Bridging the Gap Between Agents and Investors: A Critical Need for Real Estate Education
By Michael Del Prete | AZREIA
Throughout my career in real estate investment, I’ve worked with countless agents—some fantastic, while others are less informed about the investment side of the business. As an investor, collaborating with agents is a necessity, and for the most part, it has been a great experience. However, there’s a recurring challenge I’ve noticed: many agents hesitate to work with investors or dismiss creative financing solutions. This isn’t necessarily their fault, most real estate training does not cover investment strategies in depth; and as a result, agents may be unaware of these opportunities.
A Common Problem in Real Estate
A perfect example of this happened a few months ago.
In August 2024, a young military family reached out to sell their home before relocating to Virginia in December. They owed $320,000, and on a good day, the home might have been worth $340,000. Once selling costs were factored in, they were likely to bring money to the closing table.
After assessing their situation, I determined that their best option was not a traditional sale but rather a Subject-To (Sub-To) or WRAP deal. This would allow them to walk away with some money in their pocket and avoid the financial strain of a traditional sale.
I took the time to educate them on how this financing method works, but they ultimately decided they were not comfortable with leaving a loan in place. I completely understood and advised them to list with an agent.
When Lack of Knowledge Stops a Deal
By late November—weeks before their scheduled move—the home had not sold. The sellers reached out again, now reconsidering my original offer, but they wanted their agent to remain involved in the transaction. I had no issue with that, as I frequently work with agents on creative deals.
I contacted the agent and explained the subject-to-structure; however, it quickly became clear that this was unfamiliar territory for them. This was not a problem; I suggested that they check with the broker for clarification and determine whether the brokerage would allow it. The agent assured me that they would follow up by the end of the day.
There was no response.
The following day, there was still no response. After multiple follow-ups, the sellers also stopped responding. Finally, I received a brief text message:
"Sorry, we were advised not to work with you."
That was it, there was no conversation, no discussion, and no opportunity to explain further. A legal, ethical, and viable solution was dismissed—not because it was not in the seller’s best interest, but because the agent did not understand the structure and was unwilling or unable to explore it further.
As of today, the home remains on the market after eight months.
The Solution: Educating Agents Through CIAS
This situation is not unique. It happens far too often, which is why AZREIA has been working closely with Commissioner Nicholson and other industry leaders to ensure that real estate agents, investors, and homeowners are educated on ethical investment strategies and creative financing options.
To bridge this knowledge gap, AZREIA is now offering the Certified Investor Agent Specialist (CIAS) designation—a comprehensive training program designed to equip agents with the tools and knowledge to work confidently with investors.
Why CIAS Matters
This training is not just about earning another certification. It is about:
Helping agents better serve their clients by understanding all available options, including investor solutions.
Expanding market knowledge to navigate investment properties, deal structuring, and creative financing.
Creating new income streams by working with investor clients, repeat buyers, and rental management opportunities.
What CIAS Training Offers
12 hours of expert-led instruction covering cash flow analysis, ROI, and market cycles.
A 400+ page training manual filled with case studies, investment strategies, and actionable insights.
Networking with experienced investors to build long-term professional relationships and new business opportunities.
Access to exclusive benefits, including Home Depot cashback and discounts, to support investment projects.
Who Should Attend
This training is designed for real estate agents who want to:
Differentiate themselves by offering more value to investor clients and sellers receiving investor offers.
Gain confidence in evaluating deals, advising investors, and structuring investment transactions.
Build long-term wealth by learning investment strategies for their own portfolio.
Next CIAS Training
📅 Dates: March 5-6
📍 Location: AZREIA Training Center
This is an opportunity to separate yourself from the competition and become the agent investors trust.
Register today and take the next step in mastering real estate investing strategies. Visit AZREIA.org/CIAS to get started.
Let’s bridge the gap together.
Michael Del Prete