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How to Become a Real Estate Agent: The Ultimate Guide

“Should I get my real estate license? How do I find out how to become a real estate agent?”

These are among the most frequently asked questions on the BiggerPockets Forums. While having a license isn’t a prerequisite to investing in real estate, it can be a HUGE help. From not having to wait for someone else to schedule showings to MLS access and all the resources and information that come along with it, learning how to become a real estate agent and having a license can greatly benefit your real estate investing.

But learning how to become a real estate agent and beginning to practice as one isn’t a matter of simply declaring your intent, and then *POOF!* you’re an agent. There’s a lot more involved than that, especially if you’re just starting out.

Every one of our 50 states (plus Washington DC) has their own rules for becoming a real estate agent. Each state requires a different amount of education, from as little as 40 hours in Indiana all the way up to 168 hours in Colorado. Because of this, it’s important to study your locale to learn its specific process for how to become a real estate agent.

Most states offer reciprocity, meaning once you have held a license in one state for a certain amount of time (typically two years), you may apply to another state and get a license there by taking only the state-specific portion of the classes and passing the state test.

All states require you to be at least 18 years old – you aren’t legally allowed to sign documents and contracts under age 18 – with three states calling for a minimum age of 19 and Illinois requires you to be 21. Some require high school graduation while others allow you to become licensed after 10th grade.

Since there are so many different requirements for how to become a real estate agent, we set up this page to give you an overview on how to become a real estate agent for each state.

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How to Become a Real Estate Agent

While every state has their own regulations for how to become a real estate agent, they all require education and testing.

Get Educated

In learning how to become a real estate agent, you’ll find that every state requires real estate coursework, which covers state-specific laws for how to become a real estate agent, as well as national laws that apply to all states.

(See the link above for your state’s classroom requirements and to learn more about how to become a real estate agent in your area.)

I’m licensed in the state of Colorado, which has the highest education requirement of any state for becoming a real estate at 168 hours of instruction before you can sit for the test. Those 168 hours include:

  • 48 hours of Colorado-specific regulations and contracts
  • 48 hours of real estate law
  • 8 hours of trust accounts and record-keeping
  • 8 hours of current legal issues
  • 24 hours of real estate closings
  • 32 hours of practical applications

Choose Your School

Courses are typically offered either in a physical classroom or online. When looking into how to become a real estate agent, I chose to take my classes online. At the time I took them, I was a stay-at-home-mom, and my youngest child was 3. Sticking to a set schedule in a physical classroom didn’t work for my family and me. I studied mainly on the weekends, and it took me 3 months to complete my coursework, with an additional month of taking and re-taking the practice tests that were included with my tuition. I wanted to pass my test the first time and wanted to make sure I knew everything backwards and forwards.

Related: The Step-by-Step Guide to Finding an Investment-Savvy Real Estate Agent

Not everyone learns the same way, and online classes may not be right for you. Because I took classes online, there was no way to ask questions on the spot. I had email support, but since I was doing the bulk of my studying at night and on the weekends, it took a couple of days to get my email answered. Be sure to check out the options in your area when figuring out the process for how to become a real estate agent.

Local community colleges offer real estate coursework in the physical classroom setting, and if you have a question or need clarification, you can ask right then and there. But you are bound to their schedule and missing a day can be a huge loss.

Whether online or in person, these classroom hours are designed to teach you how to become a real estate agent by covering the legal basics of buying and selling real estate. While they do teach you the basics for becoming a real estate agent, it turns out that much of the work you perform as an agent on a day to day basis isn’t taught in the schools. While you may complete all the steps for how to become a real estate agent, your true education comes after you pass your courses and tests and start working as an agent.

I’m really happy with the online school I chose. Not only did I learn what I needed to pass the test for becoming a real estate agent, but they offered numerous practice tests to make sure you really knew the coursework. The practice tests could be taken over and over, and they reviewed everything in depth.

how to become a real estate agent

Decide on a Brokerage

While you are taking your coursework and learning how to become a real estate agent, you should be looking around for a brokerage to work for after you are licensed. With the exception of attorneys, all newly-licensed agents must hang their license under a more experienced agent — called a broker or employing broker — for a period of time, typically 2-3 years.

The employing broker is responsible for your actions during your first few years of becoming a real estate agent. Your broker will review all your documents before you pass them along to clients to check for errors and omissions. There are so many nuances to learning how to become an agent and acting an agent, and filling out a contract wrong can have huge consequences. My managing broker has told me of several newly licensed agents who had to buy appliances for their client, or replace this or that out of their own pocket because they didn’t fill out the contract properly.

How do you decide which brokerage is right for you?

There are many different brokerage philosophies, so start thinking about what’s most important to you. Some brokerages are known for offering significant training for their new agents. Others cater to established agents, while some smaller firms may be more receptive to investor-agents. There are flat-fee firms, where you pay one flat fee per transaction, which is typically a low fee but comes without a lot of the education opportunities that are available at other agencies.

Traditional, national-brand brokerage firms will typically have a large initial commission split. A split of 50-50 is not uncommon and translates into 50% of your commission going to your employing broker until you hit a certain level of sales. As your sales increase, your commission split decreases, with top agents paying as low as 5-10% of their commission to their employing broker. The benefit of working for a large brokerage firm is name recognition.

Once you decide what type of real estate you wish to practice, ask your instructor for recommendations that fit your goals. An established educator has taught thousands of students how to become a real estate agent, has a good grasp of what is going on in your local area and can recommend a few different brokerage firms to interview.

Another thing to remember while you are searching for a broker is that you are the one doing the interviewing, not the other way around. Talk to the broker, and ask as many questions as possible in your initial interview. Ask about continuing education, errors and omissions insurance, commission splits, how soon do you get paid after a deal closes, how much time is available for mentoring, what a typical day is like, whether they require floor hours, whether you get a desk, what exactly they do provide and what you are responsible for.

After passing the courses on how to become a real estate agent, you take two exams — one state-specific and one national exam — to prove your knowledge. Most states allow up to a year to take the test after you have finished your coursework.

The test questions are designed to really test how well you have absorbed the information — they are worded with twists and turns and must be read very carefully. Some questions are looking for the best answer; they have more than one answer that could be right.

The latest statistics for my home state of Colorado show a 62% pass rate. Like I said, the questions are designed to trip you up, so study, study, study. My education provider offered practice tests and suggested taking them multiple times after you have finished and passed the coursework. I followed their advice and took each practice test about 10 times. I was surprised at how closely the practice test followed the actual exam.

Exam Day

At the exam facility, you are not allowed to bring anything with you other than a government-issued ID and proof that you have taken and passed the required coursework. No purses, no phones, no calculators, nothing. Check with your testing facility to make sure you bring only what you need — many don’t offer a place for you to store your things.

Aim to arrive at least 15 minutes before the start of your exam, and allow plenty of time to get there. My exam center had a zero tolerance late policy. If you were late, you forfeited your exam fees and were denied admittance. If you didn’t bring the proper paperwork with you, same thing. Plus, my state had a waiting list to take the exam. Being late would have cost me weeks in delays.

Background Check

I’m starting to sound like a broken record, but each state has their own rules for getting a license and most require a background check. Be sure to check into your area for specific steps on how to become a real estate agent. My state offered two different ways to collect fingerprints and submit them. I could go to a participating police station and get fingerprinted using ink and paper — just like a real criminal! Or I could go to the testing facility and be fingerprinted electronically. (I chose the less expensive criminal experience.)

Agents are trusted with the keys to a home and all the possessions inside. The Real Estate Commission wants to make sure you are a trustworthy individual before allowing you to complete the process of becoming a real estate agent. If you have been convicted of a felony or pled no contest to a felony, misdemeanor or petty-theft offense, your chances of getting a license are significantly diminished.

Recent felony convictions for things related to showing houses, such as theft or embezzlement, are automatic disqualifiers. Felony convictions not related to selling homes and fiduciary responsibility may be allowed, but you must petition the real estate commission for approval. It’s best to do this before you take the coursework and discover your past indiscretions make you ineligible. Be sure to learn the restrictions for how to become a real estate agent in your area.

Once You Pass Your Real Estate Exam

Once you have passed your real estate exam, you must submit the application for your license. Your application will require proof that you passed your coursework, proof that you passed your tests, ask you to answer various questions, and in many states, require your employing broker to sign the application form and provide proof of Errors & Omissions Insurance. Don’t forget the application fee. If the Real Estate Commission has waived any past felony convictions, those waivers should also be submitted with your application.

Remember that background check you sent fingerprints in for? It will be submitted to the Real Estate Commission once it’s completed, which may happen before you finish your coursework and submit your application. The Commission stores each portion of the application until all parts have been received. They’ll match them together and then review the entire application. My state takes a week or two once all sections have been matched up. Again, the process for how to become a real estate agent may differ in your area, so be sure to check out the specifics.

