Prospecting & Salesmanship at the Climer School of Real Estate’s 45 Hour Post Licensing Class

How the Consumer Rated 'Number 1' - Best Real Estate License School in Central Florida does the 45 Hour Post License Class

Yesterday, The Climer School of Real Estate finished another, standing room only, 45 hour Florida Sales Associate Post License class. One thing is for sure, the future of the Orlando, Florida real estate market is in good hands. 

Time Is Money at The Climer Real Estate School

The state of Florida and the Department of Business and Professional Regulation say that after you successfully receive your Florida Real Estate Sales Associate License, you must successfully complete a Florida 45 Hour ‘Post’ Sales Associate License class. You must complete this course before your first renewal period or your license is gone! Ka-put! Null and Void! Never existed! 

Since you have to take this class, The Climer School of Real Estate, otherwise known as The Best Central Florida Real Estate School, makes this class relevant and useful for you. We certainly go over the necessary information in the manual for you to pass your mandatory end of class exam. However we go over much, much more. 

The Climer School of Real Estate goes over the skills and disciplines you need to be a success as a Real Estate Agent! 

What skills and disciplines do you need to be successful in real estate? You need prospecting, communication, and salesmanship skills and disciplines. You must learn how to find prospects and you need to know what a good prospect is. 

What is a good prospect? A good, qualified motivated prospect is someone who has a need for what you are selling, is looking for what you are selling, who has the wherewithal (financial and otherwise) to purchase what you are selling, and who is ready buy what you are selling in the next week to 90 days. Good, qualified prospects are also the most fun, easiest, and lucrative to work with, and they will give you multiple good referrals. 

You also must develop and implement a plan to find these prospects. They don’t just jump into the boat. You must have a plan to find someone to talk to, every single day. Mike Ferry has been reinforcing this fact for years, decades. Call on For Sale By Owners, Expired Listings, and Withdrawn Listings, in the morning, every single day. 

It was eye opening experience for our students this past week. We had over 60 in our Post 45 class and every night they were given an assignment to pull the Expired Listings from that day, and to call an a FSBO. 

Most agents have call reluctance because they believe that every single other agent in town is calling on them. Nothing is further from the truth, and we proved it. For the first two nights, not a single student, all licensed real estate agents wanting to make money, pulled the Expired Listings list. On the second night, a student called a For Sale By Owner. He was told that no one had ever called him. Our Climer School student got the listing. He was thrilled. It was so easy for him. From then on, more and more students made calls, and we shared more and more success stories in the morning. And all of these were done in the evening of a day that they were in a 9 hour class. Folks, it can not get any easier than that. 

I assume we all know that listing is more lucrative than buyers. Listings are also less aggravation. It is my observation that most of my student's aggravation comes from the other Real Estate Agent. Check that out. 

Find a way to get yourself talking to a seller that needs to sell his house. You must. You just must do this. If you don't want to call for sale by owners, or expired listings or foreclosure victims, find a way to get them to call you. One or the other has to happen if you want to make money. Andy Brown said that he has been listening to Mike Ferry for years teach licensed Real Estate Agents to call FSBO's, Expireds, and Withdrawns. And Mike Ferry has helped to develop hundreds of millionaire Real Estate Agents, and he is not the only one. 

You must develop Communication and Salesmanship skills as well. First, If you don't say hello to a prospect, you will never say," Thanks for listing with me." Second, learn to answer a question with a question. Third, stay tuned to our Climer School of Real Estate Blog for more on successful Real Estate Selling. 

I meet new Real Estate Agents all the time that want to list houses and make money without hunting for prospects. This is a dream. Come to my 45 hour post license class. I will teach you a few ways to make them call you. I will teach you how to call them. Finding prospects is an essential skill.

Visit us at http://www.climerrealestateschool.com/ and tell your friends who want to get into Real Estate about the Consumer Rated Number 1 - Best Central Florida Real Estate License School!

Tell your friends about The Climer School of Real Estate, call us at 407-822-3926, and visit our website at www.ClimerRealEstateSchool.com .

In Real Estate, What To Do First

     What is the first thing you need to do to make money in real estate? 
     
     The two hundred list. It is day one.  You have had your Florida real estate license for twenty four hours.  You may have been fortunate enough to go to work for a company with a fabulous training program.  I hope.  You may have gone to work for a company whose training program is a limerick. " Here's a desk.  Here's a phone.  Get some listings.  You are on your own."  Intial training varies greatly from one company to another.

     No matter what training you have, here is the first thing you need to do.

     Get a list of your two hundred closest friends.  Send them a Ijustgotintorealestate letter.  You know at least two hundred people that would recognize your name if you mailed them a card or letter.  Who is on that list?  Your parents, your kids, your uncles, your aunts, your ex's, your neighbors, your old co workers, your architect, your barber, your chiropractor, your dentist, your equestrian trainer, your farrier, your grocer, your haberdasher, your instructor, your jeweler, your knife sharpener, your landscaper, you masseuse, your nurse, your optician, your plumber, your quilter, your roofer, your stockbroker, your teacher, your undertaker, your valentine, your weatherman, your xylophone player, your zookeeper. 

