Short Sale Expeditor

Yes, Real Estate Agent, You Are Worth Every Penny

Melissa — Fri, 06 Mar 2026 14:00:21 +0000

At least, I know that I am worth every penny.

It’s not uncommon for me to see posts to real estate agent Facebook communities where other agents share text messages from clients asking for a commission credit. I’m gonna let it all hang out when I tell you that my general thoughts are, “Give me a break. Your service is worth every penny, and often plus a little bit more.”

Here’s my problem: We make it look way too easy. You see, if you’ve been around the block more than once, nothing surprises you. Buyer cancels, seller gets incarcerated, surprise child support liens, newly discovered mold under the kitchen, buyer cannot close on time: those are just a few of the things that I hear about almost all the time. Like you, nothing shocks me; I know how to solve most problems without batting an eyelash. When you make it look easy, the client thinks your service is not worth what is being paid. (Angry emoji)

What should be done about this?

There are lots of ways that you can “educate” home buyers and sellers on your value. The one that is easiest, of course, is to tell them every single solitary thing that you do for them as you do it. “First I called the agent, then he called the buyer, then the buyer called the inspector, then I called the inspector… blah blah blah.” That is not the method I recommend.

I recommend the method that I call, “Set expectations accordingly.” Explain to buyers and sellers that you are like a pilot. “Have you ever been on a plane that has turbulence?” I ask.

“Of course,” most respond.

“Well, a real estate agent is like a pilot on a plane with a lot of turbulence. The real estate transaction can be unpredictable and have a lot of ups and downs. My job is to help you avoid as much turbulence as possible.” Usually, this conversation helps buyers and sellers to understand that the transaction is not smooth sailing.

I then pull out a handy list of 199 things that an agent does for you. I review some of the items and give some examples. Some of you have asked me for my list. Of course, you’ll agree that we all provide slightly different services, and so I believe it is best if you make your own list. Below is a screenshot of a few of the items on my list:

As an aside, number 174 on my list states “Assist in solving any title problems…”. Last week I spent 2 hours on the day of closing resolving some last minute issue that the title company couldn’t handle, assisting an agent in my office to assure an on time closing.

Everything you do has value. When and if you agree to lower your commission, you are setting a precedent that impacts not only your income but the income of those around you.

This is because consumers will start saying, “You lowered your commission for so-and-so; I’d like you to lower it for me.” Or, “My friend’s agent reduced her commission, and I’d like you to do the same.”

If you have the mettle, try saying “no”. It’s liberating and sets a precedent for you and also for the industry as a whole.

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2 Words to Help Realtors Avoid a “Bad Romance”

Melissa — Tue, 10 Feb 2026 02:58:38 +0000

In the spirit of February, every agent wants to find “The One” or that perfect offer, a seamless closing, and a commission check that feels like a bouquet of roses. But let’s be honest: the road to the closing table is often filled with more heartbreak than a high school prom. In fact, most transactions come with at least one “red flag” that, if ignored, could blow the whole deal. Between demanding personalities, ghosting leads, and difficult lenders, the drama can really wreak havoc on your emotions. If you find yourself losing sleep over a deal that just won’t “commit,” it’s time to remember that you deserve better. The secret to a stress-free February? Two simple words: “You’re fired.” I’m not suggesting you become a heartbreaker for the fun of it. However, the key to a productive month is clearing the “clutter” off your plate. If a client is consuming all your energy and preventing you from meeting new prospects, it’s time to break up and move on.

When to Send the “Breakup Text” with Clients

The Ghosting Internet Leads: If you’re sending “Good morning” texts and property alerts but getting total radio silence, stop the unrequited love. Send a simple message: “Are you still looking for ‘The One’ in [City Name]? If not, I’ll take you off my list so I don’t clutter your inbox.” Essentially, you’re asking them to break up with you so you can stop wasting your affection on a cold lead.
The Buyers Who Stand You Up: If you’ve spent hours curated a “date night” of property showings only for your buyers to cancel last minute (again), it’s time for a heart-to-heart. Tell them your time is valuable. If they aren’t ready to commit to the search, spend your Valentine’s month with someone who is ready to say “Yes” to the address.
The “Toxic” Sellers: Some sellers just won’t listen. They ignore the market data, refuse to fix the “inner beauty” of their home, and make unreasonable demands. If you can’t see a “Happily Ever After” (aka a Closing) in the near future, refer them to another agent. You’ll get a referral fee, and they’ll get a new partner who is a better match for their “quirks.”