Related: Why Real Estate Agents Don’t Work With Investors (& Why They Really Should!)

After my application was approved, the Real Estate Commission notified my employing broker, who in turn informed me. It took about a week to receive my official license, but they emailed my license number right away so I could get started with all the other setup I needed.

If you don’t choose an employing broker, your license becomes approved but inactive until you have an employing broker.

How to Become a REALTOR®

Learning how to become a Realtor and how to become real estate agent: it’s all the same thing, right? Nope. It’s kind of like Kleenex or Band-Aids. Those are both name-brand items that are so well-known, the name is also the thing. People routinely ask for a “Band-Aid” when they mean “bandage.” “Tissue” and “Kleenex” are interchanged all the time.

When this happens, the trademark has become generalized. No big deal, right? Nope, it can be a very big deal. When a company trademarks a name and then does not vigorously defend their trademark, it becomes watered down, and they can lose their trademark status and all the legal protections that go along with it.

A Realtor is not the same thing as a real estate agent. Every Realtor is a real estate agent, but not every agent is a Realtor. The word REALTOR® is a federally registered collective membership mark that identifies a real estate professional who is member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Only members of NAR can call themselves Realtors.

So how to become a Realtor? It goes beyond how to become a real estate agent. To become a Realtor, you must join the association and pay dues to your local, state and national organizations. There is a 4-hour code of ethics class that must be completed and upheld. Agents who are not members of NAR are not held to these ethics.

How to Become a SUCCESSFUL Real Estate Agent

When learning how to become a real estate agent, it’s important to focus on the next step: not only learning now to become a real estate agent, but how to be a successful agent. The most successful real estate agents treat being an agent like they are running their own small business. And just like any other small business, you get out of it what you put into it. Successful real estate agents work hard — they’re always hustling.

Unless you have another source of income, your first couple of years are going to be very lean. There isn’t a huge barrier to entry; it’s fairly easy to get your real estate license. And non-agents have this idea that being a real estate agent is just listing a house on the MLS, then sitting back and collecting a fat check. Those two factors combine to create a LOT of people passing the test and becoming real estate agents every year.

Lots of agents means lots of competition. Think of all the people you know. Can you name at least one that is a real estate agent? Even before I had my license, I knew four people in my immediate area who were licensed real estate agents.

So how do you succeed when everyone else is trying to do the same thing you do? You hustle. You advertise, you promote yourself, you learn your market and you provide value to your clients.

becoming a real estate agent

Think about your current job. Did your boss approach you randomly and ask if you were looking for that position? No, because that’s not how the real world works. When you wanted a new job, you told them you were looking. You did this by sending them a resume or filling out an application for the job.

The same thing holds true with being a real estate agent. Unless you have a name tag on, nobody is going to assume you’re an agent. No one is going to ask you out of the blue, just hoping you’ll say yes. You have to tell them. How? Advertising.

Think of all the different ways you see agents advertising themselves. There are clever ways, like putting two 9-volt batteries into a clear plastic bag with a brochure about yourself and hanging them on every door in a neighborhood around the daylight savings time change. Or going to the closest dog park, armed with treats (and a business card) slipped into doggie-doo bags and passing them out to everyone there. Taking an interest in someone’s dog can endear you to them.

There are also the traditional ways of advertising: newspaper ads, direct mail postcards and billboards.

Want to work with investors? Go to them. Attend local meetups and REI club gatherings. Go where the investors go and get your name out there. Know how to analyze a property and be ready to discuss your unique ways of finding deals.

The point is to get your name out there and start telling the world that you can help them buy or sell their home.

Grab a Name Tag

During my online real estate classes, there were videos interspersed with the text. Sometimes the video was an instructor reading a particularly important piece of information, but others were more like testimonials. One particularly great piece of advice came from an agent who sells between 10 and 15 homes every month consistently. He said his top tip was to get a name tag and wear it everywhere you go.

When he first started out, he wanted to appear professional. He had a good quality name tag made that had his name and the title of “Real Estate Agent” underneath. He put it on, and someone commented on it. He handed them a card. A short while later, someone else commented on it and he handed them a card. Lather, rinse, repeat.

He now considers it part of his wardrobe, like a watch. He doesn’t go anywhere without it, and he is always stocked up on business cards, too. Anytime anyone asks about his name tag or being a real estate agent, he hands them a card and chats them up. Total investment? $25.

Host an Open House

Experienced agents want to offer open houses to their clients, who have come to expect them. However, they don’t really want to host them. New agents are eager to gain clients, but don’t have any. Enter the partnership.

Here’s a bit of information you may not know — a home only sells during an open house about 4-10% of the time. That’s it. An open house doesn’t really sell your home. It’s a marketing tool that agents use to find new clients. As a newer agent, offer to host an open house for any agent in your office.

During the open house, have a pen and paper ready to take names and contact information for people who come by. There are also a variety of tablet apps to take down this information as well. Make sure to ask them if they are working with an agent when you talk to them — you don’t want to step on another agent’s toes and contact their client!

Be sure to wear your name tag and have lots of business cards on hand.

After the open house is over, send each person a quick email, thanking them for stopping by and asking them if they have any further questions about the property or the general area.

Related: The Epic Guide to Finding an Investor-Friendly Real Estate Agent

Yard Signs

Guess what else doesn’t sell a house? The yard sign. Sure, it helps other agents find your listing when they drive into an unfamiliar neighborhood, but having a yard sign doesn’t actually lead to a sale in most cases. It does send prospective clients your way, though.

My sister who lives in another state is selling her house. She isn’t a real estate investor and has only ever bought one home. She found it in the newspaper and bought it without using a real estate agent.

Now that she’s selling, her market is very slow, and she’s using an agent to list this property and help her with the purchase of her next one. How did she find this agent? She happened to drive past a yard sign and dialed her phone. (Never mind that her sister is an agent and could have recommended someone to help her out. Sigh.)

how to become a realtor

MLS Access

To have access to the MLS, you need to either be an agent or work for an agent. Simply put, if your house isn’t on the MLS, the chances of it selling quickly — or even at all — decrease exponentially. Without MLS access, you won’t be able to provide your clients with information about the latest properties to come on the market. It also makes your ability to run reports on comparable sales data far more difficult. The advantages of MLS access are a major reason so many folks want to learn how to become a real estate agent.

MLS access doesn’t come for free, but it also doesn’t break the bank. My local MLS costs $417 a year if I pay the entire year upfront. It gets me up-to-date information about any property on the market.

I also have access to sold properties for the last few years, so I can run “comps” or comparable sales reports. This tells me what similar properties have sold for recently. Why is that important? Because that is exactly how appraisers value a home. If you’re working with retail clients, they’re most likely getting a mortgage. Banks don’t just hand over money easily — they want to know that they are going to be able to recoup their investment if you stop paying. So they have the property appraised to make sure it’s worth what you are paying for it.

Business Cards

Upon becoming a real estate agent, I didn’t get business cards made up right away, and I regret this. I wasn’t able to leave one at my first few showings, and it felt unprofessional. I also wasn’t able to pass them out to people who asked me about my name tag.

Get business cards made up. If you are planning on being an agent as a full time job, print up at least 1000 cards, and put them everywhere. Keep a stack in your car, your purse or pocket, your briefcase, your bag, your wallet. The time you don’t have them on you is when you’ll be asked for them.

I see a lot of agent cards. Most real estate agents put their picture on the card. I always thought this was weird; no other profession does this. When I first became a real estate agent, I asked my employing broker why she didn’t have her picture on her card. She explained that it is becoming less common now, but agents first started putting their images on cards to prove identity. Many times, you are working with people you have never met before. Having your picture on your card helps to “prove” who you are to the client.

Have a Dedicated Phone Number

“You never get a second chance to make a first impression.” You don’t want to spend all this time and money to get your license and set up your business, only to have clients continually get a busy signal because your teenage daughter is talking on the phone.

OK, I know I’ve dated myself there, but you don’t want to go through all the work and expense of getting a license and have your first impression be unprofessional. Get a separate phone number that is solely for your real estate business. You’ll know that when it rings, you need to answer professionally.

I was listening to the BiggerPockets Podcast Show 26 with Chris Clothier. Toward the end, he had a great quote about customer service, which holds true across the board when it comes to dealing with customers.

“It’s amazing how low the bar is to be truly great. The way you answer the phone, no matter what business you’re in, how you answer the phone, it means so much in whether or not you’ll be successful.”

The same holds true for answering at all. Almost every time I call another agent, it goes to voicemail rather than the agent picking up and answering. They call back within 5-10 minutes, which makes me even more frustrated, because it appears like they are screening phone calls.

Become a Customer Service Master

Like Chris said above, it’s amazing how low the bar is to be truly great. Whether you’re working with a buyer or a seller, they want to know what’s going on. Buyers want to know if there are any new homes on the market that fit their criteria. They want to know if they can see them, and if there are any other offers on the property. Sellers want to know if they have any showings and what other people thought of their property.

