Friday, December 28, 2012

The First Visit With A For Sale By Owner

     If you watched my video on You Tube about calling For Sale By Owners,   you may think,"OK I can do that but what do I say after I get out to Mr. FSBO's house". 

     This video  will answer that question.  This is Ron showing you what to say.  If you will use this information, your real estate career will move to the next plateau.  You will amaze yourself.  It won't happen overnight. You will find yourself  being more confident. and less afraid.

     You will learn things from forsalebyowners that no one else can teach you.  You will learn things from forsalebyowners that no sales trainer can teach you. 

     Don't take my word for this.  Watch these videos.  They are free.  Try it. After you have been to visit ten forsalebyowners, you will probably have a listing or two.  You will start to understand about stuff you learn from forsalebyowners. 

     Watch the videos.  Dial the phone.  Magic will happen.

Thursday, December 27, 2012

The Florida Real Estate Exam, The Secret to Passing

     Today, I received three phone calls from students that failed the Florida real estate exam with a grade of 73% or 74%.  It takes 75% to pass.  Is that heartbreaking?  All three of these failing students got six out of ten or worse on the math portion of the Florida real estate exam.

     I asked each one of these students," Did you watch all nine of my real estate math videos on You Tube?".   No they did not.  There is no math on the Florida real estate exam that is not on my You Tube videos.  I can not watch them for you.  You have to watch them.  It is free but you have to put in the effort.  You have to push the buttons on the calculator.  You have to memorize the rates for deed stamps and note stamps.  You have to memorize how many square feet in an acre.  I can't do it for you. 

    Do yourself a favor.  If you want to pass the Florida real estate exam the first time, watch all nine of my real estate math videos.  It costs $31.50 to take the Florida real estate exam every time you take it.  Watching my videos is free.  If there is a secret to passing the Florida real estate exam, it is get ten out of ten on the real estate math portion of the test. 

     Many people fail the Florida real estate exam several times with a grade that would be a passing grade if they got ten out of ten on the math portion.

     There are nine videos.  They are about ten minutes apiece.  Take the time to watch them. Our user name is Climer School.  Don't take my word for it.  Ask your classmates that failed the Florida real estate exam.  The people that pass the Florida real estate exam don't get a grade.  They don't know how they did on the math portion. 

     Pass the Florida real estate exam the first time.  Watch all nine of my math videos.

If You Need More Listings, Call Expired Listings

  If your Florida real estate license is new and you need to make more money, start calling expired listings.  Are you familiar with the word HOT PROSPECT?  There are no prospects hotter than yesterday's expired listing.  Do they need a Realtor?  They need a Realtor like a drowning man needs a life preserver.  Are they going to list soon?  Yes, they will probably list with some Realtor that calls them today.  Expired listings are hot prospects by any definition.

     Why don't more Realtors call them and solicit their listing?  This is a mystery to me.  Learn how to run yesterday's expired listing off the M.L.S.  Call them.  Go see them.  Tell them how you and your company can get their house sold. 

     If you don't know what to say to Mr. Expired,  watch this video.


Wednesday, December 26, 2012

New Realtors, Are You Calling For Sale By Owners?

     Have you had your Florida real estate license long enough to realize that you have to talk to prospects to make money?  Let's define a prospect.  A prospect is: "Someone that needs or wants your product, can afford your product, and will likely buy it from you or your competitor in the near future."  Does that sound like a accurate definition of a prospect?

     A forsalebyowner needs the services of a Realtor. They can afford the services of a Realtor.  Almost all of them list with a Realtor within a short period of time.  By any definition, this is a hot prospect.  Why would a new Realtor NOT call these people?  Why would a new Realtor NOT go look at their house and say hello to these wonderful prospects and ask them a few questions about their house and their plans for the future? I believe the reason most new Realtors don't call for sale by owners is because they don't know what to say.  Here is the answer to that problem.  Check out this video at .  This is RonClimer telling you exactly what to say to Mr. For saleby owner.

Tuesday, December 25, 2012

All Florida Real Estate Schools Are Not The Same

     If you are interested in getting your Florida real estate license, you have to take a real estate course from a Florida real estate school. Before you pick one, check around. Any real estate school that has been around a few years has a reputation. You can check that reputation easily.  You should. 

     Call some real estate offices and ask to speak to their new agent.  Ask how their real estate instructor was.  Was he fun and interesting or did he read the book to the class?

     Check out the real estate school's hidden fees.  Some schools charge a low tuition but they charge an outrageous price for the book.  Some charge an extra fee to take the class test.  Some charge an extra fee if you fail the class test.  Find out exactly what it will cost to get your real estate license.  Here is a short video to explain that , 

     All real estate schools are NOT  the same .  You can read their Google reviews. At Climer School of Real Estate, we filmed Ron teaching chapter fourteen right in a live class.  You can watch this.  If you are already attending another school, watch this video if you need any help with the math.  We have this video and eight others to help you with the math.  Check out "Climerschool" on You Tube. .  There are four of these videos where I am wearing the red shirt.  This is chapter fourteen right out of the book. There are three videos where I am wearing a green and white Hawaiian shirt.  This is the homework for chapter fourteen.  If you need any help with the homework, watch all three of these.

     No matter where you go to real estate school, watching these real estate math videos will help you pass the very difficult Florida real estate exam. Many instructors do not tell their students how tough the Florida real estate exam is. It has a fifty per cent pass fail ratio for first time takers.  The pass fail ratio for retakers is thirty three per cent. Read this: I just teach my students to pass the Florida real estate exam.  Many of my students leave my basic class and go pass the Florida real estate exam the next day.  Many of my students need the two day state exam review that we teach.  This class is not required.  It is a review of what we have already taught in the basic class. It is a big help to many students.  Some schools force you to pay for a class like this whether you need it or not.  Only about half of our students need this class.  I know what is on the Florida real estate exam. I have been studying it for thirty years.  All real estate schools are NOT the same.  Choose carefully. 

     Double this advice if you are taking your Florida real estate course online.   There are a lot of Florida real estate schools that are not Florida real estate schools.  If you are taking an online class to get your Florida real estate license, be sure the school you choose has a brick and mortar location in Florida.   Be sure the school you choose has a FLORIDA permit.  Florida real estate school permits always begin with the letter Z. Most Florida schools put their ZH number on their website.  You can check ours out at

Thursday, December 20, 2012

Your Real Estate Career Goals For Next Year

 If you don't know how to set money goals, here you are.  What is the average commission in your neighborhood?  Let try $130,000 average house.  Let's use a 6% average commission.  $130,000 x .06=  $7800.  Usually commissions are split fifty fifty between the listing office and selling office. That would be $3900 coming into your office.   What is your commission split with your office?  If you get 70%, that would be $2730. 

