after the deadline specified in your notice, and then file for an eviction hearing at your county's courthouse. Assuming you prevail in court, wait until the day after the court's deadline for the resident to move out, and if the resident hasn't moved out yet, call the sheriff to evict the resident. Failure to follow your state's eviction process could result in your losing your case. The resident may end up living in the property for some time, perhaps without paying rent. In addition, the resident may be able to file a legal claim against you in civil court and force you to pay damages, legal fees, and penalties. Mitigation of damages When a resident breaches a lease, for example by moving out three months into a one-year lease, the resident is obligated by the contract to continue to pay rent. However, you can't just let the unit remain vacant for nine months. You're legally obligated to take steps to mitigate (lessen) the resident's losses. In this example, ways to mitigate the damages include: Accepting a replacement the resident recommended to rent the unit for the months remaining on the lease, assuming the recommended replacement qualifies Advertising the unit to find a new resident, screening applicants, showing the unit to qualified applicants, and so on Gather evidence of your attempts to re-rent the property, such as advertisements, records of applicants you screened, and dates on which you showed the property to qualified applicants.

Article / Updated 10-27-2023

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 corporation@’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 Lawyer, 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 X (formerly 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

Article / Updated 10-27-2023

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: Require that all prospective roommates be screened and added to the rental contract. Prohibit residents from subletting their rental units. When a resident sublets, the new resident has no legal obligations to you under the contract. Prohibit residents from assigning their rental contracts without your written consent and only on condition that the assignee be screened and approved by you. 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.

Article / Updated 09-06-2023

Although the eviction process is rather straightforward in most areas, you still want to ensure you, as the landlord, don’t do anything to jeopardize the proceedings. There is no guarantee that the process will run smoothly, but if you keep the following in mind, you can alleviate many headaches: Do use an attorney. The filing and serving of eviction actions are governed by very precise and detailed rules. The smallest mistake can result in delays or even the loss of your case on technicalities, regardless of the fact that the resident hasn’t paid rent or has otherwise violated the rental contract. Don’t fail to properly respond to maintenance requests. Even if you’re in the middle of an eviction process with a resident, you’re always responsible for properly maintaining the premises. If someone gets hurt because of your failure to keep the property in good condition, you can be sued. Always fix problems immediately and worry about who is responsible later. Residents and their attorneys are very sensitive to maintenance issues. Any failure to respond to a resident’s request for maintenance can be used as a defense in the eviction action. Don’t get too emotionally involved in an eviction process and make an irrational decision that can be construed as a self-help eviction. A self-help or constructive eviction is a situation in which the owner takes illegal actions to effectively force the resident to vacate the premises. But in today’s reality, no states tolerate these aggressive tactics, regardless of how bad the resident behaves. In many states, even reducing or eliminating free services such as cable TV may be prohibited; the court may consider this move an illegal self-help measure, and the resident can sue for significant penalties. To avoid ending up on the wrong side of a lawsuit, don’t pursue vigilante justice. Follow legal eviction procedures and work through the courts and local law enforcement when you need to evict residents. The wheels of justice turn slowly, but taking matters into your own hands may result in serious (expensive) consequences.

Article / Updated 08-28-2023

The Internet is an exceptionally popular and productive medium for residential advertising, because many people begin their search for apartments online. However, posting advertisements and listings online is so easy that you need to be particularly vigilant in complying with fair housing law in all of your online advertising. Many online services, such as Craigslist, require compliance with fair housing laws and may provide guidelines similar to those listed above that identify words and phrases that may be considered discriminatory. Understanding the Communications Decency Act of 1996 The Communications Decency Act of 1996 was an attempt by Congress to regulate the use of pornographic material on the Internet. The following year, however, the anti-indecency provisions of the CDA were found to be unconstitutional. What remains of the Act is an amendment that’s been interpreted to mean that operators of Internet services aren’t considered to be publishers of the contents of their advertising and therefore aren’t legally liable for the words and phrases of the advertising that appears in their Internet postings. Any liability for using discriminatory language, therefore, applies only to the advertisement’s originator. In other words, if you post an ad online, you’re responsible for making sure it complies with all federal, state, and local laws. Applying the Communications Decency Act to apartment advertising Although website owners may be immune from prosecution regarding content posted on their sites, you may still be held accountable as an individual or a business for any discriminatory advertising content that you post or have posted anywhere online. The safest course is to strictly follow the provisions of the Fair Housing Act and make absolutely certain that your advertising — wherever you post it — doesn’t discriminate against anyone.

