California and Washington Real Estate Training

Say What? Ads That Sell

You’ve got the listing, but now you need to attract buyers by writing a killer real estate ad. There are lots of ads out there, so how are you going to make your ad (and your client’s property) stand out? Tony Garcia has some ideas in his blog, so read on for all the details.

Still need some help after reading this blog post? Did you know that Rockwell offers a FREE EasyAdWriter tool, professionally developed by our team of experts? Get started writing your ads now!

Follow Rockwell Institute!

 

This month’s book, Home Seller Secrets: What Top Moving Realtors Already Know That Every Home Seller Should by B. Worthmoore, isn’t really a book for real estate agents; it’s for home sellers. Still, you may want to pick up a few copies anyway, because this is the kind of book that can help you prepare sellers for the realities of listing their home.

You won't find simple to-do lists here (“clean up personal items,” “plant some flowers”). The book explains to sellers why these steps are important and how they can help sell the home. And let’s face it: sometimes you need all the help you can get when working with stubborn sellers, especially if you're a new agent! Worthmoore’s book gets sellers to see the process from the buyers’ point of view, emphasizing the agent’s role as guide and expert in the process. I’ve worked with sellers a few times who needed this kind of advice, and I wish I’d had this book to give them.

You might find the exercises in the book especially helpful. One exercise suggests you take unrealistic sellers along as “buyers” to several comparable open houses. Then you can use a handy worksheet to help the sellers evaluate the homes as if they were buyers: How is the entry? What needs cleaning up? Does the house "flow," or is there clutter and too much furniture? Are there any odors or dirt? The sellers are then asked to evaluate their own home the same way.

Home Sellers uses a simple “stoplight” system (red for problems, yellow for things that need fixing, and green for selling points) that helps sellers prioritize the steps necessary to price their home correctly and prepare it for the market.

Underlying all of this is Worthmoore’s premise that the agent and seller should be partners in getting the home sold. Agents already know that a cooperative, realistic seller will make the process easier; after reading this book, sellers will know it, too.

Remember, Rockwell Institute is here to answer your real estate education questions.

Follow Rockwell Institute!

 

Do you listen to music when you study? Over the years, different theories have touted the benefits of listening to classical music during study time to enhance mental performance. You may recall the Mozart Effect, the idea that classical music boosted the intelligence of very young children.

More recent research suggests that music may actually harm your ability to study, at least sometimes. For instance, some studies have found that listening to music while you try to memorize a list of items in a certain order hinders your efforts, regardless of the type of music or whether you even like the music being played. Researchers believe the changing notes of the music interfere with your ability to memorize lists.

However, even if music doesn’t increase your intelligence or help you memorize lists, it’s widely agreed that listening to music immediately before an exam can be beneficial. Listening to music reduces stress, stimulates your mind, and elevates your mood—probably the three most important considerations as you get ready to take the real estate exam.

So why not arrive 20 to 30 minutes early for your exam, fire up the mp3 player, and give yourself a mental ‘tune up’? The music needn’t be any particular genre; it should just be something that you enjoy. The music will relax you, enabling you to mentally reset and focus on the task before you.

Rockwell Institute is happy to answer questions you have about taking the real estate exam!

Follow Rockwell Institute!

 

A couple of months ago we surveyed our Fundamentals class asking why people were going into a real estate these days. (You can see our blog entry summarizing the results here.) With the real estate market picking up a bit, we’re inspired!

A few weeks ago we spotted an article in Inman News summarizing the results of a survey on tech use among real estate agents. The story reported that “75 percent of the 110 real estate professionals who participated  . . . selected ‘iPad presentation’ as the marketing tool they would most like to have.”

This got us wondering. What are the tech habits of the agents and agents-in-training who come to classes here at Rockwell? So we surveyed one of our Practices classes to find out.

Here are the results!

·         24 out of 36 respondents owned an iPad or other tablet. The healthy size of that number, 66%, surprised us (me anyway). Presumably, as apps designed for real estate professionals grow in number and quality, tablet ownership will become the norm. Using a smartphone for web browsing and other Internet tasks is almost at that stage already, with 83% in our group reporting doing so.

·         What software communication tools do our students use? Everyone stated that they used email—no surprise there. Facebook is also popular, with 61% using it; about the same percentage also liked Google+ and texting. On the other hand, considerably fewer used Twitter (7 mentions), blogging (4 mentions), and LinkedIn (9 mentions).

·         Despite this wide array of software communication tools, plain old email was still the favorite means of communicating for 55% of the respondents. Facebook also did fairly well with about 25% naming it as their top pick. A handful of people noted texting as their first choice.

·         Lastly, we asked a more general question about the marketing tools agents use (or plan to use). 37% chose real estate websites as their major marketing tool. Interestingly, despite 60% of the class listing email as the favorite communication tool, only 25% saw it as a major marketing tool. About a quarter of the class also mentioned flyers and craigslist as important for marketing real estate.

What about you—what marketing methods work? And what’s your favorite tech?

Rockwell Institute is always here to answer your questions about real estate training.

Follow Rockwell Institute!

