Monday, March 31, 2014

Where Do You Find Sellers That will Hold Owner Financing?

     They are everywhere.  They are everywhere.  I like to use this analogy.  When I was younger, I used to scuba dive.  Frequently, I would go out with three buddies.  I would come back from a dive with two or three big conch sea shells.  My friends would not find any.  This was not because  the conchs were not there.  It was because my friends did not know what conchs look like underwater.  They don't look like conch shell.  They look like two or three little dots sticking up out of the sand.

     If you are looking for an owner  to hold a mortgage for you, you have to know what they look like.  They don't look like a seller wearing a T shirt that says "I will hold owner financing". 

     They look like people that have a little grey hair.  They own their house free and clear.  They have a few shekels in the bank.  They look like heirs.  They inherited the property.  They look like builders and investors that are making a profit and would just as readily take that profit in the form of a mortgage.

     Cash is simple.  It requires no explanation.  If you want someone to hold a mortgage for you, you need to learn how to explain to them why they should hold a mortgage.  Anyone can understand cash.  Learn to explain the advantages of owner financing to  the person you want to hold a mortgage for you.

     Let's try this example.  You have found a $100,000 house that is free and clear.  It belong to three heirs.  It looks like 1980.  They inherited it.  They have no investment in it.  As you talk with them, as you chit chat with them, you learn what they intend to do with the money.  One is going to pay off some bills.  One is going to buy an RV.  The third one is going to put the money in the bank with her other $500,000.

     If you make an offer on their house with a ten thousand down payment and ask them to hold a ninety thousand dollar mortgage at six per cent interest with payments of six hundred per month, each heir gets one third of the payment.  You could even agree to make three equal payments.  The first heir can use her share of the payment to pay bills.  The second can subsidize an RV payment.  The third can not find a better way to invest her money at six per cent.

     You have to ask people,"Will you hold a mortgage?"  Frequently, they have never heard of this.  Learn to explain why this is good for the seller.  I believe this is very good for the seller.  Elderly people that own their property free and clear are so much better off holding a mortgage than getting cash.  Income is often better than cash.  They don't need to leave cash to their heirs.  They need to leave an annuity to their heirs.  This is super true if their heirs are irresponsible.

     Learn to visit with people that you are trying to buy from.  Learn to chit chat.  Learn to shoot the breeze.  By that I mean you need to learn to talk to people and ask them questions.  You need to learn about people.  People love to talk.  They will tell you their life story if you will just shut up and give them a chance.  Learn what they want.  Figure out how holding a mortgage for you will accomplish their goals.  Find out where they are moving.  Find out when they want to move.  Find out their financial condition.  This is not hard to do if you ask lots of question and listen, listen, listen. 

     As you talk and chat with the sellers, get them to like you.  The most important reason the seller will hold a mortgage for you is because they like you.  Be sure they like you.

     Most people don't hold a mortgage because no one asks them to.  Ask them. Asking questions is the best way to learn.   Make that you second question.  "What is the price?"  " Will you hold a mortgage?"  "How much does an RV cost?"  Chit chat.  Learn to do this if you do not already know how.  "  If we owned an RV , could we trade?"

     Learn to chit chat with questions.  Learn about the sellers.  Don't tell them your life story.  Listen to theirs.  When buying or selling, ask questions and listen, listen, listen.  They will tell you how to convince them to hold a mortgage for you if you will just listen.  People love to talk.  They will tell you their real motivation if you will just ask and listen.

     If holding a mortgage for you will solve their problem, make them an offer.

Saturday, March 22, 2014

A Dozen Things Every New Realtor Should Do Before They Get Their First Commission Check

     If you have earned your Florida real estate license but have yet to get your first commission check, keep reading.  This article is for you.  The habits you start now could stay with you for the rest of your career.

     Start now sending out a thank you card every day.  There must be someone that has done something for you that is worth saying thank you for.  You could start with your old real estate instructor that taught you how to pass the Florida real estate exam.  You could send a thank you card to the Pearson Vue clerk that gave you the easy test.  You could send a thank you card to anyone that has done a good service for you lately.  If you sent out one thank you card every day with your business card in it,  I believe that some time soon one of the recipients of those thank you cards would call you up and send you some business.

