15 Secrets of Real Estate Agents

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Real estate agents play a huge role in one of the most important financial decisions of our lives. When it comes to buying, selling, leasing, or renting, they’re the ones who shepherd us through a process that can only be described as overwhelming. We talked to a handful of agents across the country to learn more about the tricks of their trade—and in the process, picked up a few tips for you.

1. CRIMINALS ARE BAD. KIDS ARE WORSE.

It isn’t just an urban legend that criminals will visit open houses to case them for a burglary. Colorado realtor Crip Erickson said these incidents happen in waves, and sometimes the crime has a super-specific target, such as prescription drugs in a medicine cabinet. Still, he said criminals aren’t the only ones to worry about during an open house. “By far the biggest problem are couples with young kids who don’t watch them,” Erickson says. “There’s been major damage done.”

2. WHEN IT COMES TO STAGING, THEY HAVE PLENTY OF TRICKS.

Chocolate chip cookie spray may be the cliché, but the realtors we spoke with emphasized music and interior design when getting a property ready to show. In addition to a little freshly popped popcorn, Erickson says he plays low-key tunes that visitors won’t know (to avoid any bad associations with a certain song). Monica Webster, who works in New York City and Greenwich, Connecticut, says her musical accompaniment depends on the property: “If I have a 6-million dollar beautiful brand-new build that's very cosmopolitan and metropolitan, I’m going to play different music than if I have an 1875 Old Greenwich house. It all depends.”

Webster says she also advises fellow agents to get dogs out of the house, turn the lights on ahead of time, make sure people walk through the front door instead of the garage, and depersonalize when necessary so prospective buyers can envision themselves in the space.

3. THEY CAN’T TELL YOU IF A PROPERTY IS HAUNTED.

An agent or broker isn't allowed to “stigmatize” a property, which can include suggesting a house is haunted. Sellers and their agents must disclose material defects, but spooky happenings can be kept quiet. If you’re truly curious, neighbors are often a great resource. Erickson says he tells prospective buyers to Google a property and check the county sheriff's website for any news stories, criminal activity, or building permits associated with the address.

4. THEY’RE ON-CALL 24/7.

In the wee hours, agents’ jobs are equal parts salesperson and therapist. “I’ve had lots of midnight phone calls with someone sobbing on the other end of the line,” Erickson says. Webster agrees: "I call myself a psychologist,” she says. “We’re in people's bedrooms!” Every agent talked about the difficulty of making people happy in the high-stress environment of finding a home. The word “compromise” came up a lot, and it applies to both the agent-buyer/seller relationship and among the buyers/sellers themselves. Erickson says that when dealing with a couple, he has them separately write down what they’re looking for in a home. “Sometimes they’re on the same page, and sometimes they’re not,” he says.

5. LITTLE SLIPS CAN COST THEM THEIR GIGS.

Webster says the hardest part of the job is finding out what buyers and sellers really want and managing their expectations. Keeping a seller happy can be just as important as perfecting a listing. Once, after a showing of a $10 million listing, Webster was fired for not calling the owner with an immediate report. “Our job is very intense,” she says. “We’re always on the front lines. Always.”

6. THEY SEE THE EXTREMES OF HUMAN EMOTION.

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Paul MacMahon, a realtor in Dallas, says: “We work with people in all stages of life, good and bad … Selling and buying homes is almost always an emotional roller coaster and we are there with our clients every step of the way. We talk to people when they're ecstatic, infuriated, excited, and defeated.”

7. THEY SPEAK THEIR OWN LANGUAGE.

There’s a skill to crafting the perfect, limited-character sell. Erickson says a few things to look out for are “charming” (a.k.a. “small”), “cozy” (“a shack that’s about to fall down”) or “mature landscaping,” which often means there are dead trees that will need to be dealt with. Virginia agent Sarah Marchese adds that “potential” means it’s old and falling apart, “won’t last long” means it’s already been on the market too long, and “motivated seller” means it’s overpriced and any offer is good.

8. THEY NEED SALES.

Most agents are independent contractors working under brokers and are paid solely on commissions, which means they only make money when a transaction closes. Agents generally make between 5 and 7 percent, and depending on the state, that amount goes to the listing agent’s broker or can be split between the buyer and seller’s agent brokers. Lease commissions vary, but they're usually between 40 and 100 percent of one month's rent.