My sister is selling her condo. She isn’t an investor and has only ever purchased one home. She found her agent through a yard sign and thought she had explained to the agent that she is new to all this. Yet her agent continually keeps her in the dark, not answering questions, not returning phone calls, not explaining the next step.

My sister thought that after the inspection, the seller would just fix everything the inspector found. She wanted to know who would forward the inspection report to the seller so they could start fixing things. This may sound silly to someone who is an experienced investor, but you don’t know what you don’t know.

Unless your buyer has bought and sold more than five houses in the last 10 years, they’re going to need some hand-holding. They’re looking to you to give them guidance but many of them are too embarrassed to ask for it. If you think they should know something, tell them. As each stage of the contract comes up, give them an overview of what is happening, and make sure they understand what you’ve just said.

Set Reasonable Expectations

Your market conditions are the only thing that affects your sale or search. Make sure you convey the right expectations to your client. If they are trying to sell a home and want to price it over the top of your recommended price range, let them know that it will take longer for their property to sell.

If they are trying to buy in a hot market, prepare them for disappointment when they lose house after house because they don’t have a cash offer. Recommend they write a letter to the sellers, introducing themselves.

If you are only available nights and weekends, tell them this before they sign a contract with you. It doesn’t do anyone any good to be tied up with an agent who can’t meet their needs.

Become an Expert Negotiator

There’s a lot of give and take when you help someone buy or sell a house. Home inspectors always find something. The buyers always want a concession for the issue, and the sellers never want to pay for it. Being a real estate agent is a lot like being a mediator. Learning the art of negotiation is key in the quest to learn how to become a real estate agent.

Get a Professional Website

Most people start their home search online. They look at Zillow, RedFin and to get an idea of what is on the market in their area. They might even search for an agent near them. What sort of image does your website present? Does it look like you are a professional who can help a buyer make one of the largest, most important purchases of their life? Or does it look like you spent $5 on Fivrr to get something slapped together? If web design isn’t your specialty, spend the money to present a professional image to potential clients.

Related: 4 Advantages of Keeping a Real Estate License as an Investor

Run it Like a Business

Successful real estate agents keep themselves busy. They are either working with clients or working on their business, getting new clients. While you technically work under an employing broker for your first few years, you really are your own boss. YOU make your hours, and YOU find your clients. You decide how much you’ll spend on advertising to get new clients and how much you’ll spend to market the properties you list.

BiggerPockets Agent Profile

Did you know that you can turn your BiggerPockets profile into an Agent Profile? At the top of your profile page will be a green bar with your title and license number and the issuing state.

There is a section for you to enter your office information and another to mark the locations you serve. Best of all, this service is absolutely free.

Hopefully after reading this article, you have a better idea on how to become a real estate agent and whether it’s right for you. Becoming a real estate agent can be a tremendously helpful tool to real estate investors.

Becoming a Real Estate Agent: What Characteristics Do You Need?

While thinking about becoming a real estate agent, I did not appreciate all that real estate agents are expected to do. This is probably because I found some of the worst real estate agents on the planet to work with. After paying cash for a home, I contacted the agent who represented me and asked her to let me know if she came across any more of this type property. Her response? “Well, I can sign you up to get emails.” Well, don’t strain yourself. I’ll go find an agent who likes it when their client pays cash and comes back multiple times.

There are a lot of little things — and some pretty big things — that agents do behind the scenes, including coordinating schedules to make a contract work for all parties, making sure documents are signed and submitted on time, and chasing down weird little bits of information and documentation that are different for every single transaction.

The BEST real estate agents hustle.

They’re always looking for more clients to help buy or sell a property, they’re clever when it comes to marketing, and they are always on the lookout for new ways to get business.

Think about your local market. Is there a face you see ALL THE TIME? On billboards, shopping carts, yard signs, web site ads, and newspapers? That agent spends a significant amount of money on advertising. That agent also has a significant client base.

becoming a real estate agent

Related: Why Real Estate Agents Don’t Work With Investors (& Why They Really Should!)

The BEST real estate agents are knowledgeable.

They’re experts on their local market. They can recommend the best title companies, the best home inspectors, and a great lender, lawyer or any other professional you would need during the buying or selling process.

This isn’t the type of knowledge you get out of a book — this comes from experience. I know a newer agent in my area who has lived here his whole life. He KNOWS this area. He knows the good towns and the good parts of those towns. He knows how to get places and what developments aren’t quality. He’s only been an agent for a short time, but his knowledge of the area puts him leaps and bounds above other agents who may have had their license longer, but aren’t as familiar with the area.

The BEST real estate agents do this full-time.

You have to be able to show a property to your client when it fits their schedule. If they’re only available after work and on weekends, guess when you work? If they’re here for a whirlwind house-hunting trip, guess what you’re doing for the next 24-36-48 hours?

It’s difficult to do this while working a full-time 9-5. I have a super-lenient boss who understands real estate transactions and is willing to work with me when I have a closing or a showing or an inspection (thanks, Josh Dorkin!) but I don’t like when the two overlap. I also don’t have many clients, and those that I do have are friends who know this isn’t my full-time gig. (I also don’t do it to support myself; I just really love real estate.)

Being a successful real estate agent isn’t something you can do part-time. But when you’re first starting out, being an agent is sort of a Catch-22. You only make money when you sell a property, so you need to keep your day job until you can support yourself with your real estate earnings. But you need to be available at the drop of a hat — especially in a hot market where properties go under contract instantly — to show houses to your clients.

Notice I said a SUCCESSFUL real estate agent is full-time. When becoming a real estate agent, you can certainly do this part-time, but to truly be successful, you have to be available all the time.

The BEST real estate agents treat this like their own business.

Thinking about becoming a real estate agent? Better have an entrepreneurial spirit. There are very few salaried opportunities for real estate agents. The traditional arrangement is that you work under a more experienced broker, and you actually pay them when you sell a property. The amount you pay them varies — and typically decreases as you sell more and more.

You have to go out and get your own business. You may get a referral here and there, but the crux of your business will be a steady stream of new business, especially if you are working with retail clients.

Advertising, networking, more advertising and more networking is how that happens. The best agents are aggressive — they have to be, because there is so much competition amongst agents.

Real Estate Agent Duties

While thinking about becoming a real estate agent, remember that you’ll have responsibilities to your client. You have a fiduciary responsibility to hold their best interests above your own — if they find a property they love, but the seller isn’t offering the type of commission you want to earn, you can’t steer them in another direction.

You are required to work toward getting the highest price/best offer for your sellers and the lowest price/best offer for your buyers. You advise your clients and give as much information as you can about the property and any factors that may affect it.

You have the duty of honesty. Pretty self-explanatory — don’t lie, misrepresent or defraud your client. Really, this should be a no-brainer in all aspects of your life.

You have the duty of accounting, which means you must timely and accurately account for all money received and provide records of such upon request.

You have the duty of confidentiality, obedience, and loyalty. Meaning, you keep their information secret, obey their directions as long as they are legal and ethical, and hold their interests first.

In addition to all the legal stuff, your day-to-day duties are always different, yet always the same. No two properties are the same, so no two transactions are the same. But they have similar components. Let’s look at agent duties when you are working with a buyer.

Confer, Then Translate

The first thing you need to do is know what your clients are looking for. Narrow it down to what TYPE of property (single family, condo, house-hacking a duplex, investment property, etc.).

If you’re working with retail clients, you’re now going to have to translate what they are asking for and set realistic expectations. A client looking for a 4-bedroom penthouse apartment overlooking Central Park with a budget of $150,000 isn’t going to find too much.

I like to ask my clients questions about their minimums. What is the minimum number of bathrooms they can have in the house? What’s the minimum number of bedrooms, square footage, yard size, garage space, etc.? Next I ask about their max. What’s the maximum amount they want to spend? What’s the maximum monthly payment, etc.?

Then I plug those basic parameters into the MLS and see what shows up. Realistic expectations will have a longer list of results, while unrealistic expectations may turn up nothing. If the list is too long, then we can narrow down further. “I’d like 2 bathrooms, but 3 would be even better.”

Related: The Epic Guide to Finding an Investor-Friendly Real Estate Agent

Show Properties: MLS Listings

After you have narrowed down what your client is looking for, run a list of all properties that fit their needs and let them browse. My local MLS (Multiple Listing Service) allows me to send listings to a sister site called MySite. There, my client can view all the pictures from the MLS, read the basic information from the listing sheet, and categorize the properties from the Inbox into “Favorites,” “Maybes” and “Trash.”

Once they’ve sorted the listings, I go through and double check to make sure they have the criteria my clients have said they want. Retail clients can have a difficult time getting past the pictures, and sometimes agents try to highlight a feature in a way that makes it far more attractive than it happens to be in real life. Think wide-angle lens.

