In most parts of the country, if you want to stay in business, it’s a must to work with short sales and foreclosures. No one knows that better than Libby Sosinski, e-Pro, a sales associate with Keller Williams Realty in Pittsburgh, Penn., who started in real estate almost five years ago and immediately started specializing in real estate owned properties. “I just had a feel for it,” she says.

We interviewed Sosinski to find out how’s she’s revamping her business to take advantage of today’s opportunities. Here’s what she had to say:

LORE: What challenges do you face today?
Sosinski: Since I specialize in foreclosure properties, my biggest challenge is that business is decreasing due to moratoriums that President Obama has put in place. The listings aren’t coming in like they were and there are so many more requirements on these properties. For example, if I get to a property and renters occupy it; I have to give them the option to keep renting. Then, my business evolves because I become the property manager. But, I’d rather have the sale.

Most properties are vacant, but I have two that are very difficult. I’m getting everything in order so Fannie Mae is happy with renters. We market the properties with the renters living there, so that’s another challenge.

LORE: What are you doing to overcome these challenges?
Sosinski: I’m working harder. I’m trying to get as many listings as I can while still maintaining the quality of service. I want to do the best job that I can at all times.

LORE: How have you revamped the business to meet the current needs of clients and customers?
Sosinski: It changes on daily basis. I’m trying to stay up with current trends. It’s never a complete change but a small adjustment in a different direction, like learning property management.

LORE: What do you see as the successful sales associate of the future?
Sosinski: Everyone in the business needs to learn to work the Internet. They must know how to generate leads via Web sites and get exposure for listings online. Everything is gearing that way. I don’t find newspaper advertising as successful anymore. I still have agents who will ask me to fax them something they can download from my Web site. Not being up to date on technology will harm those who want to move further in their careers.