9. THEY REALLY DO HAVE TO ALWAYS BE CLOSING.

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Given this financial structure, it’s no wonder agents will go to great lengths to secure a sale. Agents have seen it all, and done it all. MacMahon has one story of going the distance: “I once hiked down a mountain in Canada while trying to keep a deal from falling apart on the phone. It was getting dark so I had to use the phone's flashlight while I was talking. While I was talking to the other agent I heard my sister-in-law tell my wife not to worry, but there were bears on the mountain. I've had more relaxing vacation days.”

10. THEY WANT YOU TO BE PREPARED.

It helps if clients have done their homework. At the very start of the process, Webster gives clients a form outlining every step of the process to prepare them for what’s to come. Letting them know that it's important to get finances in order, determine a budget, and get pre-approved for a mortgage helps to set realistic expectations. (Most sellers won’t consider an offer without a pre-approval letter anyway.)

They also want you to know your limits. Both Marchese and Erickson say that one of the biggest real estate mistakes people make is trying to handle buying or selling on their own. Sellers often don’t know how to properly price their home and don’t anticipate the work involved in dealing with lenders, appraisers, attorneys, inspectors, and buyers.

11. ASKING PRICES AREN’T ARBITRARY.

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Agents price a home based on comparable properties around the neighborhood and predictions about where the market is headed both on a grand scale and with the seasons. An agent will run a “comparative market analysis,” which collects active listings as well as those pending or under contract and then evaluates things such as the age of the structure, renovations, lot size, views, and neighborhood.

Seasonal trends also affect sellers’ prospects. For example, Erickson told us things slow down after the Fourth of July when people begin to think about school starting up again and aren’t necessarily looking to move.

According to MacMahon, it’s about finding a sweet spot that maximizes the seller's profit but isn't too high . A property has to pass an appraisal report to get a mortgage approved. Banks won’t extend mortgages for sale prices that wildly deviate from appraisals, a policy that dooms many sales. Appraisals also help protect buyers from paying too much for a home only to discover they're deep underwater on their mortgage.

12. IF YOU’VE FOUND A PROPERTY YOU LOVE, HANDWRITTEN LETTERS HELP.

If a seller is fielding competing offers, letters, photos, or videos can sway their decision. These tokens of your affection for the property can distinguish your offer from the pack or simply allay sellers’ fears about what’s going to happen to the property once they’ve moved on. “The smartest thing I could do would be to tell a buyer: ‘Write a letter and say you’re not going to tear this house down,’’’ Webster says. Marchese wrote that she’s known sellers who have taken an offer based on a heartfelt note, even if it wasn't the best move financially. “Never underestimate the power of emotional attachment,” she wrote. “It raises its head in so many ways.”

13. BUT DIVINE INTERVENTION CAN HELP, TOO.

Those aren’t the only tactics buyers can use to secure a property. Erickson says buyers sometimes contact the sellers directly—he doesn’t advise that path, but admits it can work out. Webster tells us there’s also a relatively recent superstition that sees buyers and sellers burying a statue of St. Joseph to help the process along.

Marchese wrote that she’s seen buyers “stalk” certain areas for listings, contact homeowners out of the blue to ask if they’d be interested in selling, and even submit backup offers in case a deal with another buyer falls through.

14. THEY’RE NOT JUST SELLING HOUSES.

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Agents also have to sell themselves, because large portions of their business come from referrals and repeat clients. Many come to be known as neighborhood experts by moving a large quantity of homes in a given area, and that perception alone can be enough to get hired. Agents can also "farm" areas, meaning they choose a specific geographical area and target their marketing efforts there.

Aside from investing in professional architectural photographers, sending out postcards, and networking, MacMahon says he’s also strategic about his online presence, because he knows potential clients will do their research: “We're all small business owners and we have to be aware that we're our own PR firms.”

15. THEY DON’T WANT YOU TO BELIEVE EVERYTHING YOU READ ON THE INTERNET.

When Erickson meets prospective clients, he says his goal “is to try to establish a rapport so you don't come off as a salesman.” He believes that big real estate sites like Zillow and Trulia make people wary of agents because listings aren’t always accurate, and a simple inquiry can result in multiple realtors—often not local—contacting someone. “That process doesn’t work,” Erickson says. Marchese addresses the way the internet has changed real estate with a slightly different perspective: “I think there is a big concern among agents today that, with the internet, our profession will become obsolete. But I think it’s only helping to strengthen the industry. The more informed people are the better we have to be at our job!”

Note: This article originally misstated that people bury statues of St. Anthony for good luck.

A version of this article originally ran in 2015.

10 Reusable Gifts for Your Eco-Friendliest Friend

Disposable tea bags can't compete with this pla-tea-pus and his friends.
Disposable tea bags can't compete with this pla-tea-pus and his friends.
DecorChic/Amazon

This article contains affiliate links to products selected by our editors. Mental Floss may receive a commission for purchases made through these links.