     One transaction would be worth $2730 .  An average commission in your neighbor hood is worth $2730.  If this is not your math, do this with your numbers. 

     How much money do you intend  to earn during the next twelve months?  If you don't know the answer to this question, take this year's earnings and multiply by 150%.  If you made $72000 this year, a good goal for next year would be $72000 x 150% =  $108,000.  To earn $108,000, you will need  $108,000 divided by $2730 ( your average commission ) or 40 average transactions.  Forty divided by twelve months is 3.3 transactions per month. 

     What do you have to do to have 3.3 transaction per month?
  It would help if you already have an inventory of listings.  That is a great start.  If you don't already have an inventory of good listings, you need to start learning how to get some.  You need to learn where prospects are and how to get in touch with them and make them your customers.

     You have to be 150% better than you were this year.  You will need prospecting skills.  You need a website.  You need a blog.  You need a A+ listing presentation.  You need sales skills.  You need to concentrate on earning $108,000 during the next twelve months.  Your lifestyle depends on your success. 

     If you don't know how to do any of these things, when would be a good time to start learning?  Now is the answer to that question.  Start reading about salesmanship.  Attend my forty five hour post license course.  If you have never renewed your Florida real estate license, you have to take this class somewhere.  We will teach you to accomplish your next year's goals.  Contact us at 407 822 3926 or   

Tuesday, December 18, 2012

Two ways to Increase Income Next Year

   It is December.  Unless this is your first year in real estate, you can predict next year's income.  Just look at this year's income.  Unless you see more prospects or behave more skillfully with the same number of prospects, your income will be the same next year that it was this year.  Is that true? 

     See more prospects.  Develop more sales skills.  I can not think of any other way to increase income but these two.  To see more prospects would require more time.  You are probably working as many hours as you want to.  If you saw more prospects and develop sales skills, your income would probably soar.

     How would that affect your life?  If your income went up by thirty per cent, would that affect your life?  If you are now earning fifty thousand dollars per year, that would be sixty five thousand per year.  If you are now earning one hundred thousand per year, that would be a hundred thirty per year. 

     I see a nicer car, a nicer neighborhood, a nicer vacation in those numbers.  Why do sales people tell me it doesn't matter?  It does matter.  You can increase your skill.  You will increase your income.  You have to work at it. Increase your sales skill.

     This will not happen by accident.  This will not happen by osmosis.  You have to expose yourself to sales training.  You can do this a number of ways.  You can read some books.  You can attend some live seminars.  You can attend webinars online.  It is not luck that some people sell twice as much as some other people.  It is a skill.  It is a skill that you can learn.  To learn, you have to study.  Your income depends on it. 

     If you are new in real estate and can not figure out where to start.  Start with my forty five post license class.  You have to take it somewhere before you renew your Florida real estate license for the first time.  Take it from Climer School of Real Estate and we will teach you some sales skills that will affect your income.  You can contact us at or 407 822 3926 .

     I have sold real estate.  The best year I ever had, I listed 144 house right here in Orlando. I not only know how to sell real estate, I know how to teach others how.  I can teach you to prospect.  I can teach you to make an excellent presentation.  I can teach you to answer objections.  I can teach you how not to get objections .  I can teach you to close.  I can teach you to make more money.

Thursday, December 6, 2012

Five Things Your New Broker Will Not Tell You About Lead Generation

      Now that the Department of Business and Professional Regulation has issued your Florida real estate license, is your phone ringing?  Is there a hot prospect on the other end of the phone?  If not, you need more leads.  The way to make money in real estate is to find leads and convert them to buyers and sellers.

     Sellers are much more lucrative than buyers.  There are a dozen reasons why this is true.  Just know it is true.  Start spending your time looking for seller leads. Look for people that want to sell their property.

     If your phone is not ringing, make it ring or start dialing.  You can not sit around and wait for the sellers to call you.  This will certainly not work if you are not doing anything to make people call you.  Do you have a website?  Are you doing something to drive traffic to your website?  If people can't find you on the web, they can't find you.  You are invisible.  Get a website.  Do you have a blog?  Do you write articles and post them on the web to increase your credibility and visibility?   Will this help you find leads?  I think so.

    Has your new broker told you to call forsalebyowners?  Are forsalebyowners good prospects?  Should you be calling them?  Well let's see.  They want to sell their house. They will probably not sell it doing what they are doing. Eighty per cent of them will pay a Realtor a commission to get their house sold.  That sounds like a hot prospect to me.  If you called them, they might list with you.  If you started calling them just for practice, you could probably develop some skill at it before long.  That skill could turn into money pretty quickly.

     Has your new broker showed you how to run yesterday's expired listings off the MLS yet?  Has he told you that half of these people will list with a Realtor before the end of the week? Don't take my word for this.  Run last week's expired listing.  Run those addresses and see how many are currently listed with another Realtor today.  These are hot prospects. Why don't you call a few of them and ask them to list with you?

     Has your new broker urged you to call foreclosure victims?  Do you know they will be moving soon?  Do you know they are easy to find?  Their name and address is right there at the clerk of the court's office.  They need your help.  They need some good advice.  Lots of people are trying to scam them.  They need to be rescued from a bad situation.  If you don't know enough to help them, start learning how to help them.  In Florida, they are half the market. Call them or get them to call you.  They certainly need the services of a Realtor.  List some of them. 

     If you do want to find buyer prospects, an open house is a good place to find buyer prospects.  You don't have anything better to do on a Saturday afternoon than sit in a empty house and wait for buyers to show up.  You can call prospects and other valuable activities while you wait. Can you think of a reason not to hold an open house and find some good prospects? 

     The best way to find good buyer prospects is to have listings.  Did your new broker tell you that?  As you market your listings, people will call you about them.  Those are prospects.  Meet them.  Sell them something.  That is why getting listings is the best way to find good, ready to buy, prospects.  Start looking for listings.  It is the key to success. 

     If you are not learning to list and make money fast enough to suit you, attend Climer School of Real Estate's forty five hour required  post license class.  We will teach you what you need to be doing to earn an extraordinary income in real estate.  Call Kathy at 407 822 3926 or contact us at  

Sunday, December 2, 2012

Top Ten Free Videos To Help You Pass The Florida Real Estate Exam

     The Florida real estate exam is easier to pass if you get the ten math questions right.  If you get one hundred percent of the math correct, your odds of passing go up considerably. 

     Here is some free help.  Climer School of Real Estate has posted all the real estate math that you need on You Tube.  We have nine math videos to help you.  On three of them, I am wearing a blue shirt.  These are questions right off of the test.  On three of the videos, I am wearing a red shirt.  This is me teaching chapter fourteen right in class.  The videos where I am wearing a Hawaiian shirt is the homework for chapter fourteen.  If you use the same textbook that we use, this will help a lot.