Your client may have said they want a house with 3 bedrooms on one level because they have small children. That won’t stop them from adding a home to their list of must-sees that has 2 bedrooms upstairs and 2 bedrooms downstairs. A quick check of the listing sheet can save you a half hour of showing time.

A big part of becoming a real estate agent is learning to correctly read people. While you are showing properties, pay attention to what your client is really after. Body language is so much more telling than what they say to you.

When becoming a real estate agent, your duty is to your client and helping them get the best deal. Knowing why an owner is selling can help your buyer make the best, most attractive offer.

Knowing your market comes into play here yet again. Knowing what aspects of the contract can be negotiated, and then negotiating them for your client’s favor — or for the seller’s favor if they aren’t important to your client — is a mark of a great negotiator.

You’ve heard the term “real estate is local.” Local is relative. It isn’t always a city, or even a neighborhood — sometimes it’s block by block. But not all agents get this and may use inappropriate properties to arrive at an initial asking price for a home.

Explain the Contract and Procedures

Buying a home is not something regular people do frequently. They don’t know the steps, and if it’s been a few years since their last purchase, they have probably changed anyway. You can bet the contract has changed.

There is an excellent contracts class available in the Denver area. The class covers the best ways to fill out every real estate contract — and at the end of the class, you take home a reference binder with different sections for each different contract. I took it at my broker’s suggestion, and it was so worth it. There’s a new contract for 2016 (of course), and I’m taking it again in February.

Your client may completely trust you and not question any part of the contract. You may also get a client who questions everything. Having a thorough understanding of the contract and being able to answer questions quickly will help gain your client’s trust and help the transaction go smoothly. It will also go a long way toward having them refer you to their friends and family — one of the best ways to get new business when becoming a real estate agent.

Work with a Seller

You still have all the same basic duties when you are working with a seller — loyalty, honesty, accounting, confidentiality, obedience and fiduciary responsibility. But there are also duties specific to a seller.

Prepare a CMA

A CMA is a Comparative Market Analysis — which is where you analyze the market immediately surrounding your subject property. Houses will appraise for what other, similar houses in the area have sold for recently, for the most part. No two houses are the same, so no two appraisals will come back the same. One home may have better carpet or a newer kitchen. Another might have more bedrooms or a finished basement.

Preparing a CMA for your sellers will help give them a more realistic expectation of what they can sell their home for.

Set Realistic Expectations

Going through your client’s home and giving them pointers on how best to declutter and stage it will help them get top dollar for their house. But it is best to set their expectations at a realistic level. If they have an outdated kitchen, they can’t hope to get the same price as their next-door neighbor with his completely remodeled home.

Likewise, if there is an unpleasant odor in the home, they will be receiving lower offers. Don’t suggest masking the scent — buyers can smell through that.

The seller is ultimately responsible for determining the asking price, but if they want to list it higher than you think is realistic, it’s best to let them know this up front.

Take Great Pictures

I like to take multiple photos of each room of the house and choose the ones that best represent the home. I say I like to take them, but actually my husband takes the pictures. He takes high quality pictures that rival a professional photographer.

But be honest with yourself. If you take bad photos, hire this job out. One podcast guest suggests going through Craigslist and asking all the photographers for a quote.

Remember, take honest pictures. Wide angle lenses might make the house look better, but no one is going to buy a house that looks great in pictures and terrible in real life.

Fill Out ALL the Forms

There are a multitude of forms that need to be completed before listing a house. Houses built before 1978 need a Lead Based Paint Disclosure. Sellers who have occupied the home should fill out a Seller’s Property Disclosure. Source of Water is required in Colorado.

Related: Every Landlord Should Hire a Leasing Agent: Here’s Why

Market the Property

Listing a house isn’t just taking the information and pictures and posting it on the MLS, then sitting back and waiting for offers to roll in. Becoming a real estate agent involves learning about marketing. Marketing the property includes websites, signs, postcards, flyers, social media, email, newspaper ads, open houses, yard signs and much, much more.

Compare and Translate Offers

In my local market, real estate is hot, hot, hot. Almost every property receives multiple offers within days of being listed.

As an agent representing the seller, you need to be able to translate these offers to your clients, to give them the entire picture of the offer. Know the difference between an FHA loan and a conventional loan, and why one is better than the other. Know the benefits of having a no-contingency offer and be able to explain the entire contract — and compare them all.

Your seller might be super experienced, organized and on top of everything. But probably not. The contract is a legally binding agreement with dates and deadlines that must be met. When becoming a real estate agent, you have to stay on top of your sellers to make sure they are keeping up with the deadlines. A missed deadline can cost them quite a bit of money, and the buyer is under no obligation to extend deadlines.

Real Estate Agent Salary

This is probably the part you are most interested in — who wants to spend hours and hours driving clients around to see houses for free? You are thinking of becoming a real estate agent because you want to make money, right?

The thing is there is no typical real estate agent salary. Real estate is local — your market and your competition will help determine your clients and your end results.

Essentially, you own your own business when you’re becoming a real estate agent. The amount of marketing you do is a huge factor in your success and your real estate agent salary. If you choose to sell only one house a year, you’re not going to be bringing in a ton of cash, unless you sell to the rich and famous.

It is a violation of the Sherman Anti-Trust Act to state a going rate for real estate agent commissions — it’s called price fixing. Real estate agent commissions are negotiable as far as the agent wishes to negotiate. But an good estimate is 2.5% – 3.0% per side — that is, the buyer’s agent and the seller’s agent.

But wait, there’s more! When becoming a real estate agent, you have a couple of different ways to work under an employing broker. There are the commission-split brokers, with whom you share your commission. I’ve seen splits as high as 60% to the employing broker, meaning that $10,000 commission is now $4,000 to you before your costs are figured. I’ve seen splits as low as 10%, meaning that same commission puts $9,000 in your pocket. Typically, those lower splits are going to agents who are producing more volume.

There is also the flat fee commission, where you pay a set dollar amount no matter what the commission. I work for a brokerage like this. I pay $499 per transaction for any home where the list price is less than $3 million.

There are advantages and disadvantages for working for both types of agencies, so you’ll have to decide which one is right for you.

The average real estate agent salary is $39,800. Or $43,860. Or $76,000. But it might also be $33,000. These are the results I got back when I Googled “What is the average real estate agent salary?”

The thing is, you get out of it what you put into it. Are you willing to be on call round the clock? You’re probably not going to be getting phone calls at 2:00 a.m., but you might get one at 5:30 or 6:00 a.m. from a client who is dying to see a house that just popped up on the market. You might also get one at 10:00 p.m. at night for the same reason. Remember this when considering becoming a real estate agent.

The agents making top dollar in their real estate salary are the agents answering their phones all the time. The agents who are working all the time.

How to Find Real Estate Clients

Finding a client takes work. Everyone already knows an agent or twelve. Clients don’t bust down your door — they don’t have to because they are inundated with flyers, mailers, magnets, postcards, etc. You have to make yourself memorable. What can you offer that another agent can’t? Why should someone hire you?

Your marketing budget can make or break you. In the beginning, your success literally depends on it.

One of the top tips I have seen is also one of the simplest. Get a name tag proclaiming your real estate agent status and wear it everywhere. People won’t know what you do until you tell them.

Related: The Simple Way to Find Listing Leads as an Agent Without Leaving Your Computer

Your “For Sale” sign that you plant in the yard is a marketing tool.

An open house is one of the best ways to put your face in front of potential buyers, many of whom are not currently working with a real estate agent. When they walk in your door, be prepared to wow them with your expertise.

There are all manner of clever marketing ideas online — one agent has water bottles printed with her name and information and passes them out at the gym. Another agent puts a dog treat inside a doggie-doo bag and attaches a business card with a ribbon to the bag, then leaves a box of treats outside the fence at the dog park. Yet another one puts 9-volt batteries in a bag, along with a note to change their smoke detector batteries around the time the clocks go back.

Still have questions on how to become a real estate agent or using your license to its fullest potential?

Be sure to leave a comment!

About Author

Mindy Jensen

Mindy has flipped numerous homes in the past 10 years, one at a time and doing much of the work with her husband. She lives in Longmont, CO, and is always looking for an ugly duckling to turn into a swan.

  1. I can’t speak for other states, but in Florida it’s fairly easy to get your real estate license. Though, there is fierce competition with many, many other agents, so it will require hard work and persistence to be able to make a living at it.

    • Mindy Jensen

      I think it is the same in the rest of the states as well. It’s pretty easy to become an agent, but it is much more difficult to stay an agent. So many agents wash out quickly when they realize how much work it is. And when the market is up, even more agents flood in for that perceived quick cash.
      Thanks for reading, Gabe.

  2. Scott Trench

    Great article Mindy – I’m also in the process of getting my license (just finished the coursework and am taking those practice exams, like you mentioned currently). I certainly believe that Colorado has the most stringent requirements! This was not a quick and easy process by any means.

