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 www.climerrealestateschool.com .

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 www.climerrealestateschool.com .

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 www.climerrealestateschool.com .

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.  http://www.youtube.com/watch?v=7Gbrphik9Tw&list=UUyBcLU3Ccx-ZxAyemcXWd1w&index=39&feature=plcp  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 www.climerrealestateschool.com     

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 www.myfloridalicense.com .  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 www.climerrealestateschool.com .

     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; http://ronclimer.hubpages.com/hub/the-Florida-Real-Estate-Exam-Pass-Fail-Rate-for-July-2012 .

     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 www.climerrealestateschool.com

     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.  http://www.ronclimer.blogspot.com/2012/11/the-florida-real-estate-exam-pass-fail.html

     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 www.climerrealestateschool.com


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. http://www.adoration.com/2010/lombardi-time/ . 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 www.climerrealestateschool.com .


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 www.climerrealestateschool.com

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.