     The second thing every new Realtor should do is send out 200 Ijustgotintorealestate letters to your closest friends.  here is a link to my video if this is not obvious to you.   This is such powerful medicine, I can hardly believe that anyone would not do this.  Only about ten per cent of new real estate agents do this.  This is like seeing a hundred dollar bill lying on the ground and not picking it up.  Send out a letter to 200 of your friends.  Tell them that you just got into real estate .  Ask them to send you a referral.   Some will.

     The third thing every new real estate agent needs to do is create a website for yourself.  Google yourself.  Do you come up?  Do you come up first?  If not, start working on solving that huge problem. If no one can find you, no one is going to buy any real estate from you.  You need your own website.  This is the twenty first century.  You are in business.  Create your own website and make it visible on the internet.  This may seem like a daunting task.  The sooner you start, the sooner it will start to work for you.  Create a website today.

     The fourth thing you need to do if you want to have a stellar career in real estate is start a blog.  If you have a website and you want to be found on the internet, a blog is a great way to drive traffic to your website and create web presence.  You can write articles about anything related to real estate.  People will read these articles and they will call you.   Never before in the history of the world has it been easier to make yourself look like an expert.  Start writing articles (like this one).  As time goes by and you post more articles, you will start to look more and more like an expert.  If you don't know where to start, Google "blogging".

     There are only two ways to get business.  Make the phone ring or dial the phone.  Blogging is a great way to make the phone ring.  Be sure to put your phone number in every article. My phone number is 407 822 3926. 

     The fifth thing you can do to start your real estate career is to start putting some videos on You Tube.  You Tube is the second largest search engine in the world.  Somewhere,someone is going to search for some information like" What is the average home price in my neighborhood?".  If you have posted a video,"Average Home Price in XYZ Estates", that person will find your article.  They will read it.  They will perceive you as an expert on XYZ Estates.  They will call you.  How many times would  that have to happen in a year to make this a worthwhile endeavor? Put some videos on You Tube.

     Post some videos on You Tube.  What could you post a video about?  How about; "What Is The Average Price Of a House In Orlando, Florida in 2014?" Could you talk about that for five minutes?  How about;  "Why Is My House Still For Sale After Six Months in M.L.S.?".  Could you talk about that for a few minutes.  Do you suppose anyone ever puts that question into a search engine?  You Tube will make your phone ring.  Make it ring or start dialing.

     If your phone is not ringing, you better start dialing it.  Who can you call?  The sixth thing that every rookie Realtor needs to do is to call at least one forsalebyowner every day.  There is no question that people that have their house for sale on their own without a Realtor are HOT prospects.  They need a Realtor.  They want to sell their home.  What they are doing is probably not going to work.  Why would a new Realtor that needs business NOT call these hot prospects?  Most Realtors don't call forsalebyowners because they are afraid to call.  They are afraid of a little rejection.  As a sales trainer with twenty five years experience, I say, " Get over it".  It is easy to say but it is not easy to "Get over it.".  The easy way to overcome the fear of calling forsalebyowners is to just do a little every day.  Call one forsalebyowner every day.  Don't sit down at the phone with twenty phone numbers.  Just call one.  If they don't answer, leave a message.  Just call one every day.  Do not overwhelm yourself.  Call one.  You will be amazed to find how pleasant most forsalebyowners are. You will also be amazed when you learn that you know more about real estate than they do.  Don't intimidate yourself.  Call one.

       After you call one forsalebyowner, you will have the urge to call another one.  Don't  get carried away.  The seventh thing all new real estate agents need to do is call today's expired listings.  Let's use the same rules.  Just call one.  If you are new in real estate, you may not know how to run the expireds off the M.L.S.  Go get someone to teach you how to do this.  There is probably a tutorial on the computer to teach you how to do this.  Do not go back several days.  We only want yesterday's.  Look at the list of expired listings.  In Orlando, Florida , there is probably about twenty per day..  These are people that listed with your competitor six months ago.  Their listing contract expired yesterday.  These are the hottest prospects you can find. Look at the list. These are the "low hanging fruit" of real estate listing prospects.  Call one.  If you don't know what to say, watch this.  These people need a Realtor.  They are probably going to list with you or your competitor today.  They want to sell their house.  You don't have to convince them to list with a Realtor.  They are already sold on that idea.  They are probably more motivated than they were six moths ago when they listed with ABC Realty.  All you have to do is call them.  Go see them.  List their house.  Do not overdo it.  Call one every day.  If you start calling several every day, you will probably start to make too much money.  Pick the best one and call.

