S.E.C. Real Estate Observer

Editor’s Note: This article first appeared in the June 1974 issue of the Real Estate News Observer. There is an element in man’s makeup that seems to be formed early in his adult life. It is per-sistence. It can be learned. It can be improved upon. It can be acquired by someone who is mo-tivated […]

In the late 1950s, Richard R. Reno of San Diego, California, suggested to the National Association of Realtors (NAR) that some type of exchange group be set up under the umbrella of NAR. The existing International Traders Club didn’t have much structure or function. A committee was formed to study the idea, and Richard Reno […]

Editor’s Note:  This article first appeared in the October 1975 issue of the Real Estate News Observer. I would make sure it was a win­ner: If I had only one listing, I certainly would not have any ex­cuse for not having all the home­work, research and data pertain­ing to the listing and the area where […]

Editor’s Note:  This article first appeared in the August 1972 issue of the Real Estate News Observer. There are, of course, many uses for land, and of land, and all competent exchange counselors know that there are several formulas to be applied in handling land unencumbered or “free and clear.” It has been found, during […]

Editor’s Note: This article first appeared in the May 1974 issue of the R.E. News Observer. “I am not the kind of person who can save money to build an estate.” The author is unknown, but often quoted. It is a fact that it takes money or assets to get started in Estate Build­ing. Many […]

(Think Big or Small …… but Think!) Editor’s Note:  This article first appeared in the August 1977 issue of the Real Estate News Observer. The package (information about a property) must be very clear and state exactly what the package represents. If a combination package or pitch isn’t clear, very few people will take the […]

Editor’s Note:  This article first appeared in the October 1973 issue of the Real Estate News Observer. Most of us agree that if we thoroughly understood a client or pros­pect—understood his desires, his dreams, his actual needs, and his motivations—closing a real estate transaction would be compara­tively simple matter. Yet why is it that we […]

Discount without Loss Technique Editor’s Note: This article first appeared in the October 1975 issue of the Real Estate News Observer. At some time in their careers, many real estate practitioners take paper in lieu of cash fee or buy paper (notes, mortgages, trust deeds, or contracts) at a discount. Often, this is done to […]

Editor’s Note:  This article first appeared in the August 1975 issue of the Real Estate News Observer. Most real estate practitioners believe they are counseling now. Nothing could be farther from the truth.  The common concept of “real estate counseling” is that of a nose-to-nose confrontation with the prospect or client. Let us examine a […]

Editor’s Note:  This article first appeared in the April 1975 edition of the Real Estate News Observer. Many things have been written and said about real estate coun­seling. Here are some random questions which should be an­swered prior to exposing the property and the client to the mar­ketplace. Why does the client desire to move […]