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 eal Esta
D I A RY O F A

R te
Rookie
My Year of
Flipping,
Selling, and
Rebuilding—
and What I Learned
(The Hard Way)

AL IS O N RO G E R S

RealEstateRookie_FM_FR.indd i 6/14/07 11:23:03 AM

 This publication is designed to provide accurate and authoritative information in regard to the
subject matter covered. It is sold with the understanding that the publisher is not engaged in
rendering legal, accounting, or other professional service. If legal advice or other expert assistance
is required, the services of a competent professional should be sought.

Vice President and Publisher: Maureen McMahon

Editorial Director: Jennifer Farthing
Acquisitions Editor: Michael Sprague
Development Editor: Megan Gilbert
Production Editor: Karina Cueto
Production Artist: PBS & Associates
Production Designer: Ivelisse Robles Marrero
Cover Designer: Rattray Design

© 2007 by Alison Rogers

Published by Kaplan Publishing, a division of Kaplan, Inc.

1 Liberty Plaza, 24th Floor
New York, NY 10006

Portions of this book appeared as a column on Inman News.

Inman News is the leading source for independent news, analysis, research,
and events about real estate. For more information, visit www.inman.com.

All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any
manner whatsoever without written permission from the publisher.

Printed in the United States of America

June 2007
07 08 09 10 9 8 7 6 5 4 3 2

ISBN-13: 978-1-4277-5465-3

Kaplan Publishing books are available at special quantity discounts to use for sales promotions,
employee premiums, or educational purposes. Please email our Special Sales Department to order
or for more information at [email protected], or write to Kaplan Publishing,
1 Liberty Plaza, 24th Floor, New York, NY 10006.

RealEstateRookie_FM_FR.indd ii 6/14/07 11:23:04 AM

 Dedication
To Rupert Murdoch, whose refusal to pay me a decent wage
launched me on the adventure of a lifetime
and
To my darling husband Ivan, who shared it with me

RealEstateRookie_FM_FR.indd iii 3/21/07 3:58:17 PM

RealEstateRookie_FM_FR.indd iv 3/21/07 3:58:17 PM
 Contents
Introduction 1
(An Idea of What You’re Getting Into)
Prologue 5
(In Which the Author Explains Her Midlife Crisis and Her
Confidence That She Can Found a Business with $16,000)

Part I: New Jersey

1. Back to School 13
(A Harvard Grad Gets the Beginnings of a Real Estate Education)
2. Learning to Drive 17
(Where Our Heroine Gets Asked for Heroin)
3. The Sheriff’s Sale 21
(How Foreclosures ReallyWork)
4. Going Broke 27
(Precious LittleWork,Worth Precious Little)
5. Media Inc. 33
(My Rich Client with the Jaguar Shops for a Summer Home)
6. Cramped 39
(An Outline of My Predicament)
7. A Wreck of a House at Christmas 43
(What the Crack Addicts Left Behind)
8. A New Year’s Wish 47
(Meditations on the Death of Two Jersey Cops)
9. The Lowball Offer 49
(Trying to Knock a Seller into Reality)
10. The Estate Section House 55
(Tricks to Keep from Overpaying)
11. The “Come to Jesus” Letter 59
(Sometimes You Just Have to Punch Somebody in the Nose)

RealEstateRookie_FM_FR.indd v 3/21/07 3:58:17 PM

 12. Shadowing Mr. Success 65
(A Jersey Broker’s Tricks of the Trade)
13. The End of Jersey 69
(Admitting That “Flipping” Has Been a Total Failure)

Part II: New York

14. Class, Again 75
(A Harvard-Educated Real Estate Agent Learns about UFOs)
15. Taking a Listing 79
(Things Every Smart Seller Should Know)
16. Staging the Bohemian Apartment 83
(Where to Put the Bong before the Open House)
17. Why Cheap Rentals Suck 89
(Meditations on Why Big-City Apartments Are Such a Rip-Off)
18. Breaking into a Suburban House 93
(That I Just Happened to Own)
19. Testing, Testing 97
(Do I Have the Personality of a Successful Agent?)
20. Clients, 90210 101
(Young Buyers and How to Be One)
21. Sellers Are Liars 107
(Some New Rules for Advertising)
22. Homeaphobia 111
(Buyers’ Failure to Commit)
23. Freaking Out 115
(Maybe I’m a Little Stressed)
24. FSBO Chaos 119
(One Apartment,Three Prices)
25. Back to Work? 125
(In Which I Am Offered What Ten Years Ago Would Have Been
My Dream Job)