     If you need help with your homework, check out:

      We have three other videos for real estate sales associates and three more for real estate broker applicants.  Go to You Tube. Our user name is climerschool.  Here are the exact titles:

       "Ron Climer Teaches Florida Real Estate Exam Math"  blue shirt
       "Florida Real Estate Exam Math including Prorating Rent by Ron Climer" red shirt
       "Homework For Florida Real Estate Math Chapter at Climer School of Real Estate" Hawaiian
       "Homework For Florida Math Chapter at Climer School of Real Estate Part Two" Hawaiian
       "Homework Questions at the End Of Chapter from Climer School of Real Estate Part 3"
       "Ron Climer Teaches Florida Real Estate Exam Math" blue shirt
       "Real Estate Math and Closing and Prorations by Ron Climer" red shirt
       "Ron Climer Teaches Real Estate Math For The Florida Real Estate Exam"  blue shirt
       "Ron Climer Teaches Math for The Florida Real Estate Exam Deed Stamps, and Interest.
       "Climer School of Real Estate Broker Math Pro Forma Statement Cap Rate"
       "Ron Climer at Broker School FREC II Pro Forma Statement Basic Math"
        If we can do anything to help you pass this very difficult Florida real estate exam, please call us at 407 822 3926 or contact us at .

Tuesday, November 27, 2012

Where Can I Find Some New Real Estate Agents To Recruit?

     If you are a real estate sales manager looking for some rookie real estate agents to recruit, the easisest way to find them is to go to Climer School of Real Estate's facebook page and look at all of those graduates.  At least half of the graduates are looking for a place to start their real estate career. 

     Why don't real estate brokers call these new real estate school graduates and offer them a job?  Climer School of Real Estate may be the largest real estate school in Orlando but it is not the only real estate school in Orlando.  There are an equal number of students that graduated from other real estate schools.  They don't get calls either. 

     Last Month, 1374 people passed the Florida real estate exam.  At least twent per cent of those are from central Florida.  Why doesn't Mr. Sales Manager call these people and offer them a job selling real estate on commission?  If you don't want to call them, you could get a link to our website.  Then, if they are looking for a broker, they could find you.  They would know that you are looking for new recruits.  They would call you. 

     I know why they don't call you.  They are afraid that you will reject them.  Make it easy for them to find you and find out that you are looking for a new recruits.  Call Kathy at 407 822 3926 and set up a link to our website. Very few Realtors have a link to our website.  Very few Realtors call our students and offer them a place to start their real estate career. I don't understand why.  If you need any help recruiting new real estate agents, call us or check our website at .

Tuesday, November 20, 2012

In Real Estate Sales, Give Before You Expect To Get

     Entitled.  Many people feel entitled to special treatment.  It seems to me if you ask someone to something special, something extra, it would be good if you had already done something extra for them.  If you ask to get before you give, there is something wrong with that.  Your response could be disappointing.

     Give first.  You can always start every encounter with a pleasant smile.  That costs nothing.  It requires very little effort.  Give first.  If you are constantly looking for ways to help others, you will find ways to help.  Then, when you need something extra or special, it will be easy to ask and hard to get a negative answer. 

     Instinctively, humans have a propensity to balance the scales of giving and taking.  We are all inter-dependent.  Sometimes you get.  Sometimes you give.  When you give more, you have an unconscious desire to get back.  When you take more than you give, you know it.  The other party knows it too.  If you give, people have a natural instinct to give back.  If you take , they feel like you owe them.  Does that sound right? 

     This is why you can't find a better way to start a sales interview than to give your prospect a gift.  If you give a gift as small as a refrigerator magnet or jar opener, it creates a instinctual desire to reciprocate.  That means buy your product or at least, listen to your presentation.  If you are not starting every interview with a gift, start.  It is a perfect way to start a sales interview.  Single guys, it is a perfect way to start a first date.  Find something cheap and easy.  At Climer School of Real Estate, I like to give a refrigerator magnet.  It is a great way to start an interview. 

     Give before you ask to get.  On the internet people (including me) blog, write articles, and give away free information that will help you accomplish your goals.  We do this in hope that maybe you will need our product or service and think of Climer School of Real Estate. 

     If you want to do more business, think of ways you can GIVE to you potential customer.  They will want to buy from you.  If we can help you get a Florida real estate license, call us at 407 822 3926 or .

Monday, November 19, 2012

It Is Called Selling Real Estate Because Salesmanship Is Nessecary

     Selling anything is a learned skill.  Salesmanship is taught.  Salesmanship is learned.  It is a skill like juggling or tight rope walking. 

     It looks easy.  It looks natural when the salesman is good at it.  It is not natural.  It is not easy to learn.  It can be learned with some effort. 

     Almost all real estate is sold on commission, one hundred per cent commission.  Your ability to sell real estate will determine your income.  If you are good, you can make an extraordinary income.  If you are not good, you will not make much money.  Luck is not a constant factor. 

     Now that you have your Florida real estate license,how do you learn salesmanship?

     There are seminars.  Ask your new comrades at the real estate office what seminars you should attend.  Which ones should ask?  Ask the one that won the salesman of the month award last month.  Don't ask the one that sold one house last month.

     If attending a seminar is too expensive, read a book or two or three. There are more books on salesmanship at the library and bookstore than you have time to read. Take time to read a few dozen of them.  You will never learn to be an extraordinary salesman by luck or accident.  You have to work at it.  You have to study salesmanship.  here is an example.

     If you are selling real estate , people will say to you,"I would list with you BUT the Realtor down the street will list it for less commission.".  If you haven't heard this yet, make a few more listing presentations, you will.  This is called an objection.  It is part of the sales process.  Do you think somebody,somewhere knows how to answer this objection?   Of course someone knows how.  The answer is in a book or a seminar or an audio program.  You need to learn this answer.

     Expose yourself to learning situations.  The first time you hear an objection, it is okay that you don't know how to answer it.  By the tenth time you hear it, you better have learned an answer.

     There must be a best way to start an interview.  You need to learn what it is.  There must be a best way to ask people to buy.  You need to learn what it is.  There must be a best way to follow up with people that don't buy.  You need to learn what it is. 

     Salesmanship is your next great learning curve.  Get started learning about salesmanship.  It is essential to your success.   If you can think where to start, consider this.  Before you renew your Florida real estate license for the first time, you have to take a forty five hour post license class.  If you take that class at Climer School of Real Estate, I will teach you a lot of salesmanship.  If we can help you be a  better salesman, call us at 407 822 3926 or .

