Friday, August 26, 2011

Active Prospecting Will Make You Money

   I can tell you for certain, if you do not actively prospect, you will not make much money in real estate sales. 
   If you have not started a blog. now would be a good time to start. The number one source of prospects for new Realtors is people you already know.  Send your friends and relatives a letter, email, card., phone call,text or something to let them know you are in real estate.  Ask for referrals.
   You get what you give.  Have you sent a referral to your friend lately?   Have you sent a referral to your hairdresser, your doctor, your mechanic, your dentist,  your CPA?  When you meet people that need their services, refer them to your lawn maintenance man,  your plumber your locksmith.  Tell them I sent you.  It makes a difference. 
   Prospect.  Find prospects.  Call prospects.  Forsalebyowners,  expired listings, and  foreclosure victims are obvious prospects. Call them.  Unless you are so busy you don't have time to cash a commission check, you have time to contact these people and ask them to list with you.  They will list with you or they will list with your competitor.  That is for certain.
   Prospecting is an essential skill.  Learn to prospect.
   Ron Climer   Orlando, Florida

Ask Questions For More Rapport

   If you want people to like you, understand this.  The more they are like you, the more they like you.  In sales training at Climer School of Real Estate, we call this common ground.  Discover common ground between you and your prospect.  Discover that you both collect stamps or you both belong to the same group or you both like antiques or whatever.  How do you discover this?  Ask questions. 
   The magic word is discover. To discover things, ask questions.  Form a habit of asking questions.  If you are going out to visit a new listing prospect for the first time, ask questions.  Ask lots of questions.  Ask open ended questions.  That is questions that can not be answered with a yes or no.  Questions like:
Where are you moving?
Why are you moving?
When you visited there, what was it like?
What is your new job?
   Ask people questions about their stuff.  If they have an antique, where did you find that?  If they have a boat, where do you go fishing?  Catch anything?   As long as you are asking questions, you are building rapport.  When you are asking questions, the other guy is talking.  Most people would rather talk than listen. The more they talk, the more you listen, the better they like you.  If your goal is to establish rapport, let them talk.  Listen.  Be interested.  Do not worry about being interesting.  Be interested.  That is enough.
   They do not want to hear your stories.  They want to tell you theirs.  You can tell if they want to hear your stories.  They will ask you.  Until they do, remember why we are here.  This is not play.  This is work.  Work at establishing rapport.  Work at getting people to like you.  If it was easy, they would lower the commission.  Work at it.  It is worth the effort

Wednesday, August 24, 2011

Instant Rapport Is An Essential Skill

   Of all the skills you need to develop, establishing instant rapport is the most important.
   How many times have you been to a sales training seminar and had the trainer tell you, "Don't take rejection personally.  It is a numbers game.  The more you see , the more you sell."  That last sentence is true.  "Don't take it personally."  That is BULL. 
   The number one reason that someone that has heard your presentation does not list with you is because they don't like you personally.  They just don't like you.  If I could find a way to sugarcoat it, I would.  I can't. 
   You need to be more loveable if you want to make more money.  This is simple.  This is true.  Are you working at making yourself more loveable?  Are you? 
   Do you make a conscience effort to smile?  If your answer is no, when would be a good time to start?
   Do you need any scientific evidence that people like people that smile?  Smile.  It is almost magic.  Most sales people do not smile enough.  Stand out. Smile too much.
   You can wait until you are face to face with a prospect to practice.  Or, you can start practicing right now.  You can practice on the clerk at the convenience store.  You can practice on the toll taker.  If you practice enough, you will get good at it.  If you want your prospects to like you, smile at them. 
   It is so simple.  If you are new in real estate sales, let this be your first new habit.  Smile.
   If you want your customers to like you, call them by name.  Everyone loves the sound of their own name.  Get their name right when you first meet them and use it a lot. 
   In my post license class at Climer School of Real Estate, I teach my students how to better remember names.  It still amazes me that people brag about how bad they are at remembering names.  Students declare "I can't remember names." like there is a prize for the person that can forget names the fastest.
   When you meet someone important, do you remember their name?  Yes you do.  If your prospect is important, maybe it is important to remember their name.  It will certainly make them feel important.  They will probably like you.  They will probably list with you. 
   Ron Climer   Orlando, Florida