RealEstateRookie_FM_FR.indd vi 3/21/07 3:58:17 PM

 26. Bored of the Boards 129
(What the Internet Can—and Can’t—Do forYou)
27. The Wedding Anniversary 135
(Meditations on Our First Year)
28. It Starts at $10,000 a Month 137
(The Business of Luxury Rentals)
29. Sneaker Technology 143
(My First Rental—A Celeb! It Looks Like I Might Just
Make a Living at This)
30. The Golden Gate 147
(The Real Estate Conference/Vacation)
31. Coffee and Condos 151
(Great Customer Service Can’t Be Faked)
32. Letting Go 155
(The Emotional Side of Selling a Home)
33. Sorry I Hid Your Underwear 159
(When Life in the Big City Gets Mischievous)
34. The Closing 163
(Wrapping Up the First Sale)
35. Out to Lunch 167
(Business Heats Up, at the Expense of a Friend)
36. The Deal That Wasn’t 171
(Originally Titled “Jackpot!”)

Part III: More Tips From the Front Porch

‫ ﲂ‬The Four Cs of Real Estate 177
(Learn Your Tradeoffs SoYou Can ShopWisely)
‫ ﲂ‬How to Talk to Your Realtor 185
(Who Should, Preferably, Be Me)
‫ ﲂ‬Now This Is Living 195
(A Meditation on the $10 Million Home)

RealEstateRookie_FM_FR.indd vii 3/21/07 3:58:18 PM

 ‫ ﲂ‬Constant Renovations 199
(A House Is a Series of Leaks Held Together by Gutters)
‫ ﲂ‬Credit Score Myths and Facts 203
(Surviving a Three-Year Fight with Citibank)
‫ ﲂ‬Home Comforts 207
(Secrets to Coziness That Should Be Revived)
‫ ﲂ‬Acknowledgments
(Thank You Thank You)

RealEstateRookie_FM_FR.indd viii 3/21/07 3:58:18 PM

 Introduction
(An Idea of What You’re Getting Into)

More than six million Americans move each year. If anecdotal ev-
idence is anything to go by, 5.9 million of them hate their real estate
agents.
So how did I end up going into a profession that ranks below “vam-
pire” on the trust scale? And why should that interest you? The answer to
the first question is: I had a midlife crisis. I had been a real estate journal-
ist at a big newspaper—the New York Post—and I got married. It seemed
important, if I was ever going to have a more interesting career and up my
income, to try out those things before the kids came.
The answer to the second question is: Things didn’t turn out like I
planned. I ended up exploring a much wider area of real estate than I
thought, from flipping to landlording to brokerage, and at every turn stuff
kept happening to me that wasn’t in the books. So I wrote my own.
Diary of a Real Estate Rookie is actually two books: a memoir of my
first year in real estate—which was also my first year of marriage—and a
personal finance guide to buying, selling, and renting. The year—as you’ll