     Every person you can think of should be on that list.  If you are in a service club, send them a letter.  If you go to church, send the membership a card.  If you are a member of a country club, send the other members a card.  Anyone you know should be on that list and get a letter.

     What does this card or letter say?  It simply says " I have just started in real estate and if you know someone that wants to buy or sell, please call me". 

     I am a sales trainer. I love to teach.  A long time ago when I was much younger, I was a sales trainer for ERA real estate.  I taught a five day sales training class for real estate rookies.  Since I was a employee of ERA, I was required to teach what they told me to teach.  One segment of that class was cold calling.  I never cold called  when I was a real estate agent.  I didn't like cold calling.  It was in the curriculum so I was bound to teach it. 

     One day I was visiting in the office of one of our ERA brokers and he told me this story.

     He told me one day he was walking through the office and there was one of his new agents that had just finished my class.  She was about fifty years old and she was talking on the phone with tears running down her face. The broker asked her what she was doing and she said she was cold calling people from the cross reference book like Ron had taught her in sales training school.  It was pretty obvious that she was not having fun.. The broker took the cross reference book off the desk and threw it in the trash can.  He asked her if she had a appointment address book in her purse.  She did.  He told her to start calling all her friends in her address book and tell them she just got into real estate. 

     He told me every time he walked by her desk, she was laughing and talking on the phone.  She was catching up with old friends.  Next month she was the number one listing agent  in the office.  That was probably beginner's luck. 

     Send out those two hundred cards.  This is solid gold.  There are other ways to prospect and maybe there are better ways to prospect.  This is what you need to do first.  Did I say first?

     Save that list.  You will need it again in six months.

     http://www.climerrealestateschool.com/

What You Need To Do To Earn Money As A Florida Real Estate Agent

     You need to talk to prospects.  Everything else is a detail.

     The definition of a prospect is someone that needs or wants your product, can afford it, and will probably buy it soon from you or your competitor.

     My previous posts were about contacting forsalebyowners, expired listings and foreclosure victims.  If you did not like that field of prospects, I suppose you could send post cards to obits and search divorce records. 

     Death, divorce and duress are what keep us in business.
     Let's be practical. If you are going to get some listings and make some money, you need to talk to a prospect. 

     If you don't want to pick up the phone and call a forsalebyowner of expired listing or foreclosure victim, just admit it.  You don't want to call them.  That is OK. Send them some mail or find another way to make them call you.  Make them call you. That is the ticket.  Get them to call you.  How can we do that?

     You could start a blog.  This is a blog. How did you get here?  Did you google a word or a question?  Did I meet you somewhere and asked you to read this article?  How did you get here? 

     If you started a blog about :
     Getting Your House Sold
     Great Neighborhoods in Orlando
     Why Be Foreclosed On?
     America's Best Real Estate Agent

     If you started such a blog, would anyone read it?  Would that person need a Realtor?  If they needed a Realtor, would they call you?  If they did call you, would you list their house and get it sold?  Can you think of a reason why this would not work?  If you can, leave me a comment.

     You could start your blog at eblogger.  How much does it cost?  It is free. 

     You could start your blog at Active Rain.  That is also free.

     Or, you could not start.  Everything has to start.  Your real estate career has to start.  It does not have to start slow.  You can make it start fast.  You are probably going to have to dial the phone to do that.
    
     You could start by calling one forsalebyowner or one expired listing or one foreclosure victim.

     If the only thing stopping you is you don't know what to say, send me an email at ronclimer@yahoo.com . I am working on a short ebook  that I intend to sell for $5 and  that will be released soon.  If you would like to be notified when it is ready.

     Selling real estate is such a wonderful way to earn a living.  Do not let unrecognized fear or lack of skill slow down your start.

     http://www.climerrealestateschool.com/

Expired Listings, Cash Flow Generator

    Yesterday, we talked about forsalebyowners.  They are not the best prospects.  They are just the easiest to find.  They advertise for you.

    Expired listings are super hot prospects.  They expired in the MLS today.  They will probably list with with you or your competitor today.  That is a hot prospect by any definition.

    There is one little piece of bad news. Your competitor is calling them also.  That is no problem.  Call them first.  Get them listed before your competitor gets out of bed.  Expired listings are easy.

    If you are new, leave me a comment and tell me one reason why you would not want to call today's expireds.

    Is it a waste of time?
    Is it unprofessional?
    Is it not lucrative?
    Is it scary?
    Do you not need the money?
    Do  you doubt that they will list today?
    This is for people that need money.  Here is what I will suggest for new people.

