Thursday, April 17, 2014

End Of Chapter Answer Key

     Linda Crawford's textbook, "Real Estate Principles and Practice and Law" is the book we use at Climer School of Real Estate to teach the basic real estate course for students that want to get their Florida real estate license.  This is, by far, the best textbook that is available to teach this class.

This is the back of  Linda Crawford's textbook
     There are twenty chapters in this book.  There are questions at the end of each chapter.  When I teach this class, I assign the questions at the end of the chapter as homework every night.  When we start class the next day, I go over homework from the previous day.  Since this is the way I do it, I assume this is the way that all real estate instructors do it.

     As our two day Florida real estate exam review has become more popular, I have discovered that many real estate instructors do not answer the questions at the end of the chapters in class.  That seems odd to me.

     Many students that show up for our two day state exam review did not take their basic class from Climer School of Real Estate.  As I chat with these students during the breaks, I have learned that many instructors have never answered these questions for their students.

     Many of these students ask me how they can get their answers.  Here is the answer.

     Close your 37th edition of the textbook.  Turn it face down on your desk.  On the back of the textbook there is a yellow box about three quarters down the page.  The heading in the box is,"Notes To Users Of This Book".  Inside that yellow box, there is a link to Dearborn Real Estate Education Publishing Company.  That link is where you need to go to get the answer key.  That link is   If you are reading that link from the back of your textbook, it might look like pp one.  It is not pp one .  It is ppl as in principle practice and law.  Once you get to Dearborn's website.  Read the directions carefully.  The user name is PPL37  That is capital P capital P capital L .  When you put in the name that the website tells you is the password It has to be EXACTLY the way it is in the book.  It begins with a capital letter.  The rest of the letters are lower case.

     Also in the back of Linda Crawford's textbook there is a one hundred question practice test.  Take this practice exam to find out if you are ready for the Florida real estate exam.  This same  answer key will give you the answers to that practice test.

     Also, take Climer school of Real Estate's 100 question practice test at  This will let you know for sure if you are ready for the Florida real estate exam.  If we can help you prepare for the Florida real estate exam, contact us at 407 822 3926    

Sunday, April 13, 2014

Studying For The Florida Real Estate Exam

     If you are studying for the Florida real estate exam, you would do well to listen to some advice from a few of my students that have already passed this difficult test.  At Climer School of Real Estate, we pass around a sheet and get everyone's email address.  I send out an email to everyone in class that put their name on the list.  We do this  in our basic real estate class and we do it in our two day state exam review.  Many students call this the "cram course".  I try to "cram" the information that is on the Florida real estate exam into their head in two days.

     We encourage the students to reply to this email and let us know that they passed the Florida real estate exam .  Also, we ask them to let us know if their is anything that everyone needs to know.  Sometimes we get a warning like 'Don't wear a watch to the exam'.  Sometimes we will get a reminder to  TAKE YOUR CERTIFICATE TO THE EXAM.  Sometimes we get a reminder that you can take a foreign language dictionary with you into the Florida real estate exam.

     Many students give their peers an unsolicited snapshot of how they studied.  One of the students told us recently that he read the entire textbook from cover to cove twice.

     Flashcards are a very popular study aid.  Most of the students make their own flashcards.  They take three by five cards  and write "What kind of mortgage has the payments go up every year?".  On the back, they write,"Growing Equity Mortgage".  They make about five hundred of these. 
You can use these all day everyday, all the time, day and night until the test is over. 

     Many times students will use this group email to suggest that several students get together to study.  Sometimes several students will gather at one house and watch Climer School's free real estate math videos.  All of the math that is on the Florida real estate exam is on the videos.  It is really foolish to go pay $31.50 to take the test without watching all twelve of them.  The Florida real estate exam is ten per cent math.  This is it.  Here is a link.  If you are soon taking the Florida real estate exam, watch all twelve of these videos.  Getting together with your classmates is not a bad way to study.

     Linda Crawford's "Exam Manual" is the book that we use to teach the two day state exam"cram course".  This book has four hundred practice questions in the back of the book.  The regular textbook has one hundred practice questions in the back plus the practice questions at the end of each chapter.  At our website , we have a practice one hundred question test that will let you know if you are ready for the Florida real estate exam.  Practice questions are a great way to study.  Practice questions help you get used to the "best" answer syndrome that is popular on the Florida real estate exam.  Practice questions are also a wonderful way to learn to  "Read The Question".  The  trickyness of the questions is part of the reason that the pass rate for the Florida real estate exam is fifty fifty for first time takers and even worse for repeat takers.  exam-pass-fail.html     Here is a link to the facts about that. 