RealEstateRookie_FM_FR.indd 1 3/21/07 3:58:18 PM

 2 Diary of a Real Estate Rookie

see from the following memoir—was quite an adventure. I initially quit

my job to partner with an established New Jersey real estate firm as a
“flipper.” My partners, whom I call the Power Trio, would provide the
capital and the expertise. The deal was that I would provide the sweat, in
exchange for one-third of the profits.
Well, that didn’t work. When I started the venture, I didn’t think I
was a naïve idiot; I had bought and sold real estate for a six-figure profit.
I had owned a co-op, a condo, and a house; I had been a landlady for
four years. I had renovated a bathroom, and owned two properties at
once, and I generally thought I knew what I was doing. Yet I started to
go broke, because of real estate agents. I’d like to think it was not treachery
but thoughtlessness on their part, yet the impact was no less harmful for
all that.
So I turned tail back to New York—where I’ve lived for nearly two
decades—to get my real estate license. And two parallel careers started to
grow. The first was that I started to become an unusual kind of real estate
agent—I was determined to be different, because I had empathy. I had had
smoke blown in my face, and I had suffered mightily as a result. I didn’t
want to do that to other people; customers, not surprisingly, started to
respond to that. I decided moreover that if I could just give my average
Village or Tribeca client the level of service they normally got from their
Mercedes dealer, I would be way ahead of the game, and I was. It’s sad to
think about: There are 1.3 million Realtors in the United States, and all I
had to do to beat the average was to aspire to be a decent car salesman.
My second unplanned career avenue was that I turned into a kind of
industry commentator. I had been writing weekly about my adventures
for Inman News, which is a real estate industry news site, and as “Diary
of a Flipper” (New Jersey) turned into “Diary of a Rookie” (New York), I
seemed to snag more and more readers. When I was pitching a listing in
a brownstone off Central Park and someone turned to me in the hallway
and said, “Hey, you’re Rookie,” I realized I had something.

RealEstateRookie_FM_FR.indd 2 3/21/07 3:58:18 PM

 Introduction 3

The more I told it “like it is,” the more I got requests to tell it. Now,
you have to understand that Manhattan has been one of the fizziest real
estate markets on the planet: I have seen sell-out sales parties with water
dripping through the ceiling of the display apartment. I have been in a
penthouse where the Corcoran broker, offering the apartment for $3.99
million, had not managed to take away the show sheets left by the Stribling
broker, who had offered the unit just a few months earlier at $2.77 mil-
lion. Just yesterday, I was in a model unit priced at $2.3 million, where, I
swear to heaven, I could have done a better job installing the floors with a
staple gun. The sales agent told me with cool effrontery that they would
do a better job in the real units. And such is the mania of the market that I
walked out thinking, I wonder if my client can afford to pass this up?
So that’s what the book’s “Front Porch” material is: an attempt to pro-
vide personal finance and home advice, of a fairly basic kind, in the middle
of madness. Unlike a go-go stock cycle, real estate is a mania where it’s
hard to sit on the sidelines—we don’t all have to own WorldCom, but we
do all have to live somewhere. Yet a lot of the homes that are available now
are overpriced trash; I’ve been inside them, and I know. So while I can’t
lower the prices, I tried to make my tips as timeless as possible. If you
need more, visit my Web site at www.frontporchllc.com.
What else? Well, some of this tale was written down as it happened,
as a weekly column for Inman.com, and some of it is memoir that got
written down (or as my dearest husband would say, “reinterpreted”) later.
But everything in this book, including the heroin incident and the under-
wear incident, really happened, and happened to me. My darling friend
Persephone even allowed me to use her name, in addition to taking the
leap to be my very first client.
Also, I see things through a filter of upbringing (grew up in Little
Rock, Arkansas), race (white and grew up in Little Rock, where school-
ing and sometimes housing were fought over with guns), and class (up-
per-middle, Harvard-educated bourgeois bohemian). I tried not to shy

RealEstateRookie_FM_FR.indd 3 3/21/07 3:58:18 PM

 4 Diary of a Real Estate Rookie

away from these perceptions even if they reflected somewhat poorly upon
me. Despite the best efforts of my copy editor, I use the words Realtor,
broker, and real estate agent, all of which have specific shades of meaning,
somewhat interchangeably; ditto customer and client. I am not trying to be
careless here, but the people we are working for, I find, do not worry so
much about the language and our industry’s need to split hairs about it;
they want us to do better.

RealEstateRookie_FM_FR.indd 4 3/21/07 3:58:18 PM

 Prologue

Leaving Rockefeller Center

(InWhich the Author Explains Her Midlife Crisis and Her
Confidence That She Can Found a Business with $16,000)