     The eighth thing I want you to do is to call one foreclosure victim every day.  The Clerk of the Circuit Court publishes a list every day of the people that had a deputy sheriff show up at their door with a Lis Penden informing them that their house is being foreclosed upon.  It is for certain that they will be moving soon.   This is a hot prospect by any definition. Call one of these people.  They need your help like a drowning  man needs a life preserver.

     Sharks and scammers come out of the woodwork to take advantage of and cheat these unfortunate people.   If you want  to feel like a hero, call a foreclosure victim. You will be a hero when you get their house sold for them.  Show them how you can get their house sold,put a few shekels in their pocket at closing.  Show them how deficiency judgements work and why they don't want one.  If you want to do a service for your fellow man and earn commissions while you do it, call a foreclosure victim.  They need your help.  They are easy to find and easy to list.  Watch this video if you don't know how to call foreclosure victims.

     The ninth thing that is on my list of things for a new Realtor to do is floor duty.  Floor duty is where you are assigned to answer the  incoming calls to the office.  If your office has floor duty, there are salespeople assigned to answer the office phone when it rings.  As long as there has been Realtors, there have been Realtors that don't want to do their floor duty.  Put a sign on the office bullitin board that says" I will do your floor duty for you.  Call me".  You will get plenty of calls from your workmates wanting you to take their floor duty on Sunday afternoon.  Say yes.  You will get lots of experience at answering questions on the phone and you will find prospects.

     The tenth suggestion I have for new real estate sales associates is to an "Open House" at least once per month.  Once per week would be even more lucrative.  Find a nice empty house house that the company has listed.  Better yet, list a nice empty house.  Hold an open house on Saturday afternoon from one to five.  Prospects will just walk in the door.  If you need to spend more time with your spouse, take your spouse with you to the open house.  If you don't need more time with your spouse, take your computer and write a blog post.  

     The eleventh thing you need to do is to open a saving account.  When you get that first commission check, you will not believe how quickly it will disappear.  Take, at least, twenty per cent of that commission check and put it in that saving account.  This is a special saving account.  Next April, the IRS is going to be calling your name.  If you don't have the money to pay them, you will have stress.  Avo
id stress.  Open the saving account when you get your first check. Take this money out for only one reason, the IRS.

     The last thing I have to suggest for you to kickstart your new real estate career is to attend Climer School of Real Estate's 45 hour post license class.  This is such a good place to learn how to make money in the real estate business.  We teach you how to prospect for listings.  We teach you how to get deals closed.  We teach you how to make money  in real estate .

Thursday, March 20, 2014

Real Estate Night Class in Central Florida

     Taking a evening real  estate course is necessary  some some people in Orlando, Florida.  When you have a nine to five job, evening classes are the only way to take a live real estate class with a real instructor.

     You can take an online real estate course but most people prefer a classroom with a real instructor.  At Climer School of Real Estate, we teach a real estate class in the evening every four weeks.  The night classes are two nights per week for eight weeks.  We teach one real estate class on Monday and Wednesday night.  We teach one on Tuesday and Thursday evenings. This is the class you need to take if you want to get your Florida real estate license.

     If you want to get your Florida real estate license, apply for a license at . This is the website for Florida 's Department of Business and Professional Regulation.  The fee to get your Florida real estate license is one hundred and five dollars to the state of Florida.  You also have to get your fingerprints taken.  We usually have a fingerprint expert come into class and take your fingerprints.  The fee for that is fifty five dollars.  The tuition for our night real estate class is two hundred and twenty dollars.

     After you pass the exam for our night class, you have to pass the Florida real estate exam.  We teach you what you need to pass this very difficult exam.   Here is an article about the pass rate.  In February 2014, the pass fail ratio was exactly fifty fifty. 