By this point, your eco-friendly pal probably has a reusable water bottle that accompanies them everywhere and some sturdy grocery totes that keep their plastic-bag count below par. Here are 10 other sustainable gift ideas that’ll help them in their conservation efforts.

1. Reusable Produce Bags; $13

No more staticky plastic bags.Naturally Sensible/Amazon

The complimentary plastic produce bags in grocery stores aren’t great, but neither is having all your spherical fruits and vegetables roll pell-mell down the checkout conveyor belt. Enter the perfect alternative: mesh bags that are nylon, lightweight, and even machine-washable.

Buy it: Amazon

2. Animal Tea Infusers; $16

Nothing like afternoon tea with your tiny animal friends.DecorChic/Amazon

Saying goodbye to disposable tea bags calls for a quality tea diffuser, and there’s really no reason why it shouldn’t be shaped like an adorable animal. This “ParTEA Pack” includes a hippo, platypus, otter, cat, and owl, which can all hang over the edge of a glass or mug. (In other words, you won’t have to fish them out with your fingers or dirty a spoon when your loose leaf is done steeping.)

Buy it: Amazon

3. Rocketbook Smart Notebook; $25

Typing your notes on a tablet or laptop might save trees, but it doesn’t quite capture the feeling of writing on paper with a regular pen. The Rocketbook, on the other hand, does. After you’re finished filling a page with sketches, musings, or whatever else, you scan it into the Rocketbook app with your smartphone, wipe it clean with the microfiber cloth, and start again. This one also comes with a compatible pen, but any PILOT FriXion pens will do.

Buy it: Amazon

4. Food Huggers; $13

"I'm a hugger!"Food Huggers/Amazon

It’s hard to compete with the convenience of plastic wrap or tin foil when it comes to covering the exposed end of a piece of produce or an open tin can—and keeping those leftovers in food storage containers can take up valuable space in the fridge. This set of five silicone Food Huggers stretch to fit over a wide range of circular goods, from a lidless jar to half a lemon.

Buy it: Amazon

5. Swiffer Mop Pads; $15

For floors that'll shine like the top of the Chrysler Building.Turbo Microfiber/Amazon

Swiffers may be much less unwieldy than regular mops, but the disposable pads present a problem to anyone who likes to keep their trash output to a minimum. These machine-washable pads fasten to the bottom of any Swiffer WetJet, and the thick microfiber will trap dirt and dust instead of pushing it into corners. Each pad lasts for at least 100 uses, so you’d be saving your eco-friendly friend quite a bit of money, too.

Buy it: Amazon

6. SodaStream for Sparkling Water; $69

A fondness for fizzy over flat water doesn’t have to mean buying it bottled. Not only does the SodaStream let you make seltzer at home, but it’s also small enough that it won’t take up too much precious counter space. SodaStream also sells flavor drops to give your home-brewed beverage even more flair—this pack from Amazon ($25) includes mango, orange, raspberry, lemon, and lime.

Buy it: Amazon

7. Washable Lint Roller; $13

Roller dirty.iLifeTech/Amazon

There’s a good chance that anyone with a pet (or just an intense dislike for lint) has lint-rolled their way through countless sticky sheets. iLifeTech’s reusable roller boasts “the power of glue,” which doesn’t wear off even after you’ve washed it. Each one also comes with a 3-inch travel-sized version, so you can stay fuzz-free on the go.

Buy it: Amazon

8. Countertop Compost Bin; $23

Like a tiny Tin Man for your table.Epica/Amazon

Even if you keep a compost pile in your own backyard, it doesn’t make sense to dash outside every time you need to dump a food scrap. A countertop compost bin can come in handy, especially if it kills odors and blends in with your decor. This 1.3-gallon pail does both. It’s made of stainless steel—which matches just about everything—and contains an activated-charcoal filter that prevents rancid peels and juices from stinking up your kitchen.

Buy it: Amazon

9. Fabric-Softening Dryer Balls; $17

Also great for learning how to juggle without breaking anything.Smart Sheep

Nobody likes starchy, scratchy clothes, but some people might like blowing through bottles of fabric softener and boxes of dryer sheets even less. Smart Sheep is here to offer a solution: wool dryer balls. Not only do they last for more than 1000 loads, they also dry your laundry faster. And since they don’t contain any chemicals, fragrances, or synthetic materials, they’re a doubly great option for people with allergies and/or sensitive skin.

