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.

A stressed-out looking couple reviewing files near a laptop
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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.

A hand passing over keys to another hand, with a printed agreement underneath them
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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.

A realtor and family looking at a new home to purchase
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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.

Real estate agent showing new home to clients
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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.

11 Behind-the-Scenes Secrets of TV Meteorologists

nicoletaionescu/iStock via Getty Images
nicoletaionescu/iStock via Getty Images

The first weather forecast to hit national network television was given in 1949 by legendary weatherman Clint Youle. To illustrate weather systems, Youle covered a paper map of the U.S. in plexiglass and drew on it with a marker. A lot has changed in the world of meteorology since then, but every day, millions of families invite their local weatherman or weatherwoman into their living room to hear the forecast. Here are a few things you might not know about being a TV meteorologist.

1. SOME PEOPLE JUST NEVER MASTER THE GREEN SCREEN.

 A meteorologist working in front of a green screen.
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On-camera meteorologists might look as if they’re standing in front of a moving weather map, but in reality, there’s nothing except a blank green wall behind them. Thanks to the wonders of special effects, a digital map can be superimposed onto the green screen for viewers at home. TV monitors situated just off-camera show the meteorologist what viewers at home are seeing, which is how he or she knows where to stand and point. It’s harder than it looks, and for some rookie meteorologists, the learning curve can be steep.

“Some people never learn it,” says Gary England, legendary weatherman and former chief meteorologist for Oklahoma’s KWTV (England was also the first person to use Doppler radar to warn viewers about incoming systems). “For some it comes easily, but I’ve seen people never get used to it.”

Stephanie Abrams, meteorologist and co-host of The Weather Channel’s AMHQ, credits her green screen skills to long hours spent playing Nintendo and tennis as a kid. “You’ve gotta have good hand-eye coordination,” she says.

2. THEY HAVE A STRICT DRESS CODE.

Green is out of the question for on-air meteorologists, unless they want to blend into the map, but the list of prohibited wardrobe items doesn’t stop there. “Distracting prints are a no-no,” Jennifer Myers, a Dallas-based meteorologist for Oncorwrites on Reddit. “Cleavage angers viewers over 40 something fierce, so we stay away from that. There's no length rule on skirts/dresses but if you wouldn't wear it to a family event, you probably shouldn't wear it on TV. Nothing reflective. Nothing that makes sound.”

Myers says she has enough dresses to go five weeks without having to wear a dress twice. But all the limitations can make it difficult to find work attire that’s fashionable, looks good on-screen, and affordable. This is especially true for women, which is why when they find a garment that works, word spreads quickly. For example, this dress, which sold for $23 on Amazon, was shared in a private Facebook group for female meteorologists and quickly sold out in every color but green.

3. BUT IT’S CASUAL BELOW THE KNEE.

Since their feet rarely appear on camera, some meteorologists take to wearing casual, comfortable footwear, especially on long days. For example, England told the New York Times that during storm season, he was often on his feet for 12 straight hours. So, “he wears Mizuno running shoes, which look ridiculous with his suit and tie but provide a bit of extra cushioning,” Sam Anderson writes.

And occasionally female meteorologists will strap their mic pack to their calves or thighs rather than the more unpleasant option of stuffing it into their waistband or strapping it onto their bra.

4. THERE ARE TRICKS TO STAYING WARM IN A SNOWSTORM.

“In the field when I’m covering snow storms, I go to any pharmacy and get those back patches people wear, those heat wraps, and stick them all over my body,” explains Abrams. “Then I put on a wet suit. When you’re out for as long as we are, that helps you stay dry. I have to be really hot when I go out for winter storms.”

5. THERE’S NO SCRIPT.

Your local TV weather forecaster is ad-libbing from start to finish. “Our scripts are the graphics we create,” says Jacob Wycoff, a meteorologist with Western Mass News. “Generally speaking we’re using the graphics to talk through our stories, but everything we say is ad-libbed. Sometimes you can fumble the words you want to say, and sometimes you may miss a beat, but I think what that allows you to do is have a little off-the-cuff moment, which I think the viewers enjoy.”