 

Finally! You’ve worked hard, handled negotiations and last-minute problems, calmed your client’s nerves, and juggled all the paperwork. The sale finally closes and you get your commission check. Is your job done? If you answer “yes,” you’re missing out on future referrals and income. In this blog post, Dirk Zeller talks about creating “After-the-Sale Service,” and how you can lay the groundwork for years of success in the real estate business.

Creating After-the-Sale Service

by Dirk Zeller

If you don't plan for it, after-the-sale service won't happen. You'll get so consumed with the next deal and with the task of earning the next commission check that you'll overlook the opportunity to create long-term revenue through your past clients.

An after-the-sale service program is like most things in life: people get derailed before they take the first step, and if they don't take the first step – the step that involves establishing the program you commit to follow ­- they can't begin to meet the objective.

Use the following to guide you as you create your plan. It helps you define exactly what you need to do in the first 30 days after the sale and on an ongoing basis thereafter.

Click here to read the rest of the article: http://realtytimes.com/rtpages/20120416_service.htm

Rockwell Institute is here to answer your real estate education questions.

Follow Rockwell Institute!

 

Welcome back to our Instructor of the Month series. This month, we’re talking with Martin Welc, who chairs the Real Estate Department at Saddleback College in Mission Viejo, CA.

Rockwell: How long have you been teaching?

Martin: I’ve been teaching for 26 years, since my undergraduate days when I was working toward my K-12 teaching certificate. I’ve been teaching real estate classes in the state college and university system since the ‘80s.

Rockwell: What do you like best about teaching?

Martin: I enjoy helping students connect their talents/interests to the appropriate subsector of the real estate industry. For example, is the commercial sector or residential sector more appealing? If residential is more interesting, do you want to focus on resale homes or new homes? Or what about lending? Appraising?

Rockwell: What is the biggest change that you’ve seen recently in the field of education? Have real estate students changed over the years?

Martin: I love helping “old school” students make the leap from live classrooms to online classes. Many students have incorrect perceptions when it comes to online learning. In my opinion, online learning provides the student with the best of all worlds. Caution, though—not all online classes are created equally! Many instructors try their best to create an online class, but haven’t been formally trained in how to create a learner-friendly online interactive program. Buyer beware!

Rockwell: What are the biggest challenges facing your students?

Martin: Finding the best instructor, institution, and instructional materials for their classes. I call this challenge “I to the power of three”—a student is only as good as any of the above. If you have a subpar instructor, it may prevent you from being a superstar in the world of real estate. If you enroll in a substandard school, this could keep you from passing the state exam. And if you are exposed to out-of-date, poorly written material, you are being denied correct information and user-friendly materials.

Rockwell: What advice would you give your students?

Martin: First, figure out which sector of the real estate industry is a good match for you and your skill set. In other words, follow your passion! Next, create a “competitive point of difference” on your resume. Go to the better schools offering the coursework. Find the best instructor for the classes you want and need to take. Make sure the college offering the classes has the best, most up-to-date, learner-friendly written materials. Failing to do any of these could prevent you from being a superstar in the world of real estate. Finally, test-drive your future career. That’s right—I said “career” and not “job.” People will spend more time researching what make and model car they want to buy than they do researching their careers. Toward that goal, enroll in a CWE (cooperative work experience) internship at your local community college.

     While we’re talking about community colleges: you should investigate and earn appropriate certificates in your chosen career at your local community colleges. These certificates are excellent resume boosters. Having the certificates on your resume is one of many ways to create a competitive point of difference!

     Earn your two-year degree in real estate and transfer to a four-year college to obtain your undergraduate degree. And don't be afraid to research graduate degree programs once you’ve identified your niche area in the real estate industry.

Rockwell: How did you get into real estate in the first place? What do you love most about this industry?

Martin: The father of an old girlfriend was a real estate investor and his success caught my eye and ear. No two days are ever the same in the exciting real estate world. You can invest in the real estate industry without it being called “insider trading.” (As long as you’re ethical in your agency representations, of course!) Look at all of the tax advantages in the real estate world. To me, Wall Street and stocks/bonds are like a suburb of Las Vegas. I prefer investments I can put my arms around. People have to have a place to live, a place to work, and a place to play.

Rockwell: What do you enjoy doing when you aren’t teaching? 

Martin: I’m working on making the real estate program at Saddleback College the number one real estate program in the state of California—and in the nation!

Martin Welc teaches Real Estate Principles, Practices, Law, Finance, and Appraisal at Saddleback College.

Remember, Rockwell Institute is always happy to answer your real estate education questions!

Follow Rockwell Institute!

 

We all know that good nutrition helps us live a healthier, longer life. But you may not know that that there are some foods that should be eaten—and avoided—because of their impact on your test-taking performance. In other words, the food choices you make immediately before your real estate exam can impact your performance significantly. So, what’s best on exam day? Here are a few pointers:

Hydrate and decaffeinate: One of the basic requirements for good mental performance is that you’re adequately hydrated. This means opting for healthy beverages. The best choice is water, and fruit juices are okay as long as they contain no added sugar. Sodas should be avoided, and drinks containing caffeine are best avoided or minimized, since caffeine has a dehydrating effect on the body and can sometimes intensify symptoms of nervousness. If you’re accustomed to having coffee in the morning, you should limit yourself to one medium cup. This will keep your caffeine intake at an acceptable level while avoiding the headaches or other possible symptoms of withdrawal.