By 2003, I was 36 years old and I had been humming the Mary Tyler
Moore theme for 15 years. That’s how long I had been living and work-
ing in New York, living in cramped and buggy apartments, thinking that
maybe, just maybe, something magical was going to happen to me. As a
Phi Beta Kappa, summa cum laude graduate of Harvard, I was fast and smart
and funny and hardworking—but I was also, as my old boss Roz Berlin
once said, a hitzkop—a hothead. I fell in love with every new idea I had,
and let them tug me around like a weathervane.
By this point, I was a mid-level reporter, writer, and editor. I had
been drawn to journalism because I thought it would be fast-paced, stimu-
lating, and ever-changing; in reality, it was fast-paced, laborious, and rep-
etitious. Did I say repetitious? It was.
In a last, desperate bid to make something of myself, I threw all my
weight at my then-current employer, the Wall Street newspaper The Daily
Deal. I had been in the same job, doing the same thing, for ever-so-aching-
ly long (in real terms, a year and a half, but I felt so far behind). I started to
push and shove for an overseas posting, which, though not a promotion,

RealEstateRookie_FM_FR.indd 5 3/21/07 3:58:18 PM

 6 Diary of a Real Estate Rookie

would look like résumé movement and at least be an adventure. Everyone

I knew seemed to think this would be a good move, except for one tall,
dark, and nerdy guy I’d met just six months before. We’d had such fun, he
and I, going to movies and hanging out in the park and volunteering at the
homeless shelter. How could we do those things if I were in London and
he were still in New York?
So when my friend Stephie Jo told me the New York Post was looking
for a real estate editor to create a new section, I jumped at the chance to
do something new and stay in New York. A chance to have a hit.
The New York Post offices are every romantic’s idea of a newsroom: re-
porters swarming around cramped desks with curled-up old newspapers
and boxes of junk piled everywhere. The Sixth Avenue headquarters is
so inky, jam-packed, and buggy it would make Jann Wenner go into car-
diac arrest; tell that to any Post old-timer and they’ll reminisce about the
paper’s former offices at the South Street Seaport, where mice literally
dropped from the ceiling.
I interviewed there with Faye Penn, the features editor. When I met
Faye she looked like a comic-strip character: a grown woman with golden
Shirley Temple locks, fierce cat’s-eye glasses, and an eight-months-preg-
nant belly. She ran features at the Post, a newspaper that seemed to have
little contact with the outside media world, so I knew almost nothing
about her. I was so hungry for the job I had put together a mock-up of
the new section; I practically offered to deliver her baby. I begged: I was
bored, I needed a challenge, and I loved the tabloid punch of the Post.Yes,
I would work 24 hours a day to create the greatest real estate section ever.
Yes, I had personal experience in real estate: seven closings in six years.
Working on a journalist’s salary, I owned a place in the city and an invest-
ment house at the beach. I had lived in a brownstone, lived in a ghetto, and
played landlady. And what about London—would I screw over everyone
at my old job who had fought so hard to give me such a great opportunity?
Of course I would.

RealEstateRookie_FM_FR.indd 6 3/21/07 3:58:18 PM

 Prologue 7

There was just the little matter of salary: I was making $99K per
year at The Daily Deal, and had just used that as a basis to buy a condo in
Manhattan after being absent from the city for two years. Because I al-
ready had an investment house at the beach, my housing costs were nearly
$55K, defrayed by a rental income of $15K. Spending 40 percent of my
gross income on housing may have been unwise, but it was a bull market
and real estate seemed like the right place to be. The trouble was the Post
was notoriously cheap, and the budget for the leader of the unlaunched
real estate section was frugal—how could they pay well until they’d seen a
success? Faye asked me if I really thought I could stand to take a salary cut
to $80K. Take it, take it! the little hitzkop voice said. You need a hit.
I asked for a six-month review to accelerate my raise schedule. “It
would be tough but I love real estate, and I’m dying to be at the Post,” I
said.
Faye offered me the job and shook my hand. “We’ll make it up to
you.”
Two years later, I had barely fought my way back to $90K, and my
pissed-off-ness knew no bounds. I had had my hit: The paper gained
30,000 readers (off a base in the high 400,000s) in the first six weeks
after we launched. Media recognition? The mighty New York Times had cop-
ied our formula for its real estate section relaunch. Financial success? Be-
tween revenue and circulation increases, I figured my section brought the
money-losing Post around $5 million over the two years I was there.
While I had gotten a $5,000 raise at my six-month mark, after that I found
nothing but battlefield: We didn’t have enough advertisers, would I please
stop pandering to advertisers; we didn’t have enough readers, would I please
stop doing TV interviews to gain readers; we didn’t have interesting national
content, would I please stop wasting my time talking to this Bob Vila person
(the Aussies, of course, did not know who he was) because even though he
offered to do columns for $400 a pop, I was just tying up the lawyers arguing
over his contracts and not really doing my job, whatever that was.