6. MOM’S THE AUDIENCE.

A retro image of a weatherwoman.
H. Armstrong Roberts/Retrofile/Getty Images

Part of a meteorologist’s job is to break down very complicated scientific terminology and phenomena into something the general public can not only stomach, but crave. “The trick is … to approach the weather as if you're telling a story: Who are the main actors? Where is the conflict? What happens next?” explains Bob Henson, a Weather Underground meteorologist. “Along the way, you have the opportunity to do a bit of teaching. Weathercasters are often the only scientists that a member of the public will encounter on a regular basis on TV.”

Wycoff’s method for keeping it simple is to pretend like he’s having a conversation with his mom. “I’d pretend like I was giving her the forecast,” he says. “If my mom could understand it, I felt confident the general audience could as well. Part of that is also not using completely science-y terms that go over your audience’s head.”

7. SOCIAL MEDIA HAS MADE THEIR JOBS MORE DIFFICULT.

Professional meteorologists spend a lot of time debunking bogus forecasts spreading like wildfire across Twitter. “We have a lot of social media meteorologists that don’t have necessarily the background or training to create great forecasts,” Wycoff says. “We have to educate our viewers that they should know the source they’re getting information from.”

“People think it’s as easy as reading a chart,” says Scott Sistek, a meteorologist and weather blogger for KOMO TV in Seattle. “A lot of armchair meteorologists at home can look at a chart and go ok, half an inch of rain. But we take the public front when it’s wrong.”

8. THEY MAKE LIFE-OR-DEATH DECISIONS.

People plan their lives around the weather forecast, and when a storm rolls in, locals look to their meteorologist for guidance on what to do. If he or she gets the path of a tornado wrong, or downplays its severity, people’s lives are in danger. “If you miss a severe weather forecast and someone’s out on the ball field and gets stuck, someone could get injured,” says Wycoff. “It is a great responsibility that we have.”

Conversely, England says when things get dangerous, some people are reluctant to listen to a forecaster’s advice because they don’t like being told what to do. He relies on a little bit of psychological maneuvering to get people to take cover. “You suggest, you don’t tell,” he says. “You issue instructions but in a way where they feel like they’re making up their own minds.”

9. DON’T BANK ON THOSE SEVEN-DAY FORECASTS.

A weatherman reporting during a storm.
pxhidalgo/iStock via Getty Images

“I would say that within three days, meteorologists are about 90 percent accurate,” Wycoff says. “Then at five days we’re at about 60 percent to 75 percent and then after seven days it becomes a bit more wishy-washy.”

10. THEY’RE FRENEMIES.

The competition for viewers is fierce, and local meteorologists are all rivals in the same race. “When you’re in TV, all meteorologists at other competitors are the enemy,” England says. “You’re not good friends with them. They try to steal the shoes off your children and food off your plate. If they get higher ratings, they get more money.”

11. THEY’RE TIRED OF HEARING THE SAME JOKE OVER AND OVER.

“There’s always the running joke: ‘I wish I could be paid a million dollars to be wrong 80 percent of the time,’” Sistek says. “I wanted to have a contest for who can come up with the best weatherman insult, because we need something new! Let’s get creative here.”

A version of this story originally ran in 2015.

13 Behind-the-Scenes Secrets of Movie and TV Extras

EvgeniyShkolenko/iStock via Getty Images
EvgeniyShkolenko/iStock via Getty Images

Background actors are the unsung heroes of television. Without them, most movie and TV scenes would be empty and unrealistic. But while we’re obsessed with movie stars, we never hear much about the people moving around behind them—because by design, we’re not supposed to pay them any attention. Here are a few insights on what it’s like to get paid to blend into the background.

1. Extras Are Not Professionals.

The chances of using background acting as a foray into stardom are pretty slim. “You’re not gonna get your big break as an extra,” says Claire Beaudreault, who has been an extra on shows including Orange Is The New Black, GIRLS, and Law & Order: SVU.

Most of the people you see in the background of a film or TV show have other jobs and are just doing extra work for fun. “I didn’t do it because I saw it as some backdoor into acting or anything,” says Jason Feifer, who was an extra in a scene of the 2004 film Jersey Girl. “But there are definitely people who do that.”

