Monday, November 28, 2011

Foreclosures, Love Em or Hate Em but List Em

    Yesterday, at Climer School of Real Estate, we talked about listing expired listings. The day before that, we talked about calling forsalebyowners.

    Here is another source of listing prospects that we can not ignore. People that cannot make their mortgage payments and are being foreclosed on are certainly prospects.  They are moving.  We don't know exactly when but it is for certain. 

    Short sales are 50% of the market in Orlando.  Half of the possible listings are people that can't make their mortgage payments.  They can't make their mortgage payments.  Their house is worth $150,000 and they owe $225,000 to the mortgage company. 

    Many Realtors tout themselves as being short sale experts.  I am a short sale expert.  How can you be a short sale expert?

    Step one, get a listing on a house where more is owed on it than it is worth and it is being foreclosed. That should not be hard to find. Next teach yourself what to do next.  How do I know this will work?  This is how I learned to do it twenty years ago. 

    You can go to seminars and get designations.  Nothing matters until you get a listing.  You will find it easy to list foreclosures if you call and talk to people that are being foreclosed.  They are looking for a solution. Did I say you would find it easy. Easy.  They don't have to pay you a commission and you can get them several thousand dollars at closing from the bank. How can it get easier than that.

    You can work on ways to get them to call you if you have patience.  If you are impatient, go to the clerk of the circuit court, find out who is being foreclosed and get in touch with them.  Do not over complicate this.

    As I mentioned about forsalebyowners and expired listings, if this sounds like it will work but you don;t quite know how to start, Attend my forty five hour post license class soon.  You have to take this class somewhere before you renew your Florida real estate license for the first time.

    If you want to learn how to start your real estate career, join me at Climer School of Real Estate in Orlando. .  Call Kathy at 407 822 3926

Saturday, November 26, 2011

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 .


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 ( ). 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.


Friday, November 25, 2011

Barter, It Is Older Than Money

    At Climer School of Real Estate, I never know from where my next blog idea is coming.
    I  talked to my son, Greg last night.  Greg is a fashion designer in New York City.
    He told me he was becoming frustrated because his website would not do what he wanted it to do.
    He went to his face book page and announced that if some one would work on his computer, he would make them some clothes.
    It was not long until one of his friends called and a deal was made.
    Computers are new but barter is older than money.

Thursday, November 24, 2011

You Can Expect A Christmas Card From The Climers

    Today is Thankgiving morning.  It is time to start thinking about sending out Christmas cards.
    I just want you to know if we are close enough to exchange cards, I will be sending you a Merry Christmas card .  That is the only holiday that we celebrate in December at the Climer household. If you celebrate any other holiday, feel free to send me a card for your holiday.
   Our address is : 5104 N. Orange Blossom Trail
                            Suite 218
                            Orlando,Florida 32810
    Let me be the first in 2011 to wish you a Merry Christmas and a Happy and Prosperous 2012

Thursday, November 17, 2011

Correction To My Previous Post

    On November 10th, I posted a blog that reported that you could review your Florida real estate exam from home on your own computer.  If it sounds too good to be true, it is.  As my first student tried, we discovered that this does not work. Sorry for the false alarm.
    Much of the information we learn turns out to be myth.  We have also debunked the spanish rumor.

Sunday, November 13, 2011

Short Sale, There Is No Free Lunch

    There is no free lunch but some lunches are more expensive than others.  There are consequences to all bad decisions. 
    If you marry the wrong person, there will be big consequences.  If you choose the wrong vocation, that  will be an expensive mistake.  If you buy a house that you can not afford, that is a big problem.
    Suddenly or slowly you realize you can not afford your monthly mortgage payments.  This can be caused by a myriad of problems, lost jobs, decreased income, death of a spouse.
    It does not matter what caused the problem, it matters what you seek as a solution.
    There is an old cliche, " If you find yourself in a hole, quit digging."  That means when you realize that you have a problem, quit making it worse.  Start looking for a solution.  If you are behind on your mortgage payments, realize you have a problem.  Start looking for a solution.
    Do not expect the problem to go away.  It will not.  It is your problem.  No one else cares.  Accept this responsibility.
    I only see two solutions.  Find a way to make the payments or get with a Realtor and short sale the house.  Maybe in the future, loan modifications will be a reality but right now, banks are not changing the balance.  In some rare instances the bank is changing the interest rate to make the payments more affordable.  Explore this option if you want to stay in your house.  My observation is that it is rare for the bank to modify the loan enough to solve your problem.
    What will work for certain is to sell the house for what it is worth.  Don't try to cheat the bank or manipulate the value of the house.  Just call a Realtor and sell it for what it is worth.  Get on with your life. 
    Don't worry about your credit rating or your reputation or what the neighbors think.  Just sale the house and move into a house that you can afford.
    Get rid of the stress.  Start learning how to make more money.  Start learning how to spend less money.  Be honest with yourself and with your family.  Quit pointing fingers and assigning blame.  Solve this problem.
    Call a Realtor if you can't make your payments or refuse to make your payments.  If you need any help or advice, contact me at .

Saturday, November 12, 2011

What is your plan?

    It is a  simple question.  It is amazing how many people don't have an answer. 
    If you want to be successful at selling, you need a plan.  Your plan should include a way for you to get some prospects to talk to.  This seems so obvious.
    Many new sales agents don't seem to get this basic tenant.
    In our post license sales training at Climer School of Real Estate, this is the first thing we talk about.  I have talked to sales agent that have not been face to face with a prospect lately.  You have to talk to prospects to succeed in sales.
    If your plan is to create a website that attracts prospects, how is that working for you?  If your plan is to blog to attract prospects, is that working? 
    You need a plan that will work. You need to implement that plan.  Then you need to evaluate that plan.If it is working, improve it.  If it is not working, either improve it or abandon it.  Get a new better plan. 
    Test your plan.  Ask your mentor what he thinks of your plan.  Get a plan.  Implement it .  Evaluate it.  Take quick corrective action if your plan is not working.
    If you are new to real estate sales and you don't have a plan, join Climer School of Real Estate for post license sales training.  We will help you to plan a career.