     We also have videos to help anyone pass do the math on the  Florida real estate exam.  Check that out at   We also have a free practice test on our website at

     If you need a evening real estate class in Orlando, Florida, we are located at 5104 N. Orange Blossom Trail in Orlando.  Call us at 407 822 3926 if we can help you get your Florida real estate license. 

Sunday, March 9, 2014

You Can Buy A New Motorcycle. You Only Have One Head

     I was riding my motorcycle on State Road 46 near the Wekiva River this afternoon.  The traffic was stopped just past the bridge.  When I finally got  to the accident scene, there were two bikes turned upside down beside the road and  a man on a stretcher getting into an ambulance.  His head looked like someone had taken a two inch paint brush and painted a red line down the top of his head.  They had too much paint on the brush and the red paint was running down the side of his head.

     Football players wear helmets.  Hockey players wear helmets.  Firemen wear helmets.  Paratroopers wear helmets.  Do they look like sissies?  Riding a motorcycle is dangerous.  Why would anyone get on a motorcycle without wearing a helmet?  It is a mystery to me. 

Tuesday, March 4, 2014

Florida Real Estate Exam Pass Fail Ratio For February 2014

     It has been one year since the new Florida real estate exam has been implemented by Pearson Vue.  The Department of Business and Professional Regulation has released the pass fail results for February, 2014.

Pass Fail Rate for Florida Real Estate Exam 
     In February 2014, one thousand nine hundred and forty five real estate sales associate  license applicants attempted the Florida real estate exam for the first time.  Nine hundred and sixty six passed. Nine hundred and seventy six failed.  That is exactly fifty fifty.  Fifty per cent passed.  Fifty per cent failed.  That is slightly better than January 2014.

     The repeat test takers did not do so well.  Two thousand three hundred and twelve took the Florida real estate exam for the second or third or fourth or fifth or sixth time.   Seven hundred and seventy seven passed.  That is a thirty three per cent pass rate for repeaters.  Why do so many people fail the Florida real estate exam? 

     Here is the problem.  Maybe, I should say the problems.  There are several issues. 

     Many real estate classroom instructors do not tell their students that the Florida real estate exam is tough.  None of the online real estate courses tell the students how tough the Florida real estate exam is.  Unless a student happens to stumble across an article such as this, they, often, show up for the exam for the first time totally unaware.  After they pay their $31.50 and  receive their failing grade, they usually start to understand the situation. 

     The second problem is that often the student is studying the wrong information.  If the student took their basic real estate from a gypsy school in Timbuktu, they might be learning a lot about real estate in Timbuktu but not enough about real estate in Florida.  Florida does not have a "national' real estate test.  Florida has the Florida real estate exam.  It is unique to Florida.  It has a fifty per cent pass rate.

     Here is a solution if you are soon taking the Florida real estate exam.  Get Linda Crawford's "Exam Manual" to study.  This book is the best study aid available to study for the Florida real estate exam.  Where can you buy this book?  Call Climer School of Real Estate at 407 822 3926.

     Also, if you are soon taking the Florida real estate exam, you need to know the exam is ten per cent math.  It is hard to pass if you can not do the math.  Watch Climer School's free real estate math videos on You Tube.   There are twelve of these free videos.  If you are soon taking the Florida real estate exam, watch all twelve of these free real estate math videos on You Tube.  Our user name is Climer School.  The math that is on the Florida real estate exam is on the videos. 

     We also teach a two day review class to help people pass the Florida real estate exam.  Attend this class.  It cost $31.50 every time you take the Florida real estate exam. 

     If you are not sure if you are ready for the Florida real estate exam, take my free practice test at .  It is free.  It will let you know if you are ready for the big one.  Please do not underestimate the Florida real estate exam.  Fifty percent of last month's applicants underestimated it.  Fifty per cent of last month's applicants did not study enough or did not study the right stuff or did not prepare properly or did not bring the right good luck charm. 

     If we can do anything to help you pass the Florida real estate exam, contact us at www. or 407 822 3926.