And there are always a few extras on set trying desperately to stay in front of the camera. “It’s a silent vie for control,” says Dillon Francis, a Los Angeles-based actor who was an extra on the movie Easy A back in 2010. “It was kind of interesting to watch. These guys would learn where the camera was going and redo their vector so they walked in front of it.” That’s a quick way to get a slap on the wrist from the director or a production assistant.

2. Extras Have to Do a Lot of Hurry-Up-and-Wait on Set.

Days on set can be excruciatingly long, sometimes lasting more than 15 hours and starting at odd times or ending at the crack of dawn. And a lot of that time is spent just sitting around waiting to be used in a scene, or repeating a single shot a dozen times. “There are days you get to set and you wait and wait and you never get used,” says Amy Rogers, a regular extra featured in TV shows including Homeland and Banshee, “or you work all day and the footage never gets used.”

Extras spend their down time in a designated “holding” area reading or playing card games. On the set of Easy A, which was set in a high school, extras had to wear backpacks stuffed with bubble wrap to make them seem full. “A fun way to distract yourself in downtime was to open up your backpack and pop bubbles,” Francis says.

3. What Looks Like Booze On Camera Isn't Actually Alcohol.

A glass of apple juice spritzer
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While posing as party-goers in bar scenes, extras need something to fill their cups. But film sets are no place for drunk actors, so the props team uses a number of tricks to fool the camera, some less appetizing than others. Apple juice is a good substitute for beer, according to Beaudreault: “Or it’ll be seltzer with a little food coloring in it. There will be bottles that have been cleaned out and their labels removed and fake labels put on.”

“Vinegar is sometimes used to approximate the texture and viscosity of booze,” Rogers says. “You’ll stand there with a glass of vinegar for eight hours.” And because filming can be a long and mind-numbingly repetitive process, nobody has time to replace melting ice cubes, so they’ll use gelatin ice cubes. Or, for the ultimate cheat, plastic wrap can be put in a cup filled with water to resemble crushed ice, according to Gale Nemec, who teaches a workshop for background actors. (This approach also apparently makes for festive centerpieces.)

4. Smokers Get Paid More.

When actors smoke on set, they’re usually not sucking on real cigarettes. On Mad Men, for example, the actors smoked herbal cigarettes that didn’t contain nicotine or tar (which is great, considering Jon Hamm reportedly smoked 74 of them shooting the pilot alone).

Non-union extras usually get paid minimum hourly wage, but according to Rogers, they get a small pay increase if they’re asked to smoke in a scene. “They call that a ‘bump’ in the business,” she says. The same rule applies if your car is featured in a scene. “They want boring cars that will never be noticed on screen,” says Steve D’Avria, an extra in The Hunger Games and Homeland. “My 2003 Toyota Camry has been in more TV shows than I have. You get a whole $20 for it.”

5. Extras Have Been Wearing the Same Duds for Days ...

On a film or TV set, continuity is key. To create the illusion that a scene is happening in real-time, rather than over a series of hours or days, every little detail must remain the same in each shot and from every angle. Extras are meticulously examined for accidental inconsistencies in their wardrobes. “You’ve gotta wear the same clothes every day,” Rogers says. “The production assistant will take your picture for continuity to make sure you haven’t taken off a necklace or something. For the Homeland finale, I wore a pair of leggings and a raincoat for a solid week.”

6. ... And They Usually Have To Bring Their Own—The Blander, The Better.

Row of men's shirts in blue colors on hanger
Tatiana Dyuvbanova/iStock via Getty Images

Background actors are usually expected to bring their own clothes to set unless the production has a large wardrobe budget. And if you were to peek into the closet of a regular background actor, you’d see hangers upon hangers of gray and dark blue clothing items. Muted colors are preferred on set to make sure extras are as unremarkable as possible. Shirts can’t have any visible logos, and white clothes are discouraged because they “have a tendency to shine like a beacon on camera,” Francis says.

If you resemble one of the principal actors, you’re probably not going to get much camera time. “On Homeland, you’ll never see them place anyone near Claire Danes who has the same hair color as her,” Rogers says.