    Run today's expired off the computer.  Do this every morning for ten days.  Don't call them.  Just see if you can find a phone number for them.  There is nothing scary about that.

    New people, if you need money, here is your instructions. Run the expireds
.  Find the empty houses.  Find the owners and list them.  You will have no competition.

   What if you are only successful with one per week?  Are you taking one listing per week now?  What are you doing with your time?  What time do you start to work?  How many prospects have you talked to today?

    Call some expireds.  Go see them.  Find the ones that have moved.  Expired listings will either list with you or your competitor.

    If you think this will work but you are not sure how to start and what to say, come to my 45 hour post license class that is required by the Florida Department of Business and Professional Regulation before you renew your Florida real estate license for the first time.  You have to take this class somewhere.

    We have a class starting soon.  Call Kathy at 407 822 3926 or www.climerrealestateschool.com .






  

Who Are For Sale By Owners?

    Now that you have your Florida real estate license, you need to start making money.
    In order to make money, you need prospects to talk to.  If you have done any research at all into the subject of making money in real estate sales, you have figured out  that listing is the most lucrative side of the transaction.  How can you meet some people to list? 
   
    This is a simple question.  Right now in your real estate career, life is simple.  You have few or no buying prospects.  You have few or no listing prospects. 

    What you need is prospects.  For Sale By Owners, are perfect prospects for you.  They advertise that they want to sale their house.  They put a sign in their yards.  They are easy to talk to. 

    For some reason, you are afraid to call them.  I believe if you understood them, your reluctance to dial the phone would go away.

    The first thing you need to know about Mr. Forsalebyowner is that he is just a "do it yourselfer".  Selling a house and laying tile looks so easy. Why would anyone pay a Realtor seven percent for something that looks so easy.  Why wouldn't someone at least "give it a shot". You can't be mad at someone for trying something that looks so easy.

    Mr. Forsalebyowner thinks he can handle this alone.

    Another thing you need to know about Mr. Forsalebyowner, he doesn't know nearly as much as you think he does.  Almost always Mr. Forsalebyowner's level of knowledge is dangerously low. 

    They usually don't know how to fill out a contract. They rarely know about legal matters that can get them sued like fair housing laws and lead base paint disclosures.  Don't take my word for this, go visit with a forsalebyowner with a house built before 1978 and ask them if they have a lead base paint brochure for their buyer.  Ninety nine out of a hundred will not.  They need you but they don't know it.

    Another misconception that you have about Mr. Forsalebyowner is that he does not like Realtors. This is not true. Most have no feeling one way or the other about Realtors.

    Another thing you need to know.  If they have been at it very long, they are frustrated.  As I mentioned, it looks easy.  After a few weeks, where is that buyer and who are these people with no money that keep walking through my house?

    Another thing you need to know is they are looking for a solution.  This is not a game. Mr. Forsalebyowner is not having fun.  This is important.  They need to get their house sold and they are looking for a solution to a big problem.  If you look like you have a solution, they are happy to talk with you.

    Be sure you understand this.  Ninety percent of forsalebyowners will list with a real estate agent.  They will list with you or they will list with your competitor.  When you finally come to understand this, how can you not believe these are wonderful prospects?  They need your product. They are easy to contact and they will buy your product from you or your competitor in the near future.  That is the definition of a HOT prospect.  If older agents tell you Mr. Forsalebyowner is not a good prospect, I think what he really means is he never learned how to work with these wonderful prospects.

    It is a learnable skill.  It is worth learning.
 
    Many forsalebyowners don't see the value of a 7% commission. You can't be mad at them for that.  You have never explained it to them. Many forsalebyowners have never thought about it.

    I have been to visit with thousands of forsalebyowners.  I am certain this is true.  You need to know this.  They are friendly and courteous.  After twenty four years, I can count on my fingers the number of forsalebyowners that have been rude or diccourteous to me.  Most of them treat me like a guest in their home.  That is what I am. That is how I act. That is how I have been treated by 99% of the forsalebyowners I have been to visit.  Where does this universal trepedation come from?  It is nonsense. Get rid of it.

    Because this is true, forsalebyowners are perfect practice for developing the skills to be a super lister.  You can't get good at answering objections and presenting your program without practice.  If you don't get face to face with some prospects, you will take a long time to learn vital skills.

    If you have plenty of other prospects, practice on them. If you have more time than you have prospects, then waste some time calling a few forsalebyowners. 

    If this seems like a good idea but you really don't know what to say or how to start, join me for my forty five hour post license class at Climer School of Real Estate ( http://www.climerrealestateschool.com/ ). I will teach you lots of essential skills and prospecting techniques. You have to take this class somewhere before you renew your intial Florida real estate license.

    Also, subscribe to this blog. My intent is to write for new Realtors that want to excell. If that is you, subscribe.