Florida Real Estate Post Broker Course Live In A Classroom

     Taking a Florida real estate post broker course or real estate continuing education class live in a classroom with an instructor is so much better than online real estate courses.  Online is convenient.

     Real estate classes in a classroom is so much better.  It is more interesting.  It is more fun. You get to interact with your peers.  You get to interact with an instructor.  Broker post license classes live with an instructor in a classroom  are more desirable. 

     Often, when you take your Florida post license broker class or your post license sales associate course live in a classroom you meet interesting people.  You may learn about short sales or land development from someone you met in the class that specializes in that specialty area.  When you take your Florida post license courses live in a classroom, you may learn stuff that is not in the book.

     If taking a dull, boring, online post license real estate course sounds like a drag to you, join us at Climer School of Real Estate for a fun, lively post license class.  We teach the forty five hour post license course for sales associates.  We teach the thirty hour management post license course for brokers.  We teach the thirty hour real estate investment post license course for real estate brokers.  We teach fourteen hour continuing education courses
.  We teach all of these classes every renewal cycle.

     Look at your Florida real estate license.  Your expiration date is right on the face of your real estate license.  It is either March thirty first or September thirtieth. Before you renew your real estate  license the first time, you need one of these courses.  If you don't take the required courses, your Florida real estate license is null and void.  There is no grace period.  

     We also teach the basic sixty three hour real estate sales associate course live in a classroom. Many people say that we teach the best sixty three hour basic real estate class in Orlando.  Read our Google reviews at .  We also teach the Florida real estate exam two day review live in a classroom to help students pass the Florida real estate exam.  The pass rate for the Florida real exam last month was fifty fifty for first time takers and thirty three percent for repeat takers.  Everyone says this is the best real estate exam review class in Florida.

     Come join us for a live real estate class at Climer School of Real Estate in Orlando.  We always have fun.  We always learn a lot.  We always meet new friends.  We often see old friends.  Did I mention that we also have all of these classes on line.  Call Kathy at 407 822 3926.

Sunday, March 2, 2014

Are You Having Trouble Sleeping At Night?

Learn Prospecting Skills  at Climer School of Real Estate 
     Maybe you are not tired enough.  Do you have written down goals?  Let me assume that you do.  Let's assume that your goal in real estate is to have four closings per month.  You can do the math backwards and figure out what you have to do to have four close four transactions per month.  If you prospect enough to have four closings per month, you will be tired enough to sleep well at night.

     If you are not tired, maybe you are not working hard enough.  Another symptom that you are not working hard enough is that you don't have enough money.  I assume, when you set your goals, that was enough money for you to live comfortably.  If my assumption is incorrect, you need to set some larger goals.
      If you know what you need to do to accomplish your goals, if you do it, you will be tired and sleeping at night will be easy.

     You need a plan.  Plan on prospecting.  There are two kinds of prospecting.  There is make the phone ring prospecting and there is dial the phone prospecting.  Making the phone ring is the most fun.  If you are in a hurry to make money, dialing the phone is the fastest.  If you need some money this month, start dialing the phone.  Who can you call?  You can call today's expireds.  In Orlando, there are fifteen expired listings every day.  They are going to list with someone very soon.  Why not call them?  Here is a video to show you how if you don't know how.

     Or you could call forsalebyowners.  Only ten per cent of these folks sell their house.  The other ninety per cent list with a Realtor.  Why not call them?  Call about twenty of these guys every day, you will not have any problem sleeping at night.  You will be tired.

     If you need to make money, here is a great plan.  Call people that are being foreclosed on.  You can get their name and number from the clerk of the court.  Find out who has just be served a summons from the deputy sheriff. Call them.  They are, for certain, moving soon.  That is what I call a hot prospect.   Here is a video to show you how to call foreclosure victims if you don't know how.  Call about ten of these guys every day and you will be tired at the end of the day.  

     Dialing the phone is a great way to make money. It might make you too tired.