And pro tip: never look at the camera. “One guy in The Hunger Games kept staring at the camera and they finally just told him he had to sit down,” D’Avria says.

7. Wardrobes for Extras Get Recycled.

If an extra has to wear an elaborate costume, there’s a chance it’s been used before on another set. “One outfit I wore for Insurgent was worn on Pirates of the Caribbean,” says Dawn McHargue, who has also appeared in The Hunger Games, Iron Man 3, Nashville, and Necessary Roughness.

8. Extras Are Great Mimes.

Extras often need to make a scene appear alive and bustling while at the same time remaining totally silent on set so as not to interfere with the actors’ dialogue. This means pretending to conduct a conversation without actually making any noise, and every extra seems to have their own method. “I’m either pretending to flirt with someone or gossiping about something,” Beaudreault says. Also, dance scenes are often filmed in silence and the music is added in later.

While filming a crowd scene for the movie Jersey Girl, Feifer says he spent hours pretending to applaud and cheer. “They would do entire takes where the audience would go through the whole motion but we wouldn’t clap. We would fake clap but not actually get our hands to meet.”

9. For Actors, Seasons Are Irrelevant.

It’s amazing what a little fake snow can do to transform a summer day into a winter wonderland. “Sometimes when you’re shooting a winter scene, everyone is in heavy jackets and hats and gloves and it’s actually 100 degrees outside,” Nemec says. “You can gauge whether it’s actually cold or not if breath is coming out of the actor’s mouth. If not, it’s a good bet they’ve put snow on the ground and it’s hot as all get out and everyone is playing like it’s cold.”

For indoor scenes, air conditioning has to be turned off to eliminate background noise, which makes for a sweaty situation. Between takes, overheating extras strip their layers off to cool down.

10. The Movie Stars Are Off Limits for Extras ...

“As a general rule, don’t speak to them unless they speak with you first,” advises casting director Tona B. Dahlquist.

While filming on one movie, McHargue and her fellow extras were told to avoid looking the star in the eye. “They were very adamant that we were not to go near him or touch him or we would get kicked off set immediately,” she says.

But occasionally extras get a candid glimpse of a movie star’s true personality. For example, while filming The Hunger Games, D’Avria saw Jennifer Lawrence chilling at a card table munching on M&Ms, and watched Josh Hutcherson (who played Peeta) ride around set on a BMX bike.

On the flip side, Francis was the victim of one star's on-set meltdown. “She sees me standing there and she freaks out, saying something about how she’s had a rash of stalkers lately and I’m within a 50-foot perimeter,” he says. “She’s glaring at me from the tent and a PA runs over, moves me a few feet away and says ‘sorry’ and runs away again.”

11. ... And Social Media Is a Good Way for Extras to Get Blacklisted.

Young people taking photo with smartphone
YakobchukOlena/iStock via Getty Images

Phones aren’t allowed on set and photos are strictly forbidden. “While filming Insurgent, there was a girl who took a picture of the set and shared it,” McHargue says. “Lionsgate security came from California to Atlanta and they took her away. She will never work on a set again. She’s blacklisted.”

If you’re sneaky, you can swipe a harmless item from set as a keepsake. While filming The Hunger Games, D’Avria says there were signs in the bathroom that said, “Flush the toilet or you’ll be sent to the Hunger Games.” “I borrowed that sign as a souvenir,” he says.

12. The On-Set Catering Is Pretty Good.

Vats of catered food
kckate16/iStock via Getty Images

The quality of food on set varies depending on budget, but generally, extras eat some amazing grub brought in by professional caterers. “The food on Iron Man 3 was the best food I’ve ever had,” McHargue says. “We ate with the cast and crew and we had anything you could think of: the best steak, shrimp, lobster, and crab. The buffet table, you couldn’t see the end of it.”

The catch: You often don’t get to eat lunch until about 3 pm and dinner starts at 10 pm, according to D’Avria. Extras are advised to bring a few snacks to hold them over until feeding time.

13. Extras Can't Watch TV Like Regular People.

Once you know how a movie is filmed, it’s hard to watch it with fresh eyes. “I can’t watch TV anymore without looking at the background actors and seeing who’s doing it right and who’s doing it wrong,” Nemec says.

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