Sunday, November 18, 2012

The Florida Real Estate Exam, Get The Math Right

      Do you know that the Florida real estate exam is ten per cent math?  All the math that you need to know to pass this test is explained on my videos on You Tube.  My user name is Climer School. There are nine videos that explain the real estate math that is on the Florida real estate exam. As students email new questions that are not already on the videos, I will add the solution to what is already there. 

     Here is what I can not understand.  Why does one of my videos have 12000 views and another one only have 900 views?  Do people watch one real estate math video, get bored and stop watching?  These videos are not posted for entertainment.  It is soooooooo much easier to pass the Florida real estate exam if you get ten out of ten on the math. 

     I have seen hundreds of  Florida real estate exam failure notices where the student made a 72 or 73 or 74 and got 5 or 6 or 7 out of ten on the math.  If you own a failure notice like this, watch my math videos.  If your real estate school uses Linda Crawford's textbook, You can watch me teach the math chapter live in class.  There is four of these videos with me wearing the red shirt.  if you need help with the homework for chapter 14, watch the ones where I am wearing the Hawaiian shirt.  The ones where I am wearing the blue shirt is questions from the exam.

     While you are doing your homework, watch the four homework videos. I teach all the homework math very slowly.  I do all the math with my calculator while I am teaching.  It is slow.  If it is too fast for you, hit pause.  It is correct. It will help you pass the Florida real estate exam.

     In my classroom, about half of my students do not do their homework.  That is probably true in classrooms all over the state of Florida. When I go over the chapter 14 homework in the morning, many of my students are seeing it for the first time.

     I understand that students have different levels of commitment to passing the Florida real estate exam.  I also know it costs $31.50 every time you take the Florida real estate exam.  I assume everyone reading this knows that the pass rate for the Florida real estate exam is about fifty per cent.  Watch all nine of the math videos.  Your chances of passing the Florida real estate exam will be better.  Did I mention that it is free? 

     If we can help you pass the Florida real estate exam contact us at 407 822 3926 or     

Friday, November 16, 2012

How To Get A Florida Real Estate License

     The first thing you have to do to get your Florida real estate license is to apply to the Department of Business and Professional Regulation.  Their website is .  The fee for that is $105 for real estate sales associates. 

     The DBPR will require you to get your fingerprints taken electronically and submitted to the department.  This will cost about $65. 

     To get your Florida real estate sales associate license, you have to complete FREC course 1 at a Florida real estate license school.  This is a sixty three hour course that covers the basics of Florida real estate license law.  There is a test at the end.  You can take this class online for $199  or you can take it in a classroom at Climer School of Real Estate in Orlando for $220.  Here is one very important word of caution regarding this class.  The quality of this course varies from one real estate school to another.  Check out the real estate school you are considering very carefully.  Read their Google reviews.  Ask some real estate rookies about their experience with real estate school.  Also be certain you are attending a Florida real estate school whether it is online or in a classroom. You want a school that knows Florida law. 

     There are nine states that have mutual recognition of education with Florida.  If you have a valid real estate license in one of those states, you do not have to take FREC 1.  These states are listed on our website at .

     The toughest part of getting a Florida real estate license is passing the Florida real estate exam.It costs $31.50 to take it.  The pass rate is about fifty per cent.  If you want more detail, read this; .

     Avail yourself to any study aids you can find.
     * Choose a good real estate school
     *Get Linda Crawford's "Florida Real Estate Manual"
     * Watch all nine of my free real estate math videos on You Tube. User name, Climerschool
     *Make and use flashcards.
     *Listen to CD's in the car.
     *Budget time to study.  Be certain you are studying Florida stuff. 

     If we can help you get your Florida real estate license, call us at 407 822 3926.

Thursday, November 15, 2012

The Florida Real Estate Exam Manual for Sales Associates and Brokers

     If you are soon to take your Florida real estate exam, this book by Linda Crawford is essential to your success.  If you have watched any of my real estate math videos on You Tube, you may have heard me call this the "skinny book".  I call it that because it is an outline of Linda's textbook that we use to teach the Florida Real Estate Commission course 1 at Climer School of Real Estate in Orlando. 

     Almost all of our students invest in this fantastic study aid.  It is not required.  The Florida Real Estate Exam Manual has four hundred practice questions that are very similar to the Florida real estate exam.  This book, when purchased new has, a CD with "flashcards" that you can print out to help you pass this very difficult Florida real estate exam.  The four hundred practice questions have a short explanation as to why the answer is what it is. 

     There is a short glossary at the beginning of each chapter.  I tell my students, "While you are sitting in the parking lot getting that last five minutes of study, read these glossaries.".

     I have been teaching state exam reviews out of this book since the first edition.  Florida laws are constantly changing.  Linda Crawford does an excellent job of researching these law changes.  Do not use an obsolete textbook to study for the Florida real estate exam.  You do not want to learn something that was true last year but no longer is true.  You want to learn what is true today.  That is what is on the Florida real estate exam.  Get Linda Crawford's "Florida Real Estate Exam Manual for Sales Associates and Brokers" if you are taking the Florida real estate exam soon.  If you took your FREC course one from a foreign school ( not a Florida school ), this book will be even more valuable to you. 

     Where can you get this book?  Call Kathy at 407 822 3926 or

     If you do not know how tough the Florida real estate exam is, read this.

The Florida Real Estate Exam, What To Take With You

     When you go take your Florida real estate exam for the first time in Orlando, you have already paid Pearson Vue thirty one precious dollars.  If you show up without your certificate from Climer School of Real Estate, your money is down the drain. Do not show up without your certificate.  They will not let you in. 

     If you are showing up to take the exam for the second or third or fourth time, you have already turned in your certificate to Pearson Vue.  It might be a good idea to bring your failure notice from your previous test.  If the clerk tells you that he has no record of you turning in your certificate, how can you dispute that?  Show him your failure notice.  Take your failure notice with you.  If you wonder why I mention this, there are more retakers than first time takers.

     Take some ID.  A driver's license is good.  A passport will work.  They will not let you in without  ID. 

     Bring your own calculator.  My review students are quick to point out that they will lend you a calculator.  Do not depend on that.  Bring your own calculator. 

     Bring a sweater.  Some people tell me it is cold.  Some people tell me it is hot.  Wear your Climer School of Real Estate Tee Shirt and bring a sweater. 

     Bring your glasses.  Some people need different glasses for the computer.  Bring whatever you need to read. 

     Let's talk about what NOT to bring.  You do not need any books, notepads, scrap paper, pens, pencils, knives, guns, or PHONES.  Do yourself a favor and leave all this paraphernalia in the car.  My students tell me that when you go into the exam room, the clerk asks you to empty your pockets.  They put all your stuff including your purse into a locker.  Take what you need but do not take a bunch of stuff that you do not need. 