     Studying together, flashcards, practice questions, are all good ways to study.  At Climer School of real estate, we teach a two day Florida real estate exam review.  Attending this will help anyone pass the state exam.  Many people can not attend this class due to work or geography.  We have this class recorded on audio CD.  We also have it on video DVD.  Contact Kathy at 407 822 3926 for details

     Contact the DBPR at to apply for a Florida real estate license.

Wednesday, April 2, 2014

Florida Real Estate Exam Pass Fail Ratio for March 2014

     The Florida Department of Business and Professional Regulation has released the pass fail results for the Florida real estate exam for March of 2014.  The Florida real estate exam is given every day in fifteen locations throughout the state.

      One thousand nine hundred and ninety eight real estate license applicants attempted  the Florida real estate for the first time in March.  One thousand and thirty passed.  That is a fifty two per cent pass rate.  Nine hundred and sixty eight of these test takers will be back at Pearson Vue paying $31.50 to try again.  It is cheaper to pass the Florida real estate exam the first time.

     In March, 2014, two thousand one hundred and seventy  Florida real estate license applicants attempted the Florida real estate exam for the second or third or fourth or fifth time .  Seven hundred and ten passed.  That is a 33% pass rate.  All of these people paid $31.50 to Pearson Vue every time they took the exam.  The word is getting out that the Florida real estate exam is not easy.

     If you took your basic required real estate class from a gypsy real estate school in another state, you have probably already realized that was a mistake.  Warn your friends not to make the same mistake.  Check out the real estate school before you enroll.  Read their Google reviews.  Ask around.  Call a local real estate office and ask to speak to their newest sales associate.  Ask her where she went to school and how it was. Ask what school does she recommend.   

     How can you be certain that you will pass the Florida real estate exam the first time you take it?  If you have not read the "Candidate's Handbook", that would be a good place to start.  This little booklet will give you a breakdown of what is on the Florida real estate exam.  It is free.  If you don't have a copy of this booklet, call Climer School of Real Estate.  Kathy will send you a copy for free.

     When you read the "Candidate's Handbook", it will tell you that you can bring a foreign language dictionary with you to the exam at Pearson Vue.  I am amazed how many foreign language speaking students we have show up at our two day state exam review that do not know this.  W hy would their real estate instructor not tell them this?

     The Florida real estate exam is ten per cent arithmetic.  If you can not do the math, it is going to be hard to pass the Florida real estate test.  Climer School of Real Estate has posted twelve free real estate math videos on You Tube.  Our user name is Climer School.  If you can not compute interest, or deed stamps or per cent of profit of acres in a lot or mortgage amortization, you are going to find it difficult to pass the Florida real estate exam.  The videos are free .   There is a playlist..  I can not watch them for you.  You can not find an easier way to learn the math that is on the test. 

     The Florida DBPR released some statistics to real estate instructors for April and May of 2013.  They broke down the grades in groups of 5 points.  40- 44, 45-49, 50-54 etc.  In this two month period, fourteen people out of three thousand made a 95% or better.  The largest five point group was the "almost passed", 70-74.  The second largest group was the "barely passed" group, 75-79.  You have to pay $31.50 again  if you are in the almost passed group.  If you are in the barely passed group, you are finished.  If you get ten out of ten, it is easier to be in the barely passed group.  Did I tell you?  You will never know that you were in the barely passed group because they don't tell you your grade if you pass.  Tell all your friends that you made a ninety nine.

     If you are soon taking the Florida real estate exam, get Linda Crawford's "Exam Manual for Sales Associates and Brokers".  This book is cheaper than taking the exam again.  We sell this book at Climer School of Real Estate .  It has four hundred practice questions and it has an outline of the textbook that most Florida real estate schools use.  Call Kathy at 407 822 3926 if you don't have this book.

This is the Florida state exam review class in February 2014
     If you think you are ready for the Florida real estate exam, try my practice test at .  It is free.  What you make on my practice test is probably what you will make on the real test.  If you make less than an eighty, keep studying.

     At Climer School of Real Estate, we teach a two day Florida real estate exam review.  If you are anywhere near Orlando, join us.  We teach you exactly what is on the state exam.  If you are nowhere near Orlando, we have this two day class on audio CD and video DVD.   Call Kathy for details.  Taking these classes in person is wonderful.  At least half of your classmates have already had the Florida real estate exam, at least, once.  I suppose the students learn as much from their peers during the breaks as they do from me during class.  This is a no nonsense lets pass the state exam class.  Join us.