Carbs, yes. Refiined starches and sugars, no: Despite the bad rap carbs have been getting lately, there are certain kinds of complex carbohydrates that provide your body and mind with the sustained energy needed for a long real estate exam. Foods containing refined sugars and refined flours are best left until after test time; they will cause a brief surge in energy, followed by a dramatic crash. Instead, opt for whole grains (such as a whole grain roll), fruits, vegetables, and legumes. Although otherwise healthy, starchy foods like potatoes and rice are best avoided on exam day. (Here's additional information on good carbs.)

Protein—small amounts of the right kind: Protein-rich foods can also be beneficial, as long as they’re not high in fat. A small portion of fish, eggs, or lean chicken can do the trick. Nuts are also a good source of protein, and are a particularly handy snack to bring along and munch on just before the exam begins. You should avoid turkey, which contains L-tryptophan, an amino acid that induces sleepiness.

Of course, if you’re more than a little nervous about the exam, it can be difficult to consider putting anything in your stomach beforehand. If this is the case for you, try just a handful or two of nuts and a small glass of milk. Be sure to bring a bottle of water along as well. Even if pre-test nerves don’t bother your appetite, you should still avoid a full-sized meal right before the test. When you eat a big meal, your body spends its energy on digestion and your test performance will suffer. (Here are additional tips for maintaining a "high performance" diet even after exam day.)

Remember, Rockwell Institute is here to help with all your real estate exam preparation questions.

Follow Rockwell Institute!

 

Does your listing need some freshening up?

We've all heard that fresh flowers and baking cookies can help sell a home, but do you know why? And do you know which odors rank the worst? Scott Loper breaks down a study from Berkeley that answers these questions.

Thanks for sharing, Scott!

Follow Rockwell Institute!

 

For today’s restaurant review, we ventured to Yeh Yeh’s, a relative newcomer to the neighborhood. Yeh Yeh’s specializes in banh mi, a.k.a. Vietnamese sandwiches: airy toasted French baguettes stuffed with marinated grilled meat (or tofu), pickled daikon radish and carrot shreds, crunchy slices of cucumber and jalapenos, and sprigs of fresh cilantro. Banh mi are known for being delicious, filling, and inexpensive—and Yeh Yeh’s offerings are no different. A tasty, generously-sized grilled pork sandwich costs a mere $3.85.

If you’re in the mood for a more traditional sandwich filling, options include BBQ brisket, Philly-style cheesesteak, and pastrami sandwiches. And if you don’t want a sandwich at all, Yeh Yeh’s also offers Vietnamese noodle salads, papaya salad, and a beef stew. A short list of appetizers (pot stickers, egg rolls, crab Rangoon, and popcorn chicken) and drinks (iced or hot Vietnamese coffee, Thai iced tea, and bubble tea) rounds out the menu. Service is fast, and although it’s a small place, there’s a fair amount of seating. Today, however, it’s unusually sunny and warm here in Bellevue—so we opted to take our food to go and eat outside back here at Rockwell.

Until now, we’ve had to satisfy our banh mi cravings with trips to Seattle’s International District. Not anymore! Yeh Yeh’s is located just a few short blocks from Rockwell at 14339 NE 20^th St., Suite D, Bellevue, WA 98007. (Phone: 425-644-5273; website: www.yehyehs.com)

Remember, if you have any real estate education questions, Rockwell Institute is here to help!

Follow Rockwell Institute!

 

We’ve already explained the benefits of exercise and a good night’s sleep when preparing to take your real estate exam. Now let’s talk about something you can actually do during your exam: take short stretching breaks.

A certain amount of stress is unavoidable during any exam, but countless studies have shown that too much stress can have a damaging effect on mental function. But it’s what you do to control that stress—both its physical and mental manifestations—that will make a difference in how stress impacts your performance. Today, we’ll focus on managing the physical effects of stress during your exam with the simple act of stretching.

While experts differ on the best stretching method for athletic activity, there is little disagreement on the overall benefits of controlled, regular stretching for reducing stress and increasing mental focus. Stretching improves circulation by increasing blood flow to the muscle being stretched. This increased circulation, in turn, allows the muscle to absorb more oxygen and release toxins, thereby strengthening the body’s resistance to fatigue and reducing the physical effects of stress.

Additionally, stretching releases certain hormones that make stored energy available, prompting a temporary increase in energy level and awareness. This reaction, combined with the reduction in physical stress levels, increases mental focus and centers the mind to create a sense of well-being. (And we all know this is the optimal mental state at for the real estate exam!)

Of course, during the exam, you won’t be able to stretch all your major muscle groups. However, there are a number of both static and dynamic stretches that you can easily manage from your chair. For starters, check out these neck and shoulder stretches to get an idea. There are also great resources for general tips on stretching to achieve the best results.

Remember, Rockwell Institute has the answers to your real estate questions!

Follow Rockwell Institute!