Tuesday, August 23, 2011

Your Florida Real Estate Class For No Money

   Tuition reimbursement is like a mail in rebate.  If you went to a store and bought a tool for ten dollars and you had a mail in rebate coupon for ten dollars.  When you get your rebate from the manufacturer, that tool cost you nothing.  It was free. 
   That is precisely what happens with Climer School of Real Estate's tuition reimbursement program for our pre license class. 
   A real estate broker would be foolish to pay your real estate school tuition for you in advance.  A lot of things could happen.  You might not finish the course.  You might finish, get your Florida real estate license and go to work for a competitive real estate company.  Paying your real estate school tuition for you in advance is too much of a risk for Mr. Broker. 
   If that same broker offered to you to pay your own tuition  and that broker will reimburse you your $220 tuition when you get your first real estate commission from his company. Your tuition is paid by your new broker.  This is truly a win win. 
   I believe most any good real estate broker will do this if you ask them .  If you don't ask, Mr. Broker probably won't volunteer.  Some will.  Many real estate companies have tuition reimbursement in their office policy manual   Many real estate brokers advertise it on our website at as well as with other real estate schools in the Orlando area. 
   If you can not find a real estate broker in Orlando that will reimburse your real estate school tuition, call Kathy at 407 822 3926.  She will happily give you a list of good brokers that will not only reimburse your school tuition, but will also help you launch your new real estate career.
   Another wonderful thing about tuition reimbursement is you don't have to choose your real estate school based on price.  You can ask around.  Find out who has the best instructor and attend that school. Your tuition is paid by your new employer's tuition reimbursement program.

Monday, August 22, 2011

Tuition Reimbursement For Real Estate School in Orlando, Florida

   Tuition reimbursement is something you need to understand.  After you pass your Florida real estate exam, almost any real estate broker will reimburse you your tuition that you paid to any real estate school for your pre license class IF YOU ASK. If you ask.  If you don't ask they will not volunteer.  Ask. If they say no,call me at 407 822 3926.  I will tell you plenty of real estate brokers that will  not only hire you but will train you and say yes to tuition reimbursement.

Sunday, August 21, 2011

Toastmasters,A Easy Solution To A Big Problem

   Dozens of studies reveal fear of public speaking is a big fear for lots of people. 
   Having been to plenty of conferences and sales meetings, I can attest that a lack of skill in public speaking is a huge problem.  It is amazing how many people are poor public speakers but don't know it.  This can be very detrimental to your career.  The reverse is also true.  An above average skill in public speaking can be a huge boost to your career and your income.  Double that if you are in sales,
   Toastmasters is a club that will teach you to speak or increase your skill in public speaking .  There is probably one near you.  Google Toastmasters.  Many simple rules of speaking are simply unknown to many sales managers and similar speakers.  Simple rules like you look better when you button your coat. 
   Join a Toastmasters club near you.  There is nothing you can do that will dump money into your pocket faster than and more certainly than developing speaking skills.  There is no easier, cheaper way to learn to speaking skills than Toastmasters.
   Ron Climer   Orlando. Florida