    Still, if I get just one great deal per year, or if I just save 1.5-3% on the purchase price of one $400K + property, that is well worth the upfront investment. That’s not even counting the future opportunities to help others purchase property that may come the way of a prepared agent..

    • Mindy Jensen

      I completely agree. Selling one property your first year will most likely recoup your initial investment – especially in our state of Colorado where prices just seem to keep going up. An additional property every year will just increase your bottom line.
      Thanks for reading, Scott.

  3. Douglas Skipworth

    What a great resource you just created for aspiring agents! Thanks so much.

    I’m licensed in AR, MS, and TN since the Memphis market covers all three states. That said, having three licenses is a bit painful so I’d only recommend it for agents who want to be very active in each state they obtain a license in. It’s not worth it to just have it to say you have it.

    • Mindy Jensen

      I completely agree. Every state has their own continuing education course requirements, plus keeping up with the changes to individual states can be difficult. I’d only recommend more than one license if you live right near the border.
      Thanks for reading.

    • Mindy Jensen

      While you are working on your license, you should decide what type of real estate you wish to practice, and start looking for a brokerage that handles that type of real estate. In Colorado, I can only practice the types of real estate my employing broker allows, and my broker doesn’t do anything with property management. I’d love to learn more about that, and to do so, I would have to leave that brokerage firm.
      This may not hold true for all states – conveniently there are 50 different sets of requirements for licensing…

  4. Excellent article.

    I have been licensed in five states, AZ, CA, CO, NY and WY and am currently working on FL and if I have learned anything it is this: Real Estate = Sales. Sales = Salesperson, period, no exceptions.

    Like it or not to be successful in real estate means you must be a successful salesman or saleswoman. If you are not comfortable with being a salesperson who knows he/she must handle objections and close, close, close then don’t become involved in real state as a Realtor®.

    Tommy Hopkins said it best, “Sales (includes real estate) is the highest paying hard working job or the lowest paying easy job”. Congregating around the water office cooler swapping tales about a lack of listing and buyers won’t get you anywhere.

    I used to have a website “Rich Realtor® Poor Realtor®” and wrote a book with the same title but NAR threatened to sue me if I continued because I was using the work “Realtor®” even though I acknowledged the world Realtor with a ®. I sold a lot of books to Realtors® and would be Realtors® who wanted to know … “The whole story” of how Realtor® world with over 1,000,000 Members really works.

    • Mindy Jensen

      NAR will defend their trademark vigorously. There have been past lawsuits regarding trademarked names that have not been defended so well, and the trademark gets wiped away if you do not pursue people who use it.

      When I first started out, I registered a website with the word Realtor in it, and was promptly rewarded with a cease and desist letter from NAR.

      Thanks for reading.

  5. Thank you for posting this, I planning on going to school next year I have always wanted to learn about real estate agent. Your story got my attention 🙂 some things I didn’t know about

  6. Deisha Washington

    Great info! I have just passed my state exam and my license application is in the mail. I am Indiana and we are required to take 90 hours. I didn’t know about the Agent Profile for use here. As soon as I am licensed I will utilize that.

    Thanks! I enjoyed the article

  7. Michael Rogers

    Great article Mindy. Getting my license is something I have been thinking about getting for a while.

    Roughly, much do you pay per year when you include mls fees, continuing education, and other required expenses to keep your license each year?

  8. Jimmy Davis

    Becoming a Real Estate Agent is easy. It’s surviving afterwards… that’s the hard part! Especially if you don’t have any other income coming in already – and you’re planning on providing for your family from your real estate income.

    Some days…most days…I work from 8am till after midnight…only to go to bed thinking there’s got to be a better way! And something else no one ever told me is how cutthroat the business is…it’s not for everyone, but if you have another income coming in, or family to help you out, or you Dad’s a builder, or your Mom has been in the business for 20+ years (some kind of unfair advantage) then go for it.

    But if not then be prepared to work your butt off…it can be very lucrative, but definitely not easy…to be successful that is…but that’s probably true with starting any business…which is what you are doing when you become an agent.

  9. Shanel Wiggins

    You mentioned that it costed you $417 a year for the MLS. As a real estate agent, do you have to pay to get access to the MLS?

    I just started an online course for real estate salesperson as I’m interested in investing in multi unit properties for buy and hold.

  10. James Wise

    Great article Mindy.
    I would like to elaborate on the dedicated phone line. In today’s day and age it is absolutely imperative for agents to have a cell phone and more importantly be ready willing and able to answer it all the time. To be a successful agent you cannot go into the business expecting to work 9-5. You have to be on your toes 24/7, always ready to take action. If a potential client calls and you do not answer they have probably already been in contact with another agent by the time you call them back.

  11. Don Harris

    Just re read this after having started RE school two weeks ago. I must say, my respect for licensed agents/brokers have increased 100 fold since starting. The breadth of information and its application is immense. I do not intend to use license as an agent but rather as an investor. Nonetheless the key to open the door is “earned” not given. Persevere.

  12. Jacob Pereira

    168 hours? How quaint…In Texas it’s 180 hours to become a sales agent:

    Principles of Real Estate I (30 classroom hours)
    Principles of Real Estate II (30 classroom hours)
    Law of Agency (30 classroom hours)
    Law of Contracts (30 classroom hours)
    Promulgated Contracts Forms (30 classroom hours)
    Real Estate Finance (30 classroom hours).
    Education course completion documents must be submitted when the application is filed.

  13. Chris Harjes

    Thanks so much Mindy! Can you clarify the nature of the supervision requirements, and the potential payouts to investors having a license? My thought is that I would often save 3% on a buy through having the license, but if the supervising agent agreement was too costly or restrictive, this in addition to the upfront time cost (time is far more precious than money these days) would add up to make the overall value questionable. I also do quite a few buys from owners directly, so having the skills and license in these cases would only save me the 1.5% I currently pay for this service from an area Realtor. Still seems like it could pay back over the course of the next 5 or ten deals… Thanks for your insight!

    • Mindy Jensen

      There are all manner of employing broker agreements available. The larger-name, nationwide real estate companies will be the ones who require the larger commission splits – but they also have training available. Some of the smaller agencies have moved to a flat fee – where you pay a flat rate whenever you buy or sell a house. I work for one of those types, and pay a flat fee of $499.

      But you’re right – if you have to give up 50% of your commission – or more – it is probably not worth the extra hassle you have of being licensed. There are continuing education credits to consider, along with ever-changing laws…

  14. Benjamin Barredo

    Mindy Jensen

    I am currently dreaming of leaving my job and becoming an REI. I am actually in the process of convincing my wife into supporting my decision to get my license and become a realtor first. I think learning the world of realty this way will only help in my investment adventures. Also it will allow me to have a flexible schedule to manage my own properties while having another income.

    Anyway, my question is about finding a brokerage to work for. I read a lot about interviewing them but is it that easy? Can I just go to any broker and say, “I want to work here. I’ll start today”?

    What is the best way to approach finding the right brokerage? Google local realtor brokers and then call them? Are there certain national broker companies that are best for newbies?

    Also, how long did it take for you to make your first sale? How long before you were actually making a comfortable living? Can you answer whether or not there is an average amount of time a new agent must wait before they start making actual money? I only ask because I want to save a nest egg before I leave my job but how much do I need to save? How many weeks or months do I need to prepare to not have my own income and live off of my wife’s or savings?

    • Mindy Jensen

      I’m going to be honest with you, it took a long time for me to make my first sale. I was a stay at home mom when I got my license, and still had little ones to take care of. I told everyone I knew that I could help them buy or sell a home, but I wasn’t actively pursuing listings or buyer clients.

      I’ve seen recommendations of 3-6 months of living expenses before you quit to go full time. I’d definitely keep the day job during license coursework. It’s tough to do part time, but tough to live on nothing until you start making money. Can you live off your wife’s salary? Are there any expenses you can cut while you still have a full time job so you can live off your wife’s salary?

    • Mindy Jensen

      Thanks for reading, KayKay.

      I went to for my coursework. They offer licensing courses for multiple states. They were always fast with their replies to questions I had about this or that. I would use them again.

      I think I chose them simply because they are located near me.

  15. Alison Hidey on

    Hi Mindy,

    I am planning on getting licensed in the state of Michigan at some point this year. However, I am an investor looking to only buy homes for my business, not to become an agent full time for others. Do I still have to work under a brokerage? If so, are there any allow what I’m looking for or are many of them “numbers” driven?

    • Mindy Jensen

      Hi Alison.
      All of my research shows that every newly licensed agent, unless they are also a licensed attorney, must hang their license under a more experienced agent for at least 2 years, regardless of their intent.
      I have found that there are agencies that will allow you to do your own thing. You absolutely want the supervision, though. There is so much you don’t learn in the courses. It’s very helpful to have someone review your contracts.
      When you go interview agencies, listen to what they offer vs fees. My experience shows it would probably work best for you to go with a smaller agency, rather than a nationally recognized one. They seem the most flexible.