Buy it: Amazon

10. Rechargeable Batteries; $40

Say goodbye to loose batteries in your junk drawer.eneloop/Amazon

While plenty of devices are rechargeable themselves, others still require batteries to buzz, whir, and change the TV channel—so it’s good to have some rechargeable batteries on hand. In addition to AA batteries, AAA batteries, and a charger, this case from Panasonic comes with tiny canisters that function as C and D batteries when you slip the smaller batteries into them.

Buy it: Amazon

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12 Secrets of Spirit Halloween Employees

Spirit Halloween stores are a sign Halloween has arrived.
Spirit Halloween stores are a sign Halloween has arrived.
Mike Mozart, Flickr // CC BY 2.0

When Joe Marver founded Spirit Halloween in 1983, he probably didn’t have any idea his seasonal Halloween store would eventually grow to over 1300 locations in the United States and Canada. But now, seeing a Spirit pop-up materialize in a vacant building has become as much of a Halloween tradition as pumpkin carving.

In order to assist shoppers with Halloween costumes, decorations, and animatronic creatures, Spirit employs a small army of seasonal workers. To get a better feel for what goes into this spooky vocation, Mental Floss reached out to several current Spirit Halloween team members. Here’s what they had to say about everything from customers making a mess to the hazards of trying on a mask during this pandemic-heavy Halloween.

1. Most Spirit Halloween employees really, really love Halloween.

Why take on a seasonal job with no potential for year-round work? If you love Halloween and the macabre, it’s a dream job. “I've never once worked with an employee that didn't love Halloween,” Kota, a five-year veteran of Spirit Halloween in Kentucky, tells Mental Floss. “It's something that all employees have in common from my experience … It's a perfect place to meet people with the same interests.”

2. Spirit Halloween employees are supposed to open costume packages for customers.

Spirit Halloween employees are happy to help with your costume selection.Courtesy of Spirit Halloween

If a Spirit Halloween employee is eyeing you with a little bit of consternation, it might be because you ripped open a costume package. Owing to issues of loss prevention and hygiene—even before COVID-19 struck—Spirit’s policy is to let employees open items and then package them back up. But not every customer is willing to wait.

“Our employees are supposed to deal with opening and closing each and every package,” Kota says. “This way we don't have to worry about things coming out or going into the packages that aren't supposed to. Although we try hard to make it as easy and friendly as possible, some customers would rather do it themselves wherever they may be standing in the store.”

3. Spirit Halloween employees can’t keep astronaut helmets in stock.

Every season brings a different phenomenon to Halloween shopping. In 2018, it was the popular video game Fortnite. This year, it’s an astronaut helmet. Not the suit, just the helmet. The trend is due to the popularity of a smartphone game titled Among Us, which puts the player in the role of a space explorer.

“Despite what you might think, the suits themselves seem significantly less popular than the helmets themselves for reasons beyond my comprehension,” Derek, a Spirit Halloween employee in New Jersey for the past three years, tells Mental Floss. “It's still just a bit too early to say, but if the helmets keep shipping out at the rate they are, in-store stock will probably remain at a near-constant zero. If I'm recalling it right, all of the stores in my area currently have one helmet if any, and no more than five are being shipped to each store.”

4. Spirit Halloween employees can’t believe customers are still trying on masks.

It's probably not a good idea to try on Halloween masks this year.Mike Mozart, Flickr // CC BY 2.0

Despite newfound concerns over touching surfaces or being exposed to infectious particles, customers are still willing to try on masks in the store, even though someone else may have already been wearing it. “Ultimately the pandemic hasn't affected my store, aside from everyone needing to wear face masks while they're inside,” Jayme, a Spirit Halloween employee in Florida who’s worked there for four years, tells Mental Floss. “But people still ask to try things on and … they do still put masks on despite orange signs everywhere saying not to.”

Derek agrees. “If you've bought a mask from Spirit in any of the past seasons, there's a very high chance you're one of at least five people who’s worn that mask, and that's a conservative estimate for some of the masks. Despite the rule, I think I've seen that many people trying on [fictional creepypasta internet character] Jeff the Killer masks just in this past week.”

5. Spirit Halloween employees have seen some spooky things.

While a store full of scary costumes and props is a Halloween lover’s dream, some Spirit Halloween employees say it can also be the site of some spooky events. “An associate and I have both seen things swaying on the shelves as if someone walked by it, though nobody else is in the store,” Jayme says. “We've seen a few shadow movements as if people were hiding behind [a] corner. The funniest one [was] at closing time. One of my associates yelled ‘whoo’ and we heard a guy's voice say something in response. It totally freaked him out. It was one of our sound-activated hanging [animatronics].”