     This is a lot slower but in the looooong run, it is better.  Make your phone ring.  In the twenty first century, business is done on the internet.  Make yourself visible on the internet.  When someone Googles" BEST REALTOR IN ORLANDO" does your name come up?  Set yourself a goal that it will in six months.  If you don't know how to make this happen, you need to start learning.  Start studying search engine optimization.  Make it happen for you.  If you can't be the "best Realtor in Orlando", be the "best Realtor in Longwood" or the best Realtor in Avalon Park".  Start studying SEO and get visible on the internet.

     If your phone is not ringing, you better be dialing it.  I don't make the rules but I know what they are.

The Florida Real Estate Exam, Why Fifty Per Cent Fail and Fifty Per Cent Pass

Florida Real Estate Exam Review Class 
     Last month, January 2014, forty six per cent of first time test takers for the Florida real estate exam passed.  Fifty four per cent failed.  They all paid $31.50 to Pearson Vue for the adventure.  This is about average performance for the Florida real estate exam.   Here is a link to an article about the new Florida real estate exam. 

     How is it possible for two people to sit in a classroom for sixty hours and one learn ninety eight per cent of what is taught and the other  learns fifty eight per cent of what is taught?  Is the skill and expertise of the instructor a problem here?  Is the textbook different for the two students? 

     We all know the answer to this question.  The student that made a 98% on the test studied and the one that made a 58% studied less.  Since Socrates was a young man, students have wanted to learn without studying.  It is possible. 

     For an endeavor like the Florida real estate exam, it is very unlikely that a student can pass this very difficult exam without study.  If you are going to study, you may as well study what is on the Florida real estate exam.  Many people took their Florida online real estate course from a "national" real estate school that specializes in all fifty states and several foreign countries.  These people spend a lot of time and effort studying stuff that is not on the Florida real estate test.  This is better than no study.  Studying what is on the Florida real estate exam would be a better idea.

     How can you know what is on the Florida real estate exam?  Call Kathy at Climer School of Real Estate in Orlando ( 407 822 3926 ) and ask her to send you a free copy of the "Candidate's Handbook" .  This is a small twenty page booklet that has an outline of what is on the Florida real estate exam.  Anyone that is spending $31.50 to take the exam should read this little booklet.  At Climer School of Real Estate, we are surprised to learn that all real estate schools don't give this booklet to their students.  It is recommended by the Department of Business and Professional Regulation. 

     While you have Kathy on the line, ask her about Linda Crawford's "Exam Manual".  We sell this book.  This is the best study aid that is available to study for the Florida real estate test.  Once again, we are surprised to learn that many of our competitors do not even mention this valuable book to their students.Why? It has four hundred practice questions in the back.  Many of my students tell me these questions are very similar to the questions on the Florida real estate exam.  Linda Crawford is the author of this book.  She is a instructor at the University of FLORIDA.  Would this book help you pass the Florida real estate exam?  I think so. 

      We use Linda Crawford's "Exam Manual" to teach our two day state exam reviews.  We teach this two day class live in Orlando twice per month.  We also have this review on audio CD and video DVD.  We also have it online.  Check that out at

      The Florida real estate exam is ten per cent math.  The real estate math that is on the Florida real estate exam is easy to study.  We have posted twelve videos on You Tube to help you.  The videos are free.  You have to put up the effort to watch them.  There is no math on the Florida real estate exam that is not on these videos.        If you go to You Tube and go to "Climer School" , there is a playlist of all twelve free real estate math videos.  All you have to do is watch these.  It is hard to pass the Florida real estate exam if you miss half the math.  You have to be able to compute documentary stamps on the deed and mortgage.  You have to be able to compute per cent of profit.  You have to be able to compute interest.  You have to be able to  amortize a mortgage.  You have to be able to compute number of acres in a lot.  If you can not, it will be difficult for you to pass the Florida real estate exam.  At $31.50 per try , you want to pass the first time.  Watch the free real estate math videos on You Tube. 

      If you want to know if you are ready for the Florida real estate exam, take my free practice test at This is a very good indicater of how ready you are for the big test.  If you make a seventy on mine, that is probably what you will make on the Florida real estate exam.  Mine is free.  Perason Vue charges $31.50 every time you take the test. 

     At Climer School of Real Estate, we have many ways to help you pass the Florida real estate exam.  Google us and read our Google reviews.  Contact us if we can help you.