     If we can help you pass the Florida real estate exam, contact us at


Sunday, November 11, 2012

The Florida Real Estate Exam Pass, Fail Results For October 2012






Sunday, November 4, 2012

In Real Estate Sales, Promtness Is Prerequisite

     In real estate sales, first impressions are very important.  Non verbal language is louder than the spoken language.  When you are late for a meeting with a client or potential client, you are sending a non verbal message that will start you off on the wrong foot with your new prospect.  Can you recover from that?  Maybe.  Maybe not. 

     How much effort would it have taken to be on time in the first place?   This is something you need to understand thoroughly.  If you have an appointment at an empty house at ten o'clock.  The drive time from your office to this house is thirty minutes in the worst traffic.  If traffic is light, you might make it in twenty minutes.  You need to leave your office at 9:30 at the latest.  If you arrive a few minutes early, you can open up the house, turn on the lights etc.  If you leave the office at 9:40, and arrive at ten on the dot, that is not extraordinary. 

     Old time football fans are familiar with the phrase,"Lombardi time".  If you are not, you need to be. . Google it.  The younger you are in business, the more you  need to understand "Lombardi time". 

     Promptness is a non verbal message.  Your customers will get the message whether you realize it or not.  Promptness is virtue.  Promptness is a habit.  Tardiness is also a habit.  I know you are busy.  Everyone is busy.  Your customer is busy.  He is way too busy to wait for someone that obviously can not keep a simple commitment known as an appointment.

     Once when I was selling houses every day, I received  a phone call from a stranger about 2:15 in the afternoon.  The stranger asked if I was available to show my listing at 123 Residential Street.  Of course I was available.  They told me they were at a restaurant near my listing having lunch.  We made an appointment for three o'clock at the house.  I showed them the house and they bought it.  I later learned that  they had an appointment with another real estate agent at 2:00 at the house at 123 Residential Street.  At ten after two they left and went to the restaurant to get lunch where they called me. They bought the house from me with no waiting.  People do not like to wait.  They will wait for judges and CEOs and other big shots.  They don't like it but they will wait for big shots.  When you are waiting for Mr. Big Shot, what is the non verbal message?  The message is that Mr. Big Shot is more important than you are.  If that is the message you want to convey to your customers, show up  late.  If you want to convey that Mr. Customer is important, show up early or at least on time.  Tardiness is expensive.  The real estate agent in the previous story probably does not know to this day why she did not sell a house to that couple. 

     This is the twenty first century.  There are a lot of people,including me, that won't wait for tardy people.  I will wait for the judge.  I will wait for Mr. Big Shot.  I will wait for my customers.  I will not wait for someone that is selling me something that I can get elsewhere.

     Your customers are the same way.  With less effort than it takes to apologize for being late, you can just be on time.  Be on time.  Make it a habit.  It will put money in your pocket. 

     If we can help you with your real estate career, contact us at .


In Real Estate Sales, There Is No Free Lunch

       If you are working toward being a successful real estate agent, be sure you know this.  There is no free lunch.  If you are looking for a free lunch, don't look in a commission only job like selling real estate. 

      There is a force in natural law that requires us to pay for everything.  Even though this law has been around forever, people want to develop skill without practice.  They want to get pay before they work.  It doesn't work that way.  It would be like standing in front of an empty fireplace and saying," Give me some heat and then I will put in some wood.".  You have to chop the wood.  Bring it in the house.  Light the fire.  Then, you will get some heat. 

     You can complain that the system is unfair.  The system has been around for a million years. The more you understand it, the better your real estate career is. 

     Serve your customers.  Give before you expect to give.  Work on getting some listings.  Work at getting them sold.  Work on finding buyers.  Work at finding them a house.  Put in the work and rewards will come to you.  There is a corollary to "There is no free lunch".  All effort has to be rewarded.  If you work, the laws of the universe state that you  must be rewarded. It doesn't always happen like you think.  It always happens. 

     Do not look for a free lunch. Instead look for ways to serve.  Rewards will have to show up.

In Real Estate Sales, Goals Are A Compass

     You hear stories about people that get lost in the woods and walk in circles.  A compass is a neat device to prevent this .  With a compass, you can know that you are heading in the direction that you want to go. 

     This is what written down goals do.  If you set a goal to take one listing your first month in the real estate business, you can look at your activities and determine if you are headed in the right direction.  If you say you are going to"get your feet wet" your first month in the real estate business, what does that mean? 

     Set some goals.  Write them down on 3x5 cards.  Carry them with you.  Read them several times every day.  You become what you think about.  Think about what you want to do. 

      If you are new in real estate sales, this is a good habit to form when you are new.  Write down goals.  Should you share these goals with others?  This question has been debated for years.  I believe you should share your goals with people that can help you achieve them.  Write down your goals and share them with someone that can help you reach them. 

      If you don't write down your goals, you can end up going in a direction that won't lead you where you want to go.  A compass keeps you going in the direction that you want to go.  Written down goals do the same thing.  Write down some goals and start working in that direction.

     If we can help contact us at

Saturday, November 3, 2012

In Real Estate Sales, Time Is Valuable

     If you are new in real estate, you need to understand that time is a very valuable commodity.  When you are new in real estate, you seem to have a lot of time.  This is an illusion unless you are independently wealthy. 

     If you have bills to pay, you need to learn rapidly  and start money coming in soon.  Remember this.  Any activity that is not leading to income is a waste of your time.  Do not waste your time.  Start quickly to understand that time invested wisely turns into income.  The money is a long way off in the future.  This makes it hard to understand this emotionally.  Understand this intellectually.

     If you are contacting prospects, you are headed in the right direction.  If you are sitting in a "open house", looking for prospects, this is good.  If you are presenting a listing presentation to a homeowner, you are on the right path. If you are sitting at your new desk chatting with Negative Nelly, the office gossip, you are headed in the wrong direction.  Learn early to recognize positive activities.

     Spend your time doing things that will turn into money.  If you are not sure what those things are, keep reading and pay attention. 

     When you are new in real estate, education takes up a lot of time.  Do what is necessary.  Avoid those activities that are not necessary.  Remember this.  Do what will lead to your next listing or your next sale.  This sounds simple.  It is not simple.  I see people all the time doing stuff that will not lead to a sale.  Constantly ask yourself," Is what I am doing now leading me to a sale or listing?".  If the answer is no, quit doing what you are doing and start doing something that will lead to a sale or listing. 

     Time is all you have to invest.  You have the same amount of time as anyone.  Invest every minute of it in your success.

Sunday, October 21, 2012

The Three House Math Question On The Florida Real Estate Exam

     Maybe I should call it the three lot math question because it is on the Florida real estate exam both ways and the answer is different.  I can't believe those scoundrels that write the Florida real estate exam are so tricky. They are tricky.  It is no wonder that the pass rate for the Florida real estate exam is fifty percent. Here is the details on that.