Monday, March 31, 2014

Where Do You Find Sellers That will Hold Owner Financing?

     They are everywhere.  They are everywhere.  I like to use this analogy.  When I was younger, I used to scuba dive.  Frequently, I would go out with three buddies.  I would come back from a dive with two or three big conch sea shells.  My friends would not find any.  This was not because  the conchs were not there.  It was because my friends did not know what conchs look like underwater.  They don't look like conch shell.  They look like two or three little dots sticking up out of the sand.

     If you are looking for an owner  to hold a mortgage for you, you have to know what they look like.  They don't look like a seller wearing a T shirt that says "I will hold owner financing". 

     They look like people that have a little grey hair.  They own their house free and clear.  They have a few shekels in the bank.  They look like heirs.  They inherited the property.  They look like builders and investors that are making a profit and would just as readily take that profit in the form of a mortgage.

     Cash is simple.  It requires no explanation.  If you want someone to hold a mortgage for you, you need to learn how to explain to them why they should hold a mortgage.  Anyone can understand cash.  Learn to explain the advantages of owner financing to  the person you want to hold a mortgage for you.

     Let's try this example.  You have found a $100,000 house that is free and clear.  It belong to three heirs.  It looks like 1980.  They inherited it.  They have no investment in it.  As you talk with them, as you chit chat with them, you learn what they intend to do with the money.  One is going to pay off some bills.  One is going to buy an RV.  The third one is going to put the money in the bank with her other $500,000.

     If you make an offer on their house with a ten thousand down payment and ask them to hold a ninety thousand dollar mortgage at six per cent interest with payments of six hundred per month, each heir gets one third of the payment.  You could even agree to make three equal payments.  The first heir can use her share of the payment to pay bills.  The second can subsidize an RV payment.  The third can not find a better way to invest her money at six per cent.

     You have to ask people,"Will you hold a mortgage?"  Frequently, they have never heard of this.  Learn to explain why this is good for the seller.  I believe this is very good for the seller.  Elderly people that own their property free and clear are so much better off holding a mortgage than getting cash.  Income is often better than cash.  They don't need to leave cash to their heirs.  They need to leave an annuity to their heirs.  This is super true if their heirs are irresponsible.

     Learn to visit with people that you are trying to buy from.  Learn to chit chat.  Learn to shoot the breeze.  By that I mean you need to learn to talk to people and ask them questions.  You need to learn about people.  People love to talk.  They will tell you their life story if you will just shut up and give them a chance.  Learn what they want.  Figure out how holding a mortgage for you will accomplish their goals.  Find out where they are moving.  Find out when they want to move.  Find out their financial condition.  This is not hard to do if you ask lots of question and listen, listen, listen. 

     As you talk and chat with the sellers, get them to like you.  The most important reason the seller will hold a mortgage for you is because they like you.  Be sure they like you.

     Most people don't hold a mortgage because no one asks them to.  Ask them. Asking questions is the best way to learn.   Make that you second question.  "What is the price?"  " Will you hold a mortgage?"  "How much does an RV cost?"  Chit chat.  Learn to do this if you do not already know how.  "  If we owned an RV , could we trade?"

     Learn to chit chat with questions.  Learn about the sellers.  Don't tell them your life story.  Listen to theirs.  When buying or selling, ask questions and listen, listen, listen.  They will tell you how to convince them to hold a mortgage for you if you will just listen.  People love to talk.  They will tell you their real motivation if you will just ask and listen.

     If holding a mortgage for you will solve their problem, make them an offer.

Saturday, March 22, 2014

A Dozen Things Every New Realtor Should Do Before They Get Their First Commission Check

     If you have earned your Florida real estate license but have yet to get your first commission check, keep reading.  This article is for you.  The habits you start now could stay with you for the rest of your career.

     Start now sending out a thank you card every day.  There must be someone that has done something for you that is worth saying thank you for.  You could start with your old real estate instructor that taught you how to pass the Florida real estate exam.  You could send a thank you card to the Pearson Vue clerk that gave you the easy test.  You could send a thank you card to anyone that has done a good service for you lately.  If you sent out one thank you card every day with your business card in it,  I believe that some time soon one of the recipients of those thank you cards would call you up and send you some business.

     The second thing every new Realtor should do is send out 200 Ijustgotintorealestate letters to your closest friends.  here is a link to my video if this is not obvious to you.   This is such powerful medicine, I can hardly believe that anyone would not do this.  Only about ten per cent of new real estate agents do this.  This is like seeing a hundred dollar bill lying on the ground and not picking it up.  Send out a letter to 200 of your friends.  Tell them that you just got into real estate .  Ask them to send you a referral.   Some will.