But not all employees get creeped out. “As much as I want to say that I've experienced anything creepy or paranormal, the store's about as creepy as a former Circuit City can be,” Derek says. Still, he's seen some strange things. “The lights used to turn off at the exact same time every day for about a month, there's always been the occasional inexplicable bang or creak, and some of the aisles do get messy a bit too quickly. One time, I was working at the fitting room. I sent a kid back with a previously unopened, dry Morphsuit costume [a full-body spandex outfit] and it came back warm and moist.”

Wet costumes aside, Derek won’t declare any paranormal activity just yet. “If I see a kid go flying across the store, I'll let you know.”

6. Spirit Halloween employees wish customers would stop making a huge mess.

Spirit Halloween employees like to keep stores neat.Courtesy of Spirit Halloween

Owing to the nature of pop-up stores or the excitement over the holiday, customers at Spirit Halloween stores tend to make messes. Big ones. “You could've just finished putting every mask neatly back on the racks, and half of them will be back on the floor before you've caught your breath,” Derek says. “It seems like everyone takes a little pride in the sections they helped set up and the animatronics they built, and that definitely manifests in how we feel about customers messing with those things.”

7. Spirit Halloween employees would prefer you not use the aisle as a dressing room.

Some customers like to try on outfits in the aisle instead of the dressing room, a habit that predated the current pandemic. (Spirit Halloween fitting rooms are closed this season.) Employees would still prefer you not try to dress—or undress—in the middle of the store. “It's very common to find people, mostly kids, trying on costumes in aisles,” Kota says. “We [did] have multiple fitting rooms to try to stop this from happening, but once again, people would rather do things themselves sometimes.”

8. Spirit Halloween employees move a lot of licensed animatronics.

Animatronics are a popular item at Spirit Halloween.Courtesy of Spirit Halloween

Among the most popular items in Spirit Halloween locations are the life-sized animatronics that provide a scary atmosphere for homes or parties. “Animatronics are one of our largest-selling items,” Kota says. “There's a certain group of people that love them and look forward to them annually. Some of our buyers buy them and use them for their haunted attractions. It's always nice to go to one and see a familiar face.”

While Spirit offers a number of original animatronic concepts—the Harvester of Souls being among the more popular—Kota says that customers usually gravitate toward licensed characters. “I've noticed that the most popular animatronics are our licensed ones. Pennywise [from 2017's It] and Sam [from 2007's Trick 'r Treat] have been huge sellers this year as was Michael Myers a few years ago. I've also noticed the ones that stay behind at the end of the season are almost always the swinging animatronics. I think they're interesting, but they don't sell as often as the others do.”

9. Spirit Halloween employees might sell you a used animatronic, but you need to get lucky.

Come the end of the season, Spirit Halloween locations often unload animatronics that were on display and no longer being manufactured. “Older animatronics, if I recall correctly, will stop being manufactured and then sold until it runs out,” Jayme says. “As for the displays, we do sell those at the end of the season. It's just a matter of putting your info on a waiting list.”

10. Spirit Halloween employees meet a lot of cosplayers.

Cosplayers are frequent shoppers at Spirit Halloween.Mike Mozart, Flickr // CC BY 2.0

It’s not just Halloween customers that Spirit Halloween stores service. According to Kota, cosplayers looking for that perfect accessory sometimes show up. “Spirit actually gets quite a bit of cosplayers and I personally think it's a great place to go for more specific items,” Kota says. “I'm sure we get even more cosplayers than I'm aware of since some customers like to talk about it and others don't say much about it.”

11. Spirit Halloween employees get a steep, steep discount once Halloween is over.

Between the standard employee discount and the after-Halloween fire sale available to customers, Derek says that he can go shopping in November and save a considerable amount of money. It’s one reason he keeps coming back. “It's hard to say no to an 80-percent discount during the November clearance sale,” he says. (The regular discount is 50 percent, and employees get an additional 30 percent.) “There's nothing like rewarding yourself after a busy season by spending $150 on, like, five or six things.”

12. Spirit Halloween employees sometimes get holiday shoppers.

Halloween means holiday shopping for some people.JJBers, Flickr // CC BY 2.0

For some customers, a Spirit Halloween store is a perfect place to start their holiday gift shopping. “I made a friend last year with a kid who comes in weekly to see if we have anything new in yet,” Kota says. “He's maybe about 7 years old and [he] and I go around the store almost every time he comes in and talk about new things and animatronics we have. His parents then secretly go around and buy him animatronics and props as Christmas presents. It's so nice to see his love for Halloween all year round. It reminds me of myself when I was his age.”