     Here is the question, If a man bought three lots for a total of $44000. the second lot costs $6000 more than the first. The third lot costs $4000 more than the second lot. How much is the first lot?

     Here is how Nancy Pinnell taught me to do it.  If the second lot was $6000 more, then the third lot  was $6000 plus $4000 more than the first.  6000+ 6000+4000 = 16000.  If all three lots cost the same, he would have spent $16000 less.  44000-16000= 28000.  Divide 28000 by 3 = 9333.33.  That is the price of the first lot.

     This question showed back up on the Florida real estate exam about a year ago.  Then my students started showing up at state exam review telling me that I don't have the question right.  It is not lots. It is houses.  The second house costs $4000 more than the first and the third house costs $6000 more than the second.  The total is $44000.  I think the test writing scoundrels have it on the test both ways.  What is the difference?  If second house is $4000 more and third is $6000 more than the second, here is the arithmetic.  4000 + 4000 + 6000 = $14000.  In this story, he will spend $14000 more  than if the houses are equal prices. .  We subtract $14000 from $44000 to get $30,000, which is what he would have spent if the houses cost the same.  Divide $30,000 by 3 = $10,000 which is the price of the first house.

    You could always go to the four answers and add 6000 + 6000 +4000 to choice A.  See if that gives you $44000.  If not go to Choice B, then choice C until you hit a winner.  This will work with a lot of the math. 

     Please watch all nine of my real estate math video on You Tube.  My user name is Climer School.
 If we can help you pass the Florida real estate exam, contact us at

Saturday, October 20, 2012

In Florida Real Estate , Listing Is Your Most Lucrative Activity

     If you don't know this, your real estate career will suffer.  Listing is the most lucrative side of a real estate transaction.  You can earn money selling other people's listings.  You can make money with other people selling your listings.  Which is better?

     Don't just read this article.  Understand this premise.  Listing property is more lucrative than showing property listed by other Realtors. 

     How long does it take to sell a house?  The answer is several hours.  Time turns into money.  How long does it take to list a house.  The answer is probably far less time than it takes to sell a house to a buyer.  Between unacceptable offers and writing ads and other listing activities a little more time may be invested in a listing. You will hardly ever invest as much time in getting a listing sold as you will in showing houses to a buyer that ends up at the closing table. 

     Time is not the only consideration.  Control is another aspect of this transaction.  If you are showing other Realtor's listings, you have to do things the listing agent's way.  If you are the listing agent, everyone else has to do things your way.  How is the offer submitted to the seller?  The answer is the way the listing agent wants it done.  The listing agent is in control.

     Many new Realtor read about"lead generation", finding people that want to buy or sell real estate.  This is critical to your success in your new real estate career.  The best way to find buyer prospects is to have a lot of listings.  If you have forty signs around town with your phone number on them, your phone is going to ring.  Who is going to be on the other end of the phone line?  On the other end of the phone is buyers.  The buyers on the other end of the phone like your neighborhood.  They like your listing.  Maybe they can afford your listing.  The most likely person to sell your listing is you.  It takes less time to list and listings attract prospects to you. 

     Another advantage of listing is that you can "inventory" listings.  If you list more houses than you sell houses, you will start next month with several listings.  Next month, you list even more.  Your inventory grows.  Before you know it, you have twenty, thirty, forty listings.

    Answer this hypothetical question.  If one Realtor wakes up on January first with forty listings and another Realtor wakes up on January first with no listings, which one do you think will make the most money this month?  I hope you realize the correct answer is the one with the forty listings.  Even if he did not work, some of his listing would go under contract anyway.  If you understand this, start spending your time and effort getting listing. 

     If you still have doubts, look around your own office.  The agent with the most listing has the most money.  If anyone tries to tell you this is not true, be suspicious and contact me for clarification at .



Thursday, October 18, 2012

The More You Know, The More You Earn

     The more you know, the more money you make.  We work for money.  There is nothing to apologize about that.  Our knowledge is what we sell.  The more knowledge we have, the more valuable we are. 

     There is all kinds of real estate education available.  There is sales training.  There is financing knowledge.  There is knowledge about how to build wealth with real estate.  As you learn more, you know how to handle different situations.

     If you are going into real estate to make money, the studying you did to pass  the Florida real estate exam is just a warm up.  Your studying has just started.  You need to be reading books about real estate, motivation, and sales training. 

     You need to be listening to audio training programs in your car.  There is nothing on the radio that will make you rich or make you better at your job.  Turn off your radio and turn on some sales training in the car.  If you think what you listen to on the radio doesn't effect you, consider this.  " Don't leave home without it.".  What is that a commercial for?  "What is in your wallet?".  What does that phrase advertise?  If you know the answer, you know what you listen to matters.  Listen to something that will make you a better salesperson. Listen to something that will put money in your wallet, not take it out.

     Attend classes.  Learn about things that will turn into money.  If you invest your time to attend a class and learn how to do your job better and faster, that will turn into money. At the Association of Realtors, they have all kinds of classes available for new Realtors.  Many of these classes will earn you a designation.  You are qualified to put some initials after your name.  Attend some of these classes.  You are bound to learn something worthwhile.  If you have a limited budget, just attend the free seminars.

     Read books.  Read articles.  There are websites like Active Rain and Trulia that you need to read every day.  If you have a question, put it on Active Rain.  Plenty of Realtors from all over America will answer your question.  Your knowledge will multiply.  You have to take the effort to read.  If you are not reading a book per week, you need to start today.  Read. Read. Read.  I could write an entire article about how much you need to read.

     Read books.  Attend classes.  Listen to training in the car.  If you know more, you will make more money.  Constantly learn.  There is no end.  What you learn today will be obsolete tomorrow.  That is a depressing thought.  Here is another.  What you learned yesterday is obsolete today.  You have to always be learning.  The rules are constantly changing but this rule will never change.  The more you learn, the more you earn. 

     Spend your time with people that are smarter than you.  Learn from them.  Constant learning is absolutely necessary in today's world.  If we can help you learn to be a better Realtor, contact us at



Wednesday, October 17, 2012

Real Estate Is A Wonderful Way To Earn A Living In Kissimmee

     There must be a reason why you went to Climer Real Estate School and got your Florida real estate license.  You don't have to hate your old job.  You just have to realize that you can probably earn more selling real estate on commission than you can being paid by the hour or by the week.

     In real estate, you don't need to clock in or clock out.  You get paid for results.  If you can get results, you can earn a good living.  Your creativity will be worked harder.  You will probably work harder.  Once it starts to work for you, you will know you never want to go back to a nine to five job.