  16. Bernard A.

    This is awesome!! Just what I needed to know. I just met with an agent who is also an investor from my church and I’m hoping he will be my mentor. His major concern was whether I was working with another agent already. After I said yes, he was a little bit hesitant in his suggestions but I now understand why. He also stressed on the benefits of getting my license.

    Thanks for the post Mindy.

  17. I have been a Real Estate agent since 1989. I have also been a Manager and Recruiter in Orange County California. My best piece of advice is if you plan on buying properties as an Investor do not get your Real Estate License! You will have to disclose every time that you have a license and that the property may be worth more money on the open market. You are setting yourself up for liability issues as having a License is looked at as having an advantage in Knowledge over the public. Kinda like knowing Karate at an expert level and using it on someone ( you could be charged as yielding a deadly weapon!) I specialize in Apartment Buildings and Income Property by the way in Orange County California and surrounding areas.

  18. Angela Kriv

    Great resource! Thank you! I am contemplating taking a course and exam in Florida with only intention to have an access to MLS. I still plan on working with my realtor, but want to be able to search MLS without waiting for anyone. Do you, guys, think it’s a good idea? Thanks!

  19. Delila Torres

    What an Awesome read… Thanks for sharing Mindy and to all those who replied, I appreciate reading your thoughts just the same. I live in NY and I have just passed the school exam after 75 hours of an online course. I am scheduled to take the ST. exam tomorrow (wish me luck) 🙂
    I must admit reading these posts only sparks my interest and desires to ACE this industry that much more. I am a Sr. Underwriter for a non-profit and have always wanted to be on the front end of the process playing ” match maker”… I feel this experience will set me apart from many and plan on marketing this experience as well. I can also admit since joining this site my interest in REI has taken a higher interest and I am Excited to learn

  20. Thanks for the helpful post on how to become a real estate agent. I have been looking into what it takes to become a real estate agent because my wife thinks that she could be a great real estate agent. Thanks for setting up that page to show how to become an agent in each state. I really appreciate all of this helpful information!

  21. Geoff Bishop

    Excellent article. Thank you.

    I am interested in getting my license, not to represent others, but to have access to the MLS and the ability to see many houses which are secured with lock boxes.

    What is involved in getting in to see such properties, and are listing agents and sellers OK with investors walking through houses for their own research purposes? What do you say when you call, and what information must you provide? Thanks again.

    • Mindy Jensen

      You can make the appointment under the “Agent Preview” distinction. I do this when I’m looking to get information about the market. I schedule a first showing when I’m going with my husband and we’re considering making an offer.

      You typically provide your name, office and phone number when you set up the showing.

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Central Kentucky native Daniel "Chip" Bach has been named general manager of Turfway Park.

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Reading guide for Eighty Days by Matthew Goodman

Summary |  Excerpt |  Reading Guide |  Reviews |  Beyond the Book |  Readalikes |  Genres & Themes |  Author Bio

Eighty Days

Nellie Bly and Elizabeth Bisland's History-Making Race Around the World

by Matthew Goodman

Eighty Days
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    Feb 2013, 480 pages
    Mar 2014, 496 pages

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About this Book

Reading Guide Questions Print Excerpt

Please be aware that this discussion guide may contain spoilers!

  1. In the book's prologue Matthew Goodman writes, "Nellie Bly and Elizabeth Bisland were not only racing around the world; they were also racing through the very heart of the Victorian age." What do you think he meant by this? In what way did Bly and Bisland's race illustrate some of the larger social issues of the time?
  2. In what ways were Elizabeth and Nellie similar, and in what ways were they dissimilar? Did they have differing views of themselves as women, as writers, as Americans? How might this have colored their attitudes about the around-the-world race?
  3. Almost every story of the time mentioned the fact that Nellie Bly carried only a single handbag for her trip around the world. How do you think you would pack for such a trip? What would you consider the essentials to bring along?
  4. How might other female journalists of the time have viewed Bly and Bisland's race around the world? Do you think they would have been supportive or critical?
  5. Throughout the book Goodman intersperses the narrative of the race with discussions of historical issues—such as the hardships faced by women journalists, the power of the railroads, and the working conditions of stokers on the steamships. Why do you think he did this? Did you feel that this added to or detracted from the book as a whole?
  6. Did you find yourself rooting for one of the women to win the race? Which of the women would you rather have as a traveling companion? In what ways would you say each of the women changed over the course of the race?
  7. How do you think that Nellie Bly's difficult childhood might have helped to shape some of the choices she made as an adult?
  8. Eighty Days is an example of the genre called "narrative history"—that is to say, a work of history that adopts some of the techniques generally associated with fiction writing. In what ways does this book read like a novel? How was Matthew Goodman able to accomplish this? Did you ever find yourself momentarily forgetting that it was a true story?
  9. Visiting the Tanks of Aden in the moonlight, Elizabeth Bisland has a profound moment in which she comes to understand what the trip has given her: "the vividness of a new world, where one was for the first time, as Tennyson had written, Lord of the senses five, where the light of night and day had a new meaning, where years of indifference could fall away like a dried-up husk and every sense respond with the keenness of faculties newborn." Have you ever had an experience like that while traveling? Which of the places described in the book would you most like to visit?
  10. The very first story that Bly proposed to The World was to sail across the Atlantic in steerage, so that she could report firsthand on the conditions endured by the passengers there. Yet during her around-the-world race, when she had the opportunity, she did not write about steerage passengers. Why do you think this was? Do you think that she had changed as a journalist, and if so, in what ways?
  11. Might Eighty Days be viewed as a kind of cautionary tale about celebrity? How so?
  12. The book's epilogue describes the very different lives led by Nellie Bly and Elizabeth Bisland in the decades after the race. Were you surprised by the way that things turned out for them? Why or why not? How would you answer the question posed about Nellie Bly at the end of the final chapter: "She had outraced Elizabeth Bisland; but now, looking back, it was not entirely clear which of them had won."
  13. The story told in Eighty Days took place more than 120 years ago. An around-the-world trip that once required two and a half months to complete could be accomplished today in a matter of days. Are there other ways in which society has changed far less dramatically since 1889?

Unless otherwise stated, this discussion guide is reprinted with the permission of Ballantine Books. Any page references refer to a USA edition of the book, usually the trade paperback version, and may vary in other editions.

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D.B. Woodside Torrent

From Wikipedia, the free encyclopedia. David Bryan "D.B." Woodside (born July 25, 1969) is an American actor. He is perhaps best known for his portrayal of White House Chief of Staff (and later President) Wayne Palmer on the FOX action/drama series 24. Additionally, he is noted for his roles as bass singer Melvin Franklin in the NBC miniseries The Temptations, and as Robin Wood on the WB/UPN series Buffy the Vampire Slayer.
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I'm not really a logo guy, but I'm rather proud of this simple logo I came up with for the Fundraising Funnels project!

I’m not really a logo guy, but I’m rather proud of this simple logo I came up with for the Fundraising Funnels project!

Rainmaker, I want to share with you something I shared earlier today with a private Facebook group I’m in…

You may or may not know — depending on how long you’ve been reading — that I’ve got an itch I haven’t been able to scratch involving fundraising for nonprofits.

I found out a few years ago that even though nonprofits are probably the most skilled direct marketers using the mail…  They’ve utterly failed to translate that ability to doing online fundraising.

I’ve back-burnered this idea for a few years, but it keeps calling for attention.

And so now I’m looking to do something about it.

In working on it, I’ve called it a revolution.  I’ve called it a movement.

Then Alex Charfen, in his Entrepreneurial Personality Type Facebook group, posted a 5-Part Video Series on “How To Start A Movement.”

He was using the same language.  He was echoing my thoughts, and giving me a framework.

The timing was perfect, so I used his outline to write the post I’m sharing below.

Whether or not “fundraising for nonprofits” seems relevant to you, I encourage you to read the full post below.  I believe it’s going to be my first billion-dollar impact.  But only if I’m able to succeed in moving beyond “a business” and into “a movement.”  Read for that distinction, if nothing else.

The Fundraising Funnels Movement: A Definition and Declaration

I’m starting a total revolution in how nonprofits do online fundraising.  By defining a model fundraisers will use to generate over $1 billion in additional online revenue to support their mission.

This post is 100% inspired by Alex’s video series on starting a movement.

This is the movement I’ve been working incessantly on in my spare time, clarified with the help of Alex’s thinking.

A couple years back, I had a disturbing realization.

Nonprofit direct response fundraisers are incredibly successful at raising funds to support their mission via DIRECT MAIL.

Yet they still haven’t figured out how to get the INTERNET to work as a direct response medium for fundraising.