Don’t Let “Short Sale Heartbreak” Slow You Down

Sometimes, a deal feels like a lost cause because of a complicated short sale. Before you decide to “break up” with a difficult listing, remember that you don’t have to navigate the heartbreak alone. Our short sale negotiation services act as your professional matchmaker, we handle the grueling back-and-forth with the banks, so you don’t have to. We take the “it’s complicated” out of the equation, turning a potential disaster into a successful closing.

Protecting Your Time Is Self-Love

Whether it’s a political move or a professional one, “firing” a client who isn’t a good fit is often the most efficient way to free up your heart and your calendar. This February, stop settling for “situationships” that go nowhere. Focus on the clients who value you, and let us handle the messy negotiations in the background.

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Your Commission Isn’t the Problem. Your Bookshelf Might Be

Melissa — Thu, 08 Jan 2026 13:00:26 +0000

At the start of every new year, I always think about fresh starts and new habits. It reminds me a little of those reading lists we used to get back in school. You know the ones. They were supposed to set the tone for the year ahead, even if we were not exactly thrilled about them at the time.

This time, there is no pressure, no quizzes, and definitely no grades. Just inspiration. If you are easing into the year and looking for ideas that can spark motivation, sharpen your mindset, or help you think differently about your business or career, a good book is a great place to start. These are the kinds of reads that feel more like a conversation than homework. Some are genuinely enjoyable, and all of them offer something useful you can carry into the months ahead. Consider this a low stress, start of the year reading list designed to help you reset, refocus, and build momentum at your own pace.

The real estate landscape nowadays is defined by high-speed technology, shifting buyer demographics, and the need for a “human-first” approach in an automated world. To change your game this year, you need a mix of timeless psychological foundations and a mastery of the tools that are currently disrupting the industry.

Here are the top 6 books to help motivated real estate agents like you dominate this year:

Atomic Habits By James Clear

Focus: Growth Mindset & Consistency

While not a new release, this remains the “Bible” for any real estate professional. In an industry where lead generation often fails due to inconsistency, Clear’s framework for “1% gains” is vital. As AI takes over administrative tasks, your success depends on the habits AI can’t replicate: making the daily calls, showing up in your community, and maintaining the discipline to follow up.

Never Split the Difference By Chris Voss

Focus: Negotiation

Written by a former lead FBI hostage negotiator, this book moves away from “win-win” theory and into the reality of tactical empathy. With market fluctuations and more informed (and often more anxious) clients, the ability to label emotions and ask “calibrated questions” is the difference between a dead deal and a closed one. It teaches you how to keep a cool head when stakes are high.

Exactly What to Say: For Real Estate Agents By Phil M. Jones, Chris Smith, and Jimmy Mackin

Focus: Lead Conversion & Influence

This is a “pocket guide” to the psychology of language. It provides the exact phrases and “magic words” to use in listing appointments, price reductions, and overcoming the “I’m just looking” objection. In the era of instant messaging and AI-generated scripts, your personal verbal delivery needs to be sharper than ever. This book helps you sound like the authority in the room without being “salesy.”

Sell It Like Serhant By Ryan Serhant

Focus: Social Media & Personal Branding

Ryan Serhant pioneered the “agent as a media mogul” model. This book breaks down how to build a brand that attracts clients so you spend less time chasing them. Traditional advertising is dead. This book teaches you how to use social media (Instagram, TikTok, and YouTube) to build “Big Money Energy” and a brand that feels authentic to your specific market.

Co-Intelligence: Living and Working with AI By Ethan Mollick

Focus: Navigating the AI Era

This is the most practical guide available for professionals looking to partner with AI rather than fear it. Mollick explains how to use AI as a “co-pilot” for everything from market analysis to content creation. You shouldn’t just be using ChatGPT to write listing descriptions. This book will help you understand how to utilize AI to streamline your business, analyze complex local data, and free up over 20 hours of your week.

