Stan Lee Scott

After having owned a mortgage brokerage, worked for the Big Banks during the Subprime Boom & Bust,and became involved in Real Estate, I realized that I could write a much clearer, more reader-friendly introductory book to help people get this knowledge mastered. Not only just to pass the tests, but also to serve as a valuable reference guide in your pursuit of a highly successful career.

Real Estate school can be daunting, the terms are alien to anyone who hasn’t worked in the sector, lots of folks get frustrated, many quit. The state test is difficult. The profession has important legal responsibilities. This book gives you a great way to familiarize yourself with the business before you take the sales or broker licensing courses to really help make those classes a breeze!

I start with a good overview of the U.S. housing market, its most recent tumultuous history, and then go on to introduce, in detail, the various topics that you’ll need to learn for a solid foundation in Real Estate practices & procedures. There’s a lot to learn to be a professional, licensed agent and the knowledge in this book will help ensure that you run your own business responsibly & successfully! Some class texts are well-written, many aren’t. When you start the required classes, you need to get their material down quick in order to pass the class exam, and then the state exam. Reading this book first gives you a superb edge to those classes & tests!

The world of Real Estate, like all industries, has its own language, procedures, and applicable laws.

Within those three things – language, procedures, and laws – lies a whole world of knowledge and understanding that you must master to be successful. Real Estate sales is a highly lucrative field where a capable person could regularly make six figures annually! The caveat to making a great living is that the field of Real Estate sales is a highly-disciplined world where to be successful for the long run you must be able to learn the rules and remember to practice them daily in your business. Housing, and the lending that goes with it, is scrupulously watched by governing agencies and there is a myriad of different ways to run into trouble if you aren’t well versed in procedures and rules.

Without knowing your responsibilities as a sales agent, opportunities for mistakes, sometimes

catastrophic mistakes, can easily happen, and often do. As a Real Estate Sales Professional, you need to fully understand what the rules are to ensure mistakes don’t happen and your transactions get done professionally! I hear people say all the time that once you pass the license test you can forget all about the stuff you learned in Real Estate school, you’ll never use it again. This is the worst advice for any novice to take and the people say that usually don’t last long.

Real Estate sales involves money, lots of money, and various people, who are involved in the transactions at various levels. People sometimes tend to get a little nervous and anxious, tempers sometimes flare up and things sometimes get said, people sometimes get upset, lawyers get called!

It’s a bad start to a career by having a deal go sideways with an upset client who pulls the deal, sues the broker and sues you for something you mentioned in a seemingly casual conversation that you shouldn’t have said at all. And it’s even sadder if you get your license pulled or the broker gets litigated out of existence! It happens to Real Estate people all the time. Those who don’t act in a professional capacity, by fully understanding their responsibilities, will most likely have issues.

Pace yourself, reread portions that are challenging, make sure it sinks in before going on. The

knowledge inside is cumulative and builds on itself as you go through the chapters. Start at chapter 1 and read the rest consecutively, don’t read ahead unless you need to. Take your time, understand what you’re reading.

It is essential for the serious learner to get a copy of the “Questions & Answers” book, offered by

Dearborn Books (see inside back cover)