Yes, they’ve had some success, but THERE IS NO CLEAR MODEL.  Total online fundraising is STILL less than 10% of total donations (and of that, much of it is generated as an online response to direct mail solicitation).

What’s disturbing about this is that over the last decade, I’ve worked with the upper echelons of commercial direct marketing.  Companies who’ve been hugely successful transitioning their direct mail know-how into online marketing results.  Creating a model for what works in direct response online, as an adaptation of their direct mail methods.

The model for success already exists.  Nonprofits just aren’t using it!

Simple example: the online sales letter.

Direct response marketers figured out 15+ years ago they could put their direct mail sales letters online.  Nonprofits, whose direct mail appeal letters are the workhorse of fundraising, haven’t tried putting those appeal letters online.

I’ve talked to the top fundraising copywriters in the world — they haven’t even tried it!

More examples: video sales letters, funnels (where I got the name Fundraising Funnels), direct response email, the list goes on…

This has nagged me for the last couple years, while I’ve kept doing what I was doing before, being a successful copywriter and consultant for commercial direct response marketers.

Part of that was momentum — it’s painful to switch from where you have some, to where you have none.

Another part was doubt — my friends in commercial direct marketing (understandably) think of the nonprofit world as somewhat backwards and resistant to change, which they assumed spelled doom for the idea.

And another part was failure to spur action — I did connect with a noble charity who I would have loved to have helped, but they were self-funded and not doing any fundraising yet, which made getting momentum difficult and nothing ended up happening.

But the pressure finally became too much.  And so over the last few weeks I’ve been taking MASSIVE action to build the foundation for this movement.

So…  What I’m going to do here is use Alex’s videos to outline what I’m doing.

(By the way, I did ask Alex if I could share this here, and he said, “That would be awesome.”)

Choose a contingency you care about…

Nonprofits.  I’m actually somewhat agnostic about the mission.  While I have lines I won’t cross, I want to work with PEOPLE WHO ARE ON A MISSION TO MAKE THE WORLD A BETTER PLACE, by their definition.  And I don’t care if you’re liberal, conservative, whatever.  (I am vast, I contain multitudes.)

I just want to help people who are focused on DOING GOOD to also do well enough that they have ample resources to drive their mission forward.

Define and unify your contingency…

Specifically, I’m looking to work with nonprofits and their fundraising teams who are ALREADY USING DIRECT RESPONSE to successfully generate donations via the mail.

I want this to benefit ALL nonprofits, but starting the revolution with folks who already know and use direct response makes the most sense.  That way, I don’t have to teach direct response AND my model.  I just have to share my model — how they can piggyback their current direct mail success to get more donors and donations online.

I have just signed up for the Who’s Mailing What! direct mail archive, that I can use to see the actual direct mail pieces nonprofits use.  Along with at least names and sometimes contact info for the people at the organizations.  I’m going to use this to hand-select organizations to reach out to as the earliest adopters.

Provide a plan…

I’ve put together a free 3-part video series (the first open to the world, the second and third available with opt-in), that explains my model in enough detail that they could go implement on their own — assuming some level of direct response experience.  I also offer a free and no-obligation 30-minute consultation call where I can help them translate the recommendations in the videos into action and more online donations for their organization.

What’s unique about what I’m doing is that I show them how to convert their current direct mail fundraising expertise into more online donations.

Plus, how to apply both the proven principles and latest innovations of commercial direct marketers who’ve made this shift over the last 15+ years.

Advocate for your contingency…

I really, really want the first 10 success stories from fundraisers who try even one tiny part my recommendation and say, “We did it, and it really worked like Roy said!”

It will.  I’m certain of it.  It will just be much easier to rally the contingency around good ideas+success stories, rather than just the good ideas.

This movement needs to happen because the internet as a direct response medium has speed, scalability, and economic advantages over direct mail.  It won’t replace it.  But 10% of total donations is just an unacceptable number.  Especially when you look at companies that used to be nearly 100% exclusively in direct mail, who are now generating 80%+ of revenue online (and a lot more total revenue).

And yet I haven’t been able to find ANYBODY who is doing anything even remotely close to what I recommend.

I believe the model is out there in the open, in the commercial direct response space.  Being used by folks who — like fundraisers — came up in direct mail.  The only difference is the commercial folks figured out how to get direct response to work using the medium of the internet, the fundraisers didn’t.

I am perfectly positioned — with skills, experience, connections, etc. — to be the bridge.

Defend contingency against attacks…

Two main points I am ready to fight for, although they may not be the biggest two after one year of application…

  1. The internet is a new medium, not a new game.

Web folks and direct mail folks don’t always work well together.  A lot of web folks still hold the dot-com fallacy, that the internet is a brand new game, with brand new rules.

Ken McCarthy, probably THE first guru of internet direct response marketing, put it best when he called the internet “direct mail on glass.”  It’s merely a new medium, NOT a brand new game.  Are there differences?  Yes.  Does it change everything?  No.

And yet, it’s not easy to convince the makers of pretty websites that ugly direct response should also be used online.

This was the single-biggest realization that brought direct mail marketers online en masse, and it needs to be shouted from the rooftops in the nonprofit sector.  I’m prepared to advocate for and defend this, wherever necessary.

  1. The talent gap in nonprofit fundraising.

This is a bit controversial, but I believe this whole disparity is in part due to industry norms around compensation structures in fundraising.

In short, commercial direct marketers can pay royalties to great copywriters and innovative marketers.  Nonprofit fundraising industry organizations forbid this.

So a copywriter is given a choice for whom they will write their next letter that generates $1 million in results.  Do it for a for-profit company, get paid a $10,000 fee + $50,000 royalties, net $60,000.  Do it for a non-profit, get paid a $10,000 fee, net $10,000.

Is it any wonder why many of the world’s best, most innovative, results-accountable marketers mostly steer clear of helping nonprofits?

How much more resources would nonprofits have to fulfill their noble missions if they were also willing to pay based on results?

Again, taking this position will put me at odds with the largest fundraising organizations out there.  But in the context of all of this, I believe it’s a relevant and worthy hill to die on — it’s just scary.

Final Thoughts…

My eyes were opened about this a couple years ago.  I just didn’t do anything about it, besides write a couple short essays about it (I write a daily essay, writing an essay is no big thing to me), and emailing a few folks.

But it’s lingered.

It’s been the itch I couldn’t scratch.  I have a few other itches I’d like to scratch.  My current audience of copywriters and marketers, the ADHD market, music production.  But this is the one that’s screaming to me.

Like I said at the outset, this is a billion-dollar impact, in terms of the additional funds I believe will be raised to support worthy causes.

And when it makes a billion-dollar impact, I think the second billion will come even faster.

This is a revolution that will completely reshape the face of online fundraising.

IF you’ve read this, you’re involved with a nonprofit who is already doing direct response fundraising, and you’re nodding your head, I’d love to hear from you.  And yet, that’s not the intention of this post.

My intention is to first speak this movement, to make it real.

Alex helped me clarify it, so I asked if I could speak it here in the context of his model, to further clarify.

Thank you for reading.

I just wanted to share this because it’s reflective of what I consider to be some very important thinking I’m doing right now.  Not just about fundraising for nonprofits, but how to have a bigger impact in what you do.  How to create a bigger mission beyond just offering products or services for dollars.

Yours for bigger breakthroughs,

Roy Furr

Editor, Breakthrough Marketing Secrets

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Proceedings of the National Academy of Sciences of the United States of America DOI:10.1073/pnas.1410428111

Rare variants in PPARG with decreased activity in adipocyte differentiation are associated with increased risk of type 2 diabetes.

Publication TypeJournal Article
Year of Publication2014
AuthorsMajithia, AR, Flannick, J, Shahinian, P, Guo, M, Bray, MA, Fontanillas, P, Gabriel, SB, GoT2D, C, NHGRI JHS/FHS Allelic Spectrum, P, SIGMA T2D, C, T2D-GENES, C, Rosen, ED, Altshuler, D, GoT2D, C
JournalProceedings of the National Academy of Sciences of the United States of America
Date Published2014/08/25

Peroxisome proliferator-activated receptor gamma (PPARG) is a master transcriptional regulator of adipocyte differentiation and a canonical target of antidiabetic thiazolidinedione medications. In rare families, loss-of-function (LOF) mutations in PPARG are known to cosegregate with lipodystrophy and insulin resistance; in the general population, the common P12A variant is associated with a decreased risk of type 2 diabetes (T2D). Whether and how rare variants in PPARG and defects in adipocyte differentiation influence risk of T2D in the general population remains undetermined. By sequencing PPARG in 19,752 T2D cases and controls drawn from multiple studies and ethnic groups, we identified 49 previously unidentified, nonsynonymous PPARG variants (MAF < 0.5%). Considered in aggregate (with or without computational prediction of functional consequence), these rare variants showed no association with T2D (OR = 1.35; P = 0.17). The function of the 49 variants was experimentally tested in a novel high-throughput human adipocyte differentiation assay, and nine were found to have reduced activity in the assay. Carrying any of these nine LOF variants was associated with a substantial increase in risk of T2D (OR = 7.22; P = 0.005). The combination of large-scale DNA sequencing and functional testing in the laboratory reveals that approximately 1 in 1,000 individuals carries a variant in PPARG that reduces function in a human adipocyte differentiation assay and is associated with a substantial risk of T2D.