Article / Updated 07-10-2023

When landlords fail to maintain habitable and nuisance-free rental properties and fail to remedy serious issues raised by residents, several consequences may follow. However, for you to be held legally liable and for residents to have a right to take recourse, the following five conditions must be met: The issue makes the resident’s premise uninhabitable or a significant threat to the resident’s life, health, or safety. The resident notified you of the issue. Neither the resident nor the resident’s guest, child, or pet caused the damage. (If one of them caused the damage, then the resident is responsible for fixing it or paying for it to be fixed.) The resident gave you or your agent access to the premises to perform the repair. Residents can’t demand that you repair damages if they substantially interfere with your ability to perform the repair, such as preventing an electrician from entering the unit to fix faulty wiring. You failed to remedy the situation in a reasonable amount of time. (What’s reasonable varies according to several factors, including how the residents are affected and the state and local statutes, but two to four weeks are typical. Of course, if the heating goes out in the middle of a frigid winter day, reasonable may mean immediate attention is required.) Generally, residents have the legal right to take any of the following actions: Withhold or escrow some or all rent until the repair is made. In some areas, residents must obtain permission from the courts to withhold or escrow rent, and the amount withheld may be limited. Hire an outside contractor to make the repair and deduct the costs from future rent payment(s). Residents should only use qualified and licensed personnel plus provide copies of any bids or estimates and written proof of payment for a reasonable amount to complete the work. Personally repair and deduct the repair costs from future rent payments. Residents shouldn’t attempt to do the work themselves (or a relative or friend) unless they’re qualified and properly licensed, if required, to do the specific work needed. Sue for damages from the date of the landlord’s knowledge of the breach of the warranty of habitability. The measure of damages is generally the difference between the value of the rented premises in its uninhabitable condition and its fair market rental value. Sue to force the landlord to make repairs by obtaining a court order requiring the landlord to make the repairs. Note, however, that courts are unlikely to use this option because it involves costly court supervision. A variation of this remedy allows the landlord and resident to agree that the resident may repair the damage and subtract the cost of repairs from future rent payments. Move out and terminate the lease. If the premises are truly uninhabitable, the resident has the right to move out temporarily or permanently based on the grounds of constructive eviction — by failing to provide residents with a habitable dwelling, you evicted them, breaking the rental agreement. Furthermore, the resident may sue for money damages for the landlord’s breaking the lease and may recover for emotional and physical stress. One of the rarely mentioned costs of a landlord’s failure to provide habitable housing is a decline in occupancy. As residents move out in response to substandard living conditions, occupancy and revenue from rent payments drop. Keeping your rental units and common areas in good repair is a good business decision. Residents in properties regulated by the New York City Housing Authority (NYCHA) may make a claim for breach of the warranty of habitability even if they fail to serve a notice of claim on the NYCHA before raising the claim, as long as they seek only a rent set off and not a money judgment. Residents who want a money judgment from the NYCHA must serve the city with a notice of claim for damages. If the failure to provide habitable living conditions violates state or local building or health codes and inspectors verify the violation, they may require you to fix the problem and pay additional fines or penalties.

Article / Updated 04-25-2023

Selling a home can be very nerve-wracking, so you may be tempted to take the first offer that comes along. Be careful! Potential buyers can be problematic if you don't know what to look for. Not all offers are created equal, so if you jump at one too soon, you could end up breaking the law, tying up the sale of your home, or seeing your home sale fall through. Here are some signs of potential trouble when looking at offers on your home: The buyer requests a cash-back-at-closing deal. Here, the buyer offers you more than the home is worth if you agree to kick back the extra money at closing. This practice is fraudulent and can land you in jail. The buyer isn't pre-approved for a mortgage loan. This person can tie up your home, preventing you from considering better offers. The buyer offers no or very little earnest money deposit (EMD). The lower the EMD, the more likely the deal will fall through. The buyer makes the purchase agreement contingent on the sale of his home. For your home to sell, several other transactions must occur first. This is known as the domino effect, and you should avoid it, if possible. This type of contingency ties up the sale of your house with no guarantee that the interested parties will ever actually go through with the deal.

Article / Updated 04-25-2023

Buying and selling houses is the primary business of real estate brokers and salespeople. Here's an overview of a typical house sale involving real estate agents. A couple decides to sell their house and enlist the services of a real estate agent. You're one of several agents the couple invites to their home to hear your listing presentation and explain what services you offer. In addition, you probably advise the couple on what price they'll be able to get for their house. After meeting with several agents, the couple chooses you, signing a listing agreement and agreeing to allow you to represent them as their agent in the transaction. As the couple's real estate agent, you begin marketing the property. In communities that have a multiple listing service (MLS), you enter their house information into a computer so that all other agents in the community can see what you've listed for sale. In communities with no MLS, agents may spread the word around to other real estate agencies that they have a particular house for sale. An agent across town who's been working to find a house for another couple sees your house on the MLS and gets in touch with you, asking for more details and making sure the house still is for sale. The cross-town agent then contacts his buyers, and they agree to take a look at the house. After seeing the house, they agree to make an offer. The way a buyer's offer is presented varies in different communities. Sometimes the offer is made in person with the buyer's agent present. The offer usually is made in writing with a small check from the prospective buyer that's called a binder or earnest money. Assuming that your seller either accepts the offer immediately or engages in negotiations that result in a deal, a contract of sale then is prepared. Exactly who prepares the contract varies by state and region. In many places, however, the seller's real estate agent prepares the contract, sometimes filling in the blanks of a preprinted contract form, but in other places, only attorneys prepare the contract. After the contract is signed, the conditions within the contract are triggered. A typical real estate sales contract includes a provision for the buyer to obtain mortgage financing and may have provisions for the house to be inspected by a home inspector or engineer. The contract usually includes a provision that a marketable title must be conveyed. A marketable title means that a reasonable and proper search of the records has been conducted, showing that the title to the property has been documented from earlier owners to the current seller so that it can be conveyed (or transferred) without questions as to who the owner is. A records search that proves whether a title is marketable is called a title search. Title insurance also may be purchased (or even required) as part of the contract process to ensure that the title is legal. When all of the contract provisions are satisfactorily completed and met, the buyer and seller may proceed to closing, taking the real estate agent one step closer to getting paid. By general agreement, the commission usually is paid at the closing. When more than one broker is involved, the broker representing the seller distributes the preapproved share of the commission to the buyer's representative. Each broker then splits a portion or percentage of the commission with the salesperson who worked the deal.