The Quantum Real Estate Agent By Mike Allen

Focus: High-Performance Systems

This book focuses on moving away from “linear” growth (working more hours for more money) to “quantum” growth (using systems to scale exponentially). It addresses the modern agent’s need for a strategic roadmap that integrates high-level mindset with the latest technological systems. It’s about building a business that can run without you, rather than a job you can’t leave.

Don’t have time to read? That’s okay. I’ve got a solution for you. Join Audible and download the Audible app onto your mobile device and listen to books while driving around town! (They’ve got a smoking deal right now where you can listen to two books for free before you take the plunge!)

Nota bene: Some of the links in this article are affiliate links, meaning, at no additional cost to you, I will earn a commission if you choose to make a purchase. I recommend books and products based on my own personal experience and I am very grateful for your support. Thank you.

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The December Reset: How Tidying Up Prepares You for More Closings

Melissa — Wed, 10 Dec 2025 14:00:17 +0000

Every December, something funny happens in real estate. The phones quiet down just a little. Clients get caught up in holidays, agents take a breath, and the pace slows enough for us to notice what’s been piling up on our desks… and in our minds.

For short sale experts especially, the end of the year can feel like a filing cabinet that’s been opened too many times and is now impossible to close. Paperwork, negotiations, lender updates, client emotions, short sales are messy, complicated, and often overwhelming. But that’s exactly why year-end is the perfect moment to pause, reset, and eliminate the clutter that might be costing you efficiency, focus, and yes… closings.

If you’ve ever read The Life-Changing Magic of Tidying Up, you know it’s not really a book about organizing, it’s a book about creating space for better decisions and a better life. And heading into the new year, that message hits a little differently.

What Year-End Decluttering Means for Real Estate Professionals

If Marie Kondo is right, tidying isn’t just about aesthetics, it’s about clearing mental bandwidth. And in short sale work, bandwidth is everything.

Here’s how her two most powerful principles can set you up for a more productive year:

Let Go of What Doesn’t Serve You (or Your Closings)

Anything that doesn’t make you happy or isn’t necessary should be thanked and released.

In the world of real estate—and especially short sales—this applies to more than paperclips and old listing flyers:

Outdated scripts that no longer convert
Systems you “keep meaning to fix”
Tech tools that frustrate you more than they help
Files from 2025 that still live on your desk “just in case”
Partnerships that drain your energy instead of supporting your growth

Think of it as performing a short sale on your workspace—relieving it of the debt of unnecessary clutter.

And yes, do this alone. Because the moment your coworker says, “Nooo, keep that marketing binder!” you’ll guilt-save it until 2035.

Touch Everything And Ask: Does This Bring Me Joy or Results?

Marie Kondo asks us to keep only what brings joy. For agents, maybe the word is a little different:

Does this help me close more efficiently? Does this make my work smoother? Does this reduce stress? Maybe you love your document scanner. Maybe your color-coded digital folders make you feel like a productivity hero. Maybe your CRM (when used properly!) brings a sense of calm control. That feeling matters. Keep anything that reinforces the agent you want to be in the new year.

Why This Matters More at Year-End

Between Thanksgiving pies and New Year’s countdowns, agents get rare breathing space. This is your strategic window to:

clean your desk
archive old files
update your lender contact lists
refresh your scripts
purge unused tech
streamline your workflows
reset your goals
clear mental residue from tough transactions

Clutter, physical or digital, creates drag. Removing it creates momentum.

And momentum is one of the biggest predictors of early-year success.

Clear Space, Clear Mind, Clear Closings

When you clean your workspace, you’re not just rearranging objects, you’re removing friction. And when you remove friction, you make room for focus, creativity, and better follow-through. For short sale experts, that can be the difference between a lost lead and a signed listing agreement.

So as you close out the year and prepare for the next, consider dedicating one quiet afternoon to decluttering. Not for aesthetics. Not for fun. But for clarity. Who knows? You might start the new year more organized, more energized, and closing more deals than you expected.