     There is a prestige that comes from selling real estate for a living.  People know, when they meet you, that you have a talent and enough discipline to govern yourself. People respect and admire that.  You can be proud of it.  There  is a pride that you will feel because you know that you are in charge of your own income.  There is also a pride that comes from knowing you are helping  people.  Buying or selling a house is a very stressful experience.  If you are making that easier and better, it feels good.

     Another thing that you need to know and understand as a recent real estate school graduate is that you can do it.  You can do it.  You have the talent.  You have the ability to learn what you need to know.  You have the personality to meet new people and lead them to a home buying decision.  You can read and learn and become a very successful Realtor.  You can do this.

     I often have real estate students express concern to me that they can not pass the Florida real estate exam.  I always tell them to go to any real estate office, look around at the agents and ask themselves, "Am I as smart as any of these people?".  This usually evokes a laugh.  It is absolutely correct.  Humor is usually laced with truth.  The truth is successful Realtors come in all shapes and sizes.  Some work hard.  Some don't.  Some are tall.  Some are short.  Some are handsome.  Some are not so handsome.  Some talk a lot.  Some are  quiet.  There are dozens of successful Realtors that no one knows how they are successful.  You can do this.

     If we can help you get started, contact us at

Friday, October 12, 2012

Florida Real Estate Exam Review For Miami

     A Florida real estate license is not easy to get.  You have to take a real estate class at a Florida real estate class at a Florida real estate school.  You can take this class at a real estate school in Miami or you can take this class online.  After you pass this real estate class, you have to pass the Florida real estate exam.  That costs thirty one dollars every time you take it. 

     At Climer School of Real Estate, we teach our two day state exam review on seven video discs.  This is the same two day class that we teach in person except it is on video discs.  If you would like to see a preview, go to You Tube and watch my free real estate math videos.  There are nine math videos You Tube.  Our user name is Climer School.  We have the homework for Chapter fourteen on three of those videos.  If you want to be in the fifty per cent of the applicants that pass the Florida real estate exam the first time, watch all nine of the math videos. 

     If you want to know if you are ready for the Florida real estate exam, go to and take my one hundred question Florida real estate exam practice test.  It is free.  It is very indicative of what you have to look forward to with the real Florida real estate exam.  If we can help ypu prepare, call Kathy at 407 822 3926.

Sunday, October 7, 2012

Florida Real Estate School Online Course

     If you want to get your Florida real estate license, you have to apply for a Florida real estate license through the Department of Business and Professional Regulation in Tallahassee.  Their website is .

     You also need to get your fingerprints done by Pearson Vue.  You can reach them at 877 238 8232.  You need to take FREC course 1.  This is the real estate course required by the Florida Real Estate Commission to get your Florida real estate license. 

     You can take this class in person at our classroom in Orlando or you can take it online.  If your schedule requires you to take it online, please take it from a school that teaches this class in person in Florida, only in Florida.  Climer School of Real Estate is such a school.

     No matter where you take your online real estate course, watch my free real estate math videos.  There are nine videos.  They will help you pass the Florida real estate exam and your online real estate course.  There is no math on the Florida real estate exam that is not covered on these nine videos.  My user name is Climer School. 

     If we can help you get your Florida real estate license contact us at .

How To Motivate Yourself

     Do it yourself.  Nobody can do it for you.  You can't motivate other people.  Other people can't motivate you.  You want what you want.  Other people want what they want.  What you wants motivates you. 

     Are you working to get what you want?  When you see people and meet people that seem to know what they want, it is refreshing.  These people are attractive.  We find ourselves attracted to these people that know where they want to go and are working toward getting there. 

     Working toward getting there is very attractive.  Not wishing, but working is attractive.  Many people act like they know where they don't want to be (broke), but they can't figure out where they do want to be (rich).  Once you figure out where you do want to be, you can start doing things that will lead you in that direction.  You don't have to do huge things.  Do small things.  If you decide that your goal is to have a college degree, enroll in one class.  You don't have to quit your job and become a full time student.  Just enroll in one class.  Then enroll in another class.  Then enroll in another.  Then enroll in one more.  The next thing you know, you have a degree.  If you just keep plodding in the direction of your goals, one day you will arrive where you want to be. 

     Study about your goals.  If your goal is to earn a hundred thousand dollars per year in real estate sales, read a book or two about real estate sales.  Attend a seminar taught by a real estate sales expert.  Study.Study. Study.  Ask the people that are already earning that much money for some advice.  Learning is motivating.  As you learn more, you find yourself doing more things that work well.  You become more efficient.  You become better.  More learning leads to more earning.  The more you know, the easier it is to do your work and reach your goals. 

     Learn about your work.  It will seem like a miracle.  People that know are always in demand.  The more you know, the more in demand you are.  Read, attend seminars, listen to something besides the radio in the car.

     Know where you want to be.  Study how to get there.  Take action.  Hopefully, the action you take will lead you closer to your goals.  If your studying is right, it will.  Allow me to use  real estate sales as an example.  You know you don't like your current job.  You believe that you could make more money and have more fun selling real estate.  So, you enroll in Climer School of Real Estate and get your Florida real estate license.  You start reading books.  You start listening to sales training in the car.  You attend several seminars from real estate experts. 

     You start doing what you learned in the seminars, books and audios.  You start doing what you learned from your new broker at the real estate sales training class.  It works.  Pretty soon, you are making more money than you were at your old JOB.  Don't be surprised.  This is what you expected. 

     Why do some people work hard and other people goof off?  I think the ones that work hard know this is the only reliable way to succeed .  The ones that goof off  believe, for whatever reason that the tooth fairy is going to stop by.  If you want to motivate yourself, understand there is no tooth fairy.  Lady Luck does not even know your name.  You are totally responsible for any success you may have.  Whether you win or lose, it is your fault.  Hard work will always result in sucess.  Hard work combined with a positive expectation to win will motivate you. 

     There is an old cliche,"Nothing succeeds like success".  What does that mean?  When you win a little, it motivates you to work more and work harder.  When you do that, you win a little bigger.  When you get that first commission check, it motivates you to work even more.  Don't you agree?

Tuesday, October 2, 2012

Florida Real Estate Broker's License, You can Get One Even If You Do Not Have A Florida Sales Associate License

     How can this be?  You could have a real estate sales associate license from any one of the other forty nine states.  The Florida Real Estate Commission requires a Florida real estate broker applicant to have twenty four months experience as an active real estate sales associate.  Chapter 475 F.S. does not require this experience to be in Florida .  It can be in any of the fifty states.  It doesn't have to be in Florida and it doesn't have to be the last twenty four months.  If someone just moved to Florida from Virginia, and that person has a Virginia real estate license, they could go to Florida broker school.  Instead of getting a Florida real estate sales associate's license, that Virginia Realtor could get a Florida real estate broker's license. 