Sunday, August 14, 2011

Call 911, Then Ask Questions

   At Climer School of Real Estate, recently, we had an incident that amazed me. 
   My classroom was in a twenty unit office building.  We were the first door inside.  One day during lunch, a woman came  running into the classroom and yelled, "Help, help, call 911, call the police,help,help".  There was four people in that room.  I was not one of them. Not one of those four people dialed 911 even though every one of them had a phone in their hand. 
   Nobody is going to be mad at you for dialing 911.  As this story turned out, her boyfriend was beating her up in the parking lot.  One of the men in my classroom went outside and took care of the situation.  That is very dangerous.  Nobody ever called 911.
   This morning as I was out walking, I ran into  one of my neighbors.  He mentioned that one of my other neighbors' front door was kicked down. He spotted this yesterday.  Had he called 911? NO!  Here is what you need to know.  At the least hint of any thing out of the ordinary, call 911.  Let the police figure out the details.  No one will ever be mad at you for over reacting.  The problem is under reacting.
   In my neighborhood where I live, we had a community meeting where the police came out and talked to us.
   This meeting had a stellar turnout because a family in our neighborhood had a group of thieves back a U Haul truck up and empty their house. Neighbors saw the truck but it did not seem unusual enough to dial 911.  After that meeting if a U Haul drives down the street, we all call 911.  Don't wait for someone to tell you. Don't ask anyone's permission. Just dial 911.  Teach your kids the same thing. 

Saturday, August 6, 2011

Florida Real Estate School Test Policy

   In the real estate school business, I would have to work at NOT researching my competition.  At Climer School of Real Estate, students are always telling me what is going on at other schools.
   I heard one yesterday that I should have discovered years ago.  Someone on the phone told Kathy that their friend went to a competitive school. Their friend  failed the class test and was chagrin to discover that the school charged one hundred dollars to retake the school test.
   Forgive me! That is a ripp off. That is outrageous.  That is a hidden cost that most people would not think to ask about.  I would not. 
   Check the retake policy when selecting a real estate school in Orlando, Florida.
   Ron Climer   Orlando,Florida

Wednesday, August 3, 2011

The Real Estate Post License Course That Will Make You Money

   At Climer School of Real Estate, we have scheduled a night post license sales associate class for August ninth .  This class meets on Tuesday and Thrusday night from six to ten.  This class ends  on September 15th.  Your license expires on September 30th. You need this class to renew your initial license.  If you miss this deadline, your license will be NULL and VOID.  You can take this course several places including on line. 
   If you would like to invest ten nights of your time to learn how to make a career of real estate, join me on August ninth.  You can not get this anywhere else
   I am so certain that this course be the best ten nights you have ever invested in yourself, I am going to make you this offer. 
   Attend the first night for FREE.  If you don't learn something worthwhile that will put money in your pocket, don't come back.  Don't pay us a penny. If you agree with me that this class is worthwhile, pay your tuition and stay for the rest of the class.
   There must be a catch.  The only catch is: we will not give you a seat if the room is already full of students that have paid tuition
   Call Kathy at 407 822 3926 and tell her you will be there on August ninth.  Invest in yourself. Invest in your career. Join me for this exciting class.      www,   Orlando, Florida

Florida Real Estate Exam Math, Another Brain Teaser

   If you read my previous post,  I gave you a math problem from the Florida Real Estate Exam.  I hope you learned how to do that one.  If you did not, check out my videos on You Tube.  This one is not on You Tube because this is an old old problem that the test writers must have brought up from the archives.
   A man bought three houses for a total of $44,000.   The second house cost six thousand dollars more than the first house.  The third house cost four thousand dollars more than the second house.  What is the price of the first house?     A. $9333.33  B.  $20000  C. $10000  D. $28000
   Please post how to do it in comments.   Do not go take the Florida real estate exam without knowing how to do this unless you call Kathy at 407 822 3926, get the answer and memorize it.  Orlando, Florida

Tuesday, August 2, 2011

Florida Real Estate Exam Math Made Simple

   If you are looking forward with trepidation to taking the Florida real estate exam, be aware that ten per cent of the state test is math.  Some of the math questions are what I call "brain teasers".  I call them "brain teasers" because they could be in the back of a comic book instead of on the Florida real estate exam.
   Here we go. Suzie Q bought a house 21 years ago with a $30,000 mortgage at eight per cent. The payments are $222.22 per month. Today that mortgage is half paid off. How much interest has Suzie paid?     A. $41000   B.55000   C. 50400   D. $25000              If you can solve this problem, please show us how in the comments. If you leave an answer, be sure you are willing to bet $31 that your answer is correct.  It cost $31 to fail the Florida real estate exam given by the Florida Real Estate Commission.
   Ron Climer    407 822 3926  Orlando