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If You’re Not Growing in Real Estate, You’re Missing One of These Five Steps

Melissa — Wed, 12 Nov 2025 13:00:46 +0000

Over the last month, I’ve had the opportunity to hobnob with some really successful real estate professionals. Not only have I gotten to listen to these people speak, but I’ve also gotten to ask a few of them what tools, technology, and systems they accredit to their real estate success.

One of the most interesting answers that I got to the question about why you are so successful came from my own husband (Javier) who has historically been a top producer in San Diego County and who was recently names one of the top 200 Hispanic real estate professionals by the National Association of Hispanic Real Estate Professionals® (NAHREP).

So, basically, Javier spelled it out for me by breaking it down into 5 categories:

Punctuality. Sounds funny, right? Well, according to Javier, it’s vital to arrive on time or early to every single appointment every day of the week. It doesn’t matter what else you’ve got going on, punctuality sends a message to consumers that they matter. It also sends them a message that you are well organized.
Professionalism. Professionalism means never letting ‘em see you sweat. It means that no request (how big or how little) is a big deal. No matter the problem, every response should be handled with appropriate language and actions. I recently received a handful of emails from a frustrated seller in which he went on for over 500 words outlining his dissatisfaction with his septic system and the buyer’s agent on the transaction. He used a number of swear words and said way more than anyone should ever say in any email. While it is tempting to respond with some candid language of your own, this type of stuff should be dispensed with in a manner where you exude extreme self-control. (Also, keep in mind that anything in an email can be used against you in court. So be careful to be professional in all emails.
Presentation. Presentation not only refers to your personal presentation (your manner of dress, for example), but it also refers to your scripting, your ability to handle objections, and your listing and buyer presentations. How would you rate your presentation? Simply when addressing the issue of dress, the men on Javier’s team always wear a shirt and a tie on Monday through Thursday and polo shirts with the company logo on Friday (business casual).
Product Knowledge. It is vital that you know your product. However, if you don’t, by all means, do not fake it until you make it. Admit what you do not know and seek the answers for your prospective clients in a professional manner. Study market reports, tour broker opens, learn your market and master your product. When you get a call for a listing in group of tract homes in your farm, you should be able to envision the floor plan without even seeing the inside of the home. That’s product knowledge.
Passion. If you are passionate about real estate, the first four p’s will come. You will naturally stay up late studying the market, working on your presentation, and trying to be the best that you can be.

If you want to increase your business this year, the first step might be to evaluate yourself on each of the 5 ‘p’s. If you don’t like your score in one category, spend the slow time between Christmas and New Year’s improving yourself in that area—buying new clothes, studying the market, improving your online marketing.

If you are already rocking the five ‘p’s, then feel free to use your holiday down time to do a sixth ‘p’ – play. Celebrate how hard you’ve worked! There’s no doubt you will see increased success this year and beyond!

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2 Ways to Overcome Nightmare Real Estate Transactions

Melissa — Thu, 16 Oct 2025 13:00:00 +0000

I read this agent comment the other day… I am in shock and my heart is broken. I was supposed to close on Friday with a client that I had been dealing with for 6 months now. We started by improving her credit, finally getting her approved, finding her a home that fit her lifestyle and budget perfectly. The loan officer stated that the process was so easy and clean. Appraisal perfect- buying a home with equity. Inspection- no serious repairs needed. She was even eligible for down payment assistance, bringing her to the table with no money. Seems all too good to be true. Well she quit…….. Quit her job and then stated that she didn’t think it would be a big deal. Everyone told her everything was good with her loan. She has another job, but we are one day from closing and this happened. I can’t believe it!!!! How does one recover?

My apologies if this sounds gory, but a bad experience in a real estate transaction can be like a baseball bat to the knees. In order to be successful, you’ve got to be able to withstand the pain and figure out ways to fortify your legs so that you don’t fall down every time the bat hits. (Brutal, I know. But, I did warn you.)

There are two really simple ways to avoid nightmare real estate transactions, and those ways have a lot to do with how you structure your own business.