     That out-of-state  Realtor would not have to get a Florida broker's license, but they could if they wanted to.  That out-of-state Realtor could come to Climer School of Real Estate's broker class (FREC II) and apply for a real estate broker's license.  Maybe that out-of-state Realtor doesn't want to get a broker's license.  They don't have to.  It is nice to know you have a choice. 

     The broker's class is a little more difficult than the sales associate's course.  If you have twenty four months active experience in any state, call Kathy at 407 822 3926 and get the details.We would love to have you as a student at Climer School of Real Estate.

Saturday, September 29, 2012

There Are Compliments and There are Compliments

     I enjoy getting complimentary emails but this one was special.
Hello, everyone. This is Bryan White from your 63-hour real estate exam class at Climer School of Real Estate. I hope you all had great success in passing the real estate exam, and I hope you are all having fantastic success with your new real estate license. I wanted to drop you all a quick note to let you know just how great Ron's 45 hour course is. To put it bluntly, the post-license course practically puts the pre-license course to shame. When Ron's not teaching for the test, he lets loose in a way that you really get to learn. The other thing that I found really neat is the level of interaction between the students. We were there learning together in order to pass a test, but in the post-license course, you will be there to learn success principles. I have studied the sales process and sales techniques for the past several years before coming to the logical conclusion that being a real estate agent was the right choice for me. Everything that Ron taught, from the basics to the more advanced sales techniques, was spot on. Everything, while well-explained enough for someone hearing it the first time, was at the same time an addition to everything I have learned.

While you're waiting for the class to begin, start preparing a presentation to give to the class. It doesn't have to be long, but have fun putting it together, and make it entertaining and educational. What could you do? Well, Mary performed her listing presentation for selling customers; Jeff showed us how he works with his real estate license in the business brokerage side of the business. Denzel showed us how to forge checks and more importantly make sure checks we write don't become altered by scammers. I gave a presentation on hypnosis and sales. Litza gave a demonstration of the importance of body language and non-verbal communication. Shawn showed us several iPhone apps that are great for real estate agents to have. In short, you never know what you will learn by attending Ron's 45 hour post-license course.

I have already decided that in February, I will be attending again. I can't wait to see who will be in that class, and I think taking it again will be beneficial for several reasons: Within an hour in class I could tell that no two post-license classes are ever the same, and honestly I think it will be great to get some success under my belt as a REALTOR, then come back for a check up from the neck up. It's also a fantastic place to make contacts, because most of the people taking the class are there as established professionals... Why wouldn't you want other friends in the business? I hope to see some or all of you there. From my experience, it was a great time, a whole lot more fun for everyone, if only because the nature of the class is not to pass a test. I hope you'll join me. It is wonderful to know that all the education that I take between now and January of 2016 is for my benefit and not because I have to do it to keep my license.

Also, please respond to this e-mail and let everyone know what you are doing now. I would love to know, and I would love to keep contact with each of you so that we can all help our own and each other's businesses. I'll start.

I passed the exam August 1. From there I immediately went and hung my license at Z House Realty Group, where the person who helped my wife and me buy our house is taking me on as a sort of apprentice. I have taken training and am BPO certified, though I am quickly finding out that the banks want someone with two years of sales experience. The good news is that I have other agents to work with and we will be doing it as a team so that we can get REO listings. I am also applying Ron's techniques to be able to get myself in front of FSBO sellers, and I am starting to use something he taught in class to find foreclosure victims, so that I can help them avoid the consequences of foreclosure that no one talks about, but are much worse than the foreclosure itself. It's really a great feeling when you all but save someone's life and future, and stand to profit from doing so. Talk about a win/win situation.

So, there's my 30-second update. What is yours?

I look forward to hearing from all of you!

In Real Estate, Your Phone Voice Is Important

     You have done the hard part.  You have advertised.  You have written blog posts.  You have attracted customers to your webpage.  The phone is ringing.

     Do not mess up now.  Rule number one is answer the phone.  If you want to know what your customers want, just ask yourself what you want when you are a customer.  Which do you prefer when you call a business; a machine or a person?  I think we can all agree that a person is the best way for a business to have their phone answered. 

     Just as people will leave your website if they can't find the answers to their questions, they will quickly say goodbye if they can not get their questions answered on the phone.  Know the answers to the questions.  "When is your next class?"  What do I have to do to get a Florida real estate license?"  "Do you have a military discount?" When people ask questions, know the answers. 

     Often, it is necessary to ask clarifying questions.  Make them short, sweet and to the point.  "When is your next class?"  "Do you want a day class or a night class?"  Add necessary information to your answer.  "Our next day class is October 22.  It starts at 8 A. M. The tuition is $220.  Did you want to enroll in that class?"

     Learn to gently close.  Did you recognize,"Do you want to enroll in that class?" as a closing question?  In real estate that might sound like, " Yes it has a pool.  Would you like to see that home now or would this afternoon be more convenient for you?"  People do not mind being closed if they are ready to buy.  The best way to find out if they are ready to buy is to ask a closing question.

     Be pleasant.  There is no excuse for a tone of voice or words that indicate you are annoyed by the caller.  The caller is your potential customer.  The caller has called in hope of becoming your customer.  There is no reason to be anything other than super pleasant. 

     If the customer's lack of knowledge about your product or procedure is annoying, keep that information to yourself.  If you ascertain by your conversation with the caller that they are not a prospect  for your product, that is not an excuse to to be short or rude with your words or tone of voice.  Just nicely say,"I don't think we can help you today.  If you ever do need a real estate class, please call us back. Thank you for your call."

     Answer the phone when it rings.  Give the caller the information they want.  Ask them to buy.  Be nice.  Your business will flourish. 

Thursday, September 27, 2012

Florida Real Estate License Expirations

     Twenty Five per cent of the Florida real estate licenses expire on September 30th.  Look at your Florida real estate license.  Your expiration date is right on the face of the real estate license.  Is this important?  Yes.  Have you read my article, " The $12500 Idea" ? 

     If you haven't read that article, it is the story of a real estate agent that did not get his earned commission because his Florida real estate license has expired without his awareness.  I don't want to beat a dead horse but I feel a need to write an article about this every late September and late March.  Florida real estate licenses expire March 31st and September 30th. That is the only two days that Florida real estate licenses expire. 

     You can put a reminder on your phone or computer to remind you of these expiration dates.  I think that is a good idea. 

     I am certain that if someone refused to pay you a commission because your Florida real estate license had expired and was not current and active, you would be upset.  You would be upset but you would have no legal recourse. Pay attention to your expiration date.  Take your required continuing education.  Renew your Florida real estate license on time. 

     If we can help you or answer any questions, contact us at 407 822 3926 or .