RealEstateRookie_FM_FR.indd 7 3/21/07 3:58:18 PM

 8 Diary of a Real Estate Rookie

As I became progressively more embittered, I took to sporting lots

of Post giveaway paraphernalia to work—shirts, baseball caps, umbrel-
las—and began to mutter to myself in the hallways—a line that usually
came out as, I made Rupert Murdoch five million bucks and all I got was five
thousand dollars and a hat.
The final straw came over a conference-linked special section. The
business-side guys had made a deal for the sponsorship of the Harlem
Home Fair, a position the racist Post sorely needed. In doing so, they’d
given away the section’s cover, promising to do a bunch of stories about
Harlem. Journalistically, you’re not supposed to let your advertisers or
sponsors know what you’re writing about, let alone negotiate with them.
Of course this rule is broken all the time, and this breach happened in
meetings at which the editor was present. Or so I was told; of course I
wasn’t important enough to be at them.
When Harlem Week rolled around, I had only prepared one cover
package: Harlem, the one we’d sold. Col Allan, the editor who had sup-
posedly signed on to this gross breach of journalistic ethics, decided that I
had perpetrated it. He yelled at me for three straight days. I had spent two
years on Wall Street, where every mistake I made lost someone a million
dollars, and I was used to getting cussed at, but this was three days of red-
faced hollering, coming out of the mouth of a man that grown men fear.
At one point I walked out of Col’s office and nearly fainted at the Metro
Editor’s feet.
Understand that being yelled at by an Australian is a kind of like be-
ing yelled at by a Texan: you realize that while you can hang in the fight,
you ain’t gonna win. Since at heart I’m a Southern girl, I at least found
my grit and hung in. Maybe we had come to the Harlem cover story for
the wrong reasons, but we had an independently reported package that
was quite good, and how could it be wrong, in 2005, to tell our readers
about one of the hottest home markets in the world? (Thinking, Gee, where
were this newspaper’s ethics when it declared the wrong guy as a vice-presidential

RealEstateRookie_FM_FR.indd 8 3/21/07 3:58:19 PM

 Prologue 9

candidate? When Page Six wrote up that someone had lunch with an executive, a
grave error because the guy turned out to be dead? And hey, where’s the rest of the
money you promised me?)
I broke my poor crew’s back to work up an entirely independent cov-
er package—something extolling the virtues of suburban Connecticut, I
think it was—and Col preferred Harlem to it, so the original package was
published, just as I had asked. I had technically won, but we were done,
Col and I, and the paper and I as well. The tabloid fun was over. I got mar-
ried (the tall, dark, and nerdy guy had shown quite a bit of staying power)
and spent two weeks on my honeymoon touring Peru. Faye left her job
when I was in the rainforest, and a month after I came back, I quit.
So, out of disgust and motivated by greed, I went into real estate.
There’s a joke in the industry that real estate is no one’s first career; it’s
always something people come to by default, seeking money. (Apparently,
quite a lot of people, as there are more than a million registered Real-
tors in the United States.) I wanted what so many people want: a better
income, a better life, room to raise my family near great schools, a job
where I didn’t get ass-draggy just thinking about starting my day. I felt I
had little to show for my 18 years of corporate work; if I had been a cop,
at least I would be nearing retirement by now.
I had a toehold in real estate, though, that many of my peers didn’t
have. I had found a New Jersey real estate firm that would help me flip
houses—and they’d provide the capital. I was ready, I thought, to quit be-
ing a desk monkey and make the big money. Sure, there would be bobbles
along the way, but this would be an adventure. I had convinced my darling
handsome Ivan to marry me; clearly I was blessed and had a charmed life,
and I could do anything. Why not take the risk now?
I took out a home equity line on the beach house, which gave me
$26,000 (of which Citibank, the holder of my credit cards, promptly paid
itself back $10,000 I owed them) and I got my Jersey partners to sign on
to a business plan. I inked a deal with Web mogul Brad Inman to write a

RealEstateRookie_FM_FR.indd 9 3/21/07 3:58:19 PM

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