California Real Estate Practice (E-Book)

Robert L. Herd and Bruce A. Southstone
Publication Date: 2015/07/22
Edition: 3
ISBN 10: 1629800457
ISBN 13: 978-1-62980-045-5
© 2015

Availability: In stock


Book Description

Designed to be user-friendly for both instructors and students, this third edition of California Real Estate Practice includes current statute and code references, new and revised C.A.R. real estate forms, and extensive updates to all chapters and glossary. The authors have years of experience in sales, real estate office management, and classroom and online instruction. Each chapter features tips on how to effectively start and successfully grow a real estate business into an immensely satisfying lifelong career.

Table of Contents

1. Starting Your Real Estate Career
2. Choosing the Right Broker
3. Ethics, Fair Housing, and RESPA
4. Disclosures
5. Lead Generation or Prospecting for Clients and Customers
6. Working with Buyers
7. Real Estate Financing
8. Writing and Presenting Effective Purchase Contracts
9. Preparing for the Listing Appointment
10. The Listing Presentation
11. Servicing the Listing
12. Escrow and Title Insurance
13. The Life of an Escrow
14. Real Estate Taxation
15. Advertising and Marketing
16. Alternate Real Estate Careers

Robert L. Herd and Bruce A. Southstone

Bob Herd started his real estate career in early 1972 with a small real estate company on the San Francisco Peninsula. Although no formal training programs or systems were available in those days, Bob used some good initial training from his branch manager, his natural ability to interact with people, and his keen intuition about human nature to sell more than sixty homes his first and second years in the business. He was awarded the coveted “Top Salesperson” award in 1974 from the real estate association to which he belonged. Although Bob opened his own highly successful company in 1974, he still remained very active in sales, and under his training and guidance one of his agents won the “Top Salesperson” award every year for the next six years, except in 1979. Over the course of his career, which spans more than forty-three years, he has been a salesperson, broker owner, branch manager, and regional manager for some of the largest real estate companies in the San Francisco Bay area. Whether he was in a sales position or a non- selling management position, he always maintained and nurtured in his associates a keen sense of the ever-evolving sensible, human nature– based style of professionally handling the needs of customers and clients. A past president of his association, Bob has been a licensed California broker since 1974 and holds the Certified Real Estate Brokerage Manager (CRB), Certified Residential Specialist (CRS), and Graduate, REALTORS® Institute (GRI) designations. You may con- tact Bob by e-mail at

Bruce Southstone, a licensed California real estate broker with more than twenty-five years’ experience in real estate sales, management, training, consulting, and coaching has taught for many real estate associations, franchises, and independent brokers and served more than thirteen years as adjunct instructor in real estate at Cabrillo College, Aptos, CA. As President of the Santa Cruz Association of REALTORS® in 2002, he was named REALTOR® of the Year in 2004 and received the Association’s Lifetime Achievement Award in 2008. As a member/director of the California Association of REALTORS®, he has served as member and Regional Representative of many committees and task forces including but not limited to Legislative, Referral Fee Task Force, Real Estate Finance, Professional Standards, Risk Management, Commercial Investment, Nominating, and many more local association groups. He has held many real estate advanced designations, including Certified Real Estate Broker Manager (CRB), Certified Residential Specialist (CRS), ePRO, and Graduate, REALTORS® Institute (GRI). He also served as a subject matter expert (SME) on the California Bureau of Real Estate License Examination Validation Study (the most extensive study of its kind in more than forty years) with the purpose of developing real estate license examinations that appropriately test and measure the knowledge levels of salesperson and broker license applicants.

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