     The third thing every new real estate agent needs to do is create a website for yourself.  Google yourself.  Do you come up?  Do you come up first?  If not, start working on solving that huge problem. If no one can find you, no one is going to buy any real estate from you.  You need your own website.  This is the twenty first century.  You are in business.  Create your own website and make it visible on the internet.  This may seem like a daunting task.  The sooner you start, the sooner it will start to work for you.  Create a website today.

     The fourth thing you need to do if you want to have a stellar career in real estate is start a blog.  If you have a website and you want to be found on the internet, a blog is a great way to drive traffic to your website and create web presence.  You can write articles about anything related to real estate.  People will read these articles and they will call you.   Never before in the history of the world has it been easier to make yourself look like an expert.  Start writing articles (like this one).  As time goes by and you post more articles, you will start to look more and more like an expert.  If you don't know where to start, Google "blogging".

     There are only two ways to get business.  Make the phone ring or dial the phone.  Blogging is a great way to make the phone ring.  Be sure to put your phone number in every article. My phone number is 407 822 3926. 

     The fifth thing you can do to start your real estate career is to start putting some videos on You Tube.  You Tube is the second largest search engine in the world.  Somewhere,someone is going to search for some information like" What is the average home price in my neighborhood?".  If you have posted a video,"Average Home Price in XYZ Estates", that person will find your article.  They will read it.  They will perceive you as an expert on XYZ Estates.  They will call you.  How many times would  that have to happen in a year to make this a worthwhile endeavor? Put some videos on You Tube.

     Post some videos on You Tube.  What could you post a video about?  How about; "What Is The Average Price Of a House In Orlando, Florida in 2014?" Could you talk about that for five minutes?  How about;  "Why Is My House Still For Sale After Six Months in M.L.S.?".  Could you talk about that for a few minutes.  Do you suppose anyone ever puts that question into a search engine?  You Tube will make your phone ring.  Make it ring or start dialing.

     If your phone is not ringing, you better start dialing it.  Who can you call?  The sixth thing that every rookie Realtor needs to do is to call at least one forsalebyowner every day.  There is no question that people that have their house for sale on their own without a Realtor are HOT prospects.  They need a Realtor.  They want to sell their home.  What they are doing is probably not going to work.  Why would a new Realtor that needs business NOT call these hot prospects?  Most Realtors don't call forsalebyowners because they are afraid to call.  They are afraid of a little rejection.  As a sales trainer with twenty five years experience, I say, " Get over it".  It is easy to say but it is not easy to "Get over it.".  The easy way to overcome the fear of calling forsalebyowners is to just do a little every day.  Call one forsalebyowner every day.  Don't sit down at the phone with twenty phone numbers.  Just call one.  If they don't answer, leave a message.  Just call one every day.  Do not overwhelm yourself.  Call one.  You will be amazed to find how pleasant most forsalebyowners are. You will also be amazed when you learn that you know more about real estate than they do.  Don't intimidate yourself.  Call one.

       After you call one forsalebyowner, you will have the urge to call another one.  Don't  get carried away.  The seventh thing all new real estate agents need to do is call today's expired listings.  Let's use the same rules.  Just call one.  If you are new in real estate, you may not know how to run the expireds off the M.L.S.  Go get someone to teach you how to do this.  There is probably a tutorial on the computer to teach you how to do this.  Do not go back several days.  We only want yesterday's.  Look at the list of expired listings.  In Orlando, Florida , there is probably about twenty per day..  These are people that listed with your competitor six months ago.  Their listing contract expired yesterday.  These are the hottest prospects you can find. Look at the list. These are the "low hanging fruit" of real estate listing prospects.  Call one.  If you don't know what to say, watch this.  These people need a Realtor.  They are probably going to list with you or your competitor today.  They want to sell their house.  You don't have to convince them to list with a Realtor.  They are already sold on that idea.  They are probably more motivated than they were six moths ago when they listed with ABC Realty.  All you have to do is call them.  Go see them.  List their house.  Do not overdo it.  Call one every day.  If you start calling several every day, you will probably start to make too much money.  Pick the best one and call.

     The eighth thing I want you to do is to call one foreclosure victim every day.  The Clerk of the Circuit Court publishes a list every day of the people that had a deputy sheriff show up at their door with a Lis Penden informing them that their house is being foreclosed upon.  It is for certain that they will be moving soon.   This is a hot prospect by any definition. Call one of these people.  They need your help like a drowning  man needs a life preserver.