Build a pipeline. If you have a pipeline of leads and a plan for working with them, then you won’t be so devastated when your next deal falls through. Deals often cancel, and it is extremely disappointing when it happens. But, if you have ten deals in escrow and one falls out, you’ve only lost 10% of your business. However, if you have only one deal in escrow and it cancels, then you have lost 100% of your business. As we come to the beginning of the final quarter of 2014, consider how you will build a big pipeline for 2015, so that your heart won’t be broken when one of your buyers quits a job at the eleventh hour.
Set expectations accordingly. If I had to take a guess, I would say that at least 35% of deals become nightmare-ish because the agent or the lender has not set expectations accordingly. Namely, the agent may not have accurately described what to expect and how the buying process works. The lender may not have given the speech about not making any big purchases on credit, lending money to relatives, or co-signing on other loans during the home purchase process. If both the agent and the lender take the time to set buyer and/or seller expectations, then lots more deals would make it to the closing table.

Instead of crying over spilt milk, the best thing to do is to use the time you would have spent crying to figure out how you will generate more leads and create a bigger pipeline. In this way, your next nightmare real estate transaction will only seem like a bad dream.

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Would You Take a Meeting?

Melissa — Tue, 16 Sep 2025 19:10:29 +0000

I had the privilege of attending the Prospect Mortgage Semi-Annual Meeting a while back. They invited me to join them in order to talk about how mortgage professionals can provide value to their Realtor® partners. Specifically, we discussed how to identify good partners and build winning relationships. I remember on the drive home from the meeting, I began to consider the deluge of requests for appointments that I receive on an ongoing basis. I actually do take most meetings and set appointments with any mortgage professional, title or escrow representative that wants to meet with me. But, my question is, do you?

Here are four good reasons to meet with Realtor® affiliates—even if you don’t think that you want to:

You get to practice your elevator speech. The more people you talk to about your business, the more proficient and professional your presentations will be. Share what you are looking for in a strategic partner, how you provide value, and what values you are looking for in others—good communication, trust, honesty, etc.
You get to practice your listening skills. The best way to learn about whether someone will be a good strategic partner for you is to listen to what they have to offer. The more you listen, the more you will learn. You will either be impressed by what you hear or the other individual will cook their own goose. You won’t have to do anything; they’ll talk themselves into a hole from which there may be no escape.
The contenders will become obvious. Cream rises to the top. And, the more people you speak with, the more obvious it will be to you as to whom would be a good fit for you—who is killing it in real estate. Your partner will make himself (or herself) known.
More meetings mean more closings. It’s a numbers game, of course. And, the more people you meet, the more chances you have of putting together a transaction. When you take a meeting, you meet someone new. Perhaps you make a lasting impression and somehow that person introduces you to someone who could really make an impact on your business.

So, the next time you decline a meeting or ignore a phone call from someone requesting a meeting, carefully consider the benefits or saying “yes” and setting a date. Your next meeting could be your best one.

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Alternatives to a Short Sale: What California Homeowners Need to Know

Melissa — Wed, 16 Jul 2025 12:00:00 +0000

Forbearance, Loan Modification, Deed-in-Lieu, Foreclosure—and Why Short Sale May Still Be the Best Option

If you’re a homeowner in California experiencing financial hardship, you’re not alone. Many property owners—especially in areas like San Diego—are looking for ways to avoid foreclosure, reduce their mortgage burden, and protect their credit.

While a short sale is a highly effective solution, it’s not the only one. Before deciding which path to take, it’s important to understand all your options and how they compare—especially in today’s unpredictable real estate market.

Here’s a breakdown of common foreclosure alternatives that every California real estate agent and distressed homeowner should know:

1. Forbearance

Forbearance is a temporary pause or reduction in mortgage payments that lenders may offer to borrowers facing short-term financial hardship—such as a job loss or medical emergency.

Pros: Allows time to recover financially without losing your home
Cons: Payments aren’t forgiven—just postponed. You’ll still owe the missed amount later, sometimes all at once
Best For: Homeowners with a temporary loss of income who expect to get back on their feet soon

2. Loan Modification

A loan modification permanently changes the terms of your existing mortgage to make it more affordable. This might include reducing the interest rate, extending the loan term, or adding missed payments to the balance.