Thursday, November 10, 2011

The Florida Real Estate Exam, You Can Review It At Home

    At Climer School of Real Estate, we listen to what our students tell us.  Today, I almost fell out over. 
    I was teaching a Florida real estate exam review class.  This is what many people call a cram course.  It is a two day class that students take just before their state exam.  It is just me going over what is on the Florida state exam. 
    One of my students, Felicia, told me that she took the state exam last week.  The clerk at the Pearson-Vue test center gave her the bad news.  She failed. 
    The good news is they told her that, when she got home, she could go to Pearson-Vue's website and review her exam online FOR FREE from home.
    Are you kidding me?  I almost fell over.  Felicia told me that she went home, brought up Pearson-Vue's website and looked at the questions she missed on the Florida real estate exam just a few hours ago.
    This is Fabulous!  If you fail your Florida real estate exam ( 50% do ), review your exam from the comfort of your own home.  Take notes.  This is worth it's weight in gold and it is free.  If you fail the state exam, do not miss this golden opportunity.  Thank you Pearson-Vue.
    If  you need help passing the Florida real estate exam, we can help you pass.  Check out our free real estate math videos on You Tube.  Our user name is climerschool.  Also we have a 100 question free practice test on our website at

Sunday, November 6, 2011

What Is A Deed? What Is A Mortgage?

     If you are being foreclosed on, you have a big problem.  When you have big problems, you need all the help you can get. You need legal advice.  You need to be reading and studying how foreclosure works.
     If you sign a deed and give your house to Mr. Scammer " subject to the mortgage", you have just made a terrible problem worse.  This problem can't get any worse.  Think again.
     In Florida, a deed is a very simple document.  It can be filled out by hand with a ball point pen.  If you own a house, you can sit in your living room and deed it to Mr. Scammer.  When you do, he owns it.  What if he doesn't pay the mortgage? 
     If someone doesn't pay the mortgage payments, the bank will foreclose.  In Florida in 2011. this takes about four hundred days.  In the meantime, Mr Scammer is living in the house or collecting rent from someone that is.
     Next year when the house is foreclosed, it will be sold by the clerk of the circuit court at a public auction.  If you owe $100,000, it will probably sell for about $40,000.  Then the bank will sue you for the difference.  This is called a deficiency judgment.  Will they?  Why not?  That deficiency judgement is a asset to the bank.  They will probably get some money from you sooner or later. 
     Here is my suggestion.  If you sign a deed to give your house to Mr. Scammer " subject to the mortgage" sign that deed in the presence of YOUR attorney and ask your attorney to witness that deed.
     If you want more information, read my article " How To Get Super Cheated While Your House Is Being Foreclosed" at or call me at 407 822 3926 or contact me at . Think before you sign.

Short Sale Fraud Is Fun

     Short sale fraud is fun unless you are the defraudee.  It is kinda like going snipe hunting in the boy scouts.
     This happens every day.  Many people, many Realtors don't think this is fraud. 
     If you are the person being defrauded, this is not fun. 
     Here is Mr. Beingforeclosedon. He is approached by Mr. Scammer or he approaches Mr. Scammer from his signs around town. Mr. Scammer says " I will buy your house and your troubles are over".  Since Mr. Beingforeclosedon  owes $150,000 on his house and it is only worth $100,000 , Mr. Scammer can't give any money to Mr. Beingforeclosed on.  Mr. Beingforeclosedon gives Mr. Scammer a deed to the property.  Mr. Scammer owns the property.  Mr. Beingforeclosedon owes the $150,000 mortgage.  Most laymen do not understand the difference between a deed, which transfers ownership, and a mortgage and note, which creates debt and a lien.  That is another blog.  I think I will write that blog and get it posted soon.
     Then Mr. Scammer lists the house with a Realtor ( that may or may not be in on the scam) for $100,000.  Then Mr. Innocentbuyer buys the house from Mr. Realtor for $100,000, a good buy.
   Now the Realtor contacts the bank and convinces the bank that the house is only worth $85,000.  The bank accepts the $85000 because they believe that Mr. Beingforeclosedon stills owns the house.  Mr. Scammer has never recorded the deed.
     The bank agrees to accept the $85000.  Mr. Beingforeclosed on deeds the house a second time to Mr. Innocentbuyer.  The bank gets $85,000.  Mr. Innocentbuyer gets the house for $ 100,000.  Mr Scammer gets  $15000 which may show on the closing statement as a "assignment fee" or "consultation fee" or "scam fee" (just kidding).  Mr. Realtor gets a commission.
     Who got cheated in this story?  Mr. Innocentbuyer  paid too much.  Mr. Beingforeclosedon got cheated out of $15,000. Is this fraud?  I think it is.  If you disagree with me, call a prosecutor at the Division of Real Estate in Orlando and read this article to them.  See what they say.
     If you have to keep secrets from anyone,( yes,including the bank ) , that is fraud.  Do you think Mr. Appraiser knew about the sale from Mr. Beingforeclosedon to Mr. Scammer?  Do you think the bank knew about the sale from Mr. Scammer to Mr. Innocentbuyer?
     If you are a Realtor, do not participate in fraud.  If you do, don't be mad when you get caught and the Florida Real Estate Commission suspends your real estate license.  If you are Mr. Innocentbuyer  in this story, seek legal advice  from an attorney before you spend your money.   If I can help in any way, call me at 407 822 3926 or .