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Why Real Estate Agents Should Sell Rental Property: Busting the Myth
I'm convinced, after thirty years in real estate,
that real estate agents are presented with
at least one opportunity to sell rental income property during any given year regardless
whether they're experienced with investment property or not.
Given, But Blowing the Opportunity
Think about it. Real estate agents are in an excellent
position to meet people looking to buy or sell rental property.
Real estate investors walk
and call in to real estate offices regularly. Plus, there are
previous customers, relatives, friends, a neighbor,
or even someone who surfaces unexpectedly during
a cold call. Hey, it's undeniable, real estate professionals who aren't living in a cave come into contact with
multitudes of active and potential investors.
Okay, so why do just a few agents sell
rental property? Worse still, why do many
blow the opportunity? It's not due to a lack of intention…I've
yet to meet anyone willing to ignore a four of five-figure payday!
The problem is that most residential agents
swallow the myth about rental income property: "That rental
properties are so vastly unlike other real
estate it should not be considered a business alternative sought
after by anyone who
sells houses"
This is not true, of course, but as a result, most
real estate agents when presented with
the opportunity get started with investment property do not act,
are slow to act, react shamelessly,
or refer the income property business away
to a colleague. In other words, they squander it away…and
this is inexcusable because success in real estate thrives on opportunities!
Busting the Myth
The point is that any real estate agent (even if he or she
is a novice to real estate investment property)
can sell rental income property; here's all you need to
do to get started toward that first deal:
- Dispel the myth that residential
and investment properties exist in different
galaxies. Despite the differences in houses and apartment buildings,
if you can sell a house, you
can sell income property. After all,
consider who buys rental income property…the very customers
you're conditioned to service! Investors are not from another planet,
they're just folks seeking
a yield on dollars they set aside for investment.
Real estate investors are people you know.
- Dispel the myth that investment
property is reserved for investing experts. Some instances might require
a commercial expert, of course, but normal real estate agents can and do handle
many rental property transactions quite successfully.
- Prepare yourself for real estate
investment dialog. Have a notable response when asked about a cap rate or APOD.
The inability to discuss income property effectively is why many real
estate agents fail to foster a connection with investors.
You'll never make points if you lack even a basic understanding
of rental property nuances. Do your homework via the numerous websites
devoted to real estate investment nuances and formulas.
- Prepare to service a real estate
investor correctly. Bear in mind that real estate investing is
all about the numbers. Be ready to present
a property's income and operating expenses, whether you create them
yourself on a spreadsheet or use real estate investment software.
Having the ability to present investment property cash flow and
rates of return to an investor is vital because it gives the impression
that you're not just concerned about a commission, but genuinely
care about the investor's money enough to assist in a prudent investment
decision.
- Prepare to work with rental income
property today. Don't wait until you're asked about income property and then
have to scramble. Learn the terms and invest in the tools now, before
you need them. Urgency is always an issue when investors make the
decision to buy or sell investment property and they will have no
qualms about soliciting the services of another real estate agent
deemed more suitably prepared to assist them if you're not.
What's Keeping You from the Money?
Are you aware that investment properties
can generate multi-million dollar transactions?
That in some cases,
you can close investment property deals equal to three or four house
transactions; that you have, especially in this troubled real estate
market, a golden opportunity to bolster your annual earnings?
Yes, it takes some effort, but you didn't
become a real estate professional without
effort. The good news is that it's not that difficult…just
some minimal preparation and a small investment of time. That's
how I did it. And if it hadn't
worked for me, I wouldn't have shared it
with you. Honest.
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