Pros: Keeps you in your home and can lower monthly payments
Cons: Requires detailed financial review and lender approval; not all borrowers qualify
Best For: Homeowners who want to stay in their home but need a long-term payment solution

3. Deed-in-Lieu of Foreclosure

With a deed-in-lieu, you voluntarily transfer ownership of the property to the lender to satisfy the mortgage debt—essentially giving the home back instead of going through foreclosure.

Pros: May be faster and less damaging to your credit than a foreclosure
Cons: Lender must agree; may still negatively affect your credit score; not always available if other liens exist
Best For: Homeowners who cannot sell, don’t qualify for a short sale, and want to walk away cleanly

4. Foreclosure

Foreclosure is the legal process by which the lender repossesses and sells your home due to nonpayment. It is the most damaging outcome, both emotionally and financially.

Pros: There are none, really.
Cons: Major credit damage; risk of eviction; loss of control over the sale process; possible deficiency judgments in some states (although California protects against this in many cases)
Best For: Truly a last resort when all other options, including short sale, have been exhausted

Why Short Sale Still Makes Sense

A short sale—where you sell your home for less than the amount owed on your mortgage with lender approval—is often a more favorable solution than foreclosure or handing the keys back.

Short sales in California come with strong consumer protections, including laws that prevent lenders from pursuing the remaining debt. If you’re upside-down on your mortgage and dealing with financial stress, a San Diego short sale or similar transaction elsewhere in the state can help you:

Avoid foreclosure
Minimize credit damage
Walk away with dignity and less long-term impact
Potentially qualify for relocation assistance

Not Sure Which Option Is Right for You?

The team at Short Sale Expeditor® has helped hundreds of homeowners across California navigate these difficult decisions. Whether you’re exploring loan modification, forbearance, or a short sale, we can walk you through your options and help you negotiate with your lender.

💻 Visit ShortSaleExpeditor.com to get expert guidance today.

📞 We’re here to help you find the best way forward—before foreclosure becomes the only option.

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What Is a Short Sale?

Melissa — Wed, 09 Jul 2025 12:00:33 +0000

A Guide for Homeowners and California Real Estate Agents Facing Financial Hardship

If you’re a homeowner struggling with mortgage payments—or a real estate agent helping clients navigate the complexities of today’s housing market—understanding the short sale process can make all the difference.

With rising economic uncertainty and talks of financial instability, more homeowners in California are facing financial hardships. Whether due to job loss, medical expenses, divorce, or inflation, many find themselves unable to keep up with their mortgage. If this sounds familiar, know that there are options—and one of the most viable paths may be a short sale.

What Is a Short Sale?

A short sale occurs when a homeowner sells their property for less than the total amount owed on the mortgage, and the lender agrees to accept the lower payoff to release the lien. This process requires short sale negotiation with the lender’s Loss Mitigation Department and is typically used when the homeowner can no longer afford the property due to a financial hardship.

This strategy can help prevent foreclosure and minimize long-term damage to a homeowner’s credit. In many cases, the short sale process in California can be faster, less expensive, and less emotionally taxing than a foreclosure.

Why Choose a Short Sale in California?

California short sales offer unique advantages due to state-specific laws that protect homeowners. For instance, under California’s anti-deficiency laws, a lender generally cannot pursue the remaining balance of the loan once the short sale is complete—meaning the forgiven debt won’t follow you like a lingering credit card or hospital bill.

Additionally, many San Diego short sales and other transactions across the state are eligible for government or lender-backed incentive programs, making the process more streamlined for those who qualify.

When Is a Short Sale a Good Option?

If you:

Are behind on your mortgage or about to fall behind
Owe more than your home is worth
Are experiencing a financial hardship (e.g., job loss, divorce, illness, income reduction)
Want to avoid foreclosure and its long-term impact on your credit

…then a short sale in California may be the most strategic option for you.

The Importance of Working with a Qualified California Real Estate Agent

A successful short sale relies heavily on proper short sale negotiation. Not all real estate agents are equipped to navigate these complex transactions, so it’s critical to work with a California real estate agent experienced in San Diego short sales and other distressed property scenarios.

An experienced agent will:

Understand the documentation required by various lenders
Know how to communicate with bank representatives
Keep the transaction moving to avoid foreclosure timelines
Help you meet legal disclosure and compliance requirements

If you’re looking to sell your home in California through a short sale, partnering with a seasoned negotiator is your best chance at a smooth, successful outcome.

Let the Experts Help

At Short Sale Expeditor®, we specialize in short sale negotiation and have a proven track record of working with homeowners, lenders, and real estate agents throughout California. We can guide you through every step of the process—from submitting a hardship package to closing escrow—with confidence and care.

Whether you’re a homeowner struggling to stay afloat or a California real estate agent seeking help for your clients, we are here to support you.

Thinking of a Short Sale? Let’s Talk.

Don’t wait for foreclosure notices or mounting debt to force your hand. If you need to sell your home in California due to a financial hardship, contact us today to learn more about your options for a short sale.

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Are You a Know-It-All or a Real Estate Expert?

Melissa — Thu, 01 May 2025 13:00:34 +0000

If you haven’t ready Malcolm Gladwell’s book, The Outliers, then you need to put it on your list right now. It’s a fascinating examination of what it takes to be an expert (loosely defined as 10,000 hours of practice) and how some individuals develop expertise more quickly than others. The book evaluates how a certain set of circumstances cause certain people up to develop expertise more quickly than other people. One example that Gladwell uses is in the case of Steve Jobs, and how Jobs grew up with a supercomputer practically in his backyard: thus giving him the opportunity to “play” on the computer more than others who had the same interests.

What Does This Have to Do with Real Estate?

First off, consider yourself. Have you put in your 10,000 hours selling real estate—writing contracts, representing buyers and sellers? Are there people who you know or work with that naturally developed their 10,000 more quickly than you did? Are you a real estate expert?

For me, due to a specific set of very strange circumstances, I became a short sale expert in no time flat. Having helped agents to close nearly 2000 short sales in a 5-6 year period, I developed significant additional expertise that likely boosted my general real estate experience to way beyond the 10k (or even the 20k) mark.

When working with homebuyers and home sellers, it helps a great deal to have expertise. With that expertise, you are able to advise based on your experience. You are able to avert landmines and predict outcomes. Since real estate transactions can be very stressful for buyers and sellers, this expertise is definitely an asset.

Four Ways to Overcome a Lack of Expertise

Nobody is born an expert. Expertise takes time to develop, as we’ve already mentioned. If you do not yet have your 10,000 hours in real estate, there are some easy and practical ways to overcome your lack of expertise.

Find a mentor. If you are relatively new to the business, seek to work with a mentor (someone who already has his or her 10,000 hours) so that you can learn from an expert. Become a buyer’s agent on an agent team, or join a small brokerage where the broker can provide training and assist you with your daily activities.
Take lots of classes and watch lots of webinars. This is self-explanatory. If you don’t have a lot of skin in the game, compensate by getting as much training as possible. Seek opportunities at your brokerage, online, or at your association.
Practice scripting. Experienced agents can go into a listing appointment blind and usually obtain the listing. They handle difficult situations with finesse and overcome objections without blinking an eye. If you aren’t at that point yet, you’ll need to practice your scripts. Find a partner and conduct role-plays to practice. Read and record your scripts and then listen to them at every opportunity—in your car, at the gym, etc.
Polish marketing materials. If you have limited experience, you will need to overcompensate with high-quality marketing materials. Just like a shiny yellow Ferrari turns heads, potential buyers and sellers will be attracted to your polished marketing materials.

Last but not least, the best piece of advice that I can give (expert or not) is to never, ever provide an answer unless you are 100% certain. In Guy Kawasaki and Shawn Welch’s book APE, Kawasaki writes about trustworthiness. He states, “Trustworthiness means that people can depend on you because you are honest, forthright, and effective.” He continues by saying, “Tell people what you don’t know. No one knows everything. There’s nothing wrong with this. You can build trust explaining what you don’t know. Then people will believe you when you say you do know something.” Instead of acting like a know-it-all, act like a professional and an expert: be honest and show integrity in everything you do.

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