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Cultured Stone Trim Stone, 6"x8", Mocha per Box

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September 08, 2011

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By Julia Ferrante

September 8, 2100 flooding

LEWISBURG, Pa. - Bucknell President John Bravman took the unusual step of closing the University Thursday morning as creeks on campus and in downtown Lewisburg overflowed their banks and the Susquehanna River threatened to reach its highest level in as many as three decades. || See campus announcement.

As Lewisburg Borough officials ordered evacuations of flood-prone areas south of Market Street and east of Seventh Street as early as 5 a.m., University officials arranged to move students living in those areas and in low-lying residence halls to higher ground. Lewisburg Borough Police Department announced a curfew would be enforced in flood-prone areas from 7 p.m. Thursday to 7 a.m. Saturday. Anyone violating the curfew may face a fine.

"Our utmost concern is the safety of our students, faculty and staff," Bravman said. "This is a serious flood situation, and it is impacting the lives of students, faculty and staff who live downtown and many colleagues in a wide nearby area. I'm proud of the way everyone on campus has responded, and we're doing our best to stay on top of the situation and adjust as conditions change.

"I want to commend especially the staff members who worked on numerous aspects of campus life to make the situation as normal as possible for our students and to keep the campus safe and informed. We urge everyone to continue to take every precaution to keep themselves and their families safe."

By Thursday afternoon, 500 students living off campus and 600 from Vedder, Harris and Larison halls were packing pillows and essential belongings to move to the field house, where mattresses were being laid. Those buildings were threatened by possible flooding in their basements, where the buildings' electrical panels are. Administrators were considering moving an additional 17 students from the basement of Hunt Hall as a precaution. Students displaced from downtown homes, including 10 people living in three houses that were condemned by borough officials, were relocated to on-campus housing.

Dining halls were operating on a normal schedule, and both Bertrand Library, the field house, and the Elaine Langone Center were to remain open around the clock until at least Saturday, said Dean of Students Susan Lantz. The Kenneth Langone Athletics and Recreation Center also was slated to be open until 11 p.m. Free pizza and ice cream would be served and the movie, "The First Grader," would be shown Thursday night. Students in need of clothing and other supplies should report to the field house for assistance.

Lending a hand

While some students took the opportunity to catch up on homework, others, including members of the Chi Phi and Theta Chi fraternities, helped downtown residents move their belongings, Lantz said. Other students helped with animal rescue and assisted the Red Cross with providing meals to those displaced by the floods. Students interested in helping out should contact the Office of Civic Engagement.

Senior Karel Parve, an international relations major who is living at Fran's House, a gender neutral community at the corner of Sixth and St. George streets, woke up to the sound of an evacuation alarm at about 5 a.m. Borough fire department officials called Parve and his housemates about an hour later, telling them they would need to leave. The water had reached Saint Catharine Street.

"I am on the second floor, thank goodness," he said. "I just grabbed my laptop and some homework because I thought I might be able to go back tonight, but now I am not sure about that. We are hanging out at Arches Lounge. The University has been really nice telling us we can stay wherever we are comfortable."

Senior Ben Brenner, an English and management major, stayed with a friend Wednesday night anticipating the Sixth Street home he is renting might be inaccessible by morning. He moved his essential belongings from his first-floor room to the second floor and took his cell phone and car keys with him.

"Yesterday at 3 p.m. when I was walking to the gym, the water was two feet below the flood wall behind my house," Brenner said. "When I came back, Sixth Street was entirely flooded."

Geology Professor Craig Kochel, who spent Thursday alternating between bailing out his basement in Mifflinburg and working with students to collect sediment samples from local streams, said the remnants of Tropical Storm Lee and a lingering cold front created the right conditions for one of the top 10 flooding events in Lewisburg borough history.

Kochel, who measured more than 7 inches of rain at a gauge at home, said the flooding, although serious, provided a rare hands-on teaching opportunity.

"We were out Wednesday collecting samples in Williamsport," Kochel said. "The water was clear, indicating everything is saturated. It is very unusual for it to rain over the whole Susquehanna watershed. The fact that it followed several days of rain and a wet August magnified this flood."

Because the ground was so wet, there are few places for new water to go, Kochel said. Bull Run and Miller Run creeks, for instance, which run through campus and downtown, had overflowed their banks by Wednesday afternoon, and several roads, including portions of Route 15 and Interstate 80, were closed. The Susquehanna River was poised to crest shortly after midnight Friday, at about 27.6 feet, although that prediction could change. Initially, forecasters were predicting it could reach 30 feet.

During Hurricane Agnes in June 1972, by comparison, the Susquehanna Valley received 16 inches of rain, and the river reached 34.23 feet, according to the National Oceanic and Atmospheric Administration website. During a similar event in June 1889, the river reached 29.8 feet. And in 1975, during Hurricane Eloise, the river reached 27.62 feet. Other significant flooding occurred in 1996 with a major snow melt, and after the remnants of Hurricane Ivan passed through in 2004.

"This is a common time to get a tropical storm," Kochel said. "This one came up through Mississippi, Kentucky and Ohio then hit a cold front. Hurricane Katia is sitting out there in the Atlantic, keeping Lee and the cold front from moving to the east."

Professor Emeritus of Education Russell Dennis, who taught a class on Bucknell history, said water covered sections of Routes 15 and 45 during Agnes and came up almost to the top of Zelda's Café on Seventh Street. The Civil War monument on Third Street was covered with water.

Bucknell General Counsel Wayne Bromfield, who was a law student living in Lewisburg in 1972 said the flood that year came as a "major shock" to residents as the first such event in 36 years.

"The entire borough was much less prepared for high water then, as the emergency systems were not in place," Bromfield said. "Three people died in the evacuation, including one person in an evacuation attempt from a house near where the Towne Tavern is now. Another woman died in her basement after the walls collapsed around her because of the water pressure."

Bromfield and his father, who walked to town to help friends move belongings onto a higher floor of their house, became stranded and had to stay in town with friends for two days, he said.

"Lewisburg was an island," he said. "One of the differences now is we have so many more alerts in place. People are still surprised by the amount of water. Students who have no history of what can happen in a flood are in the most jeopardy. They don't have the same fear or knowledge of how water can become dangerous quickly."

The University will continue to keep the campus advised through e-mail and this website, as necessary. You can also follow updates through the Bucknell Twitter and Facebook accounts.

Senior Writer Christina Wallace contributed to this report.

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Weatherby VANGUARD SKULL 243

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Model: VSK243NR4O
Condition: Factory New
Bud's Item Number: 83856
UPC: 747115422654
MFG: Weatherby

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Looking for something a bit different? Check out the Vanguard Series 2 Skull Rifle from Weatherby. The stock features a unique Pro Veil Reaper skull pattern that is eye catching to say the least. The base rifle has all the latest features that the Series 2 Vanguard offers, including a sub-MOA guarantee, adjustable two-stage match trigger and a three-position safety. With a lightweight composite Monte Carlo stock, matte bead-blasted finish and 24" cold hammer-forged barrel, the Vanguard Series 2 Skull Rifle is available in popular calibers from .223 to .338 Winchester.
Action Bolt Action
Caliber 243 Winchester
Barrel Length 24"
Overall Length 44"
Trigger Two Stage
Safety Three Position
Capacity 3 + 1
Stock Fixed
Weight 7.5 lbs
Action Lever
Caliber 38 WCF
Barrel Length 18.25"
Overall Length 32.75" - 36"
Trigger 3 Gun
Safety 2 Position Crossbolt
Capacity 20 + 1
Stock Underfold Steel Black
Weight 7.5 lbs
Action Lever
Caliber 450 Marlin
Barrel Length 19"
Overall Length 38"-243 Win./40"-.50 Cal.
Trigger Reverse Striker
Safety Two Stage
Capacity 1200 rounds per minute
Stock Interchangable
Weight 7.5 lbs
Action Pivot Block
Caliber 416 Rigby
Barrel Length 24.25"
Overall Length 38.25"
Trigger LC6 Trigger
Safety Two Position
Capacity 28+1
Stock Camo/Fixed
Weight 7.5 lbs
Action Crank
Caliber 22 MAGNUM
Barrel Length 21.25"
Overall Length 47 5/8"
Trigger National Match
Safety Trigger guard safety
Capacity 24+1
Stock Kryptek Highlander Camo
Weight 7.5 lbs

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