     Sharks and scammers come out of the woodwork to take advantage of and cheat these unfortunate people.   If you want  to feel like a hero, call a foreclosure victim. You will be a hero when you get their house sold for them.  Show them how you can get their house sold,put a few shekels in their pocket at closing.  Show them how deficiency judgements work and why they don't want one.  If you want to do a service for your fellow man and earn commissions while you do it, call a foreclosure victim.  They need your help.  They are easy to find and easy to list.  Watch this video if you don't know how to call foreclosure victims.

     The ninth thing that is on my list of things for a new Realtor to do is floor duty.  Floor duty is where you are assigned to answer the  incoming calls to the office.  If your office has floor duty, there are salespeople assigned to answer the office phone when it rings.  As long as there has been Realtors, there have been Realtors that don't want to do their floor duty.  Put a sign on the office bullitin board that says" I will do your floor duty for you.  Call me".  You will get plenty of calls from your workmates wanting you to take their floor duty on Sunday afternoon.  Say yes.  You will get lots of experience at answering questions on the phone and you will find prospects.

     The tenth suggestion I have for new real estate sales associates is to an "Open House" at least once per month.  Once per week would be even more lucrative.  Find a nice empty house house that the company has listed.  Better yet, list a nice empty house.  Hold an open house on Saturday afternoon from one to five.  Prospects will just walk in the door.  If you need to spend more time with your spouse, take your spouse with you to the open house.  If you don't need more time with your spouse, take your computer and write a blog post.  

     The eleventh thing you need to do is to open a saving account.  When you get that first commission check, you will not believe how quickly it will disappear.  Take, at least, twenty per cent of that commission check and put it in that saving account.  This is a special saving account.  Next April, the IRS is going to be calling your name.  If you don't have the money to pay them, you will have stress.  Avo
id stress.  Open the saving account when you get your first check. Take this money out for only one reason, the IRS.

     The last thing I have to suggest for you to kickstart your new real estate career is to attend Climer School of Real Estate's 45 hour post license class.  This is such a good place to learn how to make money in the real estate business.  We teach you how to prospect for listings.  We teach you how to get deals closed.  We teach you how to make money  in real estate .

Thursday, March 20, 2014

Real Estate Night Class in Central Florida

     Taking a evening real  estate course is necessary  some some people in Orlando, Florida.  When you have a nine to five job, evening classes are the only way to take a live real estate class with a real instructor.

     You can take an online real estate course but most people prefer a classroom with a real instructor.  At Climer School of Real Estate, we teach a real estate class in the evening every four weeks.  The night classes are two nights per week for eight weeks.  We teach one real estate class on Monday and Wednesday night.  We teach one on Tuesday and Thursday evenings. This is the class you need to take if you want to get your Florida real estate license.

     If you want to get your Florida real estate license, apply for a license at . This is the website for Florida 's Department of Business and Professional Regulation.  The fee to get your Florida real estate license is one hundred and five dollars to the state of Florida.  You also have to get your fingerprints taken.  We usually have a fingerprint expert come into class and take your fingerprints.  The fee for that is fifty five dollars.  The tuition for our night real estate class is two hundred and twenty dollars.

     After you pass the exam for our night class, you have to pass the Florida real estate exam.  We teach you what you need to pass this very difficult exam.   Here is an article about the pass rate.  In February 2014, the pass fail ratio was exactly fifty fifty. 

     We also have videos to help anyone pass do the math on the  Florida real estate exam.  Check that out at   We also have a free practice test on our website at

     If you need a evening real estate class in Orlando, Florida, we are located at 5104 N. Orange Blossom Trail in Orlando.  Call us at 407 822 3926 if we can help you get your Florida real estate license. 

Sunday, March 9, 2014

You Can Buy A New Motorcycle. You Only Have One Head

     I was riding my motorcycle on State Road 46 near the Wekiva River this afternoon.  The traffic was stopped just past the bridge.  When I finally got  to the accident scene, there were two bikes turned upside down beside the road and  a man on a stretcher getting into an ambulance.  His head looked like someone had taken a two inch paint brush and painted a red line down the top of his head.  They had too much paint on the brush and the red paint was running down the side of his head.

     Football players wear helmets.  Hockey players wear helmets.  Firemen wear helmets.  Paratroopers wear helmets.  Do they look like sissies?  Riding a motorcycle is dangerous.  Why would anyone get on a motorcycle without wearing